Authority - Publications - Faculty & Research

December 16, 2021
Article

Avoid a One-Size-Fits-All Approach to Sales Coaching

By: Frank V. Cespedes

Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify... View Details

Keywords: Salesforce Management; Training; Competency and Skills; Motivation and Incentives

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November 12, 2021
Editorial

The Psychology Behind Meeting Overload

By: A.V. Whillans, Dave Feldman and Damian Wisniewski

Bad meetings are the bane of the corporate world — and yet despite what appears to be an overwhelming consensus that they’re often unnecessary and unproductive, many workplaces continue to struggle to avoid them. In this piece, the authors discuss the psychological... View Details

Keywords: Meetings; Collaboration; Psychology; Time Management; Communication

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2020
Book

Le Manifeste travail: Démocratiser, démarchandiser, dépolluer [The Working Manifesto: Democratize, Decommodify, Decarbonize]

By: Isabelle Ferreras, Julie Battilana and Dominique Méda

Authored at the height of the 2020 coronavirus pandemic, this book is the result of an international collaboration between twelve female academics who apply their expertise to offer a blueprint for a more resilient, dignified, and sustainable society. The extension of... View Details

Keywords: Society; Economics; Labor; Environmental Sustainability; Social Issues; Ethics

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29 Apr 2012
News

American Recovery?

15 Jul 2022
News

How Fintech Can Deliver on Its Social Impact Promises

30 Aug 2021
News

How to Buy A Little Happiness, No Matter How Much Money You Have

12 Oct 2017
News

The US and Israel to Quit Unesco

01 May 2017
News

What Do Syrians Want Their Future to Be?

2018
Race & 21st century economy: Access, investments and institution-building

The Persistent Problem of the Color Line: Researching Race in the 21st Century

27 Mar 2015
Working Paper Summaries

Capital Requirements, Risk Choice, and Liquidity Provision in a Business Cycle Model

Keywords: by Juliane Begenau; Banking; Financial Services

March 1, 2023
Editorial

To Overcome Resistance to DEI, Understand What’s Driving It

By: Eric Shuman, Eric Knowles and Amit Goldenberg

Employees often resist DEI initiatives, which of course hinders their effectiveness. The authors—experts in the resistance to social-change efforts—write that the key to overcoming resistance to any effort is figuring out why people are resisting. When it comes to DEI... View Details

Keywords: Diversity; Conflict and Resolution; Corporate Social Responsibility and Impact; Employees

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May 2017 (Revised July 2017)
Supplement

Aadhaar: From Voluntary to Mandatory

By: Tarun Khanna, Anjali Raina and Rachna Chawla

Approximately 1.1 billion residents of India (99% of the population) had a unique biometric identity—Aadhaar—by 2017. In six years, the Unique Identification Authority of India (UIDAI) had achieved an unprecedented milestone in emerging and developed markets. The... View Details

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2010
Article

Impact of Online Consumer Reviews on Sales: The Moderating Role of Product and Consumer Characteristics

By: Feng Zhu and Michael Zhang

This article examines how product and consumer characteristics moderate the influence of online consumer reviews on product sales using data from the video game industry. The findings indicate that online reviews are more influential for less popular games and games... View Details

Keywords: Internet Marketing; Online Consumer Reviews; Word Of Mouth; Long Tail; Internet and the Web; Marketing Reference Programs; Digital Marketing; Video Game Industry

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