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Publications

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    • All HBS Web  (5,242)
      • Faculty Publications  (989)

      Behavioral Decision ResearchRemove Behavioral Decision Research →

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      • August 2021
      • Article

      The Undervalued Power of Self-relevant Research: The Case of Researching Retirement While Retiring

      By: Teresa M. Amabile and Douglas T. (Tim) Hall
      For decades, training in management research has emphasized objectivity, typically viewed as an arm’s length distance between the topic of the research and the interests of the researcher. This emphasis has led most scholars to avoid research topics of deep personal... View Details
      Keywords: Qualitative Research Methods; Case Research Methods; Organizational Behavior; Careers; Career Changes And Transitions; Self-relevant Research; Research; Personal Development and Career; Transition; Identity; Retirement
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      Amabile, Teresa M., and Douglas T. (Tim) Hall. "The Undervalued Power of Self-relevant Research: The Case of Researching Retirement While Retiring." Academy of Management Perspectives 35, no. 3 (August 2021): 347–366.
      • August 2021
      • Article

      Voter Mobilization and Trust in Electoral Institutions: Evidence from Kenya

      By: Benjamin Marx, Vincent Pons and Tavneet Suri
      Voter mobilization campaigns face trade-offs in young democracies. In a large-scale experiment implemented in 2013 with the Kenyan Electoral Commission (IEBC), text messages intended to mobilize voters boosted participation but also decreased trust in electoral... View Details
      Keywords: Political Participation; Electoral Institutions; Field Experiment; Voting; Political Elections; Behavior; Trust
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      Marx, Benjamin, Vincent Pons, and Tavneet Suri. "Voter Mobilization and Trust in Electoral Institutions: Evidence from Kenya." Economic Journal 131, no. 638 (August 2021): 2585–2612.
      • 2021
      • Working Paper

      T-Shaped Managers—One Size Does Not Fit All: Exploratory Study from the Military

      By: Hise O. Gibson
      People are an organization’s most important resource. Managers who are collaborative and innovative ensure that organizations remain competitive. This type of manager has been referred to as a T-shaped manager. “T” given that the vertical portion represents the depth... View Details
      Keywords: T-shaped Management; Leader Development; Talent Management; Leadership Style; Leadership Development; Management Skills; Talent and Talent Management
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      Gibson, Hise O. "T-Shaped Managers—One Size Does Not Fit All: Exploratory Study from the Military." Harvard Business School Working Paper, No. 22-003, July 2021.
      • 2021
      • Book

      The Power of Trust: How Companies Build It, Lose It, Regain It

      By: Sandra J. Sucher and Shalene Gupta
      Trust is the most powerful force underlying the success of every business. Yet it can be shattered in an instant, with a devastating impact on a company’s market cap and reputation. How to build and sustain trust requires fresh insight into why customers, employees,... View Details
      Keywords: Power; Corporate Culture; Future Of Work; Innovation; Technology Strategy; Automation; Stakeholder Engagement; Employee Attitude; Customer Behavior; Shareholder Value; Government And Business; Impact Investing; Corporate Change And Sustainability; Trust; Power and Influence; Globalization; Leadership; Organizational Culture; Innovation and Invention; Human Resources; Information Technology; Strategy; Corporate Accountability; Asia; Europe; South America; Middle East; North and Central America
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      Sucher, Sandra J., and Shalene Gupta. The Power of Trust: How Companies Build It, Lose It, Regain It. New York: PublicAffairs, 2021.
      • July 2021
      • Article

      Consumers—Especially Women—Avoid Buying from Firms with Higher Gender Pay Gaps

      By: Tobias Schlager, Bhavya Mohan, Katherine DeCelles and Michael I. Norton
      We document a unique driver of consumer behavior: the public disclosure of a firm’s gender pay gap. Four experiments provide causal evidence that when firms are revealed to have gender pay gaps, consumers are less willing to pay for their goods, a reaction driven by... View Details
      Keywords: Pay Gap; Perceived Wage Fairness; Purchase Intention; Gender; Wages; Fairness; Perception; Consumer Behavior
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      Schlager, Tobias, Bhavya Mohan, Katherine DeCelles, and Michael I. Norton. "Consumers—Especially Women—Avoid Buying from Firms with Higher Gender Pay Gaps." Special Issue on Consumer Psychology for the Greater Good. Journal of Consumer Psychology 31, no. 3 (July 2021): 518–531.
      • July 2021
      • Article

      Creating Exercise Habits Using Incentives: The Trade-off Between Flexibility and Routinization

