Expectancy Theory - Publications - Faculty & Research

06 Mar 2006
Research & Ideas

Four Strategies for Making Concessions

Richard E. Walton and Robert B. McKersie's book A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System (ILR Press, 1991). The head of a manufacturing firm was preparing to initiate talks with the leadership... View Details

Keywords: by Deepak Malhotra

31 May 2011
First Look

First Look: May 31

Abstract Theories of the firm have been dominated by a legacy of ideas from early industrialization that pose zero-sum opposition between capital and labor (or capital and nearly everything else), differentiating the economy from society... View Details

Keywords: Sean Silverthorne

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

unaccommodating behavior by the slighted party. In their 1991 book, A Behavioral Theory of Labor Negotiations (ILR Press), Richard E. Walton and Robert B. McKersie recount such a scenario. After a string of long, protracted contract... View Details

Keywords: by Deepak Malhotra

21 Feb 2005
Op-Ed

Is Business Management a Profession?

reason that the issue of trust arises is that these individuals are expected to exercise judgment—based on specialized knowledge and methods of analysis that they alone are thought to possess—in areas in which their decisions affect the... View Details

Keywords: by Rakesh Khurana, Nitin Nohria & Daniel Penrice

Research Summary

Research Thrust

By: Rakesh Khurana

I am trained in organizational sociology and my main areas of interest lie in macro-organizational theory and the dynamics of executive labor markets. To date, my research has focused on two themes. The first revolves around understanding the forces that govern the... View Details

14 Jun 2010
Research & Ideas

The Hard Work of Measuring Social Impact

Quantifying performance and measuring results are no longer the sole domain of for-profit enterprises. Today, many nonprofit organizations also find themselves on the hot seat—not with stockholders but with donors who expect similar... View Details

Keywords: by Julia Hanna

18 Nov 2002
Research & Ideas

Where Morals and Profits Meet: The Corporate Value Shift

this, as I note in the book, is that expectations for corporate behavior are constantly evolving. Conduct that would have been ethically acceptable in one era becomes unacceptable as expectations rise.... View Details

Keywords: by Carla Tishler

01 Sep 2021
What Do You Think?

Can We Train for Trust?

interests of others as well as your own” or is the effort merely window dressing? Means: Are methods employed perceived, among other things, as being fair? Impact: What are the results, good and bad, and do you take responsibility for them? These are not simple and... View Details

Keywords: by James Heskett

08 Sep 2015
Research & Ideas

Knowledge Transfer: You Can't Learn Surgery By Watching

are you won’t ever learn how to pull off a triple bypass. And yet, in business, companies routinely expect employees to pick up new job knowledge through vicarious learning—through reading descriptions of tasks in knowledge-management... View Details

Keywords: by Michael Blanding; Health

18 Nov 2015
Research & Ideas

Who Really Determines CEO Salary Packages?

similar from firm to firm. ©iStock/joris484 Ideally, the compensation package motivates the CEO to make decisions that benefit both the executive and the company. Among economic scholars, there’s a whole line of theoretical research dedicated to striking that balance.... View Details

Keywords: by Carmen Nobel; Consulting

13 Sep 2010
Research & Ideas

The Consumer Appeal of Underdog Branding

even when they fail, staying focused on their end goal. Their determination forces them to pick themselves up after they lose to try to win again. They defy others' expectations that they will fail. They are more passionate than others... View Details

Keywords: by Martha Lagace

04 May 2011
Research & Ideas

Is Web Surfing Distracting Your Workers?

the energy spent resisting temptation takes attention away from other tasks, but no one had ever investigated it in the context of a work environment. "Our idea was to investigate this theory that says when we resist temptation we... View Details

Keywords: by Michael Blanding

19 May 2021
Op-Ed

Why America Needs a Better Bridge Between School and Career

education and training have too often reinforced barriers between working and learning, rather than bridging the worlds of education and employment. This is an opportune moment to re-evaluate the country’s fundamental approach to human capital development. To... View Details

Keywords: by Joseph B. Fuller and Rachel Lipson

13 Nov 2019
Research & Ideas

Don't Turn Your Marketing Function Over to AI Just Yet

collect the data, and then expect machine learning methods to spit out insight for you.” “We tend to think that when we have all this rich data and this machine learning technology, that the machines are going to just come up with the... View Details

Keywords: by Kristen Senz

08 Feb 2021
Book

How to Make the World Better, Not Perfect

all we’re told is ‘that’s not good enough’ then we’re going to give up.” Bazerman’s book closes that gap by drawing lessons from philosophy, yes, but also from behavioral economics, psychology, and negotiation theory to show how we can do... View Details

Keywords: by Michael Blanding

01 Feb 2010
Research & Ideas

The ‘Luxury Prime’: How Luxury Changes People

anything in your research surprise you? A: The findings are not so much surprising as illuminating. We expected a relationship between luxury and self-interests. However, self-interested behaviors are often conflated with those that do... View Details

Keywords: by Sarah Jane Gilbert

06 Sep 2004
Research & Ideas

The Innovator’s Battle Plan

create unique skills in its early stages, making co-option the natural choice for the incumbent. In these circumstances, expect to see tough competitive battles after the aggressive growth phase. Industry Contexts In Which Flight Is... View Details

Keywords: by Clayton M. Christensen, Scott D. Anthony & Erik A. Roth

01 Feb 2021
What Do You Think?

Has the New Economy Finally Arrived?

pandemic) that challenge traditional economic theory centered on the so-called Phillips curve. It’s a simple economic model named after the economist who explored the positive relationship between low unemployment and higher wage rates.... View Details