Organizational Buying Behavior - Publications - Faculty & Research

01 Dec 2023
News

Case Study: Staking a Claim

Illustration by Nhung Lê Kate Terry (MBA 2005) knows that no one attends their fifth-grade career fair and comes home hoping to pursue a career in insurance—but that’s exactly where she wound up. “I really fell in love with it,” she says. As cofounder and CEO of... View Details

Keywords: Jen McFarland Flint; Insurance Carriers and Related Activities; Finance

2009
Working Paper

Walking Through Jelly: Language Proficiency, Emotions, and Disrupted Collaboration in Global Work

By: Tsedal Beyene, Pamela J. Hinds and Catherine Durnell Cramton

In an ethnographic study comprised of interviews and concurrent observations of 145 globally distributed members of nine project teams of an organization, we found that uneven proficiency in English, the lingua franca, disrupted collaboration for both native and... View Details

Keywords: Spoken Communication; Interpersonal Communication; Globalized Firms and Management; Groups and Teams; Behavior; Emotions; Social and Collaborative Networks

Citation

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18 Aug 2009
First Look

First Look: August 18

Working PapersFeeling Good about Giving: The Benefits (and Costs) of Self-Interested Charitable Behavior Authors:Lalin Anik, Lara B. Aknin, Michael I. Norton, and Elizabeth W. Dunn Abstract While lay intuitions and pop psychology... View Details

Keywords: Martha Lagace

01 Jun 2022
News

The Exchange: Same Great Price, Now with Fewer Chips

this period, allowing firms to keep the benefits of cost reductions for themselves. I think there’s also a lot to be said for changes in consumer behavior over this period, and, John, I’d love to get your thoughts on that, too. In the... View Details

Keywords: Miscellaneous Store Retailers; Retail Trade

12 Nov 2013
First Look

First Look: November 12

observers. We identify boundary conditions and demonstrate that the positive inferences disappear when the observer is unfamiliar with the environment, when the nonconforming behavior is depicted as unintentional, and in the absence of... View Details

Keywords: Sean Silverthorne

09 Jun 2021
Research & Ideas

How Tennis, Golf, and White Anxiety Block Racial Integration

Psychology. “It’s not that Whites always do this—but that when given the power and the opportunity, they may seek ways to reduce the racial diversity in the spaces they inhabit to lessen contact with racial minorities,” says Jachimowicz, an assistant professor in the... View Details

Keywords: by Jay Fitzgerald

01 Oct 2012
Research & Ideas

Better by the Bundle?

Sales can soar when companies bundle products together into one cheaper package—Happy Meal, anyone? Yet a buyer's affinity for such deals comes with a big caveat, according to new research: These groupings are often successful only if the consumer is given the option... View Details

Keywords: by Dina Gerdeman

25 Oct 2010
HBS Case

Tesco’s Stumble into the US Market

depends on enough consumers changing behavior to buy a higher proportion of their groceries on a more frequent basis. This could work in inner-city locations where younger shoppers might View Details

Keywords: by Sean Silverthorne; Retail

02 Mar 2010
First Look

First Look: March 2

research on complex organizations. Yet, the behaviors of top executives are frequently featured as an important determinant in historical treatments of strategic change inside large firms. Theories of View Details

Keywords: Martha Lagace

29 Aug 2022
Op-Ed

Income Inequality Is Rising. Are We Even Measuring It Correctly?

understand and address inequality around the world. Jon M. Jachimowicz is an assistant professor in the Organizational Behavior Unit at Harvard Business School. Kristin Blesch is a doctoral student at the... View Details

Keywords: by Jon M. Jachimowicz, Kristin Blesch, and Oliver P. Hauser

09 May 2017
What Do You Think?

Should Management Be Primarily Responsible to Shareholders?

changing the tax laws to render tax-free those capital gains earned on stock held for ten years or more. Shann Turnbull suggested the need for education in “new organizational forms” such as “Network Governance” that are currently “mostly... View Details

Keywords: by James Heskett

17 Feb 2022
Book

When Employees Feel a Sense of Purpose, Companies Succeed

of subduing individuality and ensuring conformity. Culture offers an inexpensive and informal way of regulating behavior that is all the more effective because it occurs inside the minds of employees and relies on peer pressure as a... View Details

Keywords: by Ranjay Gulati

13 Feb 2012
Research & Ideas

The Case Against Racial Colorblindness

In trying to prevent discrimination and prejudice, many companies adopt a strategy of "colorblindness"—actively trying to ignore racial differences when enacting policies and making organizational decisions. The logic is simple: if we... View Details

Keywords: by Carmen Nobel

14 Oct 2021
In Practice

Reunited and It Feels (Not) So Good: Tips for Managing a Rocky Return

(@lramarajan98) is the Anna Spangler Nelson and Thomas C. Nelson Associate Professor of Business Administration in the Organizational Behavior Unit at Harvard Business School. Prithwiraj Choudhury: Do you... View Details

Keywords: by Kristen Senz

January 2022
Case

SpartanNash Company: The Amazon Warrants (A)

By: Benjamin C. Esty, E. Scott Mayfield and Daniel Fisher

As of 12/31/21, Amazon held $22 billion of equity and warrants in related companies. In fact, it often requests a free grant of warrants when it enters into a new commercial agreement with a supplier. Over the past 20 years, Amazon has gotten warrants in almost 20... View Details

Keywords: Valuation; Value Creation; Consumer Behavior; Negotiation; Distribution; Ownership; Partners and Partnerships; Business Strategy; Equity; Distribution Industry; Food and Beverage Industry; United States

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24 Jul 2017
Research & Ideas

People Have an Irrational Need to Complete 'Sets' of Things

Credit: Martin Barraud Here’s a tip for persuading people to finish more tasks, buy more products, or donate more money: Simply present assignments, requests, or items as arbitrary sets, rather than as individual units. New research... View Details

Keywords: by Carmen Nobel

20 Nov 2017
Research & Ideas

How Independent Bookstores Have Thrived in Spite of Amazon.com

stores to 2,227. This surprising resurgence piqued the interest of Ryan Raffaelli, an assistant professor in the Organizational Behavior unit at Harvard Business School, who studies how mature organizations... View Details

Keywords: by Carmen Nobel (with video by Amelia Kunhardt); Retail

Web

Negotiation Course Online | HBS Online

dynamics and how to prepare for uncertainty Learn to craft agile strategy and be quick on your feet in changing circumstances Resolve small differences before they escalate Secure maximum value for your organization and yourself Reflect on personal View Details

01 Jun 1999
News

Allison Hughes

Roberto Mignone (MBA '96). She also received first-year honors, was chosen by HBS professor Linda Hill to lead the exam review on Leadership and Organizational Behavior for the September cohort, and was... View Details

Keywords: Charlie Hogg

06 Jan 2014
Research & Ideas

Technology Re-Emergence: Creating New Value for Old Innovations

seemingly archaic products including the fountain pen and the vinyl record. "What this research suggests is that it is possible to prolong the life of some technologies, along with the organizations and communities that support them," says Raffaelli, an... View Details

Keywords: by Carmen Nobel; Apparel & Accessories; Technology; Consumer Products

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