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Publications

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      • Faculty Publications  (149)

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      • 2022
      • Working Paper

      Improving Human-Algorithm Collaboration: Causes and Mitigation of Over- and Under-Adherence

      By: Maya Balakrishnan, Kris Ferreira and Jordan Tong
      Even if algorithms make better predictions than humans on average, humans may sometimes have “private” information which an algorithm does not have access to that can improve performance. How can we help humans effectively use and adjust recommendations made by...  View Details
      Keywords: Cognitive Biases; Algorithm Transparency; Forecasting and Prediction; Behavior; AI and Machine Learning; Analytics and Data Science; Cognition and Thinking
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      Balakrishnan, Maya, Kris Ferreira, and Jordan Tong. "Improving Human-Algorithm Collaboration: Causes and Mitigation of Over- and Under-Adherence." Working Paper, December 2022.
      • December 2022
      • Article

      Social Skills Improve Business Performance: Evidence from a Randomized Control Trial with Entrepreneurs in Togo

      By: Stefan Dimitriadis and Rembrand Koning
      Recent field experiments demonstrate that advice, mentorship, and feedback from randomly assigned peers improve entrepreneurial performance. These results raise a natural question: what is preventing entrepreneurs and managers from forming these peer connections...  View Details
      Keywords: Social Skills; Business Performance; Entrepreneurs; Peer Relationships; Field Experiment; Entrepreneurship; Performance; Relationships; Interpersonal Communication; Togo
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      Dimitriadis, Stefan, and Rembrand Koning. "Social Skills Improve Business Performance: Evidence from a Randomized Control Trial with Entrepreneurs in Togo." Management Science 68, no. 12 (December 2022): 8635–8657.
      • September 2022
      • Supplement

      Lessons Learned and Advice (Deborah Lovich)

      By: David G. Fubini and Patrick Sanguineti
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      Fubini, David G., and Patrick Sanguineti. "Lessons Learned and Advice (Deborah Lovich)." Harvard Business School Multimedia/Video Supplement 423-706, September 2022.
      • 2022
      • Chapter

      Coordinating Marketing and Sales in B2B Organizations

      By: Frank V. Cespedes
      This Handbook is targeted at academics and graduate students who want an overview of the academic state of the business-to-business marketing domain and at B2B practitioners who want to be aware of the current state of knowledge in their domains. This chapter examines...  View Details
      Keywords: B2B Marketing; Marketing
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      Cespedes, Frank V. "Coordinating Marketing and Sales in B2B Organizations." Chap. 7 in Handbook of Business-to-Business Marketing. 2nd ed. Edited by Gary L. Lilien, J. Andrew Petersen, and Stefan Wuyts, 117–137. Edward Elgar Publishing, 2022.
      • 2022
      • Book

      The Heart of Business (ハート・オブ・ビジネス)――「人とパーパス」を本気で大切にする新時代のリーダーシップ

      By: Hubert Joly and Caroline Lambert
      A remarkable turnaround by a leader with a remarkable philosophy: Find your noble purpose. Put people at the center. Unleash human magic.
      "It was fall in Minnesota. It was getting cold and we were supposed to die." This is how Hubert Joly describes the early,...  View Details
      Keywords: Capitalism; Leadership; Mission and Purpose; Business and Stakeholder Relations
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      Joly, Hubert, and Caroline Lambert. The Heart of Business (ハート・オブ・ビジネス)――「人とパーパス」を本気で大切にする新時代のリーダーシップ. 英治出版, 2022, Japanese ed.
      • 2022
      • Book

      O Coração do Negócio Os princípios de liderança e a chave para o sucesso

      By: Hubert Joly and Caroline Lambert
      A remarkable turnaround by a leader with a remarkable philosophy: Find your noble purpose. Put people at the center. Unleash human magic.
      "It was fall in Minnesota. It was getting cold and we were supposed to die." This is how Hubert Joly describes the early,...  View Details
      Keywords: Capitalism; Leadership; Mission and Purpose; Business and Stakeholder Relations; Leading Change
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      Joly, Hubert, and Caroline Lambert. O Coração do Negócio Os princípios de liderança e a chave para o sucesso. Editorial Presença, 2022, Portuguese ed.
      • 2022
      • Book

