Publications

SSRN

June 2020
Article

In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors

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

Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identify a surprising consequence to this common prescription.... View Details

Keywords: Attribution; Interpersonal Interaction; Judgment; Social Interaction; Inference; Open Data; Open Materials; Preregistered; Negotiation Offer; Strategy; Behavior; Interpersonal Communication; Trust; Outcome or Result

01 Jul 2014
Working Paper Summaries

Creating Reciprocal Value Through Operational Transparency

Keywords: by Ryan W. Buell, Tami Kim & Chia-Jung Tsay

05 Dec 2014
Working Paper Summaries

Seesaws and Social Security Benefits Indexing

Keywords: by Matthew Weinzierl

20 Sep 2004
Research & Ideas

How Consumers Value Global Brands

In 2002, we carried out a two-stage research project in partnership with the market research company Research International/USA to find out how consumers in different countries value global brands. First, we conducted a qualitative study... View Details

Keywords: by Douglas B. Holt, John A. Quelch & Earl L. Taylor

18 Nov 2002
Research & Ideas

Where Morals and Profits Meet: The Corporate Value Shift

Harvard Business School professor Lynn S. Paine's new book, Value Shift, argues that companies can't consider themselves amoral or apart from society anymore—that the relationship between companies and society at large necessitates... View Details

Keywords: by Carla Tishler

September 2011 (Revised February 2013)
Case

Trucost: Valuing Corporate Environmental Impacts

By: Michael W. Toffel and Stephanie van Sice

Trucost provided corporate environmental performance data and analysis to institutional investors and corporate managers, but after operating for a decade had yet to achieve profitability. Trucost was struggling to effectively differentiate its high quality products... View Details

Keywords: Competitive Strategy; Knowledge Use and Leverage; Distribution Channels; Investment; Measurement and Metrics; Corporate Social Responsibility and Impact; Information; Value; Environmental Sustainability; Financial Services Industry

Educators

Purchase

22 Apr 2019
Working Paper Summaries

Government Technology Policy, Social Value, and National Competitiveness

Keywords: by Frank Nagle

March 2016
Article

Environmental Demands and the Emergence of Social Structure: Technological Dynamism and Interorganizational Network Forms

By: Adam Tatarynowicz, Maxim Sytch and Ranjay Gulati

This study investigates the origins of variation in the structures of interorganizational networks across industries. We combine empirical analyses of existing interorganizational networks in six industries with an agent-based simulation model of network emergence.... View Details

Keywords: Interorganizatonal Relationships; Social Networks; Network Emergence; Interorganizational Networks; Information Technology; Networks; Organizational Structure; Social and Collaborative Networks; Social Media

July 2020
Article

Reframing Value in a Crisis

By: Frank V. Cespedes and David Hoffeld

Reframing is the process of moving buyers from their current perspective(s) to one that motivates a different response. The current crisis makes this capability more important than ever. View Details

Keywords: Sales; Customers; Perspective; Value; Change; Health Pandemics

Article

Making Seconds Count: When Valuing Time Promotes Subjective Well-being

By: Alice Lee-Yoon and A.V. Whillans

Time is a finite and precious resource, and the way that we value our time can critically shape happiness. In this article, we present a conceptual framework to explain when valuing time can enhance vs. undermine well-being. Specifically, we review the emotional... View Details

Keywords: Time; Happiness; Welfare; Money; Value; Well-being

5 Nov 2013
Other Presentation

The New Competitive Advantage: Creating Shared Value

By: Michael E. Porter

This presentation draws on ideas from Professor Porter's articles and books, in particular, The Competitive Advantage of Nations (The Free Press, 1990), "Building the Microeconomic Foundations of Competitiveness," in The Global Competitiveness Report (World Economic... View Details

Keywords: Society; Brazil

May 2015
Case

China Yintai: Developing Shared Value in China

By: Christopher Marquis, Ying Zhang and Shiyu Yang

Under the leadership of CEO and President Shen Guojun, China Yintai was increasingly committed to philanthropic initiatives. Drawing upon his experience as an entrepreneur and a philanthropist, Mr. Shen saw the urgent need to build bridges between business practices... View Details

Keywords: Philanthropy and Charitable Giving; China

Educators

Purchase

2009
Chapter

Creating Superior Customer Value in a Connected World

By: Ranjay Gulati

"In the early twenty-first century, customers are more demanding than ever, and difficult economic times make them all the more so. As customers tighten their wallets and increase their demands, firms face greater pressure to provide superior customer value. Reducing... View Details

Keywords: Customer Satisfaction; Customer Value and Value Chain; Consumer Behavior; Product Design; Social and Collaborative Networks; Value Creation

July 2012
Technical Note

Assessing Business Work Reward Values

By: Timothy Butler

Keywords: Motivation and Incentives; Leadership

Educators

14 Feb 2017
Working Paper Summaries

Capturing Value from IP in a Global Environment

Keywords: by Juan Alcácer, Karin Beukel, and Bruno Cassiman

2018
Article

Cracking the Organizational Challenge of Pursuing Joint Social and Financial Goals: Social Enterprise as a Laboratory to Understand Hybrid Organizing

By: Julie Battilana

While in recent decades the social and business sectors have evolved on fairly separate tracks, today companies are increasingly expected to generate social value in addition to profit. As a result, they also increasingly face the distinct challenge of pursuing social... View Details

Keywords: Hybrid Organizations; Hybrid Organizing; Multiple Goals; Social Enterprise; Goals and Objectives; Organizational Design; Organizational Culture

Research Summary

Building Bridges: The Social Structure of Interdependent Innovation

Multidivisional firms often fail to take advantage of innovations that involve combining resources from distinct divisions. This failure of cross-line-of-business innovation is a consequence of design choices employed to execute the firm’s strategy: in organizing... View Details

June 2023
Supplement

Social Media Background Screening at Fama Technologies (B)

By: Joseph Pacelli, Jillian Grennan and Alexis Lefort

Fama Technologies is an online screening company that uses AI to analyze job applicants' publicly available online content for signs of risk and culture fit. The case opens with Ben Mones, founder and CEO, looking to secure funding from venture firms. He is running... View Details

Keywords: Human Resources; Recruitment; Retention; Selection and Staffing; Organizational Culture; Talent and Talent Management; United States