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  • September 2022
  • Article

The Limits of Inconspicuous Incentives

By: Leslie K. John, Hayley Blunden, Katherine Milkman, Luca Foschini and Bradford Tuckfield
Managers and policymakers regularly rely on incentives to encourage valued behaviors. While incentives are often successful, there are also notable and surprising examples of their ineffectiveness. Why? We propose a contributing factor may be that they are not... View Details
Keywords: Motivation and Incentives; Behavior
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John, Leslie K., Hayley Blunden, Katherine Milkman, Luca Foschini, and Bradford Tuckfield. "The Limits of Inconspicuous Incentives." Art. 104180. Organizational Behavior and Human Decision Processes 172 (September 2022).
  • January 26, 2016
  • Article

Hiding Personal Information Reveals the Worst

By: Leslie K. John, Kate Barasz and Michael I. Norton
Seven experiments explore people's decisions to share or withhold personal information and the wisdom of such decisions. When people choose not to reveal information—to be "hiders"—they are judged negatively by others (experiment 1). These negative judgments emerge... View Details
Keywords: Disclosure; Transparency; Policy-making; Privacy; Information; Corporate Disclosure; Decision Choices and Conditions; Trust
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John, Leslie K., Kate Barasz, and Michael I. Norton. "Hiding Personal Information Reveals the Worst." Proceedings of the National Academy of Sciences 113, no. 4 (January 26, 2016): 954–959.
  • March 2021
  • Article

Assortment Rotation and the Value of Concealment

By: Kris J. Ferreira and Joel Goh
Assortment rotation—the retailing practice of changing the assortment of products offered to customers—has recently been used as a competitive advantage for both brick-and-mortar and online retailers. We focus on product categories where consumers may purchase multiple... View Details
Keywords: Assortment Optimization; Retailing; Imperfect Information; Sales; Strategy; Consumer Behavior
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Ferreira, Kris J., and Joel Goh. "Assortment Rotation and the Value of Concealment." Management Science 67, no. 3 (March 2021): 1489–1507.
  • October–November 2019
  • Article

A New Perspective on Post-Earnings-Announcement-Drift: Using a Relative Drift Measure

By: Michael Clement, Joonho Lee and Kevin Ow Yong
Prior research finds that there is a delayed reaction to both analyst-based earnings surprises and random-walk-based earnings surprises. Focusing on the market reaction from the post-announcement window, prior studies show that analyst-based drift is larger than random... View Details
Keywords: Business Earnings; Financial Reporting; Market Timing; Behavioral Finance
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Clement, Michael, Joonho Lee, and Kevin Ow Yong. "A New Perspective on Post-Earnings-Announcement-Drift: Using a Relative Drift Measure." Journal of Business Finance & Accounting 46, no. 9–10 (October–November 2019): 1123–1143.
  • Article

Adaptive Machine Unlearning

By: Varun Gupta, Christopher Jung, Seth Neel, Aaron Roth, Saeed Sharifi-Malvajerdi and Chris Waites
Data deletion algorithms aim to remove the influence of deleted data points from trained models at a cheaper computational cost than fully retraining those models. However, for sequences of deletions, most prior work in the non-convex setting gives valid guarantees... View Details
Keywords: Machine Learning; AI and Machine Learning
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Gupta, Varun, Christopher Jung, Seth Neel, Aaron Roth, Saeed Sharifi-Malvajerdi, and Chris Waites. "Adaptive Machine Unlearning." Advances in Neural Information Processing Systems (NeurIPS) 34 (2021).
  • 07 Jul 2015
  • First Look

First Look: July 7, 2015

ways in which firms' business models may impact their negotiation outcomes. Several of the proposed pathways work intuitively through the intrinsic characteristics (motivation, personality, etc.) of agents negotiating on behalf of the... View Details
Keywords: Sean Silverthorne
  • June 2024
  • Case

Alignvest Student Housing: Keep Building or Time to Sell?

