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- 2024
- Case
EPCorp: Convincing the C-Suite
By: Jacob M. Cook
In EPCorp: Convincing the C-Suite, Shivani Bahl is attempting to sell EPCorp's CEO, Debbie Sullivan, on her ideas for not only a new website upgrade but also a more expansive vision on how data and Generative AI can be used to grow the company. Debbie is understandably... View Details
- May 2025
- Article
Imagining the Future: Memory, Simulation and Beliefs
By: Pedro Bordalo, Giovanni Burro, Katherine B. Coffman, Nicola Gennaioli and Andrei Shleifer
How do people form beliefs about novel risks, with which they have little or no experience? Motivated by survey data on beliefs about Covid we collected in 2020, we build a model based on the psychology of selective memory. When a person thinks about an event,... View Details
- April 2025 (Revised May 2025)
- Background Note
Customer Acquisition and the Cash Flow Trap
By: E. Ofek, Barak Libai and Eitan Muller
Startups as well as existing firms recognize the need to invest in order to acquire customers for their new ventures. And as each customer is expected at some point to have generated sufficient gross margins to cover their CAC, management expects that, soon enough, the... View Details
- April 2025
- Article
Gender and Preferences for Performance Feedback
By: Katherine Baldiga Coffman and David Klinowski
Across multiple studies, we investigate whether there are gender differences in preferences for receiving performance feedback. We vary many features of the feedback context: whether the performance task is a cognitive test or a mock interview, whether the feedback is... View Details
- March 2025 (Revised March 2025)
- Case
Good for the Seller, Good for the Buyer and Good for Society: Sampo-yoshi, Sustainability and Trust at ITOCHU
By: Sandra J. Sucher and Bethelehem Y Araya
In 2024, ITOCHU CEO Masahiro Okafuji was at a crossroads. As the thirteenth CEO since ITOCHU’s founding in 1858, he had fueled the company’s growth since 2011 by bringing ITOCHU’s founding philosophy of Sampo-yoshi (good for the seller, good for the buyer and... View Details
- March 2025
- Article
Novice Risk Work: How Juniors Coaching Seniors on Emerging Technologies Such as Generative AI Can Lead to Learning Failures
By: Katherine C. Kellogg, Hila Lifshitz-Assaf, Steven Randazzo, Ethan Mollick, Fabrizio Dell'Acqua, Edward McFowland III, François Candelon and Karim R. Lakhani
The literature on communities of practice demonstrates that a proven way for senior professionals to upskill
themselves in the use of new technologies that undermine existing expertise is to learn from junior
professionals. It notes that juniors may be better able... View Details
- 2025
- Article
Emotion Regulation Contagion Drives Reduction in Negative Intergroup Emotions
By: Michael Pinus, Yajun Cao, Eran Halperin, Alin Coman, James J. Gross and Amit Goldenberg
When emotions occur in groups, they sometimes impact group behavior in undesired ways. Reducing group’s emotions with emotion regulation interventions can be helpful, but may also be a challenge, because treating every person in the group is often infeasible. One... View Details
- 2025
- Working Paper
A Cognitive Theory of Reasoning and Choice
By: Pedro Bordalo, Nicola Gennaioli, Giacomo Lanzani and Andrei Shleifer
We present a theory of decisions in which attention to the features of choice options is determined by the decision maker's categorization of the current choice problem in a set of problems she solved in the past. Categorization depends on goal-relevant as well as... View Details
- February 2025
- Article
Seeing the Whole: Configurational Cognition and New Venture Resource Mobilization
By: Goran Calic, François Neville, Santi Furnari and C. S. Richard Chan
Research is scant on how multiple venture attributes combine as “whole packages” of signals (or cognitive configurations) in resource holders’ eyes, shaping a venture’s ability to mobilize resources. Drawing on a Qualitative Comparative Analysis of 1,395 crowdfunding... View Details
- January 2025
- Module Note
Understanding and Addressing Gender Gaps
This module provides a framework for students to analyze how gender stereotypes, through their impact on beliefs about others and beliefs about ourselves, contribute to gender gaps in the workplace. The module proceeds in three parts. First, through a case and an... View Details
- January 2025
- Case
AI Meets VC: The Data-Driven Revolution at Quantum Light Capital
By: Lauren Cohen, Grace Headinger and Sophia Pan
