Publications
Publications
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(2,950)
- Faculty Publications (515)
- August 2021
- Article
Anger Damns the Innocent
By: Katherine DeCelles, Gabrielle Adams, Holly S. Howe and Leslie K. John
False accusations of wrongdoing are common and can have grave consequences. In six studies, we document a worrisome paradox in perceivers’ subjective judgments of a suspect’s guilt. Specifically, we find that laypeople (online panelists; N = 4,983) use suspects’ angry... View Details
Keywords: Morality; Accusations; Deception; Guilt; Affect; Emotions; Behavior; Perception; Judgments; Decision Making
- August 2021
- Article
Improving Sales Hiring
Sales hiring presents inherent challenges not found to the same extent in talent management in other functional areas. Moreover, common hiring practices make a tough job needlessly harder. This article suggests practical ways to improve sales hiring: Hire for the Task,... View Details
- 2021
- Working Paper
The Value of Data and Its Impact on Competition
By: Marco Iansiti
Common regulatory perspective on the relationship between data, value, and competition in online platforms has increasingly centered on the volume of data accumulated by incumbent firms. This view posits the existence of "data network effects," where more data leads to... View Details
- July 2021
- Article
Augmenting Markets with Mechanisms
By: Samuel Antill and Darrell Duffie
We explain how the common practice of size-discovery trade detracts from overall financial market efficiency. At each of a series of size-discovery sessions, traders report their desired trades, generating allocations of the asset and cash that rely on the most recent... View Details
- 2021
- Book
Why Startups Fail: A New Roadmap for Entrepreneurial Success
Why Startups Fail explores entrepreneurial failure, examining its predictable patterns, how to avoid them, and how to cope when failure does occur. Part I looks at three common failure patterns for early-stage startups, illustrating each with an anchor case... View Details
- June 18, 2021
- Article
Research: What Inclusive Companies Have in Common
By: J. Yo-Jud Cheng and Boris Groysberg
A survey of more than 19,000 HBR readers found that one particular culture style differentiated the diverse and inclusive organizations from those that were not: a learning-oriented culture that emphasizes flexibility, open-mindedness, and exploration, and can equip... View Details
- June 2021
- Case
Bozoma Saint John: Leading with Authenticity and Urgency
By: Francesca Gino and Frances X. Frei
In this multimedia case, Bozoma Saint John recounts numerous defining moments from her childhood and work experiences. We learn what empowered and inspired her to be her authentic self, to be vulnerable and open to new experiences, to find commonality with others, to... View Details
- 2021
- Chapter
Digital Transformation and the Salesforce: Observations, Warnings, and Recommendations
Sales is a crucial test for organizational change, including productive use (or not) of new technologies. Changes in selling always have wider organizational implications, because so many other decisions and resource commitments in firms depend upon demand forecasts... View Details
- May 26, 2021
- Article
The Challenge of Rebuilding U.S. Domestic Supply Chains
By: Willy C. Shih, Robert S. Huckman and James Wyner
Massachusetts-based Shawmut scrambled to expand production to meet the soaring demand for N95 masks and hospital gowns during the pandemic. Its experience illustrates a crucial point that policymakers should take to heart: Once a country loses its industrial commons... View Details
- May 2021
- Article
Choice Architecture in Physician–patient Communication: A Mixed-methods Assessment of Physicians' Competency
By: J. Hart, K. Yadav, S. Szymanski, A. Summer, A. Tannenbaum, J. Zlatev, D. Daniels and S.D. Halpern
Background: Clinicians’ use of choice architecture, or how they present options, systematically influences the choices made by patients and their surrogate decision makers. However, clinicians may incompletely understand this influence.... View Details
- 2021
- Working Paper
Going by the Book: Valuation Ratios and Stock Returns
By: Ki-Soon Choi, Eric So and Charles C.Y. Wang
We study the use of firms’ book-to-market ratios (B/M) in value investing and its implications for comovements in firms’ stock returns and trading volumes. We show B/M has become increasingly detached from common alternative valuation ratios over time while also... View Details
- May–June 2021
- Article
How to Close the Gender Gap
By: Colleen Ammerman and Boris Groysberg
Most companies say they’re committed to advancing women into leadership roles. What they may fail to recognize, though, is that systemic barriers are holding women back. As a result, women remain disadvantaged at every stage of their employment and underrepresented in... View Details
- Article
Impact-Weighted Financial Accounts: A Paradigm Shift
By: Ethan Rouen and George Serafeim
The last decade has seen an exponential increase in corporate sustainability activities and efforts by investors to use these activities in their portfolio formation, valuation, and stewardship activities. This paper explains the need for a uniform strategy to measure... View Details
- Article
Large-Scale Field Experiment Shows Null Effects of Team Demographic Diversity on Outsiders' Willingness to Support the Team
By: Edward H. Chang, Erika L. Kirgios and Rosanna K. Smith
Demographic diversity in the United States is rising, and increasingly, work is conducted in teams. These co-occurring phenomena suggest that it might be increasingly common for work to be conducted by demographically diverse teams. But to date, in spite of copious... View Details
- April 2021 (Revised January 2022)
- Case
SA Taxi: A Vehicle for Empowerment? (A)
By: Nien-he Hsieh, Dilyana Karadzhova Botha and F. Christopher Eaglin
SA Taxi was a vertically integrated business that operated in South Africa’s distinctive taxi industry. Despite being plagued by violence, informal structures, unsafe road practices and lack of government support, the taxi industry had grown to become South Africa’s... View Details
- April 2021 (Revised January 2022)
- Supplement
SA Taxi: A Vehicle for Empowerment? (B)
By: Nien-he Hsieh, Dilyana Karadzhova Botha and F. Christopher Eaglin
SA Taxi was a vertically integrated business that operated in South Africa’s distinctive taxi industry. Despite being plagued by violence, informal structures, unsafe road practices and lack of government support, the taxi industry had grown to become South Africa’s... View Details
- 2021
- Comment
Willpower Is a Form of, but Not Synonymous with, Self-control
By: Ariella S. Kristal and Julian Zlatev
We build on Ainslie's discussion of willpower by highlighting another common misconception in the literature: the conflation of self-control and willpower. In our commentary, we identify this issue and discuss the importance of recognizing willpower not as synonymous... View Details
- March 16, 2021
- Article
From Driverless Dilemmas to More Practical Commonsense Tests for Automated Vehicles
By: Julian De Freitas, Andrea Censi, Bryant Walker Smith, Luigi Di Lillo, Sam E. Anthony and Emilio Frazzoli
For the first time in history, automated vehicles (AVs) are being deployed in populated environments. This unprecedented transformation of our everyday lives demands a significant undertaking: endowing
complex autonomous systems with ethically acceptable behavior. We... View Details
- March 2021 (Revised September 2021)
- Case
Applied: Using Behavioral Science to Debias Hiring
By: Ashley Whillans and Jeff Polzer
The UK government’s Behavioural Insights Team (BIT) needed to hire a new associate and were trying to increase the diversity of their job candidates. This decision was based on academic research showing that recruiters and managers often fell into common traps like... View Details
- 2021
- Chapter
Dis-Atlanticism: The West in an Era of Global Fragmentation
By: Rawi Abdelal and Ulrich Krotz
BOOK ABSTRACT: Is the EU a Success or a Failure? Should It Stay or Should It Go? Britain and the EU. The Big Waste or Essential to Feed Europe? The Common Agricultural Policy. Observers of the European Union could be forgiven in thinking that since its inception the EU... View Details