By: Shikhar Ghosh and Patrick Sanguineti
Sanjil Shah, Managing Partner of Alignvest Student Housing REIT (ASH), faces the most significant decision thus far in his career: is it the right time to sell the company? Together with his partner Reza Satchu, Shah had developed ASH into the largest student housing... View Details
Keywords: Exit Strategy; Real Estate; Founder; Equity Valuation; Decisions; Entrepreneurial Finance; Interest Rates; Health Pandemics; Housing; Partners and Partnerships; Expansion; Entrepreneurship; Business Exit or Shutdown; Canada
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Ghosh, Shikhar, and Patrick Sanguineti. "Alignvest Student Housing: Keep Building or Time to Sell?" Harvard Business School Case 824-208, June 2024.
  • 2019
  • Working Paper

Southern Responses to Gold Certification: Cooperate, Compete, Reject, Revise

By: Kristin Sippl
Artisanal gold mining is a Southern subsistence livelihood posing both challenges and opportunities for sustainable development. In 2011, Fairtrade International launched a certification program to address sustainability problems in the sector. Southern activists,... View Details
Keywords: Eco-labeling; Extractive Industries; Emerging Economies; Fair Trade; Environmental Sustainability; Standards; Programs; Governance Compliance; Competition; Adaptation; Mining Industry
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Sippl, Kristin. "Southern Responses to Fair Trade Gold: Cooperation, Competition, Supplementation." Harvard Business School Working Paper, No. 19-055, November 2018. (Forthcoming in Ecological Economics.)
  • January 2024 (Revised February 2024)
  • Course Overview Note

Managing Customers for Growth: Course Overview for Students

By: Eva Ascarza
Managing Customers for Growth (MCG) is a 14-session elective course for second-year MBA students at Harvard Business School. It is designed for business professionals engaged in roles centered on customer-driven growth activities. The course explores the dynamics of... View Details
Keywords: Customer Relationship Management; Decision Making; Analytics and Data Science; Growth Management; Telecommunications Industry; Technology Industry; Financial Services Industry; Education Industry; Travel Industry
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Ascarza, Eva. "Managing Customers for Growth: Course Overview for Students." Harvard Business School Course Overview Note 524-032, January 2024. (Revised February 2024.)
  • Research Summary

The Power of Paradox: Some Recent Developments in Interactive Epistemology

This survey describes a central paradox of game theory, viz. the Paradox of Backward Induction (BI). The paradox is that the BI outcome is often said to follow from basic game-theoretic principles--specifically, from the assumption that the players are rational. Yet,... View Details
  • 2024
  • Working Paper

Platform Information Provision and Consumer Search: A Field Experiment

By: Lu Fang, Yanyou Chen, Chiara Farronato, Zhe Yuan and Yitong Wang
Despite substantial efforts to help consumers search in more intuitive ways, text search remains the predominant tool for product discovery online. In this paper, we explore the effects of visual and textual cues for search refinement on consumer search and purchasing... View Details
Keywords: Consumer Behavior; E-commerce; Decision Choices and Conditions; Learning; Internet and the Web
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Fang, Lu, Yanyou Chen, Chiara Farronato, Zhe Yuan, and Yitong Wang. "Platform Information Provision and Consumer Search: A Field Experiment." NBER Working Paper Series, No. 32099, February 2024.
  • 25 Feb 2019
  • Research & Ideas

How Gender Stereotypes Kill a Woman’s Self-Confidence

Working Knowledge Archives Women at Work What do you think of this research? How much intuition goes into your own decision making? Share your insights below. View Details
Keywords: by Dina Gerdeman
  • 03 Oct 2007
  • Working Paper Summaries

The Causes and Consequences of Industry Self-Policing

Keywords: by Jodi L. Short & Michael W. Toffel
  • May 2025
  • Case

Windsurf and the AI Code Assistant Market

By: Suraj Srinivasan, Sudhanshu Nath Mishra and Radhika Kak
In April 2025, the founding team of Windsurf, an AI start-up specializing in code generation gathered in Mountain View, California, to assess its remarkable year of growth. The company had scaled from a niche GitHub Copilot alternative to a breakout player with over... View Details
Keywords: AI and Machine Learning; Venture Capital; Innovation Leadership; Technological Innovation; Technology Industry; United States
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Srinivasan, Suraj, Sudhanshu Nath Mishra, and Radhika Kak. "Windsurf and the AI Code Assistant Market." Harvard Business School Case 125-111, May 2025.
  • November 2024
  • Article

