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      • 2010
      • Working Paper

      Men as Cultural Ideals: How Culture Shapes Gender Stereotypes

      By: Amy J.C. Cuddy, Susan Crotty, Jihye Chong and Michael I. Norton
      Three studies demonstrate how culture shapes the contents of gender stereotypes, such that men are perceived as possessing more of whatever traits are culturally valued. In Study 1, Americans rated men as less interdependent than women; Koreans, however, showed the... View Details
      Keywords: Prejudice and Bias; Perception; Values and Beliefs; Gender; Culture; Power and Influence
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      Cuddy, Amy J.C., Susan Crotty, Jihye Chong, and Michael I. Norton. "Men as Cultural Ideals: How Culture Shapes Gender Stereotypes." Harvard Business School Working Paper, No. 10-097, May 2010.
      • March 2010 (Revised September 2010)
      • Case

      TeamLease: Putting India to Work (Il) Legally

      By: Tarun Khanna and Anjali Raina
      This case focuses on the growth dilemmas facing Manish Sabharwal, co-founder, TeamLease Services Pvt. Ltd. TeamLease is a human resource outsourcing and temp staffing company located in India, which has grown rapidly from 2002 to 2009. Set in the context of the highly... View Details
      Keywords: Entrepreneurship; Employment; Human Capital; Lawfulness; Leadership; Growth and Development Strategy; Demand and Consumers; Power and Influence; Employment Industry; India
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      Khanna, Tarun, and Anjali Raina. "TeamLease: Putting India to Work (Il) Legally." Harvard Business School Case 710-402, March 2010. (Revised September 2010.)
      • 2010
      • Working Paper

      Conceptual Foundations of the Balanced Scorecard

      By: Robert S. Kaplan
      David Norton and I introduced the Balanced Scorecard in a 1992 Harvard Business Review article (Kaplan & Norton, 1992). The article was based on a multi-company research project to study performance measurement in companies whose intangible assets played a central role... View Details
      Keywords: Asset Management; Balanced Scorecard; Management Systems; Performance Improvement; Strategy
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      Kaplan, Robert S. "Conceptual Foundations of the Balanced Scorecard." Harvard Business School Working Paper, No. 10-074, March 2010.
      • March 2010
      • Article

      Interpersonal Authority in a Theory of the Firm

      By: Eric J. Van den Steen
      This paper develops a theory of the firm in which a firm's centralized asset ownership and low-powered incentives give the manager, as an equilibrium outcome, interpersonal authority over employees (in a world with open disagreement). The paper thus provides... View Details
      Keywords: Theory; Assets; Ownership; Motivation and Incentives; Governance Controls; Power and Influence; Projects; Perspective; Employees
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      Van den Steen, Eric J. "Interpersonal Authority in a Theory of the Firm." American Economic Review 100, no. 1 (March 2010): 466–490.
      • 1 Mar 2010
      • Conference Presentation

      Language Mandates, Power & Emotions in Globally Distributed Teams

      By: Tsedal Neeley
      Keywords: Groups and Teams; Emotions; Power and Influence
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      Neeley, Tsedal. "Language Mandates, Power & Emotions in Globally Distributed Teams." University of Virginia, Darden School of Business, March 1, 2010.
      • February 2010 (Revised October 2010)
      • Case

      Re-THINK-ing THINK: The Electric Car Company

      By: Joseph B. Lassiter III and David Kiron
      On January 5, 2010, 48-year-old Richard Canny was on his way to meet the governor of Indiana. He was reading his newly issued press release announcing that THINK planned to start automobile production in Elkhart County, Indiana to launch its THINK City battery-operated... View Details
      Keywords: Business Startups; Entrepreneurship; Investment; Global Strategy; Market Entry and Exit; Product Development; Production; Pollutants; Environmental Sustainability; Auto Industry; Manufacturing Industry; Norway; Indiana
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      Lassiter, Joseph B., III, and David Kiron. "Re-THINK-ing THINK: The Electric Car Company." Harvard Business School Case 810-105, February 2010. (Revised October 2010.)
      • February 2010 (Revised June 2012)
      • Case

      "Plugging In" the Consumer: The Adoption of Electrically Powered Vehicles in the U.S.