      By: John Beshears, Hae Nim Lee, Katherine L. Milkman, Robert Mislavsky and Jessica Wisdom
      Habits involve regular, cue-triggered routines. In a field experiment, we tested whether incentivizing exercise routines—paying participants each time they visit the gym within a planned, daily two-hour window—leads to more persistent exercise than offering flexible... View Details
      Keywords: Behavior And Behavioral Decision Making; Healthcare; Exercise; Habit; Routine; Health; Behavior; Decision Making
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      Beshears, John, Hae Nim Lee, Katherine L. Milkman, Robert Mislavsky, and Jessica Wisdom. "Creating Exercise Habits Using Incentives: The Trade-off Between Flexibility and Routinization." Management Science 67, no. 7 (July 2021): 4139–4171.
      • July 2021
      • Article

      Do Interactions with Candidates Increase Voter Support and Participation? Experimental Evidence from Italy

      By: Enrico Cantoni and Vincent Pons
      We test whether politicians can use direct contact to reconnect with citizens, increase turnout, and win votes. During the 2014 Italian municipal elections, we randomly assigned 26,000 voters to receive visits from city council candidates, from canvassers supporting... View Details
      Keywords: Campaigns; Candidates; Elections; Experiment; Political Parties; Turnout; Voting Behavior; Voting; Political Elections; Behavior; Interpersonal Communication; Italy
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      Cantoni, Enrico, and Vincent Pons. "Do Interactions with Candidates Increase Voter Support and Participation? Experimental Evidence from Italy." Economics & Politics 33, no. 2 (July 2021): 379–402.
      • July 2021
      • Article

      Making Medications Stick: Improving Medication Adherence by Highlighting the Personal Health Costs of Non-compliance

      By: Jon M. Jachimowicz, Joe J. Gladstone, Dan Berry, Charlotte L. Kirkdale, Tracey Thornley and Adam D. Galinsky
      Poor compliance of prescription medication is an ongoing public health crisis. Nearly half of patients do not take their medication as prescribed, harming their own health while also increasing public health care costs. Despite these detrimental consequences, prior... View Details
      Keywords: Prescription Drugs; Medication Adherence; Personal Health Costs; Health; Behavior; Motivation and Incentives; Communication Strategy
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      Jachimowicz, Jon M., Joe J. Gladstone, Dan Berry, Charlotte L. Kirkdale, Tracey Thornley, and Adam D. Galinsky. "Making Medications Stick: Improving Medication Adherence by Highlighting the Personal Health Costs of Non-compliance." Behavioural Public Policy 5, no. 3 (July 2021): 396–416.
      • 2021
      • Article

      Nudging the Commute: Using Behaviorally-Informed Interventions to Promote Sustainable Transportation

      By: Ashley Whillans, Joseph Sherlock, Jessica Roberts, Shibeal O'Flaherty, Lyndsay Gavin, Holly Dykstra and Michael Daly
      Dramatic reductions in carbon emissions must take place immediately. A human-centric method of reducing environmental impacts is to “nudge” employees away from single-occupancy vehicles (SOVs) toward more sustainable commuting options. While an abundance of research... View Details
      Keywords: Behavioral Science; Transportation Demand Management; Commuting; Single-occupancy Vehicle Commutes; Transportation; Behavior; Change; Environmental Sustainability
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      Whillans, Ashley, Joseph Sherlock, Jessica Roberts, Shibeal O'Flaherty, Lyndsay Gavin, Holly Dykstra, and Michael Daly. "Nudging the Commute: Using Behaviorally-Informed Interventions to Promote Sustainable Transportation." Behavioral Science & Policy 7, no. 2 (2021): 27–49.
      • Summer 2021
      • Article

      The World Management Survey at 18: lessons and the way forward

      By: Daniela Scur, Raffaella Sadun, John Van Reenen, Renata Lemos and Nicholas Bloom
      Understanding how differences in management ‘best practices’ affect organizational outcomes has been a focus of both theoretical and empirical work in the fields of management, sociology, economics, and public policy. The World Management Survey (WMS) project was born... View Details
      Keywords: Firm Objectives, Organization, And Behavior; Business Economics; Choice Of Technology; Management Of Technological Innovation And R&D; Technological Change: Choices And Consequences; Management Practices and Processes
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      Scur, Daniela, Raffaella Sadun, John Van Reenen, Renata Lemos, and Nicholas Bloom. "The World Management Survey at 18: lessons and the way forward." Oxford Review of Economic Policy 37, no. 2 (Summer 2021): 231–258.
      • June 23, 2021
      • Article

