Power And Influence - Publications - Faculty & Research - Harvard Business School

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May 2025
Case

Boutiqaat: Influencing Retail in MENA

By: Juan Alcacer and Noor Al Qadhi

Boutiqaat, a Kuwait-based e-commerce platform, scaled an influencer-driven beauty retail model across MENA and now faces critical strategic choices about offline expansion and globalization. Founded in 2015, Boutiqaat combined social commerce, localized logistics, and... View Details

Keywords: Emerging Markets; Digital Strategy; Growth and Development; Beauty and Cosmetics Industry; Beauty and Cosmetics Industry; Kuwait; Saudi Arabia; Middle East; North Africa

November 2012 (Revised April 2013)
Case

Colbún and the Future of Chile's Power

By: Forest Reinhardt and Shon R. Hiatt

This case is about Colbún, Chile's second largest electricity generator, which is facing significant uncertainty regarding the cost and availability of alternative energy sources. Problems with the contracted supply of natural gas and the volatility of oil prices,... View Details

Keywords: Energy; Chile; Environmental Protection; Energy Generation; Energy Industry; South America; Chile

Article

The Influence of Standards on Judgment and Choices

By: A. E. Tenbrunsel, K. A. Wade-Benzoni, D. M. Messick and M. H. Bazerman

Keywords: Judgments; Decision Choices and Conditions

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January 1994 (Revised November 1994)
Background Note

Power and Influence, Course Overview and Syllabus

By: Linda A. Hill

Keywords: Power and Influence

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April 1994 (Revised May 1994)
Teaching Note

Power and Influence, Instructor's Course Overview

By: Linda A. Hill

Keywords: Power and Influence

03 Jun 2013
Research & Ideas

The Power of Rituals in Life, Death, and Business

after the loss, as well as the extent to which they still grieved the person. Those who had described a personal ritual also reported feeling both more in control and less aggrieved after the writing exercise, indicating the View Details

Keywords: by Carmen Nobel

August 2014 (Revised May 2016)
Case

Husk Power

By: Joseph B. Lassiter III and Sid Misra

In late 2013, Husk Power Systems found itself falling further and further behind plan. The founding CEO had decided to resign. His co-founder is faced with the decision of quitting his corporate job in the US to head to India and help form a new management team. Husk... View Details

June 2008
Article

Psychological Influence in Negotiation: An Introduction Long Overdue

By: Deepak Malhotra and Max H. Bazerman

This paper discusses the causes and consequences of the (surprisingly) limited extent to which social influence research has penetrated the field of negotiation and then presents a framework for bridging the gap between these two literatures. The paper notes that one... View Details

Keywords: Social Issues; Research; Framework; Negotiation Tactics; Decisions; Power and Influence; Behavior; Ethics

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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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fall 2005
Article

Takeover Defenses and Bargaining Power

By: Guhan Subramanian

Keywords: Negotiation; Integration

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February 1975 (Revised June 1975)
Case

Florida Power and Light Co.

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Aug 2010 - 2010
Conference Presentation

Power, Social Influence and Organizational Change: A Network Perspective

By: Julie Battilana and Tiziana Casciaro

Keywords: Organizations; Change; Power and Influence

October 1995
Article

Influence Strategies in Buying Centers

By: R. Venkatesh, A. J. Kohli and Gerald Zaltman

Keywords: Strategy; Power and Influence

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March 1994
Teaching Note

Influence Style Questionnaire, Teaching Note

By: Linda A. Hill

Keywords: Power and Influence

January 2022 (Revised August 2022)
Case

Jackie Robinson: Changing the World

By: Robert Simons and Max Saffer

This case traces the rise of Jackie Robinson from the poor streets of Pasadena, California to one of the most famous people in America after he overturned the color barrier in baseball. The case describes how as a youth he excelled at basketball, football, baseball,... View Details

Keywords: Diversity; Power And Influence; Personal Characteristics; Values And Beliefs; Mission And Purpose; Sports; Entrepreneurship; Leadership; Leading Change; Personal Development and Career; United States

March 2006
Background Note

Influencing Customer Behavior in Service Operations

By: Frances X. Frei and Amy C. Edmondson

Explores ways in which service firms can influence the behavior of their customers. Drawing from research on employee motivation and applying it to customer motivation, the note describes two levels of managerial control: instrumental control, which shapes behavior... View Details

Keywords: Customers; Governance Controls; Consumer Behavior; Service Operations; Emotions; Motivation and Incentives; Power and Influence; Service Industry

August 2023 (Revised October 2024)
Supplement

Plug Power (B)

By: Jonas Heese, Joseph Pacelli and James Barnett

The case is set in spring 2021, immediately after Plug Power made financial restatements dating back to 2018. The case describes the restatements, which revealed that Plug was reclassifying expense items to boost gross profits. View Details

Keywords: Environmental Accounting; Financial Reporting; Ethics; Profit; Management; Social Enterprise; Energy Industry; Green Technology Industry; United States; Europe

2021
Book

The Power of Trust: How Companies Build It, Lose It, Regain It

By: Sandra J. Sucher and Shalene Gupta

Trust is the most powerful force underlying the success of every business. Yet it can be shattered in an instant, with a devastating impact on a company’s market cap and reputation. How to build and sustain trust requires fresh insight into why customers, employees,... View Details

2001
Other Unpublished Work

Extending the Influence of Real Options: Problems and Opportunities

By: Timothy A. Luehrman

Keywords: Financial Instruments; Problems and Challenges; Opportunities

April 2011
Supplement

Felipe Calderón: Leading with Light and Power (B)

By: J. Bruce Harreld and David Lane

This sequence of cases explores how leaders get their team focused on framing, analyzing, and ultimately acting upon complex decisions. The A case provides an inside look as President of Mexico, Felipe Calderon, works with his cabinet ministers to decide how to... View Details

Keywords: Management Analysis, Tools, and Techniques; Decision Choices and Conditions; Cases; Crime and Corruption; State Ownership; Business or Company Management; Economics; Risk and Uncertainty; Finance; Performance; Management Teams; Strategic Planning; Energy Industry; Mexico City

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