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  • 13 Jun 2017
  • First Look

First Look at New Research and Ideas, June 13

deontologists. Study 3 exploits natural differences in religious saliency across days of the week to provide causal evidence that religion raises deontological tendencies on Sundays and selectively increases the appeal of inaction... View Details
Keywords: Sean Silverthorne
  • 03 Mar 2015
  • First Look

First Look: March 3

foundings are driven by collective patterns of activity-that is, by patterns of prior foundings, of support from related markets, and of institutional activism in a given sector. Building on research on social salience and signals, we... View Details
Keywords: Sean Silverthorne
  • 24 Apr 2012
  • First Look

First Look: April 24

would not be achieved even if the product offered a payout ratio comparable to U.S. insurance contracts. We present evidence suggesting that lack of trust, liquidity constraints, and limited salience are significant non-price frictions... View Details
Keywords: Carmen Nobel
  • 05 Dec 2011
  • Research & Ideas

It’s Alive! Business Scholars Turn to Experimental Research

salience of one's own ethical standards at the time of temptation (that is, when one faces the decision to cheat) reduces unethical behavior, a conclusion reached through a combination of lab and field studies with Professor Max H.... View Details
Keywords: by Carmen Nobel
  • 17 Sep 2013
  • First Look

First Look: September 17

rate. Our results suggest that low pay rates are, in and of themselves, unlikely to promote dishonesty. Instead, it is the salience of upward social comparisons that encourages the poorly compensated to cheat. September 2013 Empirical... View Details
Keywords: Sean Silverthorne
  • 15 May 2012
  • First Look

First Look: May 15

demonstrate, a coordination perspective helps resolve some empirical puzzles, but it also represents a challenge to received wisdom grounded in the salience of cooperation. To stimulate future research, we discuss alternative... View Details
Keywords: Carmen Nobel
  • 09 Feb 2016
  • First Look

February 9, 2016

entrepreneurship in organizational sectors. Prior research suggests that firm foundings are driven by collective patterns of activity—that is, by patterns of prior foundings—including support from related markets as well as institutional activism in a given sector.... View Details
Keywords: Sean Silverthorne
  • 21 Jan 2009
  • First Look

First Look: January 21, 2009

behavior of others. In addition, increasing moral saliency by having participants read or sign an honor code significantly reduced or eliminated unethical behavior. While dishonest behavior motivated moral leniency and led to strategic... View Details
Keywords: Martha Lagace
  • 09 Jun 2015
  • First Look

First Look: June 9, 2015

to present a 3-principle framework we call REVISE. This framework classifies forces that affect dishonesty into three main categories and then redirects those forces to encourage moral behavior. The first principle, Reminding, emphasizes the effectiveness of subtle... View Details
Keywords: Sean Silverthorne
  • 05 May 2015
  • First Look

First Look: May 5

by traditional models of decision making under uncertainty and highlight the importance of increasing the salience of unfavorable information in uncertain contexts to promote unbiased decision making. Publisher's link: View Details
Keywords: Carmen Nobel
  • 21 Dec 2010
  • First Look

First Look: December 21

prescriptively—from detailed historical case studies of "great negotiations," chosen more for their salience than their analytic characteristics or comparability? Taking a number of such cases compiled by Stanton (2010) as a... View Details
  • 12 May 2009
  • First Look

First Look: May 12, 2009

(Studies 3 and 4), we find that dishonest behavior increased moral disengagement and motivated forgetting of moral rules. Such changes did not occur in the case of honest behavior or consideration of the behavior of others. In addition, increasing moral View Details
Keywords: Martha Lagace
  • 14 Feb 2012
  • First Look

First Look: February 14

and present themselves as more virtuous and ethical (Studies 1, 2, 3). We show this mechanism is exclusive for ethical dissonance and is not triggered by salience of ethicality (Study 4), general sense of personal failure, or ethically... View Details
Keywords: Carmen Nobel
  • 05 Mar 2019
  • First Look

New Research and Ideas, March 5, 2019

scores on Yelp.com. We implement a two-stage intervention that separately identifies consumer response to information disclosure and a disclosure design with improved salience—a consumer alert. We find score posting is effective, but improving View Details
Keywords: Dina Gerdeman
  • 12 Jun 2018
  • First Look

New Research and Ideas, June 12, 2018

We show that biases can also arise, or be exacerbated, because agents are motivated to make errors. In three experiments involving nearly 3,200 participants, agents motivated to be selfish make simple computational errors and respond to the View Details
Keywords: Dina Gerdeman
  • 24 Jan 2012
  • First Look

First Look: Jan. 24

  PublicationsiPhones for Friends, Refrigerators for Family: How Products Prime Social Networks Authors:Lalin Anik and Michael I. Norton Publication:Social Influence (forthcoming). Abstract We show that priming consumers with products associated with specific social... View Details
Keywords: Sean Silverthorne
  • 24 May 2011
  • First Look

First Look: May 24

saliency of ethics and morality and leads to significant reductions in dishonesty. Download the paper: http://www.hbs.edu/research/pdf/11-117.pdf Using What We Know: Turning Organizational Knowledge into Team Performance Authors:Bradley... View Details
Keywords: Sean Silverthorne
  • 06 Feb 2018
  • First Look

First Look at New Research and Ideas: February 6, 2018

and Tatiana Sandino Abstract—We analyze the effects of increasing the salience of corporate values in an organization rewarding its employees based on financial performance. We use data from a field experiment conducted at an Indian... View Details