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  • 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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  • February 2020
  • Article

Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs

By: Rachel Gershon, Cynthia Cryder and Leslie K. John
While selfish incentives typically outperform prosocial incentives, in the context of customer referral rewards, prosocial incentives can be more effective. Companies frequently offer “selfish” (i.e., sender-benefiting) referral incentives, offering customers financial... View Details
Keywords: Incentives; Prosocial Behavior; Judgment And Decision-making; Referral Rewards; Motivation and Incentives; Consumer Behavior; Decision Making
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  • 15 Jan 2016
  • Working Paper Summaries

Incentives for Prosocial Behavior: The Role of Reputations

Keywords: by Christine L. Exley
  • September 2023
  • Article

A Pull versus Push Framework for Reputation

By: Jillian J. Jordan
Reputation is a powerful driver of human behavior. Reputation systems incentivize 'actors' to take reputation-enhancing actions, and 'evaluators' to reward actors with positive reputations by preferentially cooperating with them. This article proposes a reputation... View Details
Keywords: Reputation; Behavior; Game Theory
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  • 24 May 2004
  • Research & Ideas

When Reputation Trumps Regulation

foreign presence to gather the evidence necessary for a successful prosecution in U.S. federal court. Firms with reputational assets have a strong positive incentive to continue to live up to those... View Details
Keywords: by Ann Cullen
  • 17 Oct 2024
  • Research & Ideas

The Reputation Risks of Sharing Fake News

media would benefit their personal reputations more than spreading misleading articles, the research shows. Furthermore, when political articles are shared on Twitter (now X), accurate information tends to garner more approval, finds... View Details
Keywords: by Avery Forman
  • March 2020
  • Article

Governance Through Shame and Aspiration: Index Creation and Corporate Behavior

By: Akash Chattopadhyay, Matthew D. Shaffer and Charles C.Y. Wang
After decades of deprioritizing shareholders' economic interests and low corporate profitability, Japan introduced the JPX-Nikkei400 in 2014. The index highlighted the country's "best-run" companies by annually selecting the 400 most profitable of its large and liquid... View Details
Keywords: JPX-Nikkei 400 Index; Status Incentives; Return On Equity; Capital Efficiency; Social Norms; Index Inclusion; Reputation Incentives; Motivation and Incentives; Corporate Governance; Behavior; Investment Return; Status and Position; Japan
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  • March 2011 (Revised December 2019)
  • Case

Wealth Management Crisis at UBS (A)

By: Paul M. Healy
The case describes the challenges that UBS faced as a result of the U.S. Department of Justice (DOJ) investigation for tax fraud, that claimed that UBS had helped some 52,000 U.S. residents hide billions of dollars in untaxed assets in secret Swiss accounts between... View Details
Keywords: Fraud; Regulatory Enforcement; Reputation Incentives; Crony Capitalism; Tax Havens; Legitimacy; Multinational; Strategic Change; Incentives; Transparency; Financial Services; Taxation; Crime and Corruption; Global Range; Asset Management; Ethics; Problems and Challenges; Governing Rules, Regulations, and Reforms; Corporate Governance; Financial Services Industry; United States; Switzerland
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  • Article

The Market Design and Policy of Online Review Platforms

By: Benjamin Edelman
I present the institutions and incentives of online reviews, including attracting initial reviews, assuring truthful reviews of genuine experiences, and avoiding inflated or deceptive reviews. I also explore the competition and consumer protection concerns associated... View Details
Keywords: Reviews; Reputation; Platforms; Marketplaces; Deception; Market Design; Multi-Sided Platforms; Law; Online Technology; Information Technology Industry; Telecommunications Industry; Accommodations Industry; Retail Industry
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  • March 2011 (Revised February 2018)
  • Supplement

Wealth Management Crisis at UBS (B)

