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  • 2021
  • Working Paper

Information Avoidance and Image Concerns

By: Christine L. Exley and Judd B. Kessler
A rich literature finds that individuals avoid information, even information that is instrumental to their choices. A common hypothesis posits that individuals strategically avoid information to hold particular beliefs or to take certain actions--such as behaving... View Details
Keywords: Image Motivation; Self-image; Information; Behavior; Identity; Personal Characteristics
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  • 20 Jun 2005
  • Research & Ideas

Creating a Positive Professional Image

appearance, but how do you manage something like skin color? Roberts will present her research, called "Changing Faces: Professional Image Construction in Diverse Organizational Settings," in the October issue of the Academy of... View Details
Keywords: by Mallory Stark
  • May 2018
  • Article

Incentives for Prosocial Behavior: The Role of Reputations

By: Christine L. Exley
Do monetary incentives encourage volunteering? Or, do they introduce concerns about appearing greedy and crowd out the motivation to volunteer? Since the importance of such image concerns is normally unobserved, the answer is theoretically unclear, and corresponding... View Details
Keywords: Incentives; Image Motivation; Volunteer; Prosocial Behavior; Altruism; Gender; Reputations; Motivation and Incentives; Behavior; Perception; Reputation
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  • 2015
  • Working Paper

Understanding Conformity: An Experimental Investigation

By: B. Douglas Bernheim and Christine L Exley
Some theories of conformity hold that social equilibrium either standardizes inferences or promotes a shared understanding of conventions and norms among individuals with fixed heterogeneous preferences (belief mechanisms). Others depict tastes as fluid and hence... View Details
Keywords: Conformity; Norms; Image Motivation; Prosocial Behavior; Motivation and Incentives; Behavior; Standards
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  • 23 May 2016
  • Research & Ideas

A Little Understanding Motivates Copyright Abusers to Pay Up

Obtaining an image from the Internet is as easy as right-clicking and downloading. We’ve all done it—or, ahem, know someone who has. We rarely think about who created these images or whether we have the... View Details
Keywords: by Michael Blanding; Media & Broadcasting; Publishing
  • 2023
  • Article

Conduit Incentives: Eliciting Cooperation from Workers Outside of Managers' Control

By: Susanna Gallani
Can managers use monetary incentives to elicit cooperation from workers they cannot reward for their efforts? I study “conduit incentives,” an innovative incentive design, whereby managers influence bonus-ineligible workers’ effort by offering bonus-eligible employees... View Details
Keywords: Organizational Behavior Modification; Peer Monitoring; Persistence Of Performance Improvements; Crowding Out; Implicit Incentives; Compensation; Healthcare; Social Pressure; Image Motivation; Incentives; Motivation; Performance; Behavior; Motivation and Incentives; Compensation and Benefits; Governing Rules, Regulations, and Reforms; Organizational Culture; Health Industry; California
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  • 2018
  • Working Paper

Backhanded Compliments: How Negative Comparisons Undermine Flattery

By: Ovul Sezer, Alison Wood Brooks and Michael I. Norton
Seven studies (N = 2352) examine backhanded compliments—seeming praise that draws a comparison with a negative standard—a distinct self-presentation strategy with two simultaneous goals: eliciting liking (“Your speech was good…”) and conveying status (“…for a woman”).... View Details
Keywords: Backhanded Compliments; Self-presentation; Impression Management; Interpersonal Perception; Liking; Status; Image Concern; Interpersonal Communication; Status and Position; Perception; Motivation and Incentives
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  • 30 Jan 2024
  • Research & Ideas

‘Intrinsic Joy’ Sparks Ideas Better than Cash

assistant professor Maria Roche and colleagues. Essentially, the authors write, payment killed the “intrinsic joy” developers felt, a motivation akin to scientists making a big discovery. “So often, money is the quick fix. Or you think it... View Details
Keywords: by Rachel Layne; Technology
  • 13 Feb 2018
  • First Look