Preference Externality Estimators: A Comparison of Border Approaches and IVs

By: Xi Ling, Wesley R. Hartmann and Tomomichi Amano
This paper compares two estimators—the Border Approach and an Instrumental Variable (IV) estimator—using a unified framework where identifying variation arises from “preference externalities,” following the intuition in Waldfogel (2003). We highlight two dimensions in... View Details
Keywords: Econometrics; Casual Inference; Marketing; Economics; Advertising; Mathematical Methods
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Ling, Xi, Wesley R. Hartmann, and Tomomichi Amano. "Preference Externality Estimators: A Comparison of Border Approaches and IVs." Management Science 70, no. 11 (November 2024): 7892–7910.
  • 2015
  • Article

Beliefs About the True Self Explain Asymmetries Based on Moral Judgment

By: George E. Newman, Julian De Freitas and Joshua Knobe
Past research has identified a number of asymmetries based on moral judgments. Beliefs about (a) what a person values, (b) whether a person is happy, (c) whether a person has shown weakness of will, and (d) whether a person deserves praise or blame seem to depend... View Details
Keywords: Concepts; Social Cognition; Moral Reasoning; True Self; Values; Weakness Of Will; Blame; Values and Beliefs; Identity; Moral Sensibility; Happiness
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Newman, George E., Julian De Freitas, and Joshua Knobe. "Beliefs About the True Self Explain Asymmetries Based on Moral Judgment." Cognitive Science 39, no. 1 (2015): 96–125.
  • 05 Sep 2023
  • Book

Failing Well: How Your ‘Intelligent Failure’ Unlocks Your Full Potential

full college weekend, keeping her potential losses as small as possible. “At the most, she only risked a few boring hours,” Edmondson says. “She intuitively mitigated the risk.” As it turns out, Mary did hit it off with her new date, and... View Details
Keywords: by Michael Blanding
  • May 2024
  • Background Note

Pricing Strategy and Channels of Distribution: Where Value Delivery and Value Capture Intersect

By: Elie Ofek
Channels of distribution are a critical component of a firm’s go-to-market strategy. A company may elect to sell its products directly to customers (DTC) without the assistance of any intermediaries or, alternatively, it may seek several channel partners to help it... View Details
Keywords: Price; Distribution Channels; Business Strategy; Markets
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Ofek, Elie. "Pricing Strategy and Channels of Distribution: Where Value Delivery and Value Capture Intersect." Harvard Business School Background Note 524-093, May 2024.
  • 2010
  • Chapter

The Euro as a Reserve Currency for Global Investors

By: Luis M. Viceira and Ricardo Gimeno
This article explores the demand for the euro for risk management purposes and the evidence of stock market integration in the euro area. We define a reserve currency as one that investors demand either because it helps them hedge real interest risk and inflation risk,... View Details
Keywords: Volatility; Inflation and Deflation; Capital Markets; Currency; Stocks; Financial Markets; Financing and Loans; Investment Return; Investment Portfolio; Risk Management
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Viceira, Luis M., and Ricardo Gimeno. "The Euro as a Reserve Currency for Global Investors." Chap. 4 in Spain and the Euro. The First Ten Years, 149–178. Madrid, Spain: Banco de España, 2010.
  • June 2023
  • Article

Can Purpose Foster Stakeholder Trust in Corporations

By: Ranjay Gulati and Franz Wohlgezogen
As part of institutional changes toward more responsible capitalism, firms increasingly articulate a purpose beyond simply profit as a central tenet of their governance. Management scholarship has noted the potential advantages of such purpose-focus for stakeholder... View Details
Keywords: Stakeholder Management; Moral Identity; Mission and Purpose; Trust; Corporate Governance; Business and Stakeholder Relations
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Gulati, Ranjay, and Franz Wohlgezogen. "Can Purpose Foster Stakeholder Trust in Corporations." Strategy Science 8, no. 2 (June 2023): 270–287.
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