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- Faculty Publications (108)
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All HBS Web
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- Faculty Publications (108)
- January 2020
- Case
Terra Nova: A Social Business Trying to Unlock Land Rights for the Urban Poor in Brazil
By: Julie Battilana, Ruth Costas, Marissa Kimsey and Priscilla Zogbi
Brothers André and Daniel Albuquerque founded the company Terra Nova in 2001 to mediate land disputes between poor families illegally living in urban areas and the official landowners—with the aspiration to improve the lives of the poor. A business-led approach to the...
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Keywords:
Mission and Purpose;
Social Enterprise;
Entrepreneurship;
Negotiation;
Power and Influence;
Social Issues;
Conflict and Resolution;
Business and Government Relations;
Infrastructure;
Urban Development;
Real Estate Industry;
Brazil;
Latin America
Battilana, Julie, Ruth Costas, Marissa Kimsey, and Priscilla Zogbi. "Terra Nova: A Social Business Trying to Unlock Land Rights for the Urban Poor in Brazil." Harvard Business School Case 420-092, January 2020.
- January 2020
- Article
Compensation Consultants and the Level, Composition, and Complexity of CEO Pay
By: Kevin J. Murphy and Tatiana Sandino
We provide fresh evidence regarding the relation between compensation consultants and CEO pay. First, firms that employ consultants have higher-paid CEOs—this result is robust to firm fixed effects and matching on economic and governance variables. Second, while this...
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Keywords:
Consultants;
Benchmarking;
Incentive Pay;
Executive Compensation;
Complexity;
Motivation and Incentives;
Governance
Murphy, Kevin J., and Tatiana Sandino. "Compensation Consultants and the Level, Composition, and Complexity of CEO Pay." Accounting Review 95, no. 1 (January 2020): 311–341.
- Article
Signaling When Nobody Is Watching: A Reputation Heuristics Account of Outrage and Punishment in One-shot Anonymous Interactions
By: Jillian J. Jordan and David G. Rand
Moralistic punishment can confer reputation benefits by signaling trustworthiness to observers. However, why do people punish even when nobody is watching? We argue that people often rely on the heuristic that reputation is typically at stake, such that reputation...
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Keywords:
Signaling;
Morality;
Trustworthiness;
Anger;
Third-party Punishment;
Moral Sensibility;
Behavior;
Trust;
Reputation
Jordan, Jillian J., and David G. Rand. "Signaling When Nobody Is Watching: A Reputation Heuristics Account of Outrage and Punishment in One-shot Anonymous Interactions." Journal of Personality and Social Psychology 118, no. 1 (January 2020).
- November 2019
- Article
Procedural Justice and the Risks of Consumer Voting
By: Tami Kim, Leslie John, Todd Rogers and Michael I. Norton
Firms are increasingly giving consumers the vote. Eight studies demonstrate that when firms empower consumers to vote, consumers infer a series of implicit promises—even in the absence of explicit promises. We identify three implicit promises to which consumers react...
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Keywords:
Consumer Empowerment;
Procedural Justice;
Promises;
Customer Relationship Management;
Voting;
Perception;
Fairness;
Risk Management
Kim, Tami, Leslie John, Todd Rogers, and Michael I. Norton. "Procedural Justice and the Risks of Consumer Voting." Management Science 65, no. 11 (November 2019): 5234–5251.
- Article
Psychological Safety and Near Miss Events in Radiation Oncology
By: Palak Kundu, Olivia Jung, Kathy Rose, Chonlawan Khaothiemsang, Nzhde Agazaryan, Amy C. Edmondson, Michael L. Steinberg and Ann C. Raldow
Background: Near miss events, defined as harm averted due to chance, are learning opportunities in radiation oncology. Psychological safety is a feature of a learning environment characterized by interpersonal risk taking. We examine the effects of near miss type and...
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Kundu, Palak, Olivia Jung, Kathy Rose, Chonlawan Khaothiemsang, Nzhde Agazaryan, Amy C. Edmondson, Michael L. Steinberg, and Ann C. Raldow. "Psychological Safety and Near Miss Events in Radiation Oncology." Journal of Clinical Oncology 37, no. 27 suppl. (September 20, 2019): 231.
- August 2019 (Revised April 2021)
- Case
Unifying Divisions: Joro's Mission to Preserve the Planet
By: Shikhar Ghosh and Marilyn Morgan Westner
The case focuses on the initial startup team and Founders’ agreements. In March 2018, Sanchali Pal proposed renegotiating the informal founders’ agreement and equity split she and her co-founders had drafted the previous spring. They had been working together for over...
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Keywords:
Founders' Agreements;
Business Startups;
Climate Change;
Agreements and Arrangements;
Conflict Management
Ghosh, Shikhar, and Marilyn Morgan Westner. "Unifying Divisions: Joro's Mission to Preserve the Planet." Harvard Business School Case 820-032, August 2019. (Revised April 2021.)
