Persuasion - Publications - Faculty & Research

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Teaching & The Case Method | Baker Library | Bloomberg Center | Harvard Business School

themselves in the decision-maker’s role, guiding them in critical thinking, presenting a persuasive argument, and taking decisive action, all within the context of changing conditions, incomplete information, and time-sensitive... View Details

19 Mar 2008
Research & Ideas

Finding Success in the Middle of the Market

company control midfield by playing only in midfield? The answer is "yes" but only if there is a precise and persuasive value proposition. Until three years ago, Charles Schwab had lost its way. The former king of discount... View Details

Keywords: by John Quelch; Auto; Retail

09 Jul 2001
Research & Ideas

Does Misery Love Companies? How Social Performance Pays Off

corporate social performance (CSP) and corporate financial performance (CFP) reflects the enduring quest to find this persuasive "business case"—to substantiate claims, such as the one made in Annan's recent appeal to U.S.... View Details

Keywords: by Joshua D. Margolis & James P. Walsh

30 Apr 2014
Research & Ideas

Venture Investors Prefer Funding Handsome Men

If you're in search of startup funding, it pays to be a good-looking guy. A series of three studies reveals that investors prefer pitches from male entrepreneurs over those from female entrepreneurs, even when the content of the pitches is identical. Attractive men are... View Details

Keywords: by Carmen Nobel; Financial Services

02 May 2016
Research & Ideas

Why People Don’t Vote--and How a Good Ground Game Helps

persuade,” says Pons. “Here we have evidence that persuasion is also possible.” Takeaways for political parties Taken together, Pons’ studies point to just how important a personal touch can be in getting voters to the polls, and even in... View Details

Keywords: by Michael Blanding; Communications; Public Relations

05 Sep 2008
What Do You Think?

Is Case Method Instruction Due for an Overhaul?

"Cases help to develop 'pattern recognition' skills that are very important in decision-making ...." Dave Schnedler added that cases help develop "critical thinking," teach that "digging hard pays off," stress the importance of... View Details

Keywords: by Jim Heskett; Education

10 Jan 2018
Research & Ideas

Working for a Shamed Company Can Hurt Your Future Compensation

back in compensation to work for a highly reputable company that might counter the black mark from the tarnished firm. “It helps to create a persuasive story that competes with the scandal story,” Groysberg says. Working for a firm that... View Details

Keywords: by Michael Blanding; Financial Services

01 Jun 2003
News

John Read

team. It’s amazing what getting out of the office and onto a ropes course can do for a group. How does running Outward Bound compare with running a truck-parts company? It is similar in that you need to marshal support for an idea and direct the organization largely... View Details

Keywords: Susan Young; Outward Bound; Arts, Sports, Language, Driving, and Other Schools; Educational Services

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Disability Pride Month | Baker Library

[Frontispiece and title page]. Earnest Elmo Calkins was a deaf American advertising executive who helped shape modern marketing by blending visual storytelling with persuasive design. As co-founder of the firm Calkins and Holden, he... View Details

03 Jun 2020
Research & Ideas

Who Guarantees Your Workplace Is Safe for Return?

mitigations. Businesses will have to persuasively communicate the actions they are taking. As the saying goes, what gets measured gets done. And every one of us will want to know exactly what is being done. About the Authors Joseph Allen... View Details

Keywords: by John Macomber and Joseph Allen; Real Estate

13 Mar 2005
Research & Ideas

Reinforcing Values: A Public Dressing Down

mountaineering expeditions and firefighting crews. We've found that for change to stick, leaders must design and run an effective persuasion campaign—one that begins weeks or months before the actual turnaround plan is set in concrete.... View Details

Keywords: by David A. Garvin & Michael A. Roberto

09 Sep 2013
Lessons from the Classroom

Teaching Climate Change to Skeptics

A few years ago, Joseph B. Lassiter traveled to San Francisco, Houston, and New York to hold discussions with Harvard alumni on the topic of business and the environment. Each time, he surveyed the audience about the touchy subject of climate change and how society... View Details

Keywords: by Carmen Nobel

29 Jan 2013
Research & Ideas

Creating the Perfect Super Bowl Ad

increases a viewer's interest in watching an ad. After a certain amount, however, that persuasiveness starts to decrease and advertisers lose the link to the brand and the power to influence buying. In other words, too much entertainment... View Details

Keywords: by Kim Girard; Advertising; Media & Broadcasting

06 Sep 2016
First Look

September 6, 2016

a persuasive story to compete with the scandal narrative. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=51509 August 2013 Business History National Image as a Competitive Disadvantage: The Case of the New Zealand... View Details

Keywords: Carmen Nobel

30 Mar 2017
News

Negotiating Peace in Canada's Largest Rainforest

persuasion mode directly but in a learning mode-- and from that learning then there is a need to present these ideas, from which there will be further learning; so maybe this is not what our final position will be-- then that means I... View Details

08 Apr 2014
First Look

First Look: April 8

a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters-a necessary condition for success if there is an acceptable deal at the next stage. To sway skeptics, I recommend a specific... View Details

Keywords: Sean Silverthorne

31 May 2018
News

Finding Freedom from Eating Disorders

my self-worth. I was accepted to Stanford, Harvard, Wharton, and Kellogg, but I truly believed that I wasn't smart enough. And that was the eating disorder voice concocting these lies which were very persuasive and believable. And then... View Details

09 Jun 2009
First Look

First Look: June 9

potential approaches to establishing evidence of social influence in partially endogenous networks, and they may be especially persuasive in combination. Download the paper: http://www.hbs.edu/research/pdf/09-136.pdf Technology Innovation... View Details

Keywords: Martha Lagace

18 Jul 2017
First Look

First Look at New Research and Ideas, July 18, 2017

preferences. Finally, we find no evidence that CEO activists using economic language are more persuasive in their appeals. The Relevance of Broker Networks for Information Diffusion in the Stock Market By: Di Maggio, Marco, Francesco... View Details