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- All HBS Web (540)
- Faculty Publications (326)
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- 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
Sizing Up Entrepreneurial Potential: Gender Differences in Communication and Investor Perceptions of Long-Term Growth and Scalability
By: Laura Huang, Priyanka D. Joshi, Cheryl J. Wakslak and Andy Wu
Female entrepreneurs have been found to face disadvantages as compared with male entrepreneurs, especially in acquiring the financial resources they need to sustain and grow their ventures. Across three studies, we examine how disparities in funding outcomes may be due... View Details
Huang, Laura, Priyanka D. Joshi, Cheryl J. Wakslak, and Andy Wu. "Sizing Up Entrepreneurial Potential: Gender Differences in Communication and Investor Perceptions of Long-Term Growth and Scalability." Academy of Management Journal 64, no. 3 (June 2021): 716–740.
- 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.
- February 2024
- Article
Are Many Sex/Gender Differences Really Power Differences?
By: Adam D. Galinsky, Aurora Turek, Grusha Agarwal, Eric M. Anicich, Derek D. Rucker, Hannah Riley Bowles, Nira Liberman, Chloe Levin and Joe C Magee
This research addresses the long-standing debate about the determinants of sex/gender differences. Evolutionary theorists trace many sex/gender differences back to natural selection and sex-specific adaptations. Sociocultural and biosocial theorists, in contrast,... View Details
Galinsky, Adam D., Aurora Turek, Grusha Agarwal, Eric M. Anicich, Derek D. Rucker, Hannah Riley Bowles, Nira Liberman, Chloe Levin, and Joe C Magee. "Are Many Sex/Gender Differences Really Power Differences?" PNAS Nexus 3, no. 2 (February 2024).
- 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.
- 25 Feb 2019
- Research & Ideas
How Gender Stereotypes Kill a Woman’s Self-Confidence
cognitive ability in five areas: general science, arithmetic reasoning, math knowledge, mechanical comprehension, and assembling objects. They were asked to guess their total number of correct answers, as well as how their performance... View Details
Keywords: by Dina Gerdeman
- 30 Oct 2007
- First Look
First Look: October 30, 2007
cognitive processes through which a problem is interpreted associatively in terms of something that has been experienced in the past. Despite recognition's centrality to strategic choice, we have limited knowledge of its nature and its... View Details
Keywords: Sean Silverthorne
- 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).
- 24 Aug 2012
- Working Paper Summaries
Equalizing Outcomes vs. Equalizing Opportunities: Optimal Taxation when Children’s Abilities Depend on Parents’ Resources
Keywords: by Alexander Gelber & Matthew Weinzierl
- 2015
- Working Paper
'Be Careless with That!' Availability of Product Upgrades Increases Cavalier Behavior Toward Possessions
By: Silvia Bellezza, Joshua M. Ackerman and Francesca Gino
Consumers are often faced with the opportunity to purchase a new, enhanced product (e.g., a new phone), even though the device they currently own is still fully functional. We propose that consumers act more recklessly with their current products and are less concerned... View Details
Keywords: Carelessness; Product Upgrade; Justification; Loss; Consumer Behavior; Attitudes; Product; Ownership
Bellezza, Silvia, Joshua M. Ackerman, and Francesca Gino. "'Be Careless with That!' Availability of Product Upgrades Increases Cavalier Behavior Toward Possessions." Harvard Business School Working Paper, No. 15-077, April 2015.
- 2012
- Chapter
Institutional Pressures and Organizational Characteristics: Implications for Environmental Strategy
By: Magali A. Delmas and Michael W. Toffel
A broad literature has emerged over the past decades demonstrating that firms' environmental strategies and practices are influenced by stakeholders and institutional pressures. Such findings are consistent with institutional sociology, which emphasizes the importance... View Details
Keywords: Management Practices and Processes; Corporate Social Responsibility and Impact; Business and Stakeholder Relations; Natural Environment; Business Strategy
Delmas, Magali A., and Michael W. Toffel. "Institutional Pressures and Organizational Characteristics: Implications for Environmental Strategy." In The Oxford Handbook of Business and the Natural Environment, edited by Pratima Bansal and Andrew J. Hoffman. Oxford University Press, 2012.
- 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.
- 2024
- Working Paper
Categorical Processing in a Complex World
By: Marco Sammon, Thomas Graeber and Christopher Roth
In real-world news environments, quantitative information is rarely presented in isolation; it is characterized through qualitative comparisons with various reference levels. Company earnings, for example, are commonly compared to analyst forecasts, previous earnings,... View Details
- 05 Dec 2023
- Research & Ideas
Lessons in Decision-Making: Confident People Aren't Always Correct (Except When They Are)
University of California, Santa Barbara. How does one measure confidence? In the first phase of the study, the team invited more than 2,000 people to perform 15 classic cognitive bias tasks, including: The “knapsack problem”—a strategic... View Details
Keywords: by Kara Baskin
- January 2017
- Article
The Dark Side of Going Abroad: How Broad Foreign Experiences Increase Immoral Behavior
By: Jackson G. Lu, Jordi Quoidbach, F. Gino, Alek Chakroff, William W. Maddux and Adam D. Galinsky
Due to the unprecedented pace of globalization, foreign experiences are increasingly common and valued. Past research has focused on the benefits of foreign experiences, including enhanced creativity and reduced intergroup bias. In contrast, the present work uncovers a... View Details
Lu, Jackson G., Jordi Quoidbach, F. Gino, Alek Chakroff, William W. Maddux, and Adam D. Galinsky. "The Dark Side of Going Abroad: How Broad Foreign Experiences Increase Immoral Behavior." Journal of Personality and Social Psychology 112, no. 1 (January 2017): 1–16.
- 2009
- Working Paper
A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future
By: Chia-Jung Tsay and Max H. Bazerman
Through the decision-analytic approach to negotiations, the past quarter century has seen the development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in the field for both academics and practitioners. Researchers... View Details
Tsay, Chia-Jung, and Max H. Bazerman. "A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future." Harvard Business School Working Paper, No. 10-002, July 2009.
- Article
Technology, Identity, and Inertia: Through the Lens of 'The Digital Photography Company'
By: Mary Tripsas
Organizations often experience difficulty when pursuing new technology. Large bodies of research have examined the behavioral, social, and cognitive forces that underlie this phenomenon; however, the role of an organization's identity remains relatively unexplored.... View Details
Keywords: Change Management; Disruptive Innovation; Organizational Culture; Behavior; Cognition and Thinking; Identity; Perception; Technology Adoption
Tripsas, Mary. "Technology, Identity, and Inertia: Through the Lens of 'The Digital Photography Company'." Organization Science 20, no. 2 (March–April 2009): 441–460.
- Article
Guilt Enhances the Sense of Control and Drives Risky Judgments
By: Maryam Kouchaki, Christopher Oveis and F. Gino
The present studies investigate the hypothesis that guilt influences risk-taking by enhancing one's sense of control. Across multiple inductions of guilt, we demonstrate that experimentally induced guilt enhances optimism about risks for the self (Study 1), preferences... View Details
Kouchaki, Maryam, Christopher Oveis, and F. Gino. "Guilt Enhances the Sense of Control and Drives Risky Judgments." Journal of Experimental Psychology: General 143, no. 6 (December 2014): 2103–2110.
- 13 Jan 2003
- Research & Ideas
The Subconscious Mind of the Consumer (And How To Reach It)
indeed revolutionizing our ability to understand customers. Insights about the workings of the cognitive unconscious including memory, attention, information processing, the nature of human universals, and View Details
Keywords: by Manda Mahoney