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Publications

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  • All HBS Web  (879)
    • People  (2)
    • News  (118)
    • Research  (672)
    • Events  (12)
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Show Results For

  • All HBS Web  (879)
    • People  (2)
    • News  (118)
    • Research  (672)
    • Events  (12)
    • Multimedia  (1)
  • Faculty Publications  (272)
← Page 4 of 879 Results →
  • 27 Jun 2019
  • Working Paper Summaries

The Effect of Payment Choices on Online Retail: Evidence from the 2016 Indian Demonetization

Keywords: by Chaithanya Bandi, Toni Moreno, Donald Ngwe, and Zhiji Xu; Retail
  • 06 Mar 2020
  • Working Paper Summaries

Consumer Protection in an Online World: An Analysis of Occupational Licensing

Keywords: by Chiara Farronato, Andrey Fradkin, Bradley Larsen, and Erik Brynjolfsson; Service
  • 13 Jan 2003
  • Research & Ideas

The Subconscious Mind of the Consumer (And How To Reach It)

Harvard Business School professor Gerald Zaltman's latest book, How Customers Think: Essential Insights into the Mind of the Market, delves into the subconscious mind of the consumer—the place where most purchasing decisions are made. The question: How can marketers... View Details
Keywords: by Manda Mahoney
  • 22 May 2019
  • Research & Ideas

Forgiving Student Loan Debt Leads to Better Jobs, Stronger Consumers

largest consumer debt in the US, trailing only mortgage loans—and surpassing car loans, credit card debt, and home equity lines of credit. Source: New York Fed Consumer Credit Panel/Equifax Many people who... View Details
Keywords: by Dina Gerdeman
  • 2019
  • Working Paper

The Effect of Payment Choices on Online Retail: Evidence from the 2016 Indian Demonetization

By: Chaithanya Bandi, Antonio Moreno, Donald Ngwe and Zhiji Xu
The Indian banknote demonetization in 2016 was one of the most significant international events of that year. Overnight, 86% of Indian currency in circulation was declared invalid unless exchanged for new bills. The sudden and unexpected demonetization constituted a... View Details
Keywords: Cash On Delivery; Online Retail; Product Returns; Payment Methods; Digitization; Emerging Markets; Currency; Internet and the Web; Demand and Consumers; Retail Industry; India
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Bandi, Chaithanya, Antonio Moreno, Donald Ngwe, and Zhiji Xu. "The Effect of Payment Choices on Online Retail: Evidence from the 2016 Indian Demonetization." Harvard Business School Working Paper, No. 19-123, June 2019.
  • 07 Mar 2000
  • Research & Ideas

Putting Health Care Consumers in the Driver’s Seat

health-care movement embraces a number of approaches, the various options have some key features in common. Consumers would be able to choose their own health-care plans, typically using tax-advantaged funds supplied by their employers;... View Details
Keywords: by Staff; Health
  • 2017
  • Working Paper

The 4 Minds of the Customer: A Framework for Understanding and Applying the Science of Decision Making

By: Ryan Hamilton and Uma R. Karmarkar
Scientists have spent decades creating powerful and detailed descriptions of how people make decisions. Unfortunately, many of these theories make contradictory predictions and are difficult to understand and implement. We introduce the 4 Minds framework as a practical... View Details
Keywords: Consumer Choice; Market Research; Decision Making Process; Decision; Marketing Research; Consumer Behavior; Decision Choices and Conditions; Marketing; Decision Making; Segmentation; Research
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Hamilton, Ryan, and Uma R. Karmarkar. "The 4 Minds of the Customer: A Framework for Understanding and Applying the Science of Decision Making." Marketing Science Institute Report, No. 17-109, May 2017.
  • July 2017
  • Article

The Impact of 'Display-Set' Options on Decision-Making

By: Uma R. Karmarkar
The way a choice set is constructed can have a significant influence on how individuals perceive and evaluate their options and make decisions between them. Here, I examine whether a “display set” of visible but unavailable options can exert these same types of... View Details
Keywords: Decision Making Process; Heuristics; Similarity; Categorization; Marketing Insight; Marketing; Choice; Choice Architecture; Choice Sets; Display; Retail; Consumer Behavior; Decision Choices and Conditions; Decisions; Decision Making; Consumer Products Industry; Consumer Products Industry
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Karmarkar, Uma R. "The Impact of 'Display-Set' Options on Decision-Making." Journal of Behavioral Decision Making 30, no. 3 (July 2017): 744–753.
  • 07 Apr 2022
  • Research & Ideas

