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Advice
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- November 2019 (Revised January 2020)
- Case
Bayer Crop Science
By: David E. Bell, Damien McLoughlin, Natalie Kindred and James Barnett
In mid-2019, a year after German conglomerate Bayer Group closed its acquisition of U.S.-based seeds giant Monsanto, the leadership of Bayer’s Crop Science division (which absorbed Monsanto) is reflecting on the opportunities ahead. Some observers have questioned... View Details
- November 2019
- Case
The Boss Has the Wrong Idea: Confidential Role Material for Julia Smith
By: Katherine Coffman, Kathleen McGinn, Judith A. Clair and Katherine Chen
“The Boss Has the Wrong Idea” is a two-person conversation exercise in which an MBA student seeks advice from a mentor in her field about how to handle an incident of workplace sexual harassment. The case consists of two confidential role materials: a role for the... View Details
- November 2019
- Case
The Boss Has the Wrong Idea: Confidential Role Material for Lee Clancy
By: Katherine Coffman, Kathleen McGinn, Judith A. Clair and Katherine Chen
“The Boss Has the Wrong Idea” is a two-person conversation exercise in which an MBA student seeks advice from a mentor in her field about how to handle an incident of workplace sexual harassment. The case consists of two confidential role materials: a role for the... View Details
- September 20, 2019
- Editorial
Why Asking for Advice Is More Effective Than Asking for Feedback
By: Jaewon Yoon, Hayley Blunden, Ariella S. Kristal and A.V. Whillans
Conventional wisdom says you should ask your colleagues for feedback. However, research suggests that feedback often has no (or even a negative) impact on our performance. This is because the feedback we receive is often too vague—it fails to highlight what we can... View Details
- Article
Improving the Rhythm of Your Collaboration
By: Ethan S. Bernstein, Jesse Shore and David Lazer
In this article, we summarize our research on the value of intermittency for complex problem solving at work and give practical advice on how organizations can improve the rhythm of their people's collaboration. Executives have been counseled to be collaborative... View Details
- Article
Why ‘Tell Them Something They Don't Know’ Is Bad Advice in B2B Sales
By: Frank V. Cespedes and Tracy DeCicco
Common advice in sales is to provide insights to customers during sales calls. But this advice generally stays at the level of “tell people something they don’t already know” and results in sales conversations littered with many irrelevant factoids. This article... View Details
- May 10, 2019
- Article
How Asking Multiple People for Advice Can Backfire
- March 2019
- Article
When Does Advice Impact Startup Performance?
By: Aaron Chatterji, Solène Delecourt, Sharique Hasan and Rembrand Koning
Why do some entrepreneurs thrive while others fail? We explore whether the advice entrepreneurs receive about managing their employees influences their startup's performance. We conducted a randomized field experiment in India with 100 high-growth technology firms... View Details
- Article
Sales Managers Must Manage
A common complaint from C-level executives about their sales colleagues concerns the latter’s ability to manage, not sell. Nearly every firm has examples of successful salespeople who are poor managers because they persist in their behaviors as reps rather than... View Details
- 2019
- Working Paper
Immigrant Networking and Collaboration: Survey Evidence from CIC
By: Sari Pekkala Kerr and William R. Kerr
Networking and the giving and receiving of advice outside of one’s own firm are important features of entrepreneurship and innovation. We study how immigrants and natives utilize the potential networking opportunities provided by CIC, formerly known as the Cambridge... View Details
- Article
Seeker Beware: The Interpersonal Costs of Ignoring Advice
Prior advice research has focused on why people rely on (or ignore) advice and its impact on judgment accuracy. We expand the consideration of advice-seeking outcomes by investigating the interpersonal consequences of advice seekers’ decisions. Across nine studies, we... View Details
- December 20, 2018
- Editorial
I'm an Expert on Negotiations, and I Have Some Advice for Theresa May
By: Deepak Malhotra
Keywords: Negotiation
- 2018
- Chapter
Behavioral Household Finance
By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
This chapter provides an overview of household finance. The first part summarizes key facts regarding household financial behavior, emphasizing empirical regularities that are inconsistent with the standard classical economic model and discussing extensions of the... View Details
- 2018
- Working Paper
UK Competitiveness after Brexit
On June 23rd, 2016 52% of UK voters opted to put their country on the path to leave the European Union by March 29, 2019. This result was a surprise to many, and went against the advice of the vast majority of economic experts and business leaders. Two years later, and... View Details
- September 2018 (Revised October 2018)
- Supplement
Lexoo: Building a Long-Lasting Platform
By: Chiara Farronato and Elena Corsi
Lexoo, a UK-based online marketplace for legal services, was facing the strategic choice of how to grow from early start-up to mature platform. Daniel van Binsbergen, Lexoo's CEO, and web developer Chris O'Sullivan, CTO, had set up Lexoo to help Small and Medium-Sized... View Details
- August 2018 (Revised February 2022)
- Case
Lexoo: Building a Long-Lasting Platform
By: Chiara Farronato and Elena Corsi
Daniel van Binsbergen, Lexoo’s CEO, and web developer Chris O’Sullivan, CTO, had set up Lexoo, a UK legal marketplace, to help small and medium enterprises (SME) find legal advice at low prices. Lexoo had recently invested in a new vertical focused on larger companies.... View Details
- 2018
- Chapter
How the Other Half Thinks: The Psychology of Advising
By: Hayley Blunden and Francesca Gino
This chapter integrates research on advice interactions, motivations for advising, and the psychological consequences of serving in an advisor role to develop a more comprehensive perspective on the psychology of advising. By connecting this work, which spans various... View Details
- 2018
- Working Paper
Channeled Attention and Stable Errors -- Previous Working Version
By: Tristan Gagnon-Bartsch, Matthew Rabin and Joshua Schwartzstein
A common critique of models of mistaken beliefs is that people should recognize their error after observations they thought were unlikely. This paper develops a framework for assessing when a given error is likely to be discovered, in the sense that the error-maker... View Details
- May 2018
- Article
Advice Giving: A Subtle Pathway to Power
By: M. Schaerer, L.P. Tost, L. Huang, F. Gino and R. P. Larrick
We propose that interpersonal behaviors can activate feelings of power, and we examine this idea in the context of advice giving. Specifically, we show a) that advice giving is an interpersonal behavior that enhances individuals’ sense of power and b) that those who... View Details