      企業初心 未來企業的新領導準則

      By: Hubert Joly and Caroline Lambert
      A remarkable turnaround by a leader with a remarkable philosophy: Find your noble purpose. Put people at the center. Unleash human magic.
      "It was fall in Minnesota. It was getting cold and we were supposed to die." This is how Hubert Joly describes the early,...  View Details
      Keywords: Capitalism; Leadership; Mission and Purpose; Business and Stakeholder Relations; Leading Change
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      Joly, Hubert, and Caroline Lambert. 企業初心 未來企業的新領導準則. 天下文化, 2022, Chinese Mandarin ed.
      • 2022
      • Book

      하트 오브 비즈니스 미래의 비즈니스를 위한 안내서

      By: Hubert Joly and Caroline Lambert
      A remarkable turnaround by a leader with a remarkable philosophy: Find your noble purpose. Put people at the center. Unleash human magic.
      "It was fall in Minnesota. It was getting cold and we were supposed to die." This is how Hubert Joly describes the early,...  View Details
      Keywords: Capitalism; Leadership; Mission and Purpose; Business and Stakeholder Relations; Leading Change
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      Joly, Hubert, and Caroline Lambert. 하트 오브 비즈니스 미래의 비즈니스를 위한 안내서. Sangsang Square, 2022, Korean ed.
      • 2022
      • Book

      商业的核心 新时代的企业经营原则 世界500强百思买前掌门人作品 贝佐斯推荐

      By: Hubert Joly and Caroline Lambert
      A remarkable turnaround by a leader with a remarkable philosophy: Find your noble purpose. Put people at the center. Unleash human magic.
      "It was fall in Minnesota. It was getting cold and we were supposed to die." This is how Hubert Joly describes the early,...  View Details
      Keywords: Capitalism; Leadership; Mission and Purpose; Business and Stakeholder Relations; Leading Change
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      Joly, Hubert, and Caroline Lambert. 商业的核心 新时代的企业经营原则 世界500强百思买前掌门人作品 贝佐斯推荐. CITIC Publishing Group, 2022, Chinese Mandarin ed.
      • Article

      Managing a Polarized Workforce: How to Foster Debate and Promote Trust

      By: Julia A. Minson and Francesca Gino
      One of the toughest challenges leaders face is managing diverse perspectives—and given heightened tensions over politics and movements such as #MeToo and Black Lives Matter, that’s more difficult today than ever before. At the same time, productive disagreement and...  View Details
      Keywords: Polarization; Employees; Perspective; Interpersonal Communication; Organizational Culture; Trust
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      Minson, Julia A., and Francesca Gino. "Managing a Polarized Workforce: How to Foster Debate and Promote Trust." Harvard Business Review 100, no. 2 (March–April 2022): 63–71.
      • 8 Feb 2022
      • Interview

      Episode 109: Former Best Buy CEO Hubert Joly

      By: Hubert Joly and Adam Mendler
      A former Fortune 100 CEO, Hubert Joly was the leader of America's largest consumer electronics retailer. As CEO of Best Buy, Hubert led the company’s turnaround by implementing a distinct leadership philosophy and contrarian strategic decisions. Hubert joins Adam to...  View Details
      Keywords: Leadership Philosophy; Leadership; Personal Development and Career
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      "Episode 109: Former Best Buy CEO Hubert Joly." Thirty Minute Mentors: Leaders to Listen To (podcast), February 8, 2022.
      • January–February 2022
      • Article

      Algorithm-Augmented Work and Domain Experience: The Countervailing Forces of Ability and Aversion

      By: Ryan Allen and Prithwiraj Choudhury
      How does a knowledge worker’s level of domain experience affect their algorithm-augmented work performance? We propose and test theoretical predictions that domain experience has countervailing effects on algorithm-augmented performance: on one hand, domain experience...  View Details
      Keywords: Automation; Domain Experience; Algorithmic Aversion; Experts; Algorithms; Machine Learning; Future Of Work; Employees; Experience and Expertise; Decision Making; Performance
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      Allen, Ryan, and Prithwiraj Choudhury. "Algorithm-Augmented Work and Domain Experience: The Countervailing Forces of Ability and Aversion." Organization Science 33, no. 1 (January–February 2022): 149–169. ("Best PhD Student Paper" at SMS conference 2020.)
      • 2022
      • Chapter

