Normative Social Influence - Publications - Faculty & Research - Harvard Business School

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October 2008
Article

Navigating the Bind of Necessary Evils: Psychological Engagement and the Production of Interpersonally Sensitive Behavior

By: Joshua D. Margolis and Andrew Molinsky

We develop grounded theory about how individuals respond to the subjective experience of performing "necessary evils" and how that influences the way they treat targets of their actions. Despite the importance and difficulty of delivering just, compassionate treatment... View Details

Keywords: Interpersonal Communication; Fairness; Moral Sensibility; Problems and Challenges; Behavior; Power and Influence; Welfare

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Article

Believe Me, I Have No Idea What I Am Talking About: The Effects of Source Certainty on Consumer Involvement and Persuasion

By: Uma R. Karmarkar and Zakary L. Tormala

This research explores the effect of source certainty-that is, the level of certainty expressed by a message source-on persuasion. The authors propose an incongruity hypothesis, suggesting that source certainty effects depend on perceived source expertise. In three... View Details

Keywords: Research; Experience and Expertise; Risk and Uncertainty; Consumer Behavior; Performance Expectations; Interests; Power and Influence

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Article

Technology, Identity, and Inertia: Through the Lens of 'The Digital Photography Company'

By: Mary Tripsas

Organizations often experience difficulty when pursuing new technology. Large bodies of research have examined the behavioral, social, and cognitive forces that underlie this phenomenon; however, the role of an organization's identity remains relatively unexplored.... View Details

Keywords: Change Management; Disruptive Innovation; Organizational Culture; Behavior; Cognition and Thinking; Identity; Perception; Technology Adoption

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Article

On the Origin of Shared Beliefs (and Corporate Culture)

By: Eric J. Van den Steen

This article shows how corporate culture, in the sense of shared beliefs and values, originates (often unintentionally) through screening, self-sorting, and manager-directed joint learning. It shows that such culture will be stronger among more important employees and... View Details

Keywords: Organizational Culture; Learning; Values and Beliefs; Employees; Decisions; Power and Influence; Performance; Perspective

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October 2022 (Revised December 2022)
Case

Aphro Beverages

By: Frank V. Cespedes and Amram Migdal

This case focuses on distribution, sales, and product decisions as Aphro Beverages reaches an inflection point in its growth trajectory. In 2020, Aphro Beverages, based in Accra, Ghana, successfully launched its brand and brought two new alcoholic spirits products to... View Details

November–December 2019
Article

Head, Heart or Hands: How Do Employees Respond to a Radical Global Language Change Over Time?

By: Sebastian Reiche and Tsedal Neeley

To understand how recipients respond to radical change over time across cognitive, affective, and behavioral dimensions, we conducted a longitudinal study of a mandated language change at a Chilean subsidiary of a large U.S. multinational organization. The... View Details

Keywords: Language; Communication; Change; Employees; Attitudes; Emotions; Globalized Firms and Management

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15 Nov 2007
Working Paper Summaries

The Dynamic Interplay of Inequality and Trust: An Experimental Study

Keywords: by Ben Greiner, Axel Ockenfels & Peter Werner

2016
Working Paper

Innovating in Science and Engineering or 'Cashing In' on Wall Street? Evidence on Elite STEM Talent

By: Pian Shu

Using data on MIT bachelor's graduates from 1994 to 2012, this paper empirically examines the extent to which the inflow of elite talent into the financial industry affects the supply of innovators in science and engineering (S&E). I first show that finance does not... View Details

Keywords: Higher Education; Engineering; Personal Development and Career; Science; Finance

September 2019
Supplement

Legal Time Case – Video Short 2

By: Christine L Exley, Katherine B. Coffman and Joshua Schwartzstein

Legal Time is a two-party dynamic negotiation simulation. Students take the role of either the prosecution or the defense in a case that centers on a client who has been accused of spear-heading a conspiracy to commit wire fraud. This conflict-resolution scenario gives... View Details

Keywords: Conflict Resolution; Time Stress; Negotiation; Conflict and Resolution; Fairness; Learning

August 2019
Case

Legal Time Case

By: Christine L. Exley, Katherine B. Coffman and Joshua Schwartzstein

Legal Time is a two-party dynamic negotiation simulation. Students take the role of either the prosecution or the defense in a case that centers on a client who has been accused of spear-heading a conspiracy to commit wire fraud. This conflict-resolution scenario gives... View Details

