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  • 1 Aug 1999
  • Conference Presentation

Events That Influence Creativity

By: Teresa M. Amabile
Keywords: Creativity
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Amabile, Teresa M. "Events That Influence Creativity." Paper presented at the Annual Convention of the American Psychological Association, Boston, MA, August 01, 1999.
  • September 2010 (Revised January 2012)
  • Case

OPOWER: Increasing Energy Efficiency through Normative Influence (A)

By: Amy J.C. Cuddy, Kyle Todd Doherty and Maarten W. Bos
The case profiles OPOWER, an energy efficiency software company that applies Cialdini's principles of social influence to successfully encourage consumers to reduce their energy usage. OPOWER was co-founded in 2008 by two young Harvard graduates, Dan Yates and Alex... View Details
Keywords: Mathematical Methods; Applications and Software; Attitudes; Entrepreneurship; Energy Conservation; Power and Influence; Growth and Development Strategy; Energy Industry; United States
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Cuddy, Amy J.C., Kyle Todd Doherty, and Maarten W. Bos. "OPOWER: Increasing Energy Efficiency through Normative Influence (A)." Harvard Business School Case 911-016, September 2010. (Revised January 2012.)
  • 2010
  • Simulation

Change Management Simulation: Power and Influence

By: Linda A. Hill and William Q. Judge
In this single-player simulation, students play one of two roles at a sunglass manufacturing firm and face the challenges associated with implementing an organization-wide environmental sustainability initiative. The initiative seeks to change raw material inputs in... View Details
Keywords: Change Management; Power and Influence; Problems and Challenges; Environmental Sustainability; Production; Wastes and Waste Processing; Adoption
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Hill, Linda A., and William Q. Judge. "Change Management Simulation: Power and Influence." Simulation and Teaching Note. Boston, MA: Harvard Business Publishing, 2010. Electronic.
  • 1999
  • Working Paper

It's Not the Seed, It's the Soil: Social Psychological Influences on Outcomes of Organizational Change Programs

By: Amy C. Edmondson and Anita Williams Woolley
Citation
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Edmondson, Amy C., and Anita Williams Woolley. "It's Not the Seed, It's the Soil: Social Psychological Influences on Outcomes of Organizational Change Programs." Harvard Business School Working Paper, No. 99-136, June 1999.
  • December 2002
  • Article

Identity Salience and the Influence of Differential Activation of the Social Self-Schema on Advertising Response

By: Mark R. Forehand, Rohit Deshpandé and Americus Reed III
Keywords: Advertising; Social Psychology
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Forehand, Mark R., Rohit Deshpandé, and Americus Reed III. "Identity Salience and the Influence of Differential Activation of the Social Self-Schema on Advertising Response." Journal of Applied Psychology 87, no. 6 (December 2002): 1086–1099.
  • 26 Aug 2019
  • Research & Ideas

Lipstick Tips: How Influencers Are Making Over Beauty Marketing

percent said they purchase multiple products each month. A whopping 62 percent of the women said they follow beauty influencers on social media. When asked where they seek information about beauty products... View Details
Keywords: by Dina Gerdeman; Consumer Products; Beauty & Cosmetics
  • July 1977
  • Article

Social Roles, Social Control and Biases in Social Perception Processes

By: L. D. Ross, T. M. Amabile and J. Steinmetz
To make accurate social judgments, an individual must both recognize and adequately correct for the self-presentation advantages or disadvantages conferred upon actors by their social roles. Two experiments using 120 undergraduates examined social perceptions formed... View Details
Keywords: Perception; Prejudice and Bias; Social Psychology; Judgments; Power and Influence; Status and Position; Situation or Environment
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Ross, L. D., T. M. Amabile, and J. Steinmetz. "Social Roles, Social Control and Biases in Social Perception Processes." Journal of Personality and Social Psychology 35, no. 7 (July 1977): 485–494.
  • December 2021
  • Article

Seeing Oneself as a Valued Contributor: Social Worth Affirmation Improves Team Information Sharing

By: Julia Lee Cunningham, Francesca Gino, Dan Cable and Bradley Staats
Teams often fail to reach their potential because members’ concerns about being socially accepted prevent them from offering their unique perspectives to the team. Drawing on relational self and self-affirmation theory, we argue that affirmation of team members’ social... View Details
Keywords: Social Worth Affirmation; Relational Identity; Self-affirmation; Information Sharing In Teams; Concerns About Social Acceptance; Groups and Teams; Identity; Relationships; Knowledge Sharing
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Cunningham, Julia Lee, Francesca Gino, Dan Cable, and Bradley Staats. "Seeing Oneself as a Valued Contributor: Social Worth Affirmation Improves Team Information Sharing." Academy of Management Journal 64, no. 6 (December 2021): 1816–1841.
  • January 2003
  • Article

Women Entrepreneurs Who Break Through to Equity Financing: The Influence of Human, Social and Financial Capital

By: Myra M. Hart, Nancy M. Carter, Candida G. Brush, Patricia G. Greene and Elizabeth Gatewood
Keywords: Human Capital; Entrepreneurship; Financing and Loans; Gender; Capital; Equity
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Hart, Myra M., Nancy M. Carter, Candida G. Brush, Patricia G. Greene, and Elizabeth Gatewood. "Women Entrepreneurs Who Break Through to Equity Financing: The Influence of Human, Social and Financial Capital." Venture Capital 5, no. 1 (January 2003): 1–28.
  • 27 Jul 2009
  • Research & Ideas

Social Network Marketing: What Works?