- Article
The Feeling of Not Knowing It All
By: Haiyang Yang, Ziv Carmon, Dan Ariely and Michael I. Norton
How do consumers assess their mastery of knowledge they have learned? We explore this question by investigating a common knowledge consumption situation: encountering opportunities for further learning. We argue and show that such opportunities can trigger a...
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Keywords:
Knowledge Consumption;
Consumption Of Learning;
Judgment Of Knowledge;
Feeling Ofknowing;
Confidence In Knowledge;
WYSIATI;
FONKIA;
Knowledge Acquisition;
Learning;
Perception
Yang, Haiyang, Ziv Carmon, Dan Ariely, and Michael I. Norton. "The Feeling of Not Knowing It All." Journal of Consumer Psychology 29, no. 3 (July 2019): 455–462.
- 2010
- Article
Budgeting, Psychological Contracts, and Budgetary Misreporting
By: Susanna Gallani, Ranjani Krishnan, Eric J. Marinich and Michael D. Shields
This study examines the effect of psychological contract breach on budgetary misreporting. Psychological contracts are mental models or schemas that govern how employees understand their exchange relationships with their employers. Psychological contract breach leads...
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Gallani, Susanna, Ranjani Krishnan, Eric J. Marinich, and Michael D. Shields. "Budgeting, Psychological Contracts, and Budgetary Misreporting." Management Science 65, no. 6 (June 2019): 2924–2945.
- 2024
- Working Paper
Consumer Inertia and Market Power
By: Alexander MacKay and Marc Remer
We study the pricing decisions of firms in the presence of consumer inertia. Inertia, which can arise from habit formation, brand loyalty, and switching costs, generates dynamic pricing incentives. These incentives mediate the impact of competition on market power in...
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Keywords:
Consumer Inertia;
Market Power;
Dynamic Competition;
Demand Estimation;
Consumer Behavior;
Markets;
Performance;
Competition;
Price
MacKay, Alexander, and Marc Remer. "Consumer Inertia and Market Power." Harvard Business School Working Paper, No. 19-111, April 2019. (Revised January 2024. Direct download.)
- Article
Thin Slices of Workgroups
By: Patricia Satterstrom, Jeffrey T. Polzer, Lisa Kwan, Oliver P. Hauser, Wannawiruch Wiruchnipawan and Marina Burke
In this paper, we explore whether perceivers can accurately assess the effectiveness of groups, how perceivers use group properties to inform their judgment, and the contextual and individual differences that allow some perceivers to be more accurate. Across seven...
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Keywords:
Group Perception;
Group Effectiveness;
Thin Slices;
Social Sensitivity;
Attentional Focus;
Groups and Teams;
Performance Effectiveness;
Perception
Satterstrom, Patricia, Jeffrey T. Polzer, Lisa Kwan, Oliver P. Hauser, Wannawiruch Wiruchnipawan, and Marina Burke. "Thin Slices of Workgroups." Organizational Behavior and Human Decision Processes 151 (March 2019): 104–117.
- Article
From Orientation to Behavior: The Interplay Between Learning Orientation, Open-mindedness, and Psychological Safety in Team Learning
By: Jean-François Harvey, Kevin J. Johnson, Kathryn S. Roloff and Amy C. Edmondson
Do teams with motivation to learn actually engage in the behaviors that produce learning? Though team learning orientation has been found to be positively related to team learning, we know little about how and when it actually fosters team learning. It is obviously not...
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Keywords:
Emergent States;
Goal Orientation;
Open-mindedness;
Psychological Safety;
Team Learning;
Teams;
Groups and Teams;
Learning;
Goals and Objectives
Harvey, Jean-François, Kevin J. Johnson, Kathryn S. Roloff, and Amy C. Edmondson. "From Orientation to Behavior: The Interplay Between Learning Orientation, Open-mindedness, and Psychological Safety in Team Learning." Human Relations 72, no. 11 (November 2019): 1726–1751.
- Article
Seeker Beware: The Interpersonal Costs of Ignoring Advice
Prior advice research has focused on why people rely on (or ignore) advice and its impact on judgment accuracy. We expand the consideration of advice-seeking outcomes by investigating the interpersonal consequences of advice seekers’ decisions. Across nine studies, we...
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Keywords:
Advice;
Advice Seeking;
Expertise;
Impression Management;
Wisdom Of Crowds;
Interpersonal Communication;
Relationships;
Behavior;
Experience and Expertise;
Perception;
Judgments;
Outcome or Result
Blunden, Hayley, Jennifer M. Logg, Alison Wood Brooks, Leslie John, and Francesca Gino. "Seeker Beware: The Interpersonal Costs of Ignoring Advice." Organizational Behavior and Human Decision Processes 150 (January 2019): 83–100.