Keywords: Conflict Resolution; Time Stress; Negotiation; Conflict and Resolution; Fairness; Learning

02 Jul 2013
First Look

First Look: July 2

Politician Identity, and Development Outcomes: Evidence from India By: Bhalotra, Sonia, Guilhem Cassan, Irma Clots-Figueras, and Lakshmi Iyer Abstract—This paper investigates whether the religious identity of state legislators in India View Details

Keywords: Anna Secino

02 Sep 2002
Research & Ideas

The Role of Government When All Else Fails

now—at the dawn of the twenty-first century—it is hard to conceive of any more important or pervasive governmental function. The federal government now devotes a larger part of its budget to social insurance (such as unemployment and... View Details

Keywords: by Laura Linard

2020
Book

Better, Not Perfect: A Realist's Guide to Maximum Sustainable Goodness

By: Max Bazerman

Every day, you make hundreds of decisions. They’re largely personal, but these choices have an ethical twinge as well; they value certain principles and ends over others. Bazerman argues that we can better balance both dimensions—and we needn’t seek perfection to make... View Details

Keywords: Decision Making; Moral Sensibility; Ethics; Corporate Social Responsibility and Impact

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December 2022
Article

Different Roots, Different Fruits: Gender-Based Differences in Cultural Narratives about Perceived Discrimination Produce Divergent Psychological Consequences

By: Leigh Plunkett Tost, Ashley E. Hardin and Francesca Gino

We examine whether narratives about, and the psychological consequences of, perceived gender discrimination differ between women and men. We argue that women and men have different dominant narratives about the reasons why people discriminate against people of their... View Details

Keywords: Gender Discrimination; Organizations; Prejudice and Bias; Gender; Perception

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December 2016
Article

Selective Regulator Decoupling and Organizations' Strategic Responses

By: Jonas Heese, Ranjani Krishnan and Frank Moers

Organizations often respond to institutional pressures by symbolically adopting policies and procedures but decoupling them from actual practice. Literature has examined why organizations decouple from regulatory pressures. In this study, we argue that decoupling... View Details

Keywords: Regulator Leniency; Beneficence; Mispricing; Upcoding; Nonprofit Organizations; Health Care and Treatment; Revenue; Health Industry

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24 Apr 2018
First Look

First Look at New Research and Ideas, April 24, 2018

that normative or preconceived beliefs about the functioning of the social world may guide social behavior in children. Publisher's link:... View Details

Keywords: Sean Silverthorne

February 2000 (Revised March 2000)
Case

National Campaign to Prevent Teen Pregnancy

The National Campaign to Prevent Teen Pregnancy was founded in 1995 to bring together a variety of efforts to reduce teen pregnancy in the United States. Over the last four years the campaign has recruited a prestigious board, developed effective programs for... View Details

Keywords: Nonprofit Organizations; Social Issues; Business Strategy; United States

August 2019
Supplement

Legal Time - Confidential Information for the Defense Attorney (Drew Davis)

By: Christine L. Exley, Katherine B. Coffman and Joshua Schwartzstein

Legal Time is a two-party dynamic negotiation simulation. Students take the role of either the prosecution or the defense in a case that centers on a client who has been accused of spear-heading a conspiracy to commit wire fraud. This conflict-resolution scenario gives... View Details

Keywords: Conflict Resolution; Time Stress; Negotiation; Conflict and Resolution; Fairness; Learning

2010
Chapter

The Many Faces of Nonprofit Accountability

By: Alnoor Ebrahim

Calls for greater accountability are not new. Leaders of organizations, be they nonprofit, business, or government, face a constant stream of demands from various constituents demanding accountable behavior. But what does it mean to be accountable? By and large,... View Details

Keywords: Crime and Corruption; Corporate Accountability; Governing Rules, Regulations, and Reforms; Taxation; Leadership; Management; Nonprofit Organizations; Behavior; Trust

15 Mar 2011
First Look

First Look: March 15

That They Are Now Losing Authors:Michael I. Norton and Samuel R. Sommers Publication:Perspectives on Psychological Science (forthcoming) Abstract Although some have heralded recent political and cultural developments as signaling the arrival of a post-racial era in... View Details

Keywords: Sean Silverthorne

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