Giving Back: Consumers Care More About How Companies Donate Than How Much

profits over one week. The psychology of giving Consumers might be making these choices for several reasons, even beyond judgments of generosity, Keenan says. For example, people shopping for brands that... View Details
Keywords: by Pamela Reynolds
  • March 2021
  • Article

Active Choice, Implicit Defaults, and the Incentive to Choose

By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
Home-delivered prescriptions have no delivery charge and lower copayments than prescriptions picked up at a pharmacy. Nevertheless, when home delivery is offered on an opt-in basis, the take-up rate is only 6%. We study a program that makes active choice of either home... View Details
Keywords: Active Choice; Defaults; Implicit Defaults; Incentives; Consumer Behavior; Decision Choices and Conditions; Motivation and Incentives
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Beshears, John, James J. Choi, David Laibson, and Brigitte C. Madrian. "Active Choice, Implicit Defaults, and the Incentive to Choose." Organizational Behavior and Human Decision Processes 163 (March 2021): 6–16.
  • November 2019
  • Article

When and Why Defaults Influence Decisions: A Meta-analysis of Default Effects

By: Jon M. Jachimowicz, Shannon Duncan, Elke U. Weber and Eric J. Johnson
When people make decisions with a pre-selected choice option—a “default”—they are more likely to select that option. Because defaults are easy to implement, they constitute one of the most widely employed tools in the choice architecture toolbox. However, to decide... View Details
Keywords: Choice Architecture; Defaults; Default Effects; Decision Making; Behavior; Analysis
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Jachimowicz, Jon M., Shannon Duncan, Elke U. Weber, and Eric J. Johnson. "When and Why Defaults Influence Decisions: A Meta-analysis of Default Effects." Behavioural Public Policy 3, no. 2 (November 2019): 159–186.
  • 2014
  • Working Paper

The Rising Cost of Consumer Attention: Why You Should Care, and What You Can Do about It

By: Thales S. Teixeira
Attention is a necessary ingredient for effective advertising. The market for consumer attention (or "eyeballs") has become so competitive that attention can be regarded as a currency. The rising cost of this ingredient in the marketplace is causing marketers to waste... View Details
Keywords: Strategy; Advertising
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Teixeira, Thales S. "The Rising Cost of Consumer Attention: Why You Should Care, and What You Can Do about It." Harvard Business School Working Paper, No. 14-055, January 2014.
  • September 2016
  • Supplement

Financial Services at Falabella (B)

By: C. Fritz Foley and Agustin M. Hurtado
Supplements the (A) case and provides an update describing choices Falabella made. View Details
Keywords: Consumer Credit; Financial Management; Corporate Strategy; Credit; Financial Institutions; Financial Services Industry
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Foley, C. Fritz, and Agustin M. Hurtado. "Financial Services at Falabella (B)." Harvard Business School Supplement 217-017, September 2016.
  • March 2015 (Revised January 2020)
  • Case

Behavioural Insights Team (A)

By: Michael Luca and Patrick Rooney
The Behavioural Insights Team case introduces students to the concept of choice architecture and the value of experimental methods (sometimes called A/B testing) within organizational contexts. The exercise provides an opportunity for students to apply these principles... View Details
Keywords: Behavioral Economics; Experiments; Choice Architecture; Public Entrepreneurship; Decision Choices and Conditions; Consumer Behavior; Taxation; Economics; Public Administration Industry; United Kingdom
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Luca, Michael, and Patrick Rooney. "Behavioural Insights Team (A)." Harvard Business School Case 915-024, March 2015. (Revised January 2020.)
  • March 2016 (Revised March 2022)
  • Teaching Note

Express Scripts: Promoting Prescription Drug Home Delivery (A) and (B)

