Publications

Educators

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17 Aug 2020
Research & Ideas

What the Stockdale Paradox Tells Us About Crisis Leadership

changing elements of our social interaction in unprecedented ways that may well lead to irrevocable social changes. Already, the follow-on effects of the virus are enough to... View Details

Keywords: by Boris Groysberg and Robin Abrahams

07 Feb 2007
Research & Ideas

Dividends from Schumpeter’s Noble Failure

Schumpeter strays in Business Cycles onto whatever tangents interest him. Today, research efforts comparable to what Schumpeter was trying to do often employ teams of half a dozen statisticians, economists, and other social scientists.... View Details

Keywords: by Thomas K. McCraw

2023
Working Paper

Market Exclusivity and Innovation: Evidence From Antibiotics

By: Edward Kong and Olivia Zhao

The US incentivizes drug innovation via patents as well as market exclusivity periods awarded by the US Food and Drug Administration. We estimate the causal effects of extending market exclusivity for an important drug class: antibiotics. Using a... View Details

Keywords: Health Testing and Trials; Innovation and Invention; Motivation and Incentives; Government Administration; Government Legislation; Pharmaceutical Industry; United States

SSRN

2019
Working Paper

Persuasive Propaganda During the 2015 Argentine Ballotage

By: Rafael Di Tella, Sebastian Galiani and Ernesto Schargrodsky

We study a propaganda campaign sponsored by the government against the main political challenger in the days preceding the 2015 Argentine runoff presidential election. Subjects in the treatment group watched an “ad” initially aired during soccer transmissions that was... View Details

Keywords: Propaganda; Persuasion; Voting; Political Elections; Government and Politics; Communication Strategy; Power and Influence; Public Opinion; Argentina

August 2009
Article

Mental Accounting and Small Windfalls: Evidence from an Online Grocer

By: John Beshears and Katherine L. Milkman

We study the effect of small windfalls on consumer spending decisions by comparing the purchases online grocery customers make when redeeming $10-off coupons with the purchases they make without coupons. Controlling for customer fixed effects and other variables, we... View Details

Keywords: Mental Accounting; Windfalls; Marginal Propensity To Consume; Coupons; Marketing Communications; Consumer Behavior; Accounting; Cognition and Thinking; Retail Industry

13 Jan 2003
Research & Ideas

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

communications device or even a personal care product invokes deep thoughts and feelings about social bonding can be very helpful to R&D experts. In the case of a communications device, this suggests that tactile experiences of View Details

Keywords: by Manda Mahoney

August 2020
Article

Trust in State and Non-State Actors: Evidence from Dispute Resolution in Pakistan

By: Daron Acemoglu, Ali Cheema, Asim I. Khwaja and James A. Robinson

Lack of trust in state institutions is a pervasive problem in many developing countries. This paper investigates whether information about improved public services can help build trust in state institutions and move people away from non-state actors. We find that... View Details

Keywords: Dispute Resolution; Lab-in-the-field Games; Legitimacy; Motivated Reasoning; Non-state Actors; State Capacity; Trust; Conflict and Resolution; Information; Developing Countries and Economies

Article

Guanxi versus Networking: Distinctive Configurations of Affect- and Cognition-based Trust in the Networks of Chinese and American Managers

By: Roy Y.J. Chua, M.W. Morris and P. Ingram

This research investigates hypotheses about differences between Chinese and American managers in the configuration of trusting relationships within their professional networks. Consistent with hypotheses about Chinese familial collectivism, an egocentric network survey... View Details

Keywords: Cross-Cultural and Cross-Border Issues; Managerial Roles; Relationships; Cognition and Thinking; Emotions; Social and Collaborative Networks; Trust; China; United States

November 2021
Supplement

Steve Schwarzman on Dealmaking I: “Becoming a ‘Friend of the Situation’” (B)

By: James K. Sebenius and Alex Green

This case describes, largely in his own words, how Schwarzman dealt with the eight negotiation challenges in the (A) case (922-005); with respect to each challenge, a series of generalizations follows to enhance one's effectiveness in negotiation. View Details

Keywords: Dealmaking; Bargaining; Conflict Resolution; Negotiation; Private Equity; Entrepreneurship; Conflict and Resolution; Problems and Challenges

March 23, 2017
Article

Incentives Don't Help People Change, but Peer Pressure Does

By: Susanna Gallani

This article summarizes the findings of a research study that examined the effectiveness of monetary and non-monetary incentives in establishing persistent organizational behavior modifications. The results of the study highlight the interplay between monetary and... View Details

Keywords: Motivation and Incentives; Behavior; Change Management

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12 Sep 2023
Book

Successful, But Still Feel Empty? A Happiness Scholar and Oprah Have Advice for You

goals, is the backbone of Brooks’ new book with Oprah Winfrey, Build the Life You Want: The Art and Science of Getting Happier. They weave together the best happiness how-tos from social psychology, behavioral economics, and neuroscience... View Details

Keywords: by Avery Forman

Article

The Persuasive 'Power' of Stigma?

By: Michael I. Norton, Elizabeth W. Dunn, Dana R. Carney and Dan Ariely

We predicted that able-bodied individuals and white Americans would have a difficult time saying no to persuasive appeals offered by disabled individuals and black Americans, due to their desire to make such interactions proceed smoothly. In two experiments, we show... View Details

Keywords: Persuasion; Stigma; Interactions; Interracial Relations; Power and Influence; Personal Characteristics; Interpersonal Communication; Attitudes

February 2020
Article

Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs

By: Rachel Gershon, Cynthia Cryder and Leslie K. John

While selfish incentives typically outperform prosocial incentives, in the context of customer referral rewards, prosocial incentives can be more effective. Companies frequently offer “selfish” (i.e., sender-benefiting) referral incentives, offering customers financial... View Details

Keywords: Incentives; Prosocial Behavior; Judgment And Decision-making; Referral Rewards; Motivation and Incentives; Consumer Behavior; Decision Making

November 1999
Case

Long-Term Capital Management, L.P. (C)

By: Andre F. Perold

Long-Term Capital Management, L.P. (LTCM) was in the business of engaging in trading strategies to exploit market pricing discrepancies. Because the firm employed strategies designed to make money over long horizons--from six months to two years or more--it adopted a... View Details

Keywords: Fluctuation; Capital; Financial Liquidity; Financing and Loans; Investment Funds; Investment Portfolio; Corporate Governance; Governing Rules, Regulations, and Reforms; Management; Risk Management; Markets; Motivation and Incentives; Financial Services Industry

Educators

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29 Aug 2011
Research & Ideas

Decoding Insider Information and Other Secrets of Old School Chums

on their past favor-trading voting behavior," Malloy says. "So now you know where they stand better than others who aren't looking at these patterns." The researchers plan to continue investigating the effects of View Details

Keywords: by Carmen Nobel; Financial Services

22 Oct 2008
Working Paper Summaries

Variation in Experience and Team Familiarity: Addressing the Knowledge Acquisition-Application Problem

Keywords: by Robert S. Huckman & Bradley R. Staats; Video Game; Web Services

2012
Other Unpublished Work

The Efficacy of Shareholder Voting: Evidence from Equity Compensation Plans

By: Ian D. Gow, Christopher S. Armstrong and David F. Larcker

This study examines the effects of shareholder support for equity compensation plans on subsequent chief executive officer (CEO) compensation. Using cross-sectional regression, instrumental variable, and regression discontinuity research designs, we find little... View Details

Keywords: Voting; Equity; Executive Compensation; Rights; Performance Effectiveness; Business and Shareholder Relations; Mathematical Methods; Motivation and Incentives