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Publications

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    • All HBS Web  (588)
      • Faculty Publications  (39)

      Cumulative Offer Mechanism Remove Cumulative Offer Mechanism →

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      • 2022
      • Working Paper

      Is Hybrid Work the Best of Both Worlds? Evidence from a Field Experiment

      By: Prithwiraj Choudhury, Tarun Khanna, Christos A. Makridis and Kyle Schirmann
      Hybrid work is emerging as a novel form of organizing work globally. This paper reports causal evidence on how the extent of hybrid work—the number of days worked from home relative to days worked from the office—affects work outcomes. Collaborating with an...  View Details
      Keywords: Hybrid Work; Remote Work; Work-from-home; Field Experiment; Employees; Geographic Location; Performance; Work-Life Balance
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      Choudhury, Prithwiraj, Tarun Khanna, Christos A. Makridis, and Kyle Schirmann. "Is Hybrid Work the Best of Both Worlds? Evidence from a Field Experiment." Harvard Business School Working Paper, No. 22-063, March 2022.
      • 2022
      • Working Paper

      Fintech to the (Worker) Rescue: Earned Wage Access and Employee Retention

      By: Jose Murillo, Boris Vallee and Dolly Yu
      Using novel data from a Mexican FinTech firm, we study the usage by workers of earned wages access, an innovative financial service offered by firms to their employees as a benefit. We find usage to be significant and concentrated towards the end of the pay cycle. We...  View Details
      Keywords: Fintech; Present Bias; Earned Wage Access; Wages; Employees; Retention; Well-being; Mexico
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      Murillo, Jose, Boris Vallee, and Dolly Yu. "Fintech to the (Worker) Rescue: Earned Wage Access and Employee Retention." Working Paper, March 2022.
      • December 2021
      • Article

      Seeing Oneself as a Valued Contributor: Social Worth Affirmation Improves Team Information Sharing

      By: Julia Lee Cunningham, Francesca Gino, Dan Cable and Bradley Staats
      Teams often fail to reach their potential because members’ concerns about being socially accepted prevent them from offering their unique perspectives to the team. Drawing on relational self and self-affirmation theory, we argue that affirmation of team members’ social...  View Details
      Keywords: Social Worth Affirmation; Relational Identity; Self-affirmation; Information Sharing In Teams; Concerns About Social Acceptance; Groups and Teams; Identity; Relationships; Knowledge Sharing
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      Cunningham, Julia Lee, Francesca Gino, Dan Cable, and Bradley Staats. "Seeing Oneself as a Valued Contributor: Social Worth Affirmation Improves Team Information Sharing." Academy of Management Journal 64, no. 6 (December 2021): 1816–1841.
      • May 2021
      • Article

      Stability, Strategy-Proofness, and Cumulative Offer Mechanisms

      By: John William Hatfield, Scott Duke Kominers and Alexander Westkamp
      We consider the setting of many-to-one matching with contracts, where firms may demand multiple contracts, but each worker desires at most one contract. We introduce three novel conditions—observable substitutability, observable size monotonicity, and...  View Details
      Keywords: Matching With Contracts; Stability; Strategy-proofness; Substitutability; Size Monotonicity; Cumulative Offer Mechanism; Marketplace Matching; Balance and Stability
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      Hatfield, John William, Scott Duke Kominers, and Alexander Westkamp. "Stability, Strategy-Proofness, and Cumulative Offer Mechanisms." Review of Economic Studies 88, no. 3 (May 2021): 1457–1502.
      • 2022
      • Working Paper

      Behavioral Transmission

      By: Reshmaan Hussam and Dayea Oh
      Behavior change programs, including much of early education curricula, assume the positive transmission of behavior from one context to another. We randomize a hand hygiene edutain-ment program in schools in Bangladesh to trace school-to-home transmission of...  View Details
      Keywords: Handwashing; Interventions; Public Health; Health; Behavior; Change; Bangladesh
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      Hussam, Reshmaan, and Dayea Oh. "Behavioral Transmission." Working Paper, January 2022.
      • 2021
      • Working Paper