      Research: When A/B Testing Doesn't Tell You the Whole Story

      By: Eva Ascarza
      When it comes to churn prevention, marketers traditionally start by identifying which customers are most likely to churn, and then running A/B tests to determine whether a proposed retention intervention will be effective at retaining those high-risk customers. While... View Details
      Keywords: Customer Retention; Churn; Targeting; Market Research; Marketing; Investment Return; Customers; Retention; Research
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      Ascarza, Eva. "Research: When A/B Testing Doesn't Tell You the Whole Story." Harvard Business Review Digital Articles (June 23, 2021).
      • June 2021
      • Article

      The Role of Beliefs in Driving Gender Discrimination

      By: Katherine B. Coffman, Christine L. Exley and Muriel Niederle
      While there is ample evidence of discrimination against women in the workplace, it can be difficult to understand what factors contribute to discriminatory behavior. We use an experiment to both document discrimination and unpack its sources. First, we show that, on... View Details
      Keywords: Gender Discrimination; Behavioral Decision Making; Gender; Attitudes; Prejudice and Bias; Economics; Behavior; Decision Making
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      Coffman, Katherine B., Christine L. Exley, and Muriel Niederle. "The Role of Beliefs in Driving Gender Discrimination." Management Science 67, no. 6 (June 2021).
      • 2021
      • Article

      To Thine Own Self Be True? Incentive Problems in Personalized Law

      By: Jordan M. Barry, John William Hatfield and Scott Duke Kominers
      Recent years have seen an explosion of scholarship on “personalized law.” Commentators foresee a world in which regulators armed with big data and machine learning techniques determine the optimal legal rule for every regulated party, then instantaneously disseminate... View Details
      Keywords: Personalized Law; Regulation; Regulatory Avoidance; Regulatory Arbitrage; Law And Economics; Law And Technology; Law And Artificial Intelligence; Futurism; Moral Hazard; Elicitation; Signaling; Privacy; Law; Governing Rules, Regulations, and Reforms; Information Technology; AI and Machine Learning
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      Barry, Jordan M., John William Hatfield, and Scott Duke Kominers. "To Thine Own Self Be True? Incentive Problems in Personalized Law." Art. 2. William & Mary Law Review 62, no. 3 (2021).
      • May 2021 (Revised February 2024)
      • Teaching Note

      THE YES: Reimagining the Future of E-Commerce with Artificial Intelligence (AI)

      By: Ayelet Israeli and Jill Avery
      THE YES, a multi-brand shopping app launched in May 2020 offered a new type of buying experience for women’s fashion, driven by a sophisticated algorithm that used data science and machine learning to create and deliver a personalized store for every shopper, based on... View Details
      Keywords: Data; Data Analytics; Artificial Intelligence; AI; AI Algorithms; AI Creativity; Fashion; Retail; Retail Analytics; E-Commerce Strategy; Platform; Platforms; Big Data; Preference Elicitation; Predictive Analytics; App Development; "Marketing Analytics"; Advertising; Mobile App; Mobile Marketing; Apparel; Online Advertising; Referral Rewards; Referrals; Female Ceo; Female Entrepreneur; Female Protagonist; Analytics and Data Science; Analysis; Creativity; Marketing Strategy; Brands and Branding; Consumer Behavior; Demand and Consumers; Forecasting and Prediction; Marketing Channels; Digital Marketing; Internet and the Web; Mobile and Wireless Technology; AI and Machine Learning; E-commerce; Digital Platforms; Fashion Industry; Retail Industry; Apparel and Accessories Industry; Consumer Products Industry; United States
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      Israeli, Ayelet, and Jill Avery. "THE YES: Reimagining the Future of E-Commerce with Artificial Intelligence (AI)." Harvard Business School Teaching Note 521-097, May 2021. (Revised February 2024.)
      • Article

      Joy and Rigor in Behavioral Science

      By: Hanne K. Collins, Ashley V. Whillans and Leslie K. John
      In the past decade, behavioral science has seen the introduction of beneficial reforms to reduce false positive results. Serving as the motivational backdrop for the present research, we wondered whether these reforms might have unintended negative consequences on... View Details
      Keywords: Open Science; Pre-registration; Exploration; Confirmation; False Positives; Career Satisfaction; Science; Research; Personal Development and Career; Satisfaction; Diversity
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      Collins, Hanne K., Ashley V. Whillans, and Leslie K. John. "Joy and Rigor in Behavioral Science." Organizational Behavior and Human Decision Processes 164 (May 2021): 179–191.
      • May 2021
      • Article

