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December 2019
Article

Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive

By: M. Jeong, J. Minson, M. Yeomans and F. Gino

When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a distributive negotiation, when first offers are held constant and... View Details

Keywords: Negotiation Style; Communication Strategy; Perception; Performance Effectiveness; Outcome or Result

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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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October 14, 2019
Article

The Truth About Open Offices: There Are Reasons Why They Don't Produce the Desired Interactions

By: Ethan Bernstein and Ben Waber

It’s never been easier for workers to collaborate—or so it seems. Open, flexible, activity-based spaces are displacing cubicles, making people more visible. Messaging is displacing phone calls, making people more accessible. Enterprise social media such as Slack and... View Details

Keywords: Buildings and Facilities; Interpersonal Communication; Communication Technology; Design; Human Resources; Performance Productivity; Organizational Design

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2019
Working Paper

Birds of a Feather ... Enforce Social Norms? Interactions Among Culture, Norms, and Strategy

By: Hongyi Li and Eric J. Van den Steen

This paper analyzes how shared beliefs and preferences (or values) cause the emergence of social norms; why people may enforce norms that go against their own beliefs and preferences/values; and how this may cause a disconnect to develop between the... View Details

Keywords: Culture; Norms; Values and Beliefs; Organizational Culture; Strategy

September 2019 (Revised February 2020)
Teaching Note

Fishbowl: Scaling Up

By: Leslie K. John

Email mking@hbs.edu for a courtesy copy.

Teaching Note for HBS No. 919-013. Fishbowl is a social media app that allows professionals to connect with other relevant professionals both within their company and... View Details

2019
Working Paper

On Her Own Account: How Strengthening Women's Financial Control Affects Labor Supply and Gender Norms

By: Natalia Rigol, Erica Field, Rohini Pande, Simone Schaner and Charity Troyer-Moore

Can greater control over earned income incentivize women to work and influence gender norms? In collaboration with Indian government partners, we provided rural women with individual bank accounts and randomly varied whether their wages from a public workfare program... View Details

Keywords: Gender Norms; Economics; Gender; Employment; Income; Societal Protocols; India

2018
Article

Prior Ties and the Limits of Peer Effects on Startup Team Performance

By: Sharique Hasan and Rembrand Koning

We conduct a field experiment at an entrepreneurship bootcamp to investigate whether interaction with proximate peers shapes a nascent startup team's performance. We find that teams whose members lack prior ties to others at the bootcamp experience peer effects that... View Details

Keywords: Field Experiment; Peer Effects; Office Space; Knowledge Spillovers; Accelerators; Entrepreneurship; Knowledge Sharing; Performance; Technology Industry; India

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July–August 2019
Article

Coupling Labor Codes of Conduct and Supplier Labor Practices: The Role of Internal Structural Conditions

By: Yanhua Bird, Jodi L. Short and Michael W. Toffel

Exploitive working conditions have spurred companies to pressure their suppliers to adopt labor codes of conduct and to conform their labor practices to the standards set forth in those codes. Yet little is known about whether organizational structures such as codes... View Details

Keywords: Organization Theory; Economic Sociology; Social Responsibility; Sustainability; Auditing; Process Improvement; Organizational Structure; Corporate Social Responsibility and Impact; Supply Chain; Labor; Working Conditions

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April 2019 (Revised January 2025)
Case

Clear Link Technologies, LLC: Driving Sales with Peer Effects

By: Christopher Stanton, Richard Saouma and Olivia Hull

The importance of a good peer or coworker is widely discussed, but understanding the glue that makes coworkers valuable is less understood. This case sheds light on the importance of peers and the practices and environments that make a group greater than the sum of its... View Details

March–April 2019
Article

The Future of Leadership Development

By: Das Narayandas and Mihnea Moldoveanu

The need for leadership development has never been more urgent. Companies of all sorts realize that to survive in today’s volatile, uncertain, complex, and ambiguous environment, they need different leadership skills and organizational capabilities from those that... View Details

Keywords: Talent Management; Executive Education; Leadership Development; Business Education; Management Skills; Learning; Online Technology

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2019
Article

Brokerage and Brokering: An Integrative Review and Organizing Framework for Third Party Influence