      Real Credit Cycles

      By: Pedro Bordalo, Nicola Gennaioli, Andrei Shleifer and Stephen J. Terry
      We incorporate diagnostic expectations, a psychologically founded model of overreaction to news, into a workhorse business cycle model with heterogeneous firms and risky debt. A realistic degree of diagnosticity, estimated from the forecast errors of managers of U.S....  View Details
      Keywords: Econometric Models; Business Cycles; Credit
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      Bordalo, Pedro, Nicola Gennaioli, Andrei Shleifer, and Stephen J. Terry. "Real Credit Cycles." NBER Working Paper Series, No. 28416, January 2021.
      • Article

      The Inpatient Discharge Lounge as a Potential Mechanism to Mitigate Emergency Department Boarding and Crowding

      By: Brian Franklin, Sharif Vakili, Robert S. Huckman, Sarah Hosein, Nicholas Falk, Katherine Cheng, Maria Murray, Sheila Harris, Charles A. Morris and Eric Goralnick
      Delayed access to inpatient beds for admitted patients contributes significantly to emergency department (ED) boarding and crowding, which have been associated with deleterious patient safety effects. To expedite inpatient bed availability, some hospitals have...  View Details
      Keywords: Health Care Delivery; Emergency Room; Operations Improvement; Operations Management; Health Care and Treatment; Service Delivery; Operations; Management; Performance Improvement; Service Operations
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      Franklin, Brian, Sharif Vakili, Robert S. Huckman, Sarah Hosein, Nicholas Falk, Katherine Cheng, Maria Murray, Sheila Harris, Charles A. Morris, and Eric Goralnick. "The Inpatient Discharge Lounge as a Potential Mechanism to Mitigate Emergency Department Boarding and Crowding." Annals of Emergency Medicine 75, no. 6 (June 2020): 704–714.
      • December 2019
      • Article

      It Helps to Ask: The Cumulative Benefits of Asking Follow-up Questions

      By: Michael Yeomans, Alison Wood Brooks, Karen Huang, Julia A. Minson and Francesca Gino
      In a recent article published in Journal of Personality and Social Psychology (JPSP; Huang, Yeomans, Brooks, Minson, & Gino, 2017), we reported the results of 2 experiments involving “getting acquainted” conversations among strangers and an observational field...  View Details
      Keywords: Question-asking; Conversation; Communication; Relationships; Interpersonal Communication
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      Yeomans, Michael, Alison Wood Brooks, Karen Huang, Julia A. Minson, and Francesca Gino. "It Helps to Ask: The Cumulative Benefits of Asking Follow-up Questions." Journal of Personality and Social Psychology 117, no. 6 (December 2019): 1139–1144.
      • 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
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      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.
      • March–April 2019
      • Article

      A Recombination-Based Internationalization Model: Evidence from Narayana Health's Journey from India to the Cayman Islands

      By: Budhaditya Gupta and Tarun Khanna
      Internationalizing firms often find developing host-country resources challenging as they simultaneously attempt to replicate the resources that worked well in their home country and adapt them to fit the context of the host country. On the basis of a longitudinal...  View Details
      Keywords: Recombination; Internationalization; Cross-Cultural and Cross-Border Issues; Multinational Firms and Management; Health Care and Treatment; India; Cayman Islands
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      Gupta, Budhaditya, and Tarun Khanna. "A Recombination-Based Internationalization Model: Evidence from Narayana Health's Journey from India to the Cayman Islands." Organization Science 30, no. 2 (March–April 2019): 405–425.
      • Fall 2018
      • Article

      The Value of Fit Information in Online Retail: Evidence from a Randomized Field Experiment

