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- All HBS Web (17)
- Faculty Publications (4)
Show Results For
- All HBS Web (17)
- Faculty Publications (4)
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Results
- May 2019
- Article
A Counterfeit Competence: After Threat, Cheating Boosts One's Self-Image
By: S. Wiley Wakeman, Celia Moore and F. Gino
In six studies, we show that after experiencing a threat to their abilities, individuals who misrepresent their performance as better than it actually is boost their feelings of competence. We situate these findings in the literature on self-protection. We show that... View Details
Keywords: Cheating; Self-perception; Self-protection; Competency and Skills; Identity; Perception; Performance
Wakeman, S. Wiley, Celia Moore, and F. Gino. "A Counterfeit Competence: After Threat, Cheating Boosts One's Self-Image." Journal of Experimental Social Psychology 82 (May 2019): 253–265.
- 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
Exley, Christine L., and Judd B. Kessler. "Information Avoidance and Image Concerns." Harvard Business School Working Paper, No. 21-080, January 2021.
- November – December 2008
- Article
Holding a Mirror up to Marketing
By: John A. Quelch and Katherine Jocz
The Dove campaign addressed a common concern that crossed cultural boundaries. Confronted by standard visual stereotypes of beauty in the global media, many young women develop self-image and self-esteem problems. The Dove Real Beauty campaign rejected these narrow... View Details
Quelch, John A., and Katherine Jocz. "Holding a Mirror up to Marketing." Marketing Management 17, no. 6 (November–December 2008): 16–21.
- Article
Forgoing Earned Incentives to Signal Pure Motives
By: Erika L. Kirgios, Edward H. Chang, Emma E. Levine, Katherine L. Milkman and Judd B. Kessler
Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are... View Details
Keywords: Incentives; Motivation Laundering; Self-signaling; Motivation and Incentives; Behavior; Perception
Kirgios, Erika L., Edward H. Chang, Emma E. Levine, Katherine L. Milkman, and Judd B. Kessler. "Forgoing Earned Incentives to Signal Pure Motives." Proceedings of the National Academy of Sciences 117, no. 29 (July 21, 2020): 16891–16897.
- 22 Jan 2019
- First Look
New Research and Ideas, January 22, 2019
price-based moves. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=55474 in press Journal of Experimental Social Psychology A Counterfeit Competence: After Threat, Cheating Boosts One's Self-Image By: Wakeman W., C.... View Details
Keywords: Dina Gerdeman
- 25 Feb 2019
- Research & Ideas
How Gender Stereotypes Kill a Woman’s Self-Confidence
What she found, in essence, is that gender stereotypes distort our views of both ourselves and others—and that may be especially troubling for women, since buying into those stereotypes could be creating a bleak self-image that is setting... View Details
Keywords: by Dina Gerdeman
- 30 Jul 2018
- Research & Ideas
Why Ethical People Become Unethical Negotiators
big problem. “I think most of us have a self-image that we’re pretty ethical people, yet most of us have done bad things in the context of a negotiation,” Bazerman says. “People may avoid telling a direct lie, but they’re willing to say... View Details
Keywords: by Dina Gerdeman
- 06 Jan 2020
- Research & Ideas
Motivate Your High Performers to Share Their Knowledge
“People might be intimidated to approach the sales superstar and reveal that they are having problems because of self-image issues,” Stanton says. “And the best salespeople may want to hold on to their information because it gives them... View Details
Keywords: by Michael Blanding
- 27 Oct 2002
- Research & Ideas
Want a Happy Customer? Coordinate Sales and Marketing
different people, and a self-image that is quite different from the same group sprinkled throughout the field organization. Formal management processes such as planning and budgeting approaches, compensation schemes, training programs,... View Details
Keywords: by Benson Shapiro
- 27 Nov 2006
- Research & Ideas
Manly Men, Oil Platforms, and Breaking Stereotypes
from proving masculinity. People need a compelling reason to place their self-image at risk, and being invested in a meaningful purpose that requires taking such risks may provide one. Research shows that people regard as meaningful... View Details
- 27 Feb 2013
- Research & Ideas
Sidetracked: Why Can’t We Stick to the Plan?
resemblance to your initial goal. Such results can be discouraging, demoralizing, and baffling. We have a rose-colored view of who we are and what we do, and we aim to behave in ways that are consistent with our self-image as capable,... View Details
- 16 Jul 2020
- Blog Post
How Gender Stereotypes Kill a Woman’s Self-Confidence
and others—and that may be especially troubling for women, since buying into those stereotypes could be creating a bleak self-image that is setting them back professionally. Here’s a snapshot of findings from all three research studies:... View Details
- 01 Jun 2018
- News
June 2018 Alumni and Faculty Books
themes challenge how you think about and approach problems, and its case studies illustrate the challenges you face and how to overcome them. Attentive Leadership: Lead with a Healthy Self-Image by Flooris van der Walt (AMP 173, 2007)... View Details
- 01 Sep 2011
- News
Breaking Free from Fear of Change
self-image is based on perfection, it’s hard to trust yourself enough to swing for the fences on something new. One of the surprises from this research was the extent to which the high need to achieve is as strong a force as an addiction.... View Details
- 03 May 2004
- Research & Ideas
Business History around the World
corporations, and in turn to consider the impact of this outcome. I hope to use the lens of this large and extremely fast-growing industry, which influences the self-image of so many people, to provide deeper insights on the business,... View Details
Keywords: by Cynthia Churchwell
- 15 Apr 2002
- Research & Ideas
In the Virtual Dressing Room Returns Are A Real Problem
an apparel purchase. Apparel purchasing decisions are closely linked to individuals' feelings about themselves: their body image and the image they wish to project. Clothing is the "skin" one chooses to wear to project one's View Details
- 10 Mar 2009
- First Look
First Look: March 10, 2009
16-21 Abstract The Dove campaign addressed a common concern that crossed cultural boundaries. Confronted by standard visual stereotypes of beauty in the global media, many young women develop self-image and self-esteem problems. The Dove... View Details
Keywords: Martha Lagace