Publications

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

April 2003 (Revised December 2003)
Background Note

Winning the Influence Game: Corporate Diplomacy and Business Strategy

Provides a framework for influencing key outside players--businesses, governments, and NGOs--in support of business strategy. This could mean negotiating contracts with major customers and suppliers, concluding acquisitions and alliances, and securing financing from... View Details

Keywords: Negotiation; Business Strategy; Power and Influence

Educators

July 1977
Article

Social Roles, Social Control and Biases in Social Perception Processes

By: L. D. Ross, T. M. Amabile and J. Steinmetz

To make accurate social judgments, an individual must both recognize and adequately correct for the self-presentation advantages or disadvantages conferred upon actors by their social roles. Two experiments using 120 undergraduates examined social perceptions formed... View Details

Keywords: Perception; Prejudice and Bias; Social Psychology; Judgments; Power and Influence; Status and Position; Situation or Environment

July 2007 (Revised April 2008)
Teaching Note

Zipcar: Influencing Customer Behavior (TN)

By: Frances X. Frei

Keywords: Customers; Behavior; Transportation Industry

1995
Book

Power and Influence Customized Course Module

By: L. A. Hill

Keywords: Power and Influence

27 Jul 2009
Research & Ideas

Social Network Marketing: What Works?

it's important to understand both who influences purchase decisions in online communities and which groups of users can be influenced. “Viral campaigns truly leverage the network aspect of these social... View Details

Keywords: by Sarah Jane Gilbert; Advertising; Publishing; Retail

December 2021
Article

Seeing Oneself as a Valued Contributor: Social Worth Affirmation Improves Team Information Sharing

By: Julia Lee Cunningham, Francesca Gino, Dan Cable and Bradley Staats

Teams often fail to reach their potential because members’ concerns about being socially accepted prevent them from offering their unique perspectives to the team. Drawing on relational self and self-affirmation theory, we argue that affirmation of team members’ social... View Details

Keywords: Social Worth Affirmation; Relational Identity; Self-affirmation; Information Sharing In Teams; Concerns About Social Acceptance; Groups and Teams; Identity; Relationships; Knowledge Sharing

01 Jun 2004
News

Social Enterprise Celebrates Tenth Year, Looks Ahead

World Banking. She encouraged SEI to recognize nonprofits as catalysts for social change, influencing the larger sectors of business and government. Panelist and SEI board member Thomas J. Tierney (MBA ’80),... View Details

Keywords: SEI; Social Enterprise Initiative; Colleges, Universities, and Professional Schools; Educational Services

October 2009
Article

Influence and Inefficiency in the Internal Capital Market

By: Julie Wulf

I model inefficient resource allocations in M-form organizations due to influence activities by division managers that skew capital budgets in their favor. Corporate headquarters receives two types of signals about investment opportunities: private signals that can be... View Details

Keywords: Capital Markets; Resource Allocation; Business Processes; Capital Budgeting; Business Headquarters; Investment; Opportunities; Cost; Value; Motivation and Incentives; Equity

05 Dec 2018
Working Paper Summaries

The Salary Taboo: Privacy Norms and the Diffusion of Information

Keywords: by Zoë B. Cullen and Ricardo Perez-Truglia

July–August 2013
Article

Connect, Then Lead

By: Amy J.C. Cuddy, Matthew Kohut and John Neffinger

In puzzling over whether it's better to be feared or loved as a leader, Machiavelli famously said that, because it's nigh impossible to do both, leaders should opt for fear. Research from Harvard Business School's Amy Cuddy and consultants Matthew Kohut and John... View Details

Keywords: Influence; Leadership; Trust; Power and Influence

2016
Chapter

User-Generated Content and Social Media

By: Michael Luca

This paper documents what economists have learned about user-generated content (UGC) and social media. A growing body of evidence suggests that UGC on platforms ranging from Yelp to Facebook has a large causal impact on economic and social outcomes ranging from... View Details

Keywords: User-generated Content; Crowdsourcing; Design Economics; Internet and the Web; Marketing; Economics; Media; Social Media

01 Dec 2014
Research & Ideas

The Big Influence of Small Countries in the United Nations Secretariat

Economics Paul Novosad. “Just the conversations that are happening in the UN are important in determining international priorities” Among their findings: Powerful countries including the United States, China, and India have less administrative View Details

Keywords: by Michael Blanding

01 Sep 1978
Conference Presentation

Powerlessness Corrupts: Structural Influences on Organizational Behavior

By: R. M. Kanter

Keywords: Organizations; Behavior; Power and Influence

August 1999 (Revised February 2000)
Background Note

What It Really Means to Manage: Exercising Power and Influence

By: Linda A. Hill

Describes the realities versus the myths of what it means to be a manager. In particular, it focuses on the limitations of formal authority as a source of power and identifies other sources of power that effective managers rely upon. Also outlines a framework of... View Details

Keywords: Framework; Management Teams; Alliances; Power and Influence

Educators

2012
Working Paper

~Why Do We Redistribute so Much but Tag so Little? Normative Diversity, Equal Sacrifice and Optimal Taxation

By: Matthew Weinzierl

Tagging is a free lunch in conventional optimal tax theory because it eases the classic tradeoff between efficiency and equality. But tagging is used in only limited ways in tax policy. I propose one explanation: conventional optimal tax theory has yet to capture the... View Details

Keywords: Forecasting and Prediction; Cost; Framework; Policy; Taxation; Analytics and Data Science; Performance Efficiency; United States

SSRN

Article

Do Group Dynamics Influence Social Capital Gains Among Microfinance Clients? Evidence from a Randomized Experiment in Urban India

By: Natalia Rigol, Benjamin Feigenberg, Erica Field, Rohini Pande and Shayak Sarkar

Article

Does 'Liking' Lead to Loving? The Impact of Joining a Brand's Social Network on Marketing Outcomes

By: Leslie K. John, Oliver Emrich, Sunil Gupta and Michael I. Norton

Does “liking” a brand on Facebook cause a person to view it more favorably? Or is “liking” simply a symptom of being fond of a brand? We disentangle these possibilities and find evidence for the latter: brand attitudes and purchasing are predicted by consumers’... View Details

Keywords: Brands; Marketing Effectiveness; Brand Evaluation; Peer Influence; Brands and Branding; Social and Collaborative Networks; Social Media

2007
Other Unpublished Work

Influence and Inefficiency in the Internal Capital Market

By: Julie Wulf

I model inefficient resource allocations in M-form organizations due to influence activities by division managers that skew capital budgets in their favor. Corporate headquarters receives two types of signals about investment opportunities: private signals that can be... View Details

Keywords: Capital Budgeting; Investment; Knowledge Acquisition; Managerial Roles; Resource Allocation; Power and Influence