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(205)
- News (54)
- Research (142)
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- Faculty Publications (41)
Show Results For
- All HBS Web
(205)
- News (54)
- Research (142)
- Multimedia (2)
- Faculty Publications (41)
- 09 Feb 2016
- First Look
February 9, 2016
illustrates what a Strategic Deal Profile is, why it is important, and the issues involved in making such a Profile part of actual selling behaviors and performance management practices. Publisher's link:... View Details
Keywords: Sean Silverthorne
- 07 Apr 2009
- First Look
First Look: April 7, 2009
countries serving on the board are rewarded with an average $60 million "bonus" in IBRD loans. This is more likely driven by soft forces like boardroom culture rather than by the power of the vote itself. We find no significant... View Details
Keywords: Martha Lagace
- 01 Jun 2011
- News
The Best-Laid Plans
MBA 2011) were semifinalists in the 2010 contest with FashionStake, a “community-curated marketplace for independent fashion” that circumvents the traditional department store model by giving consumers a voting voice to determine which... View Details
- 13 Mar 2018
- First Look
March 13, 2018
fields. A sponsor is someone who advocates for a protégé, and in doing so, takes a stake in her success. We use a laboratory experiment to explore two channels through which sponsorship has been posited to increase advancement in a competitive workplace. In our... View Details
Keywords: Sean Silverthorne
- 05 Mar 2019
- First Look
New Research and Ideas, March 5, 2019
firms attempt to manage recently acquired customers for whom only the first purchase has been observed. We propose a model that allows marketers to form “first impressions" of customers right after having been acquired. We define a first impression as an inference... View Details
Keywords: Dina Gerdeman
- 01 Mar 2011
- News
Local Hero
him!” During the new group’s first ownership season in 1993, well before they put together the financing for what would be the first privately funded MLB park since 1962, Baer and his colleagues took the pulse of the fans. “After all the failed stadium View Details
- 01 Jun 2005
- News
Do You Speak Business?
who has worked in London with United Technologies (in a department whose fifteen members represented seven countries) and in Paris with Bain, is currently in Moscow with BCG. “People are willing to adjust their behavior to facilitate... View Details
Keywords: Garry Emmons
- 01 Jun 2010
- News
Rethinking the MBA
heights? Datar: There is no question that the need for people with leadership and managerial skills is greater than ever. So on the one hand, demand is terrific. But on the other, we’re seeing all the issues that David talked about plus the lack of student engagement.... View Details
- 23 Aug 2016
- First Look
August 23, 2016
D. KC, and F. Gino Abstract—Many models in operations management involve dynamic decision making that assumes optimal updating in response to information revelation. However, behavioral theory suggests that rather than updating their... View Details
Keywords: Sean Silverthorne
- 16 Jul 2013
- First Look
First Look: July 16
that may be to do. In this article, the authors look at research from behavioral economics, social psychology, and other disciplines and offer practical tactics for leaders hoping to project a healthy amount of both qualities. Publisher's... View Details
Keywords: Anna Secino
- 16 Mar 2003
- Research & Ideas
At the Center of Corporate Scandal Where Do We Go From Here?
throughout our system. It is perhaps a paradox that in order for a market-based system to really work effectively, you need a lot of people whose behavior and action is not based on the market, but rather on standards and principles that... View Details
Keywords: by Kim B. Clark
- 26 Jul 2010
- Research & Ideas
Yes, You Can Raise Prices in a Downturn
a principle that behavioral economists now emphasize: the importance of salient feedback in affecting customer choice, especially when long-term costs of a purchase (health care, trucks) or one's behavior... View Details
- 26 Feb 2019
- First Look
New Research and Ideas, February 26, 2019
poor managers because they persist in their behaviors as reps rather than managers. This article discusses why this is common, the problems with standard advice about how to address this issue, what it now takes to be an effective sales... View Details
Keywords: Dina Gerdeman
- 22 Feb 2011
- Research & Ideas
The Most Important Management Trends of the (Still Young) Twenty-First Century
to cross ethical boundaries. What this research suggests is that everyone, regardless of their ethical foundations, has the capacity to behave dishonestly. In fact, most individuals start with good intentions, but ultimately engage in unethical View Details
Keywords: by Sean Silverthorne
- 01 Mar 2013
- News
Opening the Door
to be on the faculty—on a tenure track—and not in the classroom. I won that argument, but it was a tough introduction. The students who voted me the best teacher in 1997 had no idea what it meant in my case. HASHING IT OUT: Herzlinger... View Details
- 15 Sep 2009
- First Look
First Look: September 15
West, and Christian Lebiere Publication:Special Issue on Decisions from Experience. Journal of Behavioral Decision Making (forthcoming) Abstract Erev, Ert, and Roth organized three choice prediction competitions focused on three related... View Details
Keywords: Martha Lagace
- 15 Jan 2019
- First Look
New Research and Ideas, January 15, 2019
December 19, 2018 NEJM Catalyst It's Time to Reform the Orphan Drug Act By: Bagley, Nicholas, Amitabh Chandra, Craig Garthwaite, and Ariel Dora Stern Abstract—No abstract available. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=55448 January 2019... View Details
Keywords: Dina Gerdeman
- 05 May 2009
- First Look
First Look: May 5, 2009
As a robustness check, we examine the behavior of channel enthusiasts, who concentrate transactions among specific channels. Relative to more diversified customers, we find that self-service enthusiasts in low switching cost channels... View Details
Keywords: Martha Lagace
- 20 Oct 2015
- First Look
October 20, 2015
integration affects prices, this paper provides evidence that prices can affect integration. Many theories in organizational economics and industrial organization posit that integration, while costly, increases productivity. It follows from firms' maximizing View Details
Keywords: Sean Silverthorne
- 15 Sep 2003
- Lessons from the Classroom
HBS Cases: Developing the Courage to Act
methods of instruction. These meetings led to a broad commitment to case-method teaching and, in 1921, a formal faculty vote that officially changed the name of the school's approach from the "problem method" to the "case... View Details
Keywords: by David A. Garvin