      By: Santiago Gallino and Antonio Moreno
      Online channels generate frictions when selling products with nondigital attributes, such as apparel. Customers may be reluctant to purchase products they have not been able to try on, and those customers who do purchase may return products when they do not fit as...  View Details
      Keywords: Supply Chain Information; Fit Uncertainty; Online Retail; Randomized Field Experiment; Virtual Fitting Room; Digital Retail; Customization and Personalization; Internet and the Web; Value; Performance Improvement; Apparel and Accessories Industry; Retail Industry
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      Gallino, Santiago, and Antonio Moreno. "The Value of Fit Information in Online Retail: Evidence from a Randomized Field Experiment." Manufacturing & Service Operations Management 20, no. 4 (Fall 2018): 767–787.
      • 2020
      • Working Paper

      Social Attachment to Place and Psychic Costs of Geographic Mobility: How Distance from Hometown and Vacation Flexibility Affect Job Performance

      By: Prithwiraj Choudhury and Ohchan Kwon
      Using a natural experiment and field interviews, this paper studies how social attachment to place imposes psychic costs on workers who experience geographic mobility. This is especially salient when workers are assigned to locations far from their hometown, which may...  View Details
      Keywords: Distance From Hometown; Social Attachment To Place; Psychic Costs; Worker Performance; Natural Experiment; Geographic Location; Familiarity; Employees; Performance; India
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      Choudhury, Prithwiraj, and Ohchan Kwon. "Social Attachment to Place and Psychic Costs of Geographic Mobility: How Distance from Hometown and Vacation Flexibility Affect Job Performance." Harvard Business School Working Paper, No. 19-010, August 2018. (Revised January 2020.)
      • April 2018
      • Article

      We Ask Men to Win & Women Not to Lose: Closing the Gender Gap in Startup Funding

      By: Dana Kanze, Laura Huang, Mark Conley and E. Tory Higgins
      Male entrepreneurs are known to raise higher levels of funding than their female counterparts, but the underlying mechanism for this funding disparity remains contested. Drawing upon Regulatory Focus Theory, we propose that the gap originates with a gender bias in the...  View Details
      Keywords: Business Startups; Finance; Gender; Prejudice and Bias
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      Kanze, Dana, Laura Huang, Mark Conley, and E. Tory Higgins. "We Ask Men to Win & Women Not to Lose: Closing the Gender Gap in Startup Funding." Academy of Management Journal 61, no. 2 (April 2018): 586–614.
      • 2020
      • Working Paper

      Buying Time Promotes Relationship Satisfaction

      By: A.V. Whillans, Jessie Pow and Michael I. Norton
      Six studies (N = 2,285) highlight the role played by time-saving purchases—such as housecleaning and meal delivery services—in promoting relationship satisfaction. Study 1a provides initial survey evidence that time-saving purchases protect relationship satisfaction...  View Details
      Keywords: Time; Money; Couples; Social Support; Relationship Satisfaction; Marriage; Household; Spending; Relationships; Satisfaction; Conflict and Resolution
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      Whillans, A.V., Jessie Pow, and Michael I. Norton. "Buying Time Promotes Relationship Satisfaction." Harvard Business School Working Paper, No. 18-072, January 2018. (Revised January 2020.)
      • November–December 2017
      • Article

      Match Your Own Price? Self-Matching as a Retailer's Multichannel Pricing Strategy

      By: Pavel Kireyev, Vineet Kumar and Elie Ofek
      Multichannel retailing has created several new strategic choices for retailers. With respect to pricing, an important decision is whether to offer a “self-matching policy,” which allows a multichannel retailer to offer the lowest of its online and store prices to...  View Details
      Keywords: Price Self-matching; Multichannel Retailing; Pricing Strategy; Online Shopping; Omnichannel; Price Discrimination; Price; Strategy; Competitive Strategy
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      Kireyev, Pavel, Vineet Kumar, and Elie Ofek. "Match Your Own Price? Self-Matching as a Retailer's Multichannel Pricing Strategy." Marketing Science 36, no. 6 (November–December 2017): 908–930.
      • October 2016
      • Case