By: John Beshears
The pharmacy benefit manager (PBM) sector processes prescription drug claims on behalf of companies that offer a prescription drug benefit to their employees. The case associated with this teaching note follows Bob Nease, chief scientist at Express Scripts, as he... View Details
Keywords: Pharmaceuticals; Prescription Drugs; Pharmacy Benefit Manager; PBM; Healthcare; Behavioral Economics; Choice Architecture; Active Choice; Service Delivery; Decision Choices and Conditions; Consumer Behavior; Distribution Channels; Health Care and Treatment; Service Industry; Pharmaceutical Industry
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Beshears, John. "Express Scripts: Promoting Prescription Drug Home Delivery (A) and (B)." Harvard Business School Teaching Note 916-047, March 2016. (Revised March 2022.)
  • 30 Sep 2021
  • Blog Post

Driving Social Impact Through Consumer Behavior: Nonprofit to Finance to Retail with Nicole Krantz (MBA 2022)

Strategy and Sustainability Manager. In her role, Krantz worked closely with the leadership team on building strategic partnerships that could further the company’s mission of sustainability. “I loved what we were doing at S’well and especially the people aspect of... View Details
Keywords: Retail
  • September 2016
  • Case

Financial Services at Falabella (A)

By: C. Fritz Foley and Agustin M. Hurtado
In 2010, the board and senior management team of Falabella, a leading retailer with operations throughout Latin America, faced choices about what to do with its financial services division. More than 4.5 million customers had CMR credit cards that could be used in... View Details
Keywords: Consumer Credit; Financial Institutions; Personal Finance; Financial Management; Financial Strategy; Corporate Strategy; Banking Industry; Retail Industry; Latin America; Chile; Argentina; Colombia; Peru
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Foley, C. Fritz, and Agustin M. Hurtado. "Financial Services at Falabella (A)." Harvard Business School Case 217-016, September 2016.
  • August 2022
  • Article

The Bulletproof Glass Effect: Unintended Consequences of Privacy Notices

By: Aaron R. Brough, David A. Norton, Shannon L. Sciarappa and Leslie K. John
Drawing from a content analysis of publicly traded companies’ privacy notices, a survey of managers, a field study, and five online experiments, this research investigates how consumers respond to privacy notices. A privacy notice, by placing legally enforceable limits... View Details
Keywords: Choice; Purchase Intent; Privacy; Privacy Notices; Warnings; Assurances; Information Disclosure; Trust; Consumer Behavior; Spending; Decisions; Information; Communication
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Brough, Aaron R., David A. Norton, Shannon L. Sciarappa, and Leslie K. John. "The Bulletproof Glass Effect: Unintended Consequences of Privacy Notices." Journal of Marketing Research (JMR) 59, no. 4 (August 2022): 739–754.
  • December 2018 (Revised June 2020)
  • Case

Creating the French Behavioral Insights Team

By: Michael Luca, Ariella Kristal and Emilie Billaud
This case explores how neuroscientist Mariam Chammat helped set up the first behavioral insights team at the center of the French government, and encouraged French administrations to innovate and create policy initiatives based on psychological theories of influence... View Details
Keywords: Choice Architecture; Behavioral Economics; Experiments; Negotiation; Decision Making; Economics; Taxation; Entrepreneurship; Consumer Behavior; Public Administration Industry; Europe; France; Paris
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Luca, Michael, Ariella Kristal, and Emilie Billaud. "Creating the French Behavioral Insights Team." Harvard Business School Case 919-015, December 2018. (Revised June 2020.)
  • Article

When Talk Is "Free": The Effect of Tariff Structure on Usage Under Two- and Three-Part Tariffs

By: Eva Ascarza, Anja Lambrecht and Naufel Vilcassim
In many service industries, firms introduce three-part tariffs to replace or complement existing two-part tariffs. In contrast with two-part tariffs, three-part tariffs offer allowances, or “free” units of the service. Behavioral research suggests that the attributes... View Details
Keywords: Pricing; Nonlinear Pricing; Discrete/continuous Choice Model; Three-part Tariffs; Free Products; Price; Consumer Behavior; Analysis; Learning; Risk and Uncertainty
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Ascarza, Eva, Anja Lambrecht, and Naufel Vilcassim. When Talk Is "Free": The Effect of Tariff Structure on Usage Under Two- and Three-Part Tariffs. Journal of Marketing Research (JMR) 49, no. 6 (December 2012): 882–900.
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