it's important to understand both who influences purchase decisions in online communities and which groups of users can be influenced. “Viral campaigns truly leverage the network aspect of these social... View Details
Keywords: by Sarah Jane Gilbert; Advertising; Publishing; Retail
  • April 2003 (Revised December 2003)
  • Background Note

Winning the Influence Game: Corporate Diplomacy and Business Strategy

Provides a framework for influencing key outside players--businesses, governments, and NGOs--in support of business strategy. This could mean negotiating contracts with major customers and suppliers, concluding acquisitions and alliances, and securing financing from... View Details
Keywords: Negotiation; Business Strategy; Power and Influence
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Watkins, Michael D. "Winning the Influence Game: Corporate Diplomacy and Business Strategy." Harvard Business School Background Note 903-096, April 2003. (Revised December 2003.)
  • May 2011 (Revised January 2012)
  • Supplement

OPOWER: Increasing Energy Efficiency through Normative Influence (B)

By: Maarten W. Bos, Amy J.C. Cuddy and Kyle Todd Doherty
The case profiles OPOWER, an energy efficiency software company that applies Cialdini's principles of social influence to successfully encourage consumers to reduce their energy usage. OPOWER was co-founded in 2008 by two young Harvard graduates, Dan Yates and Alex... View Details
Keywords: Energy Conservation
Citation
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Bos, Maarten W., Amy J.C. Cuddy, and Kyle Todd Doherty. "OPOWER: Increasing Energy Efficiency through Normative Influence (B)." Harvard Business School Supplement 911-061, May 2011. (Revised January 2012.)
  • 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.
  • July 2007 (Revised April 2008)
  • Teaching Note

Zipcar: Influencing Customer Behavior (TN)

By: Frances X. Frei
Keywords: Customers; Behavior; Transportation Industry
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Frei, Frances X. "Zipcar: Influencing Customer Behavior (TN)." Harvard Business School Teaching Note 608-041, July 2007. (Revised April 2008.)
  • July–August 2013
  • Article

Connect, Then Lead

By: Amy J.C. Cuddy, Matthew Kohut and John Neffinger
In puzzling over whether it's better to be feared or loved as a leader, Machiavelli famously said that, because it's nigh impossible to do both, leaders should opt for fear. Research from Harvard Business School's Amy Cuddy and consultants Matthew Kohut and John... View Details
Keywords: Influence; Leadership; Trust; Power and Influence
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Cuddy, Amy J.C., Matthew Kohut, and John Neffinger. "Connect, Then Lead." Harvard Business Review 91, nos. 7/8 (July–August 2013): 54–61.
  • 2016
  • Chapter

User-Generated Content and Social Media

By: Michael Luca
This paper documents what economists have learned about user-generated content (UGC) and social media. A growing body of evidence suggests that UGC on platforms ranging from Yelp to Facebook has a large causal impact on economic and social outcomes ranging from... View Details
Keywords: User-generated Content; Crowdsourcing; Design Economics; Internet and the Web; Marketing; Economics; Media; Social Media
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Luca, Michael. "User-Generated Content and Social Media." Chap. 12 in Handbook of Media Economics. Vol. 1B, edited by Simon Anderson, Joel Waldfogel, and David Strömberg. North-Holland Publishing Company, 2016.
  • 1995
  • Book

Power and Influence Customized Course Module

By: L. A. Hill
Keywords: Power and Influence
Citation
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Hill, L. A. Power and Influence Customized Course Module. Boston: Harvard Business School Publishing, 1995.
  • Article

Does 'Liking' Lead to Loving? The Impact of Joining a Brand's Social Network on Marketing Outcomes

By: Leslie K. John, Oliver Emrich, Sunil Gupta and Michael I. Norton
Does “liking” a brand on Facebook cause a person to view it more favorably? Or is “liking” simply a symptom of being fond of a brand? We disentangle these possibilities and find evidence for the latter: brand attitudes and purchasing are predicted by consumers’... View Details
Keywords: Brands; Marketing Effectiveness; Brand Evaluation; Peer Influence; Brands and Branding; Social and Collaborative Networks; Social Media
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John, Leslie K., Oliver Emrich, Sunil Gupta, and Michael I. Norton. "Does 'Liking' Lead to Loving? The Impact of Joining a Brand's Social Network on Marketing Outcomes." Journal of Marketing Research (JMR) 54, no. 1 (February 2017): 144–155.
  • October 2009
  • Article

Influence and Inefficiency in the Internal Capital Market

By: Julie Wulf
I model inefficient resource allocations in M-form organizations due to influence activities by division managers that skew capital budgets in their favor. Corporate headquarters receives two types of signals about investment opportunities: private signals that can be... View Details
Keywords: Capital Markets; Resource Allocation; Business Processes; Capital Budgeting; Business Headquarters; Investment; Opportunities; Cost; Value; Motivation and Incentives; Equity
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Wulf, Julie. "Influence and Inefficiency in the Internal Capital Market." Journal of Economic Behavior & Organization 72, no. 1 (October 2009): 305–321.
  • September 2022
  • Technical Note

Addressing Social Determinants of Health in the American Landscape

By: Susanna Gallani and Jacob Riegler
Social determinants of health (SDOH) have gained significant attention in recent years. A growing body of research shows that a person’s health is influenced by a large number of non-genetic factors, most of which operate outside the realm of health care and are... View Details
Keywords: Socioeconomic Determinants Of Health; Social Determinants Of Health; Population Health; Health; Health Care and Treatment; Social Issues; Health Industry; Insurance Industry; Medical Devices and Supplies Industry; United States
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Gallani, Susanna, and Jacob Riegler. "Addressing Social Determinants of Health in the American Landscape." Harvard Business School Technical Note 123-023, September 2022.
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