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• Article | Harvard Business Review (website) | September 11, 2019

  Research: Changing Your Mind Makes You Seem Intelligent

  Leslie K. John, Martha Jeong, Francesca Gino and Laura Huang

  Citation:

  John, Leslie K., Martha Jeong, Francesca Gino, and Laura Huang. "Research: Changing Your Mind Makes You Seem Intelligent." Harvard Business Review (website) (September 11, 2019).  View Details

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• Article | Organizational Behavior and Human Decision Processes | September 2019

  The Self-Presentational Consequences of Upholding One's Stance in Spite of the Evidence

  Leslie John, Martha Jeong, Francesca Gino and Laura Huang

  Five studies explore the self-presentational consequences of refusing to “back down” – that is, upholding a stance despite evidence of its inaccuracy. Using data from an entrepreneurial pitch competition, Study 1 shows that entrepreneurs tend not to back down even though investors are more impressed by entrepreneurs who do. Next, in two sets of experiments, we unpack the psychology underlying why actors refuse to publicly back down and investigate observers’ impressions of those actors. Specifically, we show that observers view people who refuse to back down as confident but unintelligent, and these perceptions drive consequential decisions about such refusers, such as whether to invest in their ideas (Studies 1 & 2) or whether to hire them (Study 3). Although actors can intuit these effects (Study 4), this understanding is not reflected in their behavior because they are concerned with saving face (Study 5).

  Keywords: Self-presentation; belief perseverance; judgment; confidence; persuasion; Personal Characteristics; Behavior; Perception; Decision Making; Outcome or Result;

  Citation:

  John, Leslie, Martha Jeong, Francesca Gino, and Laura Huang. "The Self-Presentational Consequences of Upholding One's Stance in Spite of the Evidence." Organizational Behavior and Human Decision Processes 154 (September 2019): 1–14.  View Details

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• Case | HBS Case Collection | April 2019

  Boxed

  Laura Huang, Andy Wu and Jiayi Bao

  Boxed.com (“Boxed”) is an ambitious e-commerce retailer start-up, founded by visionary CEO Chieh Huang in 2013. From starting in Huang’s garage in 2013, to winning Emerging E-Retailer of the Year in 2016, to having four operational distribution centers in 2018, Boxed used a variety of strategies in order to gain customers and grow its presence. This case explores the journey that the scrappy, new entrant navigated as it competed against large, goliath players in an already established retail and e-commerce industry.

  Keywords: e-commerce; entrepreneurial management; Business Startups; Leadership; Strategy; Success; Retail Industry;

  Citation:

  Huang, Laura, Andy Wu, and Jiayi Bao. "Boxed." Harvard Business School Case 719-496, April 2019.  View Details

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