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  • March 2023
  • Article

Authentic First Impressions Relate to Interpersonal, Social, and Entrepreneurial Success

By: David M. Markowitz, Maryam Kouchaki, Francesca Gino, Jeffrey T. Hancock and Ryan L. Boyd
This paper examines how verbal authenticity influences person perception. Our work combines human judgments and natural language processing to suggest verbal authenticity is a positive predictor of interpersonal interest (Study 1: 294 dyadic conversations), engagement... View Details
Keywords: Authenticity; Impression Formation; Natural Language Processing; First Impressions; Communication; Perception; Success
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  • January 2003
  • Article

Crossing the Threshold: First Impressions in Psychoanalysis and Negotiation

By: Kimberlyn Leary and Michael A. Wheeler
Keywords: Health; Negotiation
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  • 08 May 2007
  • First Look

First Look: May 8, 2007

but is also necessary to use tie-breaking for schools whose capacity is sufficient to accommodate some but not all students of a given priority class. We analyze a model that encompasses one-sided and two-sided matching models. We first... View Details
Keywords: Martha Lagace
  • 26 Jun 2023
  • Research & Ideas

Want to Leave a Lasting Impression on Customers? Don't Forget the (Proverbial) Fireworks

example, at the Japanese restaurant chain Santouka Ramen, servers greet guests with a chorus of welcomes in both English and Japanese upon entering, setting the stage for an enjoyable dinner. “The first time someone experiences that, it... View Details
Keywords: by Michael Blanding; Entertainment & Recreation
  • 30 Oct 2012
  • First Look

First Look: October 30

harmonization decisions. The analysis is based on field studies in three jurisdictions: Canada, China, and India. Across these jurisdictions, I first describe unique elements of domestic political economies that are shaping IFRS policies.... View Details
Keywords: Sean Silverthorne
  • 05 May 2015
  • First Look

First Look: May 5

  Publications May 2015 Corporate Stewardship: Organizing for Sustainable Effectiveness Leading Socially Responsible, Value-Creating Corporations By: Brown, Daniel, and Rakesh Khurana Abstract—We explore the role of the corporate leader in creating value for... View Details
Keywords: Carmen Nobel
  • Article

Diversity Thresholds: How Social Norms, Visibility, and Scrutiny Relate to Group Composition

By: Edward H. Chang, Katherine L. Milkman, Dolly Chugh and Modupe Akinola
Across a field study and four experiments, we examine how social norms and scrutiny affect decisions about adding members of underrepresented populations (e.g., women, racial minorities) to groups. When groups are scrutinized, we theorize that decision makers strive to... View Details
Keywords: Social Norms; Impression Management; Groups and Teams; Governing and Advisory Boards; Diversity; Gender; Decision Making
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  • 31 Mar 2009
  • First Look

First Look: March 31, 2009

http://www.hbsp.harvard.edu/b01/en/common/item_detail.jhtml?id=709410 Lapdesk Goes Global—Africa First Harvard Business School Case 809-066 Shane Immelman, founding CEO of the Lapdesk Company of South Africa, is facing a number of... View Details
Keywords: Martha Lagace
  • 18 Feb 2009
  • First Look

First Look: February 18, 2009

rates in Asia, and high wage rates in Italy. Two plans have been presented to the CEO, Antonio Colombo. The first is to push development of all of the company's technologies, perhaps even seeking new markets for them. The second is to... View Details
Keywords: Martha Lagace
  • 24 May 2011
  • First Look

First Look: May 24

been known to exist at least since the days of Marshall, Michael Porter's work, first in The Competitive Advantage of Nations (Porter, 1990) and then in On Competition (originally published in 1998; updated edition in Porter, 2008), has... View Details
Keywords: Sean Silverthorne
  • 27 Sep 2011
  • First Look

First Look: September 27

which the ACA was passed and develops estimates of its likely impact on the biopharmaceutical industry. Universal insurance, either through a government-run system or by mandated purchase of private insurance, has been controversial in the United States since it was... View Details
Keywords: Sean Silverthorne
  • May 2020
  • Article

To Be or Not to Be Your Authentic Self? Catering to Others' Expectations and Interests Hinders Performance

By: Francesca Gino, Ovul Sezer and Laura Huang
When approaching interpersonal first meetings (e.g., job interviews), people often cater to the target’s interests and expectations to make a good impression and secure a positive outcome such as being offered the job (pilot study). This strategy is distinct from other... View Details
Keywords: Authenticity; Catering; Honesty; Selection; Impression Management; Interpersonal Communication; Behavior; Performance
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  • 09 Dec 2019
  • Research & Ideas

Identify Great Customers from Their First Purchase

impression of each customer much the same way two people ascertain each other’s character on a first date—by interpreting certain cues to infer important traits. “Let’s say you’re on a View Details
Keywords: by Kristen Senz; Retail; Service
  • 07 Jul 2009
  • First Look

First Look: July 7

series: a fictitious but reality-based story about the trials and tribulations of a newly appointed but not-technically-trained Chief Information Officer (CIO) in his first year on the job. Together the cases constitute a true-to-life... View Details
Keywords: Martha Lagace
  • 26 May 2015
  • First Look

First Look: May 26

for two completely different reasons. The first is a change in technology that reduces the value of co-location (stickiness). This tends to lead to the decoupling of design and production activities and to a broad geographic diffusion of... View Details
Keywords: Sean Silverthorne
  • 15 Jan 2013
  • First Look

First Look: January 15

creating an impression of transparency while masking their true performance. What deters selective disclosure and leads firms to instead make disclosures more representative of their environmental performance? We hypothesize that... View Details
Keywords: Sean Silverthorne
  • 13 Oct 2010
  • First Look

First Look: October 13, 2010

Nyende, Claire Ashton-James, and Michael I. Norton Abstract This research provides the first support for a possible psychological universal: human beings around the world derive emotional benefits from using their financial resources to... View Details
Keywords: Sean Silverthorne
  • 08 Nov 2011
  • First Look

First Look: Nov. 8

(i.e., pity and envy, respectively) and actions toward members of those groups. However, through nonverbal behaviors that subtly communicate warmth and competence information, people can manage the impressions they make on colleagues,... View Details
Keywords: Sean Silverthorne
  • 20 Jan 2015
  • First Look

First Look: January 20

over the first thirty-four years of the FASB (1973-2006). We examine the influence of auditors' lobbying incentives arising from three basic factors: managing expected litigation and regulatory costs; catering to clients' preferences for... View Details
Keywords: Sean Silverthorne
  • 25 Mar 2014
  • First Look

First Look: March 25

facilities, well designed and equipped (parking, transportation, services) and located in key developing zones of Chinese growing cities. In the first 27 years, Red Star had opened 115 shopping malls in 85 different cities. With capacity... View Details
Keywords: Sean Silverthorne

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