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  • June 2020
  • Article

In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors

By: M. Jeong, J. Minson and F. Gino
Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identify a surprising consequence to this common prescription.... View Details
Keywords: Attribution; Interpersonal Interaction; Judgment; Social Interaction; Inference; Open Data; Open Materials; Preregistered; Negotiation Offer; Strategy; Behavior; Interpersonal Communication; Trust; Outcome or Result
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  • April 2020
  • Article

Field Comparisons of Incentive-Compatible Preference Elicitation Techniques

By: Shawn A. Cole, A. Nilesh Fernando, Daniel Stein and Jeremy Tobacman
Knowledge of consumer demand is important for firms, policy makers, and economists. One common tool for incentive-compatible demand elicitation, the Becker-DeGroot-Marschak (BDM) mechanism, has been widely used in laboratory settings but rarely evaluated for... View Details
Keywords: Incentive-compatible Elicitation; Experimental Methods; Weather Insurance; Rainfall Insurance; Agricultural Extension; Demand and Consumers
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    Jon M. Jachimowicz

    Jon M. Jachimowicz is an Assistant Professor of Business Administration in the Organizational Behavior Unit at Harvard Business School, where he teaches the Leadership and Organizational Behavior course (LEAD) in the Required Curriculum. He studies... View Details

    • 2012
    • Working Paper

    Rainmakers: Why Bad Weather Means Good Productivity

    By: Jooa Julia Lee, Francesca Gino and Bradley R. Staats
    People believe that weather conditions influence their everyday work life, but to date, little is known about how weather affects individual productivity. Most people believe that bad weather conditions reduce productivity. In this research, we predict and find just... View Details
    Keywords: Productivity; Opportunity Cost; Distractions; Weather; Performance Productivity; Social Psychology; Mathematical Methods
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    • 03 Jun 2013
    • Research & Ideas

    The Power of Rituals in Life, Death, and Business

    Norton, an associate professor in the Marketing unit at Harvard Business School. "But we didn't know if the ritual caused the healing." “We see in every culture—and throughout history—that people who perform rituals report feeling better." What followed... View Details
    Keywords: by Carmen Nobel
    • Article

    Contagion of Cooperation in Static and Fluid Social Networks

    By: Jillian J. Jordan, David G. Rand, Samuel Arbesman, James H. Fowler and Nicholas A. Christakis
    Cooperation is essential for successful human societies. Thus, understanding how cooperative and selfish behaviors spread from person to person is a topic of theoretical and practical importance. Previous laboratory experiments provide clear evidence of social... View Details
    Keywords: Social Contagion; Social Networks; Cooperation; Behavior; Social Media
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    • Research Summary

    Front-Line Organizational Learning

    Dr. Tucker uses operations management and organizational learning theory to understand and improve front-line work processes.  Specifically, she examines the conditions under which the problem solving routines of front-line workers are likely to result in positive... View Details
    • November 2022
    • Article

    My Boss' Passion Matters as Much as My Own: The Interpersonal Dynamics of Passion Are a Critical Driver of Performance Evaluations

    By: Jon M. Jachimowicz, Andreas Wihler and Adam D. Galinsky
    Companies often celebrate employees who successfully pursue their passion. Academic research suggests that these positive evaluations occur because of the passion percolating inside the employee. We propose that supervisors are also a key piece of this puzzle:... View Details
    Keywords: Passion; Job Performance; Motivation; Emotions; Performance Evaluation; Interpersonal Communication
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    • Research Summary

    The Psychology of Conversation

    By: Alison Wood Brooks

    Conversation is a profound part of the human experience. To share our ideas, thoughts, and feelings with each other, we converse face to face and remotely—via phone, email, text message, online comment boards, and in contracts. Conversations form the bedrock of our... View Details

      John F. Batter

      John Batter is a retired Litigation Partner in the Boston Office of Wilmer Cutler Pickering Hale and Dorr LLP where his practice focussed on on the defense of public and private companies and their directors and management against breach of fiduciary duty claims and... View Details

      • Forthcoming
      • Article

      Mitigating the Negative Effects of Customer Anxiety Through Access to Human Contact

      By: Michelle A. Kinch and Ryan W. Buell
      Prior research in social psychology has shown that when people feel anxious, they seek advice from others. However, companies that operate in high-anxiety settings (like financial services, health care, and education) are increasingly deploying self-service... View Details
      Keywords: Anxiety; Self-service; Empirical Operations; Behavioral Operations; Communication Technology; Behavior; Customer Focus and Relationships; Trust; Satisfaction; Financial Services Industry
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      • 13 May 2014
      • Working Paper Summaries

      The Contaminating Effects of Building Instrumental Ties: How Networking Can Make Us Feel Dirty

      Keywords: by Tiziana Casciaro, Francesca Gino & Maryam Kouchaki; Legal Services

        Ripe for Revolution: Building Socialism in the Third World

        A historical account of ideology in the Global South as the postwar laboratory of socialism, its legacy following the Cold War, and the continuing influence of socialist ideas worldwide.

        In the first decades after World War II, many newly... View Details
        • 14 Aug 2012
        • Working Paper Summaries

        Rainmakers: Why Bad Weather Means Good Productivity

        Keywords: by Jooa Julia Lee, Francesca Gino & Bradley R. Staats
        • 2022
        • Book

        Ripe for Revolution: Building Socialism in the Third World

        By: Jeremy Friedman
        A historical account of ideology in the Global South as the postwar laboratory of socialism, its legacy following the Cold War, and the continuing influence of socialist ideas worldwide.

        In the first decades after World War II, many newly independent... View Details
        Keywords: Socialism; Economic Systems; Globalization; Government and Politics; Developing Countries and Economies
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        • March 2013
        • Article

        Breaking Them in or Eliciting Their Best? Reframing Socialization around Newcomers' Authentic Self-expression

        By: Daniel M. Cable, Francesca Gino and Brad Staats
        Socialization theory has focused on enculturating new employees such that they develop pride in their new organization and internalize its values. Drawing on authenticity research, we propose that the initial stage of socialization leads to more effective employment... View Details
        Keywords: Socialization; Authenticity; Self-Expression; Best Self; Outsourcing; Employee Retention; Organizational Culture; Retention; Identity; Customer Satisfaction
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        • 08 May 2025
        • HBS Seminar

        Ramesh Johari, Stanford

        • 05 Oct 2017
        • Blog Post

        Working as a Software Engineer in Industrial Technology

        stagnant US productivity growth. It was from these experiences (plus being based in San Francisco where coding is in the tap water) that I made the switch into software engineering with the goal of working on the toughest industrial... View Details
        Keywords: Technology
        • 06 Nov 2012
        • First Look

        First Look: November 6

        decisions to voluntarily submit to regulation. We study individuals' decisions to avoid monitoring or regulation and thus enhance their ability to engage in unethical conduct. We conduct a laboratory View Details
        Keywords: Sean Silverthorne
        • 25 Feb 2013
        • Working Paper Summaries

        Fostering Organizational Learning: The Impact of Work Design on Workarounds, Errors, and Speaking Up About Internal Supply Chain Problems

        Keywords: by Anita L. Tucker