Publications
Publications
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- All HBS Web
(636)
- Faculty Publications (165)
- 2007
- Working Paper
Paths to Equality: Walking the Talk in Multi-party Negotiations
By: Kathleen L. McGinn, Katherine L. Milkman and Markus Nöth
Past research has shown that communication in negotiations heightens social awareness, facilitates coordination, increases the utility for the other's positive outcomes, and thereby leads to more equal payoffs. But the role of specific communication strategies in... View Details
- 2007
- Working Paper
Harnessing Our Inner Angels and Demons: What We Have Learned About Want/Should Conflicts and How That Knowledge Can Help Us Reduce Short-Sighted Decision Making
By: Katherine L. Milkman, Todd Rogers and Max H. Bazerman
Although observers of human behavior have long been aware that people regularly struggle with internal conflict when deciding whether to behave responsibly or indulge in impulsivity, psychologists and economists did not begin to empirically investigate this type of... View Details
- 2007
- Working Paper
The Ethical Mirage: A Temporal Explanation as to Why We Aren't as Ethical as We Think We Are
By: Ann E. Tenbrunsel, Kristina A. Diekmann, Kimberly A. Wade-Benzoni and Max H. Bazerman
This paper explores the biased perceptions that people hold of their own ethicality. We argue that the temporal trichotomy of prediction, action and evaluation is central to these misperceptions: People predict that they will behave more ethically than they actually... View Details
- September 2006 (Revised June 2007)
- Teaching Note
Note on Human Behavior: Character and Situation (TN)
By: Joseph L. Badaracco Jr. and Aldo Sesia
Teaching Note to 9-404-091. View Details
- April 2006 (Revised November 2006)
- Case
Livedoor
By: Robin Greenwood and Michael Schor
The president of Fuji Television must decide how to respond to a competing bid for the shares of Nippon Broadcasting Systems (NBS). Livedoor, the other bidder, is a highly valued Internet company that has been accused of financial wizardry to keep its stock price high. View Details
- 2005
- Working Paper
Letting Misconduct Slide: The Acceptability of Gradual Erosion in Others' Unethical Behavior
By: Francesca Gino and Max H. Bazerman
Four laboratory studies show that people are more likely to overlook others' unethical behavior when ethical degradation occurs slowly rather than in one abrupt shift. Participants served in the role of watchdogs charged with catching instances of cheating. The... View Details
- November 2004
- Case
The Electronic Product Code: Future Impact on the Global Food System
By: Ray A. Goldberg and James Weber
The Electronic Product Code (EPC) is a successor to the Uniform Product Code and will improve the efficiency and traceability of the global food system. This case focuses on how best to implement this new system and respect the privacy of the ultimate consumer, and the... View Details
- September 2004
- Article
Trust in Agency
Existing models of the principal-agent relationship assume the agent works only under extrinsic incentives. However, many observed agency contracts take the form of a fixed payment. For such contracts to succeed, the principal must trust the agent to work in the... View Details
- June 2004
- Article
The Social Psychology of Ordinary Unethical Behavior
By: M. H. Bazerman and M. R. Banaji
- April 2004 (Revised May 2005)
- Case
Confronting a Necessary Evil: The Firing of Alex Robins (A)
A manager recounts his experience firing the person he was asked to replace and reflects on the challenges of the experience. Teaching Purpose: To role-play and reflect on tasks that entail harming other people to fulfill one's responsibility. View Details
- December 2003 (Revised May 2004)
- Case
Sears Auto Centers (A) (Abridged)
By: Lynn S. Paine
In the early 1990s Sears faced and allegations by the California Department of Consumer Affairs that the company's auto repair centers had been overbilling customers and making unnecessary repairs. Top management must evaluate the problem and come up with a plan to... View Details
- October 2001 (Revised March 2002)
- Background Note
Implicit Predictors of Consumer Behavior
By: Gerald Zaltman, Nancy Puccinelli, Kathryn A. Braun and Fred W Mast PHD
An important distinction is drawn in psychology between explicit and implicit knowledge. Explicit knowledge refers to consciously held beliefs about an individual or object that often draws on the remembering of experiences in the past. In contrast, implicit knowledge... View Details
- August 2001 (Revised March 2008)
- Case
NerveWire, Inc.
By: Nitin Nohria and Anthony Mayo
NerveWire, a management consulting and systems integration provider based in Newton, MA, was closing in on its second anniversary. In the beginning days of NerveWire, the major challenge was recruiting--finding the right people who embodied its values and business... View Details
- May 1999
- Background Note
Note on Behavioral Pricing
The note introduces the behavioral or psychological aspects of consumer price acceptance. Begins by reviewing the traditional economic approach to product pricing and consumer price acceptance--namely, that consumers should be willing to purchase anytime a product's... View Details
Keywords: Customer Satisfaction; Decisions; Fairness; Price; Marketing Strategy; Behavior; Perspective; Public Opinion
- September 1997 (Revised May 1998)
- Case
Mitsubishi Motor Manufacturing of America: The Quest for a Model Workplace
By: Lynn S. Paine and Dale Coxe
This case details the sexual harassment case brought against Mitsubishi Motor Manufacturing of America by nearly 300 female employees in April 1996. The recommendations developed for the company by former U.S. Labor Secretary Lynn Marten are presented. In response to... View Details
- August 1997 (Revised December 1997)
- Case
Harassment at Work?
By: Lynn S. Paine and Dale Coxe
Presents three scenarios involving behavior that could arguably be called sexual harassment. The first scenario is set in a medical supply company in an unnamed emerging market region. The second is set in a New York-based securities firm. The third is set in a U.S.... View Details
Keywords: Working Conditions; Organizational Culture; Problems and Challenges; Ethics; Moral Sensibility; Groups and Teams; Crime and Corruption; Attitudes; Behavior; Labor and Management Relations; Medical Devices and Supplies Industry; Financial Services Industry; New York (city, NY); United States
- July 1993 (Revised December 2003)
- Case
Sears Auto Centers (A)
By: Lynn S. Paine and Michael Santoro
The CEO of Sears must decide how to respond to allegations that the company's auto repair division has been misleading consumers and charging them for unnecessary repairs. View Details
- May 1993 (Revised May 1994)
- Case
Managing for Integrity: Three Vignettes
By: Lynn S. Paine
Three situations are described. A branch manager for a retail brokerage firm must decide whether to change the branch's cash management techniques to increase interest earnings. An auto mechanic must decide whether to oversell parts and repairs to meet sales and... View Details