New Research and Ideas, February 13, 2018

out the motivation to volunteer? Since the importance of such image concerns is normally unobserved, the answer is theoretically unclear, and corresponding empirical evidence is mixed. To help counter this... View Details
Keywords: Sean Silverthorne
  • 16 Feb 2024
  • Research & Ideas

Is Your Workplace Biased Against Introverts?

behave when they experience higher levels of passion. Among their findings: Supervisors are more likely to perceive extroverted employees as passionate compared to introverts, even when the two groups report similar levels of excitement and View Details
Keywords: by Ben Rand
  • Research Summary

Understanding Human Nature

By: Nitin Nohria
Recent advances in biological sciences provide great insights into the workings of the human brain and thereby into human nature. Drawing upon this research, my colleague Paul Lawrence and I propose a neo-Darwinian theory of human motivation based on four basic human... View Details
  • 18 Jun 2024
  • Research & Ideas

What Your Non-Binary Employees Need to Do Their Best Work

non-binary respondents, in addition to more than 700 men and more than 700 women. The sample, Coffman notes, includes people across the US of different ages, races, and income levels. “People may have different motivators in terms of what... View Details
Keywords: by Michael Blanding
  • 24 Jul 2017
  • Research & Ideas

People Have an Irrational Need to Complete 'Sets' of Things

Credit:  Martin Barraud Here’s a tip for persuading people to finish more tasks, buy more products, or donate more money: Simply present assignments, requests, or items as arbitrary sets, rather than as individual units. New research reveals that people are... View Details
Keywords: by Carmen Nobel
  • Article

Strategic Management of Product Recovery

By: Michael W. Toffel
Manufacturers of an expanding range of durable products are facing regulatory and market pressures to manage the products they manufactured upon their end of life (EOL). In part, this attention is motivated by a growing number of countries—especially across Europe and... View Details
Keywords: Product; Environmental Sustainability; Cost Management; Government Legislation; Logistics; Risk and Uncertainty; Strategy; Europe; Asia; United States
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  • September 1999 (Revised November 2000)
  • Case

Swatch Group, The: On Internet Time

By: Luc R. Wathieu, Carin-Isabel Knoop and Cate Reavis
Under the leadership of Nicholas Hayek, the Swatch Group, makers of the Swatch watch, is widely credited with revitalizing the Swiss watch industry by offering a consistent set of brands addressing all segments of the global watch market. New opportunities beyond the... View Details
Keywords: Brands and Branding; Consumer Products Industry
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  • 07 Feb 2012
  • First Look

First Look: February 7

crises and of the response of western and central Europe to their gas dependence-I find that firms are driving these political outcomes; those firms are motivated by profits but employ sociological conventions along their ways; and firms... View Details
Keywords: Sean Silverthorne
  • 03 Mar 2008
  • Research & Ideas

Marketing Your Way Through a Recession

times loom, we tend to retreat to our village. Look for cozy hearth-and-home family scenes in advertising to replace images of extreme sports, adventure, and rugged individualism. Zany humor and appeals on the basis of fear are out.... View Details
Keywords: by John Quelch
  • Web

Curriculum - MBA

tutorials that address training in molecular pathology techniques, state of the art image analysis of human biomarkers, tissue processing, immunohistochemistry, and tumor histology. The epidemiology, genetics, and relevant signal... View Details
  • 23 May 2017
  • First Look

First Look at New Ideas and Research: May 23, 2017

framing alters perceptions of (in)completeness, making intermediate progress seem less complete. In turn, these feelings of incompleteness motivate people to persist until the pseudo-set has been fulfilled. Publisher's link:... View Details
Keywords: Carmen Nobel
  • 15 May 2024
  • Research & Ideas

A Major Roadblock for Autonomous Cars: Motorists Believe They Drive Better

incentives may motivate drivers to take a second look at automation features and tolerate their discomfort around driving in an “inferior” vehicle, the authors suggest. 3.Educate consumers—effectively. Educational videos about people’s... View Details
Keywords: by Rachel Layne; Transportation; Auto