      The Firm Next Door: Using Satellite Images to Study Local Information Advantage

      By: Jung Koo Kang, Lorien Stice-Lawrence and Forester Wong
      We use novel satellite data that track the number of cars in the parking lots of 92,668 stores for 71 publicly listed U.S. retailers to study the local information advantage of institutional investors. We establish car counts as a timely measure of store-level... View Details
      Keywords: Satellite Images; Store-level Performance; Institutional Investors; Local Advantage; Overweighting; Processing Costs; Alternative Data; Big Data; Emerging Technologies; Information; Quality; Institutional Investing; Decision Making; Behavioral Finance; Analytics and Data Science
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      Kang, Jung Koo, Lorien Stice-Lawrence, and Forester Wong. "The Firm Next Door: Using Satellite Images to Study Local Information Advantage." Journal of Accounting Research 59, no. 2 (May 2021): 713–750.
      • April 17, 2021
      • Article

      Reimagining India's Health System: A Lancet Citizens' Commission

      By: Vikram Patel, Kiran Mazumdar-Shaw, Gagandeep Kang, Pamela Das and Tarun Khanna
      This commentary announces the launch of the Lancet Citizens’ Commission on Reimagining India’s Health System. The Commission is an ambitious, cross-sectoral effort to develop a citizens’ roadmap to achieving universal health coverage (UHC) in India in the next decade.... View Details
      Keywords: Universal Health Coverage; Health Care and Treatment; Reports; India
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      Patel, Vikram, Kiran Mazumdar-Shaw, Gagandeep Kang, Pamela Das, and Tarun Khanna. "Reimagining India's Health System: A Lancet Citizens' Commission." Lancet 397, no. 10283 (April 17, 2021). (Comment.)
      • April 2021
      • Teaching Note

      Drinkworks: Home Bar by Keurig

      By: Sunil Gupta and Jonathan Levav
      Teaching Note for HBS Case No. 521-010. In the summer of 2018, Drinkworks CEO Nathaniel Davis needed to make a number of go-to-market decisions ahead of his company’s upcoming product launch. Formed through a joint venture between Keurig Dr. Pepper and Anheuser-Busch... View Details
      Keywords: Marketing; Marketing Strategy; Product Marketing; Product Launch; Product Positioning; Markets; Bids and Bidding; Demand and Consumers; Consumer Behavior; Market Design; Distribution; Distribution Channels; Product; Product Design; Product Development; Business Model; Customers; Customer Value and Value Chain; Decision Making; Decisions; Goods and Commodities; Innovation and Invention; Technological Innovation; Business or Company Management; Growth and Development Strategy; Research; Research and Development; Strategy; Adoption; Competitive Advantage; Segmentation; Information Technology; Information Infrastructure; Value; Value Creation; Food and Beverage Industry; Consumer Products Industry; North and Central America; United States
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      Gupta, Sunil, and Jonathan Levav. "Drinkworks: Home Bar by Keurig." Harvard Business School Teaching Note 521-089, April 2021.
      • 2021
      • Working Paper

      Cognitive Biases: Mistakes or Missing Stakes?

      By: Benjamin Enke, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman and Jeroen van de Ven
      Despite decades of research on heuristics and biases, empirical evidence on the effect of large incentives—as present in relevant economic decisions—on cognitive biases is scant. This paper tests the effect of incentives on four widely documented biases: base rate... View Details
      Keywords: Cognitive Biases; Incentives; Motivation and Incentives; Decision Making; Performance
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      Enke, Benjamin, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman, and Jeroen van de Ven. "Cognitive Biases: Mistakes or Missing Stakes?" Harvard Business School Working Paper, No. 21-102, March 2021.
      • March 2021 (Revised January 2023)
      • Case

      The Trouble with TCE

      By: Vincent Pons, Rafael Di Tella and Galit Goldstein
      Trichloroethylene, or TCE, was a chemical used by tens of thousands of businesses in the United States. It was an affordable tool for many. Yet, TCE had been associated with important health risks, including cancer and autoimmune disease. TCE potentially posed other... View Details
      Keywords: Trichloroethylene; Toxicity; Lobbying; Chemicals; Health Disorders; Governing Rules, Regulations, and Reforms; Policy; Ethics; Business and Government Relations; Chemical Industry; United States
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      Pons, Vincent, Rafael Di Tella, and Galit Goldstein. "The Trouble with TCE." Harvard Business School Case 721-031, March 2021. (Revised January 2023.)
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