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  • Article

Give Them What They Want: The Benefits of Explicitness in Gift Exchange

By: F. Gino and F. Flynn
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  • February 2019
  • Article

Pettiness in Social Exchange

By: Tami Kim, Ting Zhang and Michael I. Norton
We identify and document a novel construct—pettiness, or intentional attentiveness to trivial details—and examine its (negative) implications in interpersonal relationships and social exchange. Seven studies show that pettiness manifests across different types of... View Details
Keywords: Relationships; Personal Characteristics; Perception; Societal Protocols
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  • Article

The Multidimensional Effects of a Small Gift:: Evidence from a Natural Field Experiment

By: Ellen Garbarino, Robert Slonim and Carmen Wang
Using a large natural field experiment, we demonstrate that a small unconditional gift (pen) more than doubled both small (survey) and large (blood donation) responses. We find no evidence that the opportunity for a small response crowded out the larger response;... View Details
Keywords: Reciprocity; Gift Exchange; Blood Donation; Charitable Behavior; Field Experiment; Behavior; Philanthropy and Charitable Giving
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  • August 2023
  • Case

Floward

By: Krishna Palepu and Namrata Arora
In 2022, Abdulaziz B. Al Loughani, CEO and co-founder of Floward, an online flower and gifting company established in Kuwait in 2017, contemplated the firm's growth trajectory. Floward, an e-commerce enterprise that offered fresh-cut flowers sourced directly from... View Details
Keywords: Initial Public Offering; Expansion; Growth and Development Strategy; E-commerce; Information Technology Industry; Middle East; North Africa; Saudi Arabia; Kuwait; United Arab Emirates; Jordan
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  • Research Summary

Unintended Consequences of Fundraising Tactics

Charity fundraisers use a variety of methods to increase donations, with three of the most common being matching funds, seed money, and thank you gifts. Field experiments have shown that matching funds (Eckel and Grossman, 2008) and seed money (List and Lucking-Reiley,... View Details
  • 30 Jun 2022
  • HBS Case

Peloton Changed the Exercise Game. Can the Company Push Through the Pain?

classes left us energized, refreshed, stronger, and ready to take on anything,” Foley explained in Peloton’s 2019 registration filing with the Securities and Exchange Commission. But “we were often left without time, without options, and... View Details
Keywords: by Lane Lambert; Media & Broadcasting; Health; Bicycle
  • 29 Oct 2012
  • Research & Ideas

Are You Paying a Tip--or a Bribe?

Few people see a relationship between tipping and bribing. But consider this: In places where people tip heavily, bribes are more likely to exchange hands as well. Research shows that there's actually a fine line between the socially... View Details
Keywords: by Dina Gerdeman
  • 08 Oct 2020
  • Research & Ideas

Keep Your Weary Workers Engaged and Motivated

productive. Sincere, informed acknowledgement of these efforts can go a long way. Recognize outstanding accomplishments during meetings or some other way. For example, gifts and services are appreciated by people more than ever before.... View Details
Keywords: by Boris Groysberg and Robin Abrahams
  • 16 Jan 2006
  • Research & Ideas

Adam Smith, Behavioral Economist?

market economy. He wrote about trust and reciprocity as critical foundations of the early beginnings of the market, allowing reciprocal gift exchange to emerge, and leading to trade. One might think that the... View Details
Keywords: by Ann Cullen
  • 15 Jun 2007
  • Research & Ideas

Remembering Alfred Chandler

accessible, friendly man. He was always willing to talk about business, share anecdotes, and exchange ideas. He never stopped. He was a living compendium of information about the history of business. I once had a 2-hour conversation with... View Details
Keywords: by Sean Silverthorne
  • 02 Jun 2014
  • Research & Ideas

Excerpt: ‘A Social Strategy’

eschewed broadcasting messages to customers, instead focusing on connecting customers to each other, subsequently linking those customers' actions to increased profitability. To see this approach in action, consider eBay's Group Gifts... View Details
  • 29 Mar 2011
  • First Look

First Look: March 29

Exchange Authors:F. Gino and F. Flynn Publication:Journal of Experimental Social Psychology (forthcoming) Abstract Five studies show that gift recipients are more appreciative receiving View Details
Keywords: Sean Silverthorne
  • 21 May 2001
  • Research & Ideas

From Tigers to Kaleidoscopes: Thinking About Future Leadership

each of the HBS faculty member's recent insights as described in Management 21C. The Genius Factor Mention the word "genius" and what comes to mind? Most likely a lone person gifted with extraordinary intellectual powers, talents, and... View Details
Keywords: by Martha Lagace
  • 14 Aug 2018
  • First Look

First Look at New Research and Ideas, August 14, 2018

when the (petty) amount given is more generous (e.g., a gift card for $5.15 rather than $5), suggesting that pettiness may in some instances serve as a stronger relationship signal than actual benefits exchanged. Attentiveness to trivial... View Details
Keywords: by Sean Silverthorne
  • 30 Mar 2009
  • Research & Ideas

Professional Networks in China and America

commingle. One explanation is that norms for family relationships are often applied to relationships in other domains of life, such as professional or business relationships. The other interesting finding is that the link between economic View Details
Keywords: by Sean Silverthorne
  • 07 Aug 2018
  • First Look

New Research and Ideas, August 8, 2018

partners and is stronger for countries with lower initial levels of economic and institutional development. These results are consistent with a learning/cultural exchange process whereby economic integration promotes the spread of... View Details
Keywords: by Sean Silverthorne
  • 26 May 2015
  • First Look

First Look: May 26

  Publications March 2015 AFP Exchange Well Said: Why Articulating Your Strategy Can Set You Apart. By: Cespedes, Frank V. Abstract—Senior finance managers now operate in an altered c-suite landscape. The executives reporting to the CEO... View Details
Keywords: Sean Silverthorne
  • 08 Oct 2013
  • First Look

First Look: October 8

http://ssrn.com/abstract=2332106 It's Not the Size of the Gift; It's How You Present It: New Evidence on Gift Exchange from a Field Experiment By: Gilchrist, Duncan, Michael Luca, and Deepak Malhotra... View Details
Keywords: Sean Silverthorne
  • 16 May 2017
  • First Look

First Look at New Ideas and Research, May 16

ongoing evolution and recent trends, and perspectives for undertaking research with micro-data from these labor platforms. We undertake new empirical analyses of Upwork data regarding 1) the alignment of micro- and macro-level approaches to disproportionate... View Details
Keywords: Re: Multiple Faculty
  • 14 Feb 2012
  • First Look

First Look: February 14

can make organizational learning happen by building teams that learn. Publisher's Link: http://www.wiley.com/WileyCDA/WileyTitle/productCd-078797093X.html The Gifts We Keep on Giving: Documenting and Destigmatizing the Regifting Taboo... View Details
Keywords: Carmen Nobel

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