      Addicaid: Scaling a Digital Platform for Addiction Wellness and Recovery

      By: Robert S. Huckman and Sarah Mehta
      In 2013, Sam Frons founded Addicaid—a mobile application (app) that allowed people in addiction recovery to track their progress, check in with counselors, and connect with others in recovery programs. The app was grounded in cognitive behavioral therapy and used the...  View Details
      Keywords: Digital Health Interventions; Substance Use Disorder; Addiction Treatment; Addiction Recovery; Scale; Innovation; Health; Health Disorders; Health Industry; New York (city, NY)
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      Huckman, Robert S., and Sarah Mehta. "Addicaid: Scaling a Digital Platform for Addiction Wellness and Recovery." Harvard Business School Case 617-018, October 2016.
      • September 2016 (Revised January 2020)
      • Case

      Pebble: Wearables Pioneer

      By: David Yoffie and Allison Ciechanover
      In the summer of 2016, wearables “wunderkind” and Pebble founder and CEO, Eric Migicovsky, was pleased with the young startup’s success in the five years since its founding. The Silicon Valley–based company had recently shipped its two millionth smartwatch; held the...  View Details
      Keywords: Competition; Strategy; Innovation Strategy; Product; Information Technology; Technological Innovation; Business Startups; Technology Industry; United States; California
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      Yoffie, David, and Allison Ciechanover. "Pebble: Wearables Pioneer." Harvard Business School Case 717-414, September 2016. (Revised January 2020.)
      • August 2016
      • Article

      Independent Directors' Dissent on Boards: Evidence from Listed Companies in China

      By: Juan Ma and Tarun Khanna
      In this paper, we examine the circumstances under which so-called "independent" directors voice their independent views on public boards in a sample of Chinese firms. First, we ask why independent directors dissent, i.e. how they justify such dissent to public...  View Details
      Keywords: Independent Directors; China; Corporate Governance; Governing and Advisory Boards; China
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      Ma, Juan, and Tarun Khanna. "Independent Directors' Dissent on Boards: Evidence from Listed Companies in China." Strategic Management Journal 37, no. 8 (August 2016): 1547–1557.
      • May 2016
      • Article

      Matching with Slot-Specific Priorities: Theory

      By: Scott Duke Kominers and Tayfun Sönmez
      We introduce a two-sided, many-to-one matching with contracts model in which agents with unit demand match to branches that may have multiple slots available to accept contracts. Each slot has its own linear priority order over contracts; a branch chooses contracts by...  View Details
      Keywords: Matching With Contracts; Stability; Strategy-proofness; School Choice; Affirmative Action; Airline Seat Upgrades; Contracts; Market Design; Marketplace Matching; Balance and Stability
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      Kominers, Scott Duke, and Tayfun Sönmez. "Matching with Slot-Specific Priorities: Theory." Theoretical Economics 11, no. 2 (May 2016): 683–710.
      • March 2016
      • Article

      To Groupon or Not to Groupon: The Profitability of Deep Discounts

      By: Benjamin Edelman, Sonia Jaffe and Scott Duke Kominers
      We examine the profitability and implications of online discount vouchers, a relatively new marketing tool that offers consumers large discounts when they prepay for participating firms' goods and services. Within a model of repeat experience good purchase, we examine...  View Details
      Keywords: Voucher Discounts; Groupon; Experience Goods; Repeat Purchase; Internet and the Web; Marketing Strategy; Marketing Communications
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      Edelman, Benjamin, Sonia Jaffe, and Scott Duke Kominers. "To Groupon or Not to Groupon: The Profitability of Deep Discounts." Marketing Letters 27, no. 1 (March 2016): 39–53. (First circulated in June 2011. Featured in Working Knowledge: Is Groupon Good for Retailers? Excerpted in HBR Blogs: To Groupon or Not To Groupon: New Research on Voucher Profitability.)
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