      By: Elie Ofek and Polly Ribatt
      How will U.S. consumers respond to the proliferation of alternative-fuel vehicles, such as cars powered partially or completely by electricity, in the coming decade? After a century in which fossil fuel-powered vehicles dominated the market, it appeared consumers would... View Details
      Keywords: Energy Sources; Policy; Marketing; Demand and Consumers; Business and Government Relations; Natural Environment; Pollutants; Adoption; Auto Industry; United States
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      Ofek, Elie, and Polly Ribatt. "Plugging In" the Consumer: The Adoption of Electrically Powered Vehicles in the U.S. Harvard Business School Case 510-076, February 2010. (Revised June 2012.)
      • February 2010
      • Module Note

      Strategies of Influence

      By: Deepak Malhotra
      Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers,... View Details
      Keywords: Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy
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      Malhotra, Deepak. "Strategies of Influence." Harvard Business School Module Note 910-039, February 2010.
      • 1 Feb 2010
      • Conference Presentation

      Language Mandates, Power & Emotions in Globally Distributed Teams

      By: Tsedal Neeley
      Keywords: Groups and Teams; Power and Influence; Emotions
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      Neeley, Tsedal. "Language Mandates, Power & Emotions in Globally Distributed Teams." Boston College, Carroll School of Management, February 1, 2010.
      • January 2010 (Revised March 2011)
      • Case

      Ben Bernanke: Person of the Year?

      By: Lakshmi Iyer and Matthew C. Weinzierl
      In response to the economic and financial crisis of 2008–2009, the Federal Reserve greatly expanded the scale and scope of its activities. Though lauded by many experts for its actions, the Fed and its chairman, Ben Bernanke, faced harsh criticism from some public... View Details
      Keywords: Financial Crisis; Central Banking; Governance Controls; Policy; Crisis Management; Power and Influence; Public Administration Industry; United States
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      Iyer, Lakshmi, and Matthew C. Weinzierl. "Ben Bernanke: Person of the Year?" Harvard Business School Case 710-051, January 2010. (Revised March 2011.)
      • Article

      Can Mutual Fund Managers Pick Stocks? Evidence from Their Trades Prior to Earnings Announcements

      By: Malcolm Baker, Lubomir Litov, Jessica Wachter and Jeffrey Wurgler
      We consider measures of stock-picking skill of mutual fund managers based on the earnings announcement returns of the stocks that they hold and trade. Relative to standard approaches, this approach focuses on an especially informative subset of the returns data,... View Details
      Keywords: Competency and Skills; Stocks; Investment Return; Investment Funds; Earnings Management
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      Baker, Malcolm, Lubomir Litov, Jessica Wachter, and Jeffrey Wurgler. "Can Mutual Fund Managers Pick Stocks? Evidence from Their Trades Prior to Earnings Announcements." Journal of Financial and Quantitative Analysis 45, no. 5 (October 2010): 1111 –1131.
      • Article

      How Implicit Beliefs Influence Trust Recovery

      By: M. Haselhuhn, M.E. Schweitzer and A. Wood
      After a trust violation, some people are quick to forgive, whereas others never trust again. In this report, we identify a key characteristic that moderates trust recovery: implicit beliefs of moral character. Individuals who believe that moral character can change... View Details
      Keywords: Values and Beliefs; Trust
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      Haselhuhn, M., M.E. Schweitzer, and A. Wood. "How Implicit Beliefs Influence Trust Recovery." Psychological Science 21, no. 5 (May 2010): 645–648.
      • 2009
      • Book

      Reorganize for Resilience: Putting Customers at the Center of Your Organization

      By: Ranjay Gulati
      In an era of raging commoditization and eroding profit margins, survival depends on resilience: staying one step ahead of your customers. Sure, most companies say they're "customer focused," but they don't deliver solutions to customers' thorniest problems. Why?... View Details
      Keywords: Competency and Skills; Customer Focus and Relationships; Profit; Organizational Culture; Organizational Structure; Cooperation
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      Gulati, Ranjay. Reorganize for Resilience: Putting Customers at the Center of Your Organization. Harvard Business Press, 2009.
      • Article

      The Cost Structure, Customer Profitability, and Retention Implications of Self-Service Distribution Channels: Evidence from Customer Behavior in an Online Banking Channel

      By: Dennis Campbell and Frances X. Frei
      This paper uses the context of online banking to investigate the consequences of employing self-service distribution channels to alter customer interactions with the firm. Using a sample of retail banking customers observed over a 30-month period at a large U.S. bank,... View Details
      Keywords: Cost; Service Operations; Distribution Channels; Consumer Behavior; Internet and the Web; Banks and Banking; Technology Adoption; Service Delivery; Market Transactions; Market Participation; Profit; Retail Industry; Banking Industry; United States
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      Campbell, Dennis, and Frances X. Frei. "The Cost Structure, Customer Profitability, and Retention Implications of Self-Service Distribution Channels: Evidence from Customer Behavior in an Online Banking Channel." Management Science 56, no. 1 (January 2010): 4–24. (Lead Article.)
      • 2010
      • Chapter