      Creating 'Smart' Policy to Promote Entrepreneurship and Innovation

      By: Karen G. Mills and Annie Dang
      Entrepreneurship is a key to unlocking innovation and fostering regional and national economic productivity. Extensive studies demonstrate that small and young firms contribute to innovation and employment growth. But which of the many types of small firms are...  View Details
      Keywords: Economic Policy; High-growth; Entrepreneurship; Innovation and Invention; Business Startups; Economic Growth; Policy; United States
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      Mills, Karen G., and Annie Dang. "Creating 'Smart' Policy to Promote Entrepreneurship and Innovation." In The Role of Innovation and Entrepreneurship in Economic Growth, edited by Michael J. Andrews, Aaron Chatterji, Josh Lerner, and Scott Stern. Chicago: University of Chicago Press, 2022.
      • Article

      The Errors of Experts: When Expertise Hinders Effective Provision and Seeking of Advice and Feedback

      By: Ting Zhang, Kelly Harrington and Elad Sherf
      To be effective, experts need to simultaneously develop others (i.e. provide advice and feedback to novices) and advance their own learning (i.e. seek and incorporate advice and feedback from others). However, expertise, and the state of efficacy associated with it,...  View Details
      Keywords: Expertise; Self-efficacy; Feedback; Perspective Taking; Cognitive Entrenchment; Interpersonal Communication
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      Zhang, Ting, Kelly Harrington, and Elad Sherf. "The Errors of Experts: When Expertise Hinders Effective Provision and Seeking of Advice and Feedback." Current Opinion in Psychology 43 (February 2022): 91–95.
      • January 6, 2022
      • Article

      How to Build a Life: Listen to Your Own Advice

      By: Arthur C. Brooks
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      Brooks, Arthur C. "How to Build a Life: Listen to Your Own Advice." The Atlantic (January 6, 2022).
      • 2022
      • Book

      L'entreprise, une affaire de cœur

      By: Hubert Joly and Caroline Lambert
      A remarkable turnaround by a leader with a remarkable philosophy: Find your noble purpose. Put people at the center. Unleash human magic.
      "It was fall in Minnesota. It was getting cold and we were supposed to die." This is how Hubert Joly describes the early,...  View Details
      Keywords: Capitalism; Leadership; Mission and Purpose; Business and Stakeholder Relations; Leading Change
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      Joly, Hubert, and Caroline Lambert. L'entreprise, une affaire de cœur. Plon, 2022, French ed.
      • December 16, 2021
      • Article

      Avoid a One-Size-Fits-All Approach to Sales Coaching

      By: Frank V. Cespedes
      Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify...  View Details
      Keywords: Salesforce Management; Training; Competency and Skills; Motivation and Incentives
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      Cespedes, Frank V. "Avoid a One-Size-Fits-All Approach to Sales Coaching." Harvard Business Review Digital Articles (December 16, 2021).
      • 2023
      • Working Paper

      Cognitive Uncertainty in Intertemporal Choice

      By: Benjamin Enke and Thomas Graeber
      This paper studies the relevance of cognitive uncertainty – subjective uncertainty over one's utility-maximizing action – for understanding and predicting intertemporal choice. The main idea is that when people are cognitively noisy, such as when a decision is complex,...  View Details
      Keywords: Cognitive Uncertainty; Intertemporal Choice; Cognition and Thinking; Complexity; Decision Choices and Conditions
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      Enke, Benjamin, and Thomas Graeber. "Cognitive Uncertainty in Intertemporal Choice." NBER Working Paper Series, No. 29577, December 2021. (R&R at The Quarterly Journal of Economics.)
      • October 2021
      • Case

      Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)

      By: James K. Sebenius and Alex Green
      When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for...  View Details
      Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
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      Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (A)." Harvard Business School Case 922-012, October 2021.
      • October 2021
      • Supplement

      Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)

      By: James K. Sebenius and Alex Green
      When Desirée (“Des”) Stolar’s wool sweater shrank two sizes, the Harvard Business School student worked with classmates to develop a solution that both fixed her problem and launched Unshrinkit, a successful consumer goods company with a widely-available product for...  View Details
      Keywords: Bargaining; Startups; Negotiation; Contracts; Negotiation Tactics; Entrepreneurship; Business Startups; Strategy; Consumer Products Industry
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      Sebenius, James K., and Alex Green. "Unshrinking the Pie: Desirée Stolar's Negotiation Saga (B)." Harvard Business School Supplement 922-013, October 2021.
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