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- May 2022
- Case
LOOP: Driving Change in Auto Insurance Pricing
By: Elie Ofek and Alicia Dadlani
John Henry and Carey Anne Nadeau, co-founders and co-CEOs of LOOP, an insurtech startup based in Austin, Texas, were on a mission to modernize the archaic $250 billion automobile insurance market. They sought to create equitably priced insurance by eliminating pricing...
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- Article
Developing a Digital Mindset: How to Lead Your Organization into the Age of Data, Algorithms, and AI
By: Tsedal Neeley and Paul Leonardi
Learning new technological skills is essential for digital transformation. But it is not enough. Employees must be motivated to use their skills to create new opportunities. They need a digital mindset: a set of attitudes and behaviors that enable people and...
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Keywords:
Machine Learning;
AI;
Information Technology;
Transformation;
Competency and Skills;
Employees;
Technology Adoption;
Leading Change;
Digital Transformation
Neeley, Tsedal, and Paul Leonardi. "Developing a Digital Mindset: How to Lead Your Organization into the Age of Data, Algorithms, and AI." S22032. Harvard Business Review 100, no. 3 (May–June 2022): 50–55.
- Article
The Conversational Circumplex: Identifying, Prioritizing, and Pursuing Informational and Relational Motives in Conversation
By: Michael Yeomans, Maurice E. Schweitzer and Alison Wood Brooks
The meaning of success in conversation depends on people’s goals. Often, individuals pursue multiple goals simultaneously, such as establishing shared understanding, making a favorable impression, and persuading a conversation partner. In this article, we introduce a...
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Keywords:
Conversation;
Goal Pursuit;
Communication;
Interpersonal Communication;
Goals and Objectives;
Framework
Yeomans, Michael, Maurice E. Schweitzer, and Alison Wood Brooks. "The Conversational Circumplex: Identifying, Prioritizing, and Pursuing Informational and Relational Motives in Conversation." Current Opinion in Psychology 44 (April 2022): 293–302.
- January 10, 2022
- Article
The Secret Ingredient of Thriving Companies? Human Magic
By: Hubert Joly
The traditional corporate approach to motivating people has been a combination of carrots and sticks: a system of financial incentives designed to mobilize everyone around a plan designed by a few smart people at the top. Multiple studies have confirmed that, for any...
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Keywords:
Meaning;
Purpose;
Organizational Culture;
Employees;
Motivation and Incentives;
Performance
Joly, Hubert. "The Secret Ingredient of Thriving Companies? Human Magic." Harvard Business Review (website) (January 10, 2022).
- January 2022
- Article
Rational Habit Formation: Experimental Evidence from Handwashing in India
By: Reshmaan Hussam, Atonu Rabbani, Giovanni Reggiani and Natalia Rigol
We test the predictions of the rational addiction model, reconceptualized as rational habit formation, in the context of handwashing in rural India. To track handwashing, we design soap dispensers with timed sensors. We test for rational habit formation by informing...
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Hussam, Reshmaan, Atonu Rabbani, Giovanni Reggiani, and Natalia Rigol. "Rational Habit Formation: Experimental Evidence from Handwashing in India." American Economic Journal: Applied Economics 14, no. 1 (January 2022): 1–41. (Lead Article.)
- 9 Nov 2021
- Interview
How to Build Psychological Safety in Your Workplace with The Fearless Organization Author, Amy C. Edmondson
By: Amy C. Edmondson and Dominic Monkhouse
If you want to be better at leading a team. If you want to know how to lead a good decision making process. Or how to engage and inspire people to bring their full self to work, don’t miss Amy Edmondson, Harvard Business School professor and author of The Fearless...
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Keywords:
Psychological Safety;
Organizational Culture;
Groups and Teams;
Decision Making;
Motivation and Incentives
"How to Build Psychological Safety in Your Workplace with The Fearless Organization Author, Amy C. Edmondson." Episode 169. The Melting Pot (podcast), November 9, 2021.
- October 15, 2021
- Article
Virtuous Victims
By: Jillian J. Jordan and Maryam Kouchaki
How do people perceive the moral character of victims? We find, across a range of transgressions, that people frequently see victims of wrongdoing as more moral than non-victims who have behaved identically. Across 15 experiments (total n = 9,355), we document this...
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Keywords:
Moral Judgment;
Restorative Justice;
Punishment;
Compensation;
Person Perception;
Moral Sensibility;
Judgments;
Perception
Jordan, Jillian J., and Maryam Kouchaki. "Virtuous Victims." Science Advances 7, no. 42 (October 15, 2021).