- Article
Optimality Bias in Moral Judgment
By: Julian De Freitas and Samuel G.B. Johnson
We often make decisions with incomplete knowledge of their consequences. Might people nonetheless expect others to make optimal choices, despite this ignorance? Here, we show that people are sensitive to moral optimality: that people hold moral agents accountable...
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Keywords:
Moral Judgment;
Lay Decision Theory;
Theory Of Mind;
Causal Attribution;
Moral Sensibility;
Decision Making
De Freitas, Julian, and Samuel G.B. Johnson. "Optimality Bias in Moral Judgment." Journal of Experimental Social Psychology 79 (November 2018): 149–163.
- April 2018
- Article
Scope versus Speed: Team Diversity, Leader Experience, and Patenting Outcomes for Firms
By: Prithwiraj Choudhury and Martine R. Haas
How does the organization of patenting activity affect a firm’s patenting outcomes? We investigate how the composition of patenting teams relates to both the scope of their patent applications and the speed of their patent approvals by examining the main effects of...
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Keywords:
Leader Experience;
Micro-foundations Of Innovation;
Scope;
Speed;
Team Diversity;
Within-firm Data;
Groups and Teams;
Diversity;
Patents;
Leadership;
Experience and Expertise;
Outcome or Result
Choudhury, Prithwiraj, and Martine R. Haas. "Scope versus Speed: Team Diversity, Leader Experience, and Patenting Outcomes for Firms." Strategic Management Journal 39, no. 4 (April 2018): 977–1002.
- March 2018
- Article
Polluted Morality: Air Pollution Predicts Criminal Activity and Unethical Behavior
By: Jackson G. Lu, Julia J. Lee, F. Gino and Adam D. Galinsky
Air pollution is a serious problem that influences billions of people globally. Although the health and environmental costs of air pollution are well known, the present research investigates its ethical costs. We propose that air pollution can increase criminal and...
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Lu, Jackson G., Julia J. Lee, F. Gino, and Adam D. Galinsky. "Polluted Morality: Air Pollution Predicts Criminal Activity and Unethical Behavior." Psychological Science 29, no. 3 (March 2018): 340–355.
- 2018
- Working Paper
Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors
By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks
Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with...
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Yip, Jeremy, Kelly Kiyeon Lee, Cindy Chan, and Alison Wood Brooks. "Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors." Harvard Business School Working Paper, No. 18-081, February 2018.
- Article
Brand (In)fidelity: When Flirting with the Competition Strengthens Brand Relationships
By: Irene Consiglio, Daniella Kupor, Francesca Gino and Michael I. Norton
We document the existence and consequences of brand flirting: a short-lived experience in which a consumer engages with and/or indulges in the alluring qualities of a brand without committing to it. We propose that brand flirting is exciting and that when consumers...
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Consiglio, Irene, Daniella Kupor, Francesca Gino, and Michael I. Norton. "Brand (In)fidelity: When Flirting with the Competition Strengthens Brand Relationships." Journal of Consumer Psychology 28, no. 1 (January 2018): 5–22.
- December 2017
- Article
Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions
By: Lakshmi Ramarajan, Nancy Rothbard and Steffanie Wilk
Across multiple studies, we examine how identity conflict and enhancement within people affect performance in tasks that involve interactions between people through two mechanisms: role-immersion, operationalized as intrinsic motivation, and role-taking,...
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Ramarajan, Lakshmi, Nancy Rothbard, and Steffanie Wilk. "Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions." Academy of Management Journal 60, no. 6 (December 2017): 2208–2238.
- 2019
- Working Paper
Compensation Consultants and the Level, Composition, and Complexity of CEO Pay
By: Kevin J. Murphy and Tatiana Sandino
We provide fresh evidence regarding the relation between compensation consultants and CEO pay. First, firms that employ consultants have higher-paid CEOs—this result is robust to firm fixed effects and matching on economic and governance variables. Second, while this...
View Details
Keywords:
Consultants;
Benchmarking;
Incentive Pay;
Executive Compensation;
Complexity;
Motivation and Incentives;
Governance
Murphy, Kevin J., and Tatiana Sandino. "Compensation Consultants and the Level, Composition, and Complexity of CEO Pay." Harvard Business School Working Paper, No. 18-027, September 2017. (Revised March 2019. Accepted and forthcoming at The Accounting Review.)
- June 2017
- Article
The Surprising Effectiveness of Hostile Mediators
Contrary to the tendency of mediators to defuse negative emotions between adversaries by treating them kindly, we demonstrate the surprising effectiveness of hostile mediators in resolving conflict. Hostile mediators generate greater willingness to reach agreements...
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Keywords:
Mediation;
Conflict;
Negotiation;
Hostility;
Negotiation Style;
Emotions;
Conflict and Resolution
Zhang, Ting, Francesca Gino, and Michael I. Norton. "The Surprising Effectiveness of Hostile Mediators." Management Science 63, no. 6 (June 2017): 1972–1992.