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- All HBS Web (455)
- Faculty Publications (310)
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- 2024
- Working Paper
Behavioral Attenuation
By: Thomas Graeber, Benjamin Enke, Ryan Oprea and Jeffrey Yang
We report a large-scale examination of behavioral attenuation: due to information-processing constraints, the elasticity of people’s decisions with respect to economic fundamentals is generally too small. We implement more than 30 experiments, 20 of which were... View Details
Graeber, Thomas, Benjamin Enke, Ryan Oprea, and Jeffrey Yang. "Behavioral Attenuation." NBER Working Paper Series, No. 32973, September 2024.
- April 2023
- Article
Inattentive Inference
By: Thomas Graeber
This paper studies how people infer a state of the world from information structures that include additional, payoff-irrelevant states. For example, learning from a customer review about a product’s quality requires accounting for the reviewer’s otherwise irrelevant... View Details
Graeber, Thomas. "Inattentive Inference." Journal of the European Economic Association 21, no. 2 (April 2023): 560–592.
- October 2012
- Article
Honesty Requires Time (and Lack of Justifications)
By: Shaul Shalvi, Ori Eldar and Yoella Bereby-Meyer
Recent research suggests that refraining from cheating in tempting situations requires self-control, which indicates that serving self-interest is an automatic tendency. However, evidence also suggests that people cheat to the extent that they can justify their... View Details
Shalvi, Shaul, Ori Eldar, and Yoella Bereby-Meyer. "Honesty Requires Time (and Lack of Justifications)." Psychological Science 23, no. 10 (October 2012): 1264–1270.
- 2013
- Article
Ethically Adrift: How Others Pull Our Moral Compass from True North, and How we Can Fix It
By: C. Moore and F. Gino
This chapter is about the social nature of morality. Using the metaphor of the moral compass to describe individuals' inner sense of right and wrong, we offer a framework to help us understand social reasons why our moral compass can come under others' control, leading... View Details
Moore, C., and F. Gino. "Ethically Adrift: How Others Pull Our Moral Compass from True North, and How we Can Fix It." Research in Organizational Behavior 33 (2013): 53–77.
- Article
Give What You Get: Capuchin Monkeys (Cebus Apella) and 4-Year-Old Children Pay Forward Positive and Negative Outcomes to Conspecifics.
By: Kristin L. Leimgruber, Adrian F. Ward, Jane Widness, Michael I. Norton, Kristina R. Olson, Kurt Gray and Laurie R. Santos
The breadth of human generosity is unparalleled in the natural world, and much research has explored the mechanisms underlying and motivating human prosocial behavior. Recent work has focused on the spread of prosocial behavior within groups through paying-it-forward,... View Details
Leimgruber, Kristin L., Adrian F. Ward, Jane Widness, Michael I. Norton, Kristina R. Olson, Kurt Gray, and Laurie R. Santos. "Give What You Get: Capuchin Monkeys (Cebus Apella) and 4-Year-Old Children Pay Forward Positive and Negative Outcomes to Conspecifics." PLoS ONE 9, no. 1 (January 2014).
- March 2024
- Article
What Makes Groups Emotional
By: Amit Goldenberg
When people experience emotions in a group, their emotions tend to have stronger intensity and to last longer. Why is that? This question has occupied thinkers throughout history, and with the use of digital media it is even more pressing today. Historically, attention... View Details
Goldenberg, Amit. "What Makes Groups Emotional." Perspectives on Psychological Science 19, no. 2 (March 2024): 489–502.
- fall 2008
- Article
Toward a Theory of Behavioral Operations
By: Francesca Gino and Gary P. Pisano
Human beings are critical to the functioning of the vast majority of operating systems, influencing both the way these systems work and how they perform. Yet most formal analytical models of operations assume that the people who participate in operating systems are... View Details
Keywords: Management Systems; Operations; Mathematical Methods; Behavior; Cognition and Thinking; Perspective; Theory
Gino, Francesca, and Gary P. Pisano. "Toward a Theory of Behavioral Operations." Manufacturing & Service Operations Management 10, no. 4 (fall 2008): 676–691.
- Article
Thin Slices of Workgroups
By: Patricia Satterstrom, Jeffrey T. Polzer, Lisa Kwan, Oliver P. Hauser, Wannawiruch Wiruchnipawan and Marina Burke
In this paper, we explore whether perceivers can accurately assess the effectiveness of groups, how perceivers use group properties to inform their judgment, and the contextual and individual differences that allow some perceivers to be more accurate. Across seven... View Details
Keywords: Group Perception; Group Effectiveness; Thin Slices; Social Sensitivity; Attentional Focus; Groups and Teams; Performance Effectiveness; Perception
Satterstrom, Patricia, Jeffrey T. Polzer, Lisa Kwan, Oliver P. Hauser, Wannawiruch Wiruchnipawan, and Marina Burke. "Thin Slices of Workgroups." Organizational Behavior and Human Decision Processes 151 (March 2019): 104–117.
- August 2009
- Article
Mental Accounting and Small Windfalls: Evidence from an Online Grocer
By: John Beshears and Katherine L. Milkman
We study the effect of small windfalls on consumer spending decisions by comparing the purchases online grocery customers make when redeeming $10-off coupons with the purchases they make without coupons. Controlling for customer fixed effects and other variables, we... View Details
Keywords: Mental Accounting; Windfalls; Marginal Propensity To Consume; Coupons; Marketing Communications; Consumer Behavior; Accounting; Cognition and Thinking; Retail Industry
Beshears, John, and Katherine L. Milkman. "Mental Accounting and Small Windfalls: Evidence from an Online Grocer." Journal of Economic Behavior & Organization 71, no. 2 (August 2009): 384–394.