- 2021
- Article
Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors
By: Jillian J. Jordan, Erez Yoeli and David Rand
COVID-19 prevention behaviors may be seen as self-interested or prosocial. Using American samples from MTurk and Prolific (total n = 6,850), we investigated which framing is more effective—and motivation is stronger—for fostering prevention behavior intentions. We...
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Keywords:
COVID-19;
Prevention;
Prosocial Motivation;
Health Pandemics;
Behavior;
Motivation and Incentives
Jordan, Jillian J., Erez Yoeli, and David Rand. "Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors." Art. 20222. Scientific Reports 11 (2021).
- September 2021
- Article
Perceptions on Undertaking Regular Asymptomatic Self-testing for COVID-19 Using Lateral Flow Tests: A Qualitative Study of University Students and Staff
By: Marta Wanat, Mary Logan, Jennifer A. Hirst, Charles Vicary, Joseph J. Lee, Rafael Perera, Irene Tracey, Gordon Duff, Peter Tufano, Thomas Fanshawe, Lazaro Mwandigha, Brian D. Nicholson, Sarah Tonkin-Crine and Richard Hobbs
Objectives: Successful implementation of asymptomatic testing programmes using lateral flow tests (LFTs) depends on several factors, including feasibility, acceptability and how people act on test results. We aimed to examine experiences of university students...
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Wanat, Marta, Mary Logan, Jennifer A. Hirst, Charles Vicary, Joseph J. Lee, Rafael Perera, Irene Tracey, Gordon Duff, Peter Tufano, Thomas Fanshawe, Lazaro Mwandigha, Brian D. Nicholson, Sarah Tonkin-Crine, and Richard Hobbs. "Perceptions on Undertaking Regular Asymptomatic Self-testing for COVID-19 Using Lateral Flow Tests: A Qualitative Study of University Students and Staff." BMJ Open 11, no. 9 (September 2021).
- August 2021
- Case
Livongo: Scaling a Purpose-Driven Organization in Healthcare
By: Ranjay Gulati, Aseem Shukla and Reva Nohria
When seasoned entrepreneur Glen Tullman founded the chronic health care startup Livongo in 2014, it was personal. His son lived with diabetes, and Tullman knew firsthand how taxing it could be to manage such an unrelenting disease. Livongo set out to empower people...
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- Article
Are They Useful? The Effects of Performance Incentives on the Prioritization of Work Versus Personal Ties
By: Julia Hur, Alice Lee-Yoon and Ashley V. Whillans
Most working adults report spending very little time with friends and family. The current research explores the aspects of work that encourage employees to spend less time with personal ties. We show that incentive systems play a critical role in shaping how people...
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Keywords:
Rewards;
Performance Incentives;
Social Relationships;
Instrumentality;
Time Allocation;
Performance;
Motivation and Incentives;
Relationships;
Time Management
Hur, Julia, Alice Lee-Yoon, and Ashley V. Whillans. "Are They Useful? The Effects of Performance Incentives on the Prioritization of Work Versus Personal Ties." Organizational Behavior and Human Decision Processes 165 (July 2021): 103–114. (Shared Authorship.)
- 2021
- Working Paper
Risk Sensitivity or Social Signaling? Unmasking Behaviors with Video Analytics
By: Shunyuan Zhang, Kaiquan Xu and Kannan Srinivasan
In 2020, as the novel coronavirus spread globally, face masks were recommended in public settings to protect against and slow down the spread of the coronavirus. Why did people comply, or not, while shopping in 2020? Do these motivations relate to their shopping...
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Keywords:
Video Analytics;
In-store Shopping;
Mask;
Sensitivity To Risk;
Social Perception;
COVID-19;
Health Pandemics;
Consumer Behavior;
Risk and Uncertainty;
Attitudes
Zhang, Shunyuan, Kaiquan Xu, and Kannan Srinivasan. "Risk Sensitivity or Social Signaling? Unmasking Behaviors with Video Analytics." Harvard Business School Working Paper, No. 21-143, June 2021. (SSRN Working Paper Series, No. 3871144, June 2021.)
- Article
Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences
By: Valerio Capraro, Jillian J. Jordan and Ben Tappin
A growing body of work suggests that people are sensitive to moral framing in economic games involving prosociality, suggesting that people hold moral preferences for doing the “right thing”. What gives rise to these preferences? Here, we evaluate the explanatory power...
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Keywords:
Moral Preferences;
Moral Frames;
Observability;
Trustworthiness;
Trust Game;
Trade-off Game;
Moral Sensibility;
Reputation;
Behavior;
Trust
Capraro, Valerio, Jillian J. Jordan, and Ben Tappin. "Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences." Journal of Experimental Social Psychology 94 (May 2021).