By: George Serafeim
The case describes the resolution of the U.S. Department of Justice (DOJ) investigation for tax fraud and the increasing pressure on the wealth management business. View Details
Keywords: Fraud; Regulatory Enforcement; Reputation Incentives; Crony Capitalism; Tax Havens; Legitimacy; Multinational; Strategic Change; Corporate Governance; Incentives; Transparency; Financial Services; Wealth; Taxation; Crime and Corruption; Global Range; Governance; Business and Government Relations; Asset Management; United States
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  • November–December 2014
  • Article

Accountable? The Problems and Solutions of Online Ad Optimization

By: Benjamin Edelman
Online advertising might seem to be the most measurable form of marketing ever invented. Comprehensive records can track who clicked what ad—and often who saw what ad—to compare those clicks with users' subsequent purchases. Ever-cheaper IT makes this tracking... View Details
Keywords: Online Advertising; Fraud; Optimization; Incentives; Digital Marketing; Contracts; Marketing Strategy; Organizational Design
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    Jillian J. Jordan

    Jillian Jordan is an Assistant Professor of Business Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. She teaches Negotiations in the MBA elective curriculum.

    Professor Jordan’s research investigates moral... View Details

    • 30 Jan 2024
    • Research & Ideas

    ‘Intrinsic Joy’ Sparks Ideas Better than Cash

    Columbia University. When AI, open source, and incentives collide The findings have implications for any kind of innovation drive stemming from crowdsourcing, a method of gathering information from large groups that has been around for... View Details
    Keywords: by Rachel Layne; Technology
    • 27 Jul 2021
    • Op-Ed

    What Pirates Can Teach Us About Leadership

    In the deep heat of an 18th-century summer, a crew of pirates was sailing off the Virginia coast when a lookout spotted a merchant ship to the south. Springing into action, the pirates launched an attack, rocking the merchant ship with a cascade of musket balls and... View Details
    Keywords: by Francesca Gino
    • 09 Apr 2018
    • Sharpening Your Skills

    The Dark Side of Performance Bonuses

    carefully, can open a box full of unintended consequences that ultimately harm rather than help the organization. The financial crisis of 2008 was partially fueled by origination bonuses paid to bank loan officers who were incented to... View Details
    Keywords: by Sean Silverthorne
    • 03 Nov 2010
    • Working Paper Summaries

    How Did Increased Competition Affect Credit Ratings?

    Keywords: by Bo Becker & Todd Milbourn; Financial Services
    • 22 Apr 2010
    • Working Paper Summaries

    Audit Quality and Auditor Reputation: Evidence from Japan

    Keywords: by Douglas J. Skinner & Suraj Srinivasan
    • 2015
    • Working Paper

    Fake It Till You Make It: Reputation, Competition, and Yelp Review Fraud

    By: Michael Luca and Georgios Zervas
    Consumer reviews are now part of everyday decision-making. Yet, the credibility of these reviews is fundamentally undermined when businesses commit review fraud, creating fake reviews for themselves or their competitors. We investigate the economic incentives to commit... View Details
    Keywords: Information; Competition; Internet and the Web; Ethics; Reputation; Social and Collaborative Networks; Retail Industry; Food and Beverage Industry
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    • Spring 2015
    • Article

    Sovereign Debt Restructuring: Evaluating the Impact of the Argentina Ruling

    By: Laura Alfaro
    Recent rulings in the ongoing litigation over the pari passu clause in Argentinian sovereign debt instruments have generated considerable controversy. Some official-sector participants and academic articles have suggested that the rulings will disrupt or impede... View Details
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    • May 2014
    • Article

    Representative Evidence on Lying Costs

    By: Johannes Abeler, Anke Becker and Armin Falk
    A central assumption in economics is that people misreport their private information if this is to their material benefit. Several recent models depart from this assumption and posit that some people do not lie or at least do not lie maximally. These models invoke many... View Details
    Keywords: Private Information; Lying Costs; Tax Morale; Representative Experiment; Information; Microeconomics; Taxation; Behavior
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