      The Paranoid Style in the Study of American Politics

      By: David Moss and Mary Oey
      What drives policy making in a democracy? The conventional view is that political actors, like economic actors, pursue their self interest, and that special interest groups dominate the policy making process by satisfying policy makers' need for money and other forms... View Details
      Keywords: Policy; Government Legislation; Media; Interests; Power and Influence; Public Opinion; United States
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      Moss, David, and Mary Oey. "The Paranoid Style in the Study of American Politics." In Government and Markets: Toward a New Theory of Regulation, edited by Edward J. Balleisen and David A. Moss. Cambridge: Cambridge University Press, 2010.
      • Article

      The Price of Equality: Suboptimal Resource Allocations across Social Categories

      By: Stephen M. Garcia, Max Bazerman, Shirli Kopelman, Avishalom Tor and Dale T. Miller
      This paper explores the influence of social categories on the perceived trade-off between relatively bad but equal distribution of resources between two parties and profit maximizing, yet asymmetric, payoffs. Studies 1 and 2 show that people prefer to maximize profits... View Details
      Keywords: Equality and Inequality; Resource Allocation; Societal Protocols; Profit; Decision Making; Prejudice and Bias; Market Transactions; Ethics; Power and Influence; Distribution; Organizations
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      Garcia, Stephen M., Max Bazerman, Shirli Kopelman, Avishalom Tor, and Dale T. Miller. "The Price of Equality: Suboptimal Resource Allocations across Social Categories." Special Issue on Behavioral Ethics: A New Empirical Perspective on Business Ethics Research. Business Ethics Quarterly 20, no. 1 (January 2010): 75–88.
      • 2010
      • Article

      The Strategic Use of Brand Biographies

      By: Jill Avery, Neeru Paharia, Anat Keinan and Juliet Schor
      We introduce the concept of a brand biography to describe an emerging trend in branding in which firms author a dynamic, historical account of the events that have shaped the brand over time. Using a particular type of brand biography, "the underdog," we empirically... View Details
      Keywords: Marketing; Brands; Brand Management; Brand Building; Brand Positioning; Competitive Positioning; Marketing Strategy; Brands and Branding; Managerial Roles; Strategy; Product Positioning; Consumer Behavior; Biography; Success; Perception; Markets; Power and Influence; Consumer Products Industry; Beauty and Cosmetics Industry; Apparel and Accessories Industry; Auto Industry; Fashion Industry; Food and Beverage Industry
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      Avery, Jill, Neeru Paharia, Anat Keinan, and Juliet Schor. "The Strategic Use of Brand Biographies." Research in Consumer Behavior 12 (2010): 213–230.
      • 2010
      • Chapter

      What Is Leadership: The CEO's Role in Large, Complex Organizations

      By: Michael E. Porter and Nitin Nohria
      What is the role of the CEO in a large, complex enterprise? What makes a CEO effective? At first blush, these questions seem easy to answer. A CEO is the epitome of leadership. He or she exercises ultimate power and is responsible for making the most critical choices... View Details
      Keywords: Decision Making; Leadership; Managerial Roles; Power and Influence
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      Porter, Michael E., and Nitin Nohria. "What Is Leadership: The CEO's Role in Large, Complex Organizations." Chap. 16 in Handbook of Leadership Theory and Practice, edited by Nitin Nohria and Rakesh Khurana. Harvard Business Press, 2010.
      • December 2009
      • Article

      Hiding the Evidence of Valid Theories: How Coupled Search Processes Obscure Performance Differences Among Organizations

      By: Nicolaj Siggelkow and Jan Rivkin
      Theorists argue that an organization's high-level choices, such as its organizational design or the attributes of its top management team, should influence its performance, yet empirical researchers have struggled to detect such influence. The impact of high-level... View Details
      Keywords: Decision Choices and Conditions; Management Teams; Organizational Design; Performance Effectiveness; Power and Influence; Balance and Stability
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      Siggelkow, Nicolaj, and Jan Rivkin. "Hiding the Evidence of Valid Theories: How Coupled Search Processes Obscure Performance Differences Among Organizations." Administrative Science Quarterly 54, no. 4 (December 2009): 602 – 634.
      • winter 2009
      • Journal Article

      Interactivity's Unanticipated Consequences for Markets and Marketing

      By: John A. Deighton and Leora Kornfeld
      The digital interactive transformation in marketing is not unfolding, as some thought it would, on the model of direct marketing. That model anticipated that marketing, empowered by digital media using rich profiling data, would intrude ever more deeply and more... View Details
      Keywords: Communication Intention and Meaning; Interactive Communication; Marketing Communications; Consumer Behavior; Social and Collaborative Networks; Online Technology
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      Deighton, John A., and Leora Kornfeld. "Interactivity's Unanticipated Consequences for Markets and Marketing." Journal of Interactive Marketing 23, no. 1 (winter 2009): 2–12. (First Runner-up and Winner of an Honorable Mention for the Best Paper published in the Journal of Interactive Marketing in 2009.)
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