Ilya Kondrashov, CEO of Quantum Light Capital, was driven to harness AI for identifying high-potential scale-ups. Collaborating with Nik Storonsky, founder of Revolut, the duo observed that most venture capital (VC) decisions were heavily influenced by emotion, with... View Details
Keywords: Artificial Intelligence; Business Finance; Data Analysis; Angel Investors; Cognitive Biases; Scale; Venture Capital; Investment; Business Model; Forecasting and Prediction; Technological Innovation; Innovation Strategy; Behavior; Cognition and Thinking; Public Opinion; Private Sector; Business Strategy; Competitive Advantage; Business Earnings; Behavioral Finance; AI and Machine Learning; Analytics and Data Science; Business Startups; Financial Services Industry; London; United Kingdom
- 2025
- Book
Negotiation: The Game Has Changed
By: Max Bazerman
The world has changed dramatically in just the past few years—and so has the game of negotiation. COVID-19, Zoom, political polarization, the online economy, increasing economic globalization, and greater workplace diversity—all have transformed the who, what, where,... View Details
- January 2025
- Case
Constitutional Fiction: John Miller & the Legitimacy of Family Constitutions
By: Lauren Cohen, Octavian Graf Pilati and Sophia Pan
John Miller sat reviewing his family’s Constitution, grappling with how best to implement and enforce its provisions. Designed to prevent ambiguity in governance, the Family Constitution set out core values and guidelines to promote harmony and cohesion among family... View Details
Keywords: Conflict Resolution; Perspective Taking; Liabilities; Family Business; Family Ownership; Business Growth and Maturation; Alignment; Cooperation; Attitudes; Behavior; Cognition and Thinking; Conflict Management; Conflict of Interests; Power and Influence; Perception; Trust; Perspective; Motivation and Incentives; Happiness; Identity; Goals and Objectives; Legal Liability; Contracts; Fairness; Values and Beliefs; Governance Controls; Governing Rules, Regulations, and Reforms; Family and Family Relationships; Manufacturing Industry; Germany
- January 2025
- Article
Reducing Prejudice with Counter-stereotypical AI
By: Erik Hermann, Julian De Freitas and Stefano Puntoni
Based on a review of relevant literature, we propose that the proliferation of AI with human-like and social features presents an unprecedented opportunity to address the underlying cognitive and affective drivers of prejudice. An approach informed by the psychology of... View Details
- December 2024 (Revised March 2025)
- Case
Tata Power and India's Energy Transition
By: Vikram S. Gandhi, Radhika Kak and Kairavi Dey
Tata Power stood at the forefront of India’s energy transition. The firm had a long history deeply intertwined with the country's development. As Mumbai’s power needs increased, Tata Power built out thermal assets across North, West, and East India. While thermal power... View Details
- 2024
- Working Paper
Displacement or Complementarity? The Labor Market Impact of Generative AI
By: Wilbur Xinyuan Chen, Suraj Srinivasan and Saleh Zakerinia
Generative AI is poised to reshape the labor market, affecting cognitive and white-collar occupations in ways distinct from past technological revolutions. This study examines whether generative AI displaces workers or augments their jobs by analyzing labor demand and... View Details
- November 2024
- Case
Fyffes International SA
By: David E. Bell, Damien McLoughlin and Tonia Labruyère
Helge Sparsoe, CEO of Fyffes since 2020, had taken the tropical produce importer and distributor back to a path of stable level of profitability since he joined in 2020. He was now thinking about next steps for the business, which mainly traded in bananas. He was... View Details
Keywords: Plant-Based Agribusiness; Change Management; Environmental Sustainability; Brands and Branding; Demand and Consumers; Supply Chain; Competition; Price; Value Creation; Agriculture and Agribusiness Industry; Agriculture and Agribusiness Industry; Switzerland; United Kingdom; Republic of Ireland; Colombia; Guatemala; Costa Rica; Ecuador
- 2024
- Working Paper
Advice and the Bayesian Entrepreneur
By: Susan Cohen and Rembrand Koning
Bayesian entrepreneurship starts from the premise that entrepreneurs’ beliefs guide their theorizing, experimentation, and choices (Agrawal et al., n.d.). Since each entrepreneur has unique beliefs based on their own set of past experiences, cognitive ability, and... View Details
- 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
- October 2024
- Teaching Note
Deepa Bachu: Design Thinking at Pensaar
By: Thomas Graeber and Joshua Schwartzstein
Teaching Note for HBS Case No. 923-026. View Details