By: Nir Halevy, Eliran Halali and Julian Zlatev

Brokerage and brokering are pervasive and consequential organizational phenomena. Prevailing models underscore social structure and focus on the consequences that come from brokerage—occupying a bridging position between disconnected others in a network. By contrast,... View Details

Keywords: Brokerage; Brokering; Social Interactions; Organizations; Relationships; Power and Influence; Framework

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December 2018 (Revised February 2020)
Case

Fishbowl: Scaling Up

By: Leslie K. John

Fishbowl is a social media app that allows professionals to connect with other relevant professionals both within their company and across industry. Unlike many other social media apps, on which users typically present idealized portraits of themselves, on Fishbowl,... View Details

August 28, 2018
Article

How Intermittent Breaks in Interaction Improve Collective Intelligence

By: Ethan Bernstein, Jesse Shore and David Lazer

People influence each other when they interact to solve problems. Such social influence introduces both benefits (higher average solution quality due to exploitation of existing answers through social learning) and costs (lower maximum solution quality due to a... View Details

Article

The Impact of the 'Open' Workspace on Human Collaboration

By: Ethan Bernstein and Stephen Turban

Organizations’ pursuit of increased workplace collaboration has led managers to transform traditional office spaces into “open,” transparency-enhancing architectures with fewer walls, doors, and other spatial boundaries, yet there is scant direct empirical research on... View Details

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August 2018
Article

Deep Help in Complex Project Work: Guiding and Path-Clearing Across Difficult Terrain

By: Colin M. Fisher, Julianna Pillemer and Teresa M. Amabile

How do teams working on complex projects get the help they need? Our qualitative investigation of the help provided to project teams at a prominent design firm revealed two distinct helping processes, both characterized by deep, sustained engagement that far exceeds... View Details

Keywords: Helping; Rhythm; Prosocial Behavior; External Team Leadership; Social Construction; Time; Qualitative Methods; Field Research; Groups and Teams; Projects; Behavior; Leadership; Social and Collaborative Networks

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June 2018
Article

Personal and Social Usage: The Origins of Active Customers and Ways to Keep Them Engaged

By: Clarence Lee, Elie Ofek and Thomas Steenburgh

We study how digital service firms can develop an active customer base, focusing on two questions. First, how does the way that customers use the service postadoption to meet their own needs (personal usage) and to interact with one another (social usage) vary across... View Details

Keywords: Customer Engagement; Adoption Routes; Word-of-Mouth; Digital Marketing; Bayesian Estimation; Customers; Communication; Consumer Behavior; Marketing; Internet and the Web; Analytics and Data Science

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March 2018 (Revised June 2018)
Case

Knowledge Sharing at REMA 1000 (A)

By: Tatiana Sandino and Olivia Hull

A year after Norwegian grocery chain REMA 1000 adopted Workplace, Facebook’s enterprise social network, Chief Human Resource Officer Tore Høylie is asked to evaluate its impact on company culture and communication. Almost 90% of the workforce is engaged with the... View Details

Keywords: Social Network; Enterprise Social Media; Facebook; Workplace; Social and Collaborative Networks; Communication Technology; Performance Improvement; Organizational Culture; Knowledge Sharing; Social Media; Retail Industry; Norway

March 2018
Exercise

Does It Hurt To Ask?

By: Alison Wood Brooks

Does It Hurt To Ask? (DIHTA) is an interactive exercise that pairs students (in groups of two) for a brief, spontaneous, open-ended conversation during class. Each student is given instructions to ask many questions (as many as possible) or few questions (ideally zero)... View Details

Keywords: Interpersonal Communication; Communication Strategy; Perception; Information; Power and Influence

March 2018
Article

Enacting Knowledge Strategy Through Social Media: Passable Trust and the Paradox of Non-work Interactions

By: Tsedal Neeley and Paul Leonardi

Despite the recognition that knowledge sharing among employees is necessary to enact knowledge strategy, little is known about how to enable such sharing. Recent research suggests that social media may promote knowledge sharing because they allow social lubrication and... View Details

Keywords: Knowledge Sharing; Strategy; Social and Collaborative Networks; Employees; Interactive Communication; Trust

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2018
Working Paper

Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors

By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks

Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with... View Details

Keywords: Gratitude; Forgiveness; Negotiations; Emotion; Emotions; Behavior; Negotiation; Ethics

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