- 2009
- Chapter
Entrepreneurship and the History of Globalization
By: G. Jones and R. Daniel Wadhwani
In this article, we build on the recent efforts of scholars to reintroduce entrepreneurship into the research agenda of business historians. We examine the value and limitations of adapting recent social scientific theories and methods on entrepreneurship to research... View Details
- July 1989
- Article
Immunizing Children Against the Negative Effects of Reward
By: B. A. Hennessey, T. M. Amabile and M. Martinage
Two studies were conducted to examine the effect of intrinsic motivation training on children's subsequent motivational orientation and creativity in an expected reward situation. Past research has demonstrated the overjustification effect: Children who work on an... View Details
Keywords: Creativity; Motivation and Incentives; Training; Early Childhood Education; Learning; Teaching
Hennessey, B. A., T. M. Amabile, and M. Martinage. "Immunizing Children Against the Negative Effects of Reward." Contemporary Educational Psychology 14, no. 3 (July 1989): 212–227.
- 2024
- Working Paper
Health, Human Capital Development and the Longevity of Japanese Elites Since 710
By: Tom Nicholas and Hiroshi Shimizu
We examine the lifespan of over 40,000 elites in Japan born between 710 and 1912, including samurai warriors, feudal lords, business, political, cultural, and religious leaders at the apex of the social hierarchy. Japanese elites experienced increases in lifespan about... View Details
Nicholas, Tom, and Hiroshi Shimizu. "Health, Human Capital Development and the Longevity of Japanese Elites Since 710." Working Paper, June 2024.
- 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
Kouchaki, Maryam, and Francesca Gino. "Memories of Unethical Actions Become Obfuscated over Time." Proceedings of the National Academy of Sciences 113, no. 22 (May 31, 2016).
- 17 Apr 2007
- First Look
First Look: April 17, 2007
investment incentives are important or when there is asymmetric information regarding seller product quality. We discuss these tradeoffs in the context of several prominent digital intermediaries. Changing Practices on Sustainability: Understanding and Overcoming the... View Details
Keywords: Martha Lagace
- 2012
- Working Paper
The Dark Side of the Vote: Biased Voters, Social Information, and Information Aggregation Through Majority Voting
We experimentally investigate information aggregation through majority voting when some voters are biased. In such situations, majority voting can have a "dark side", i.e. result in groups making choices inferior to those made by individuals acting alone. We develop a... View Details
Morton, Rebecca B., Marco Piovesan, and Jean-Robert Tyran. "The Dark Side of the Vote: Biased Voters, Social Information, and Information Aggregation Through Majority Voting." Harvard Business School Working Paper, No. 13-017, August 2012.
- April 2025
- Article
Gender and Preferences for Performance Feedback
By: Katherine Baldiga Coffman and David Klinowski
Across multiple studies, we investigate whether there are gender differences in preferences for receiving performance feedback. We vary many features of the feedback context: whether the performance task is a cognitive test or a mock interview, whether the feedback is... View Details
Coffman, Katherine Baldiga, and David Klinowski. "Gender and Preferences for Performance Feedback." Management Science 71, no. 4 (April 2025): 3497–3516.
- May 2025
- Article
Imagining the Future: Memory, Simulation and Beliefs
By: Pedro Bordalo, Giovanni Burro, Katherine B. Coffman, Nicola Gennaioli and Andrei Shleifer
How do people form beliefs about novel risks, with which they have little or no experience? Motivated by survey data on beliefs about Covid we collected in 2020, we build a model based on the psychology of selective memory. When a person thinks about an event,... View Details
Bordalo, Pedro, Giovanni Burro, Katherine B. Coffman, Nicola Gennaioli, and Andrei Shleifer. "Imagining the Future: Memory, Simulation and Beliefs." Review of Economic Studies 92, no. 3 (May 2025): 1532–1563.
- November 2018
- Article
Global Evidence on Economic Preferences
By: Armin Falk, Anke Becker, Thomas Dohmen, Benjamin Enke, David Huffman and Uwe Sunde
This article studies the global variation in economic preferences. For this purpose, we present the Global Preference Survey (GPS), an experimentally validated survey data set of time preference, risk preference, positive and negative reciprocity, altruism, and trust... View Details
Keywords: Economic Preferences; Economics; Behavior; Surveys; Analytics and Data Science; Global Range
Falk, Armin, Anke Becker, Thomas Dohmen, Benjamin Enke, David Huffman, and Uwe Sunde. "Global Evidence on Economic Preferences." Quarterly Journal of Economics 113, no. 4 (November 2018): 1645–1692.
- July 2022
- Article
What Do I Make of the Rest of My Life? Global and Quotidian Life Construal across the Retirement Transition
By: Jeff Steiner and Teresa M. Amabile
Retirement means relinquishing the daily structure that work provides and the career-dependent meanings that it offers life narratives. The retirement transition can therefore involve contemplating both how to spend newly-freed daily time and the implications of... View Details
Keywords: Retirement Transition; Life Narrative; Construal Level Theory; Global Construal; Quotidian Construal; Meanings Of Work And Retirement; Retirement; Transition; Perspective
Steiner, Jeff, and Teresa M. Amabile. "What Do I Make of the Rest of My Life? Global and Quotidian Life Construal across the Retirement Transition." Art. 104137. Organizational Behavior and Human Decision Processes 171 (July 2022).
- Research Summary
Overview
Grant uses a combination of laboratory and field experiments to harness consumers' cognitive and affective resources to increase their well-being. Consumers make countless daily decisions in the pursuit of happiness -- whether and how to spend or save their money, what... View Details