- March 2021
- Article
Active Choice, Implicit Defaults, and the Incentive to Choose
By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
Home-delivered prescriptions have no delivery charge and lower copayments than prescriptions picked up at a pharmacy. Nevertheless, when home delivery is offered on an opt-in basis, the take-up rate is only 6%. We study a program that makes active choice of either home...
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Keywords:
Active Choice;
Defaults;
Implicit Defaults;
Incentives;
Consumer Behavior;
Decision Choices and Conditions;
Motivation and Incentives
Beshears, John, James J. Choi, David Laibson, and Brigitte C. Madrian. "Active Choice, Implicit Defaults, and the Incentive to Choose." Organizational Behavior and Human Decision Processes 163 (March 2021): 6–16.
- 2021
- Working Paper
Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences
By: Valerio Capraro, Jillian J. Jordan and Ben Tappin
A growing body of work suggests that people are sensitive to moral framing in economic games involving prosociality, suggesting that people hold moral preferences for doing the “right thing”. What gives rise to these preferences? Here, we evaluate the explanatory power...
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Keywords:
Moral Preferences;
Moral Frames;
Observability;
Trustworthiness;
Trust Game;
Trade-off Game;
Moral Sensibility;
Reputation;
Behavior;
Trust
Capraro, Valerio, Jillian J. Jordan, and Ben Tappin. "Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences." Working Paper, January 2021.
- 2020
- Working Paper
Reputation Fuels Moralistic Punishment That People Judge to Be Questionably Merited
By: Jillian J. Jordan and Nour Kteily
Critics of outrage culture allege that virtue signaling fuels morally questionable punishment. But does reputation actually have the power to motivate punishment that people see as ambiguously deserved? Across four studies (total n = 9,587), among both liberals and...
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Jordan, Jillian J., and Nour Kteily. "Reputation Fuels Moralistic Punishment That People Judge to Be Questionably Merited." Working Paper, December 2020.
- 2021
- Article
Helping and Happiness: A Review and Guide for Public Policy
By: Lara B. Aknin and Ashley V. Whillans
Perhaps one of the most reaffirming findings to emerge over the past several decades is that humans not only engage in generous behavior, they also appear to experience pleasure from doing so. Yet not all acts of helping lead to greater happiness. Here, we review the...
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Aknin, Lara B., and Ashley V. Whillans. "Helping and Happiness: A Review and Guide for Public Policy." Social Issues and Policy Review 15 (2021): 3–34.
- 2020
- Working Paper
Learning with People Like Me: The Role of Age-Similar Peers on Online Business Course Engagement
By: Laura R. Huber, Jacqueline N. Lane and Karim R. Lakhani
Over the past decade, online learning has witnessed tremendous growth in popularity due to its ability to reach diverse participants in a scalable manner. However, one primary area of concern is the low course completion rates in digital platform-based learning,...
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Keywords:
Homophily;
Online Courses;
Social Engagement;
Business Skills Training;
Business Education;
Internet and the Web;
Knowledge Sharing;
Age
Huber, Laura R., Jacqueline N. Lane, and Karim R. Lakhani. "Learning with People Like Me: The Role of Age-Similar Peers on Online Business Course Engagement." Harvard Business School Working Paper, No. 21-072, December 2020.
- December 2020
- Article
Why Connect? Moral Consequences of Networking with a Promotion or Prevention Focus
By: F. Gino, T. Casciaro and M. Kouchaki
Networks are a key source of social capital for achieving goals in professional and personal settings. Yet, despite the clear benefits of having an extensive network, individuals often shy away from the opportunity to create new connections because engaging in...
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Keywords:
Networking;
Impurity;
Morality;
Motivation;
Regulatory Focus;
Networks;
Attitudes;
Moral Sensibility
Gino, F., T. Casciaro, and M. Kouchaki. "Why Connect? Moral Consequences of Networking with a Promotion or Prevention Focus." Journal of Personality and Social Psychology 119, no. 6 (December 2020).
- 2020
- Chapter
The Group Malleability Intervention: Addressing Intergroup Conflicts by Changing Perceptions of Outgroup Malleability
By: Amit Goldenberg, J. J. Gross and Eran Halperin
Precise shifts in the ways people make sense of themselves, others, and social situations can help people flourish. This compelling handbook synthesizes the growing body of research on wise interventions—brief, nonclinical strategies that are "wise" to the impact of...
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Goldenberg, Amit, J. J. Gross, and Eran Halperin. "The Group Malleability Intervention: Addressing Intergroup Conflicts by Changing Perceptions of Outgroup Malleability." Chap. 15 in Handbook of Wise Interventions: How Social Psychology Can Help People Change, edited by Gregory M. Walton and Alia J. Crum. New York, NY: Guilford Press, 2020.