Publications

13 Jul 2021
Research & Ideas

Outrage Spreads Faster on Twitter: Evidence from 44 News Outlets

Negativity spreads faster than positivity online, and news organizations at both ends of the political spectrum are leveraging this tendency on Twitter, according to a new study. To test whether the broadcast news adage, “If it bleeds, it... View Details

Keywords: by Kristen Senz; Media & Broadcasting

28 Sep 2012
Working Paper Summaries

Self-Serving Altruism? When Unethical Actions That Benefit Others Do Not Trigger Guilt

Keywords: by Francesca Gino, Shahar Ayal & Dan Ariely

September 2023
Article

A Pull versus Push Framework for Reputation

By: Jillian J. Jordan

Reputation is a powerful driver of human behavior. Reputation systems incentivize 'actors' to take reputation-enhancing actions, and 'evaluators' to reward actors with positive reputations by preferentially cooperating with them. This article proposes a reputation... View Details

Keywords: Reputation; Behavior; Game Theory

May 2007
Article

Managing Your Boss

By: John J. Gabarro and John P. Kotter

The best way to make a major impact in your organization? Forge a strong relationship with your boss. You'll get the support and resources you need to put your great ideas into action. But "managing up" isn't easy. For example, if you're reporting to a new CEO, you... View Details

Keywords: Organizations; Relationships; Value; Behavior; Communication; Decisions

2010
Chapter

Women and Leadership: Defining the Challenges

By: Robin J. Ely and Deborah L. Rhode

We use the experience of Carly Fiorina as an introduction to the continued challenges faced by women in top leadership roles. Although Fiorina, on becoming CEO of Hewlett Packard in 1999, asserted that "there is not a glass ceiling," her memoir eight years later... View Details

Keywords: Prejudice and Bias; Leadership; Perception; Behavior; Attitudes; Gender

June 1998 (Revised August 2000)
Case

Microsoft CarPoint

By: Jeffrey F. Rayport

CarPoint.com was Microsoft's Web-based entry into on-line automobile retailing. While it could not, in fact, "sell" or deliver any cars, it could shift much of consumer search, comparison, and decision-making, including pricing, the traditional car dealer to the Web.... View Details

Keywords: Internet and the Web; Service Operations; Market Entry and Exit; Consumer Behavior; Auto Industry; Retail Industry

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13 Feb 2006
Research & Ideas

When Gender Changes the Negotiation

negotiation can set the stage for differences in outcomes negotiated by men and by women, particularly when (1) the opportunities and limits of the negotiation are unclear; and (2) situational cues in these ambiguous situations trigger different View Details

Keywords: by Dina W. Pradel, Hannah Riley Bowles & Kathleen L. McGinn

December 2018 (Revised September 2019)
Case

Brand Activism: Nike and Colin Kaepernick

By: Jill Avery and Koen Pauwels

Nike's selection of politically polarizing Colin Kaepernick as the spokesperson for the 30th anniversary of its iconic "Just Do It" campaign catapulted the brand into the media spotlight and made it a political flashpoint for consumers across America. Would the choice... View Details

Keywords: Digital Marketing; Entertainment; Politics; Activism; Brand Equity; Marketing; Marketing Strategy; Brands and Branding; Marketing Communications; Sports; Advertising; Social Media; Apparel and Accessories Industry; Sports Industry; Consumer Products Industry; United States; North America

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May 31, 2016
Article

Memories of Unethical Actions Become Obfuscated over Time

By: Maryam Kouchaki and Francesca Gino

Despite our optimistic belief that we would behave honestly when facing the temptation to act unethically, we often cross ethical boundaries. This paper explores one possibility for why people engage in unethical behavior over time by suggesting that memory for their... View Details

Keywords: Behavior; Ethics; Cognition and Thinking

2017
Article

The Energizing Nature of Work Engagement: Toward a New Need-Based Theory of Work Motivation

By: Paul Green, Eli Finkel, Grainne Fitzsimons and Francesca Gino

We present theory suggesting that experiences at work that meet employees’ expectations of need fulfillment drive work engagement. Employees have needs (e.g., a desire to be authentic) and they also have expectations for how their job or their organization will fulfill... View Details

Keywords: Needs; Motivation; Work Engagement; Disengagement; Authenticity; Self-Expression; Employees; Motivation and Incentives; Behavior; Human Needs

Article

Forgoing Earned Incentives to Signal Pure Motives

By: Erika L. Kirgios, Edward H. Chang, Emma E. Levine, Katherine L. Milkman and Judd B. Kessler

Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are... View Details

Keywords: Incentives; Motivation Laundering; Self-signaling; Motivation and Incentives; Behavior; Perception

April 2019
Article

Rituals and Nuptials: The Emotional and Relational Consequences of Relationship Rituals

By: Ximena Garcia-Rada, Ovul Sezer and Michael I. Norton

Four studies reveal the benefits of relationship rituals: couples with relationship rituals report more positive emotions and greater relationship satisfaction and commitment than those without them. We show that rituals are crucial for understanding consumption... View Details

Keywords: Rituals; Relationship Satisfaction; Relationships; Satisfaction; Spending; Behavior; Perception; Emotions

09 Jun 2021
News

Employees Are Lonelier Than Ever. Here’s How Employers Can Help.

November 2008
Supplement

Differences at Work: Sameer (B)

By: Sandra J. Sucher and Rachel Gordon

In Differences at Work: Sameer (B) HBS Case No. 9-609-054, Sameer leaves the firm at the summer's end without confronting his employer about the jokes and wondering whether he made the right choice. Later Sameer's former employer calls him to apologize for their... View Details

Keywords: Decision Choices and Conditions; Moral Sensibility; Resignation and Termination; Working Conditions; Opportunities; Behavior

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Max H. Bazerman is Jesse Isidor Straus Professor of Business Administration at the Harvard Business School. His recent books... View Details

Keywords: accounting industry; management consulting; pharmaceuticals

2009
Working Paper

Opening Up or Shutting Down? The Effects of Multiple Identities on Problem Solving

By: Lakshmi Ramarajan

Across three studies, I investigate the distinct effects of multiple identity conflict and enhancement within people on two crucial aspects of resolving problems with others: integrative behavior and openness. The results of two studies support the hypotheses that... View Details

Keywords: Interpersonal Communication; Problems and Challenges; Behavior; Conflict Management; Identity; Integration

15 Dec 2010
Working Paper Summaries

Cognitive Barriers to Environmental Action: Problems and Solutions

Keywords: by Lisa L.Shu & Max H. Bazerman

2008
Article

Warmth and Competence As Universal Dimensions of Social Perception: The Stereotype Content Model and the BIAS Map

By: A. J.C. Cuddy, S. T. Fiske and P. Glick

The stereotype content model (SCM) defines two fundamental dimensions of social perception, warmth and competence, predicted respectively by perceived competition and status. Combinations of warmth and competence generate distinct emotions of admiration, contempt,... View Details

Keywords: Perception; Competency and Skills; Prejudice and Bias; Emotions; Business Model; Behavior; Research; Competition; Status and Position; Cognition and Thinking; Groups and Teams