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- 12 Oct 1999
- Research & Ideas
Value Judgments: Business Ethics Across Borders
back to the time of Confucius," says Paine, "the primacy of personal relationships and interpersonal reciprocity has been paramount in China. This poses a problem for those who want to use strictly market criteria when choosing... View Details
Keywords: by Judith A. Ross
- 28 Jul 2016
- Op-Ed
Where is TripAdvisor for Doctors?
persuade them to reciprocate by adding reviews themselves. In addition, you need a business model that monetizes the site traffic without diminishing the site’s credibility. Once these issues are resolved, health care consumers will... View Details
- 26 May 2015
- First Look
First Look: May 26
strategic priorities. This article explains core links between selling initiatives and basic drivers of enterprise value, and it provides suggestions about how best to communicate strategy to busy people in the field. May 2015 Management Science When 3+1>4: Gift... View Details
Keywords: Sean Silverthorne
- 10 Jun 2014
- First Look
First Look: June 10
innovate frequently and rely on a systematic way of doing so. Publisher's link: http://www.hbs.edu/faculty/Publication%20Files/EBR%202014%20Magic%20of%20Innovation_2071dd24-fd3e-4fe0-bac0-167ef27c78e3.pdf Working Papers Creating View Details
Keywords: Sean Silverthorne
- 13 Nov 2012
- First Look
First Look: November 13
Importantly, these past track records also predict divergent future real outcomes in patents, patent citations, and new product innovations. Read the paper: http://www.people.hbs.edu/lcohen/pdffiles/dimalco.pdf Paying It Forward: Generalized View Details
Keywords: Sean Silverthorne
- 05 May 2009
- First Look
First Look: May 5, 2009
hypothesize that obligation toward others would follow the norms of both direct and indirect reciprocity. Direct reciprocity predicts that obligation toward network members increases to the extent that one receives resources directly from... View Details
Keywords: Martha Lagace
- 06 Jul 2015
- Research & Ideas
Money and Quotas Motivate the Sales Force Best
an unconditional bonus would reciprocate by working harder. In the gift condition, the sales team was told the company had decided to give each member a bonus, which would be paid at the end of the week. In the real-gift condition, the... View Details
- 08 Jul 2014
- First Look
First Look: July 8
attracting and retaining more profitable customers over time. Download working paper: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=1759545 When 3+1>4: Gift Structure and Reciprocity in the Field By: Gilchrist, Duncan, Michael... View Details
Keywords: Carmen Nobel
- 30 Aug 2016
- First Look
August 30, 2016
unconditional compensation in the form of reciprocity to be effective at improving sales force performance only when given as a delayed reward of which the effectiveness decreases with repeated exposure. We also find heterogeneity in the... View Details
Keywords: Carmen Nobel
- 28 Jan 2014
- First Look
First Look: January 28
game-theoretical agent-based models to explore group genesis in homogeneous populations and find robust group formation with just two basic principles: reciprocity and transitivity. These emergent groups demonstrate in-group cooperation... View Details
Keywords: Sean Silverthorne
- 08 Sep 2010
- First Look
First Look: September 8, 2010
Publication:American Economic Review (forthcoming) Abstract This paper reports a three-phase experiment on a stylized labor market. In the first two phases, agents face simple games, which we use to estimate subjects' social and View Details
Keywords: Sean Silverthorne
- 23 Jul 2013
- First Look
First Look: July 23
profitable, loyal customers into high maintenance customers whose value stemming from their frequent purchasing is eroded by their increasing cost-to-serve. The case advocates a deeper appreciation of the two-way, reciprocating nature of... View Details
Keywords: Anna Secino
- 06 Oct 2015
- First Look
October 6, 2015
unavoidably exert influence over politics through power that is generated by both structure and process. While both political economy and management scholars address international firms, neither field has an adequate understanding of the View Details
Keywords: Sean Silverthorne
- 01 Dec 2015
- First Look
December 1, 2015
penalty for not achieving quota. We find unconditional compensation in the form of reciprocity to be effective at improving sales force performance only when given as a delayed reward of which the effectiveness decreases with repeated... View Details
Keywords: Sean Silverthorne
- 05 Apr 2011
- First Look
First Look: April 5
service provider effort induce feelings of reciprocity that together mediate the link between operational transparency and increased valuation, and explore boundary conditions and alternative explanations. Read the paper:... View Details
Keywords: Sean Silverthorne
- 20 Feb 2008
- First Look
First Look: February 20, 2008
what-if and formal optimization approach). We discuss pros and cons of these approaches and illustrate them through applications and case studies. Download the paper: http://www.hbs.edu/research/pdf/08-069.pdf Positions of Power and Status: View Details
Keywords: Martha Lagace
- 05 Nov 2009
- Research & Ideas
A Market for Human Cadavers in All but Name?
out—perhaps even reciprocating the exchange in another academic year. With the advent of entrepreneurial ventures, nothing in a way has changed; only new suppliers have come onboard in this commerce. However, the number of cadavers... View Details
- 08 Dec 2015
- First Look
December 8, 2015
Argentina and Chile over recent decades. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50182 forthcoming Management Science Creating Reciprocal Value Through Operational Transparency By: Buell, Ryan W., Tami Kim, and... View Details
Keywords: Sean Silverthorne