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      Why Government 'Nudges' Motivate Good Citizen Behavior
      Why Government 'Nudges' Motivate Good Citizen Behavior
      A tiny nudge can motivate big change. (Source: dziewul) Most governments aren’t subtle when they want citizens to do something. The United...
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      • 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...  View Details
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      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.
      • January 2021
      • Case

      Value-Based Insurance Design at Onex

      By: Joshua Schwartzstein, Amitabh Chandra and Amram Migdal
      The operating executives of Health and Benefits for Onex Partners, Megan Jackson Frye and Sam Camens, faced a challenge: Healthcare costs for employees of Onex’s portfolio companies were continuing to rise above the consumer price index, reflecting broader trends...  View Details
      Keywords: Decision Making; Cost Vs Benefits; Decision Choices And Conditions; Decisions; Finance; behavioral Finance; Insurance; Health; Health Care And Treatment; Human Resources; Compensation And Benefits; Markets; Demand And Consumers; Consumer behavior; Social Psychology; behavior; Interests; Motivation And Incentives; Perception; Health Industry; Insurance Industry; North America; United States
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      Schwartzstein, Joshua, Amitabh Chandra, and Amram Migdal. "Value-Based Insurance Design at Onex." Harvard Business School Case 921-023, January 2021.
      • January 2021
      • Teaching Note

      The What Works Centre: Using Behavioral Science to Improve Social Worker Well-being (A) and (B)

      By: Ashley V. Whillans
      This case describes the experiences of Michael Sanders—the Chief Executive of the What Works Center for Children’s Social Care—as he led the design and implementation of a program of research aimed at improving the social care system in the United Kingdom (UK) at the...  View Details
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      Whillans, Ashley V. "The What Works Centre: Using Behavioral Science to Improve Social Worker Well-being (A) and (B)." Harvard Business School Teaching Note 921-021, January 2021.
      • 2020
      • Working Paper

      Nonprofts in Good Times and Bad Times

      By: Christine L. Exley, Nils H. Lehr and Stephen J. Terry
      Need fluctuates over the business cycle, yet little is known about nonprofit behavior over the cycle. This paper exploits data from millions of tax returns and provides key descriptive facts about nonprofits in the face of economic fluctuations. Nonprofit revenue,...  View Details
      Keywords: Nonprofit Organizations; Business Cycles; Philanthropy And Charitable Giving
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      Exley, Christine L., Nils H. Lehr, and Stephen J. Terry. "Nonprofts in Good Times and Bad Times." Harvard Business School Working Paper, No. 21-076, December 2020.
      • 2020
      • Working Paper

      Hate Crime Increases with Minoritized Group Rank

      By: Mina Cikara, Vasiliki Fouka and Marco Tabellini
      People are on the move in unprecedented numbers across the globe. How does migration affect local intergroup dynamics? In contrast to accounts that emphasize stereotypical features of groups as determinants of their treatment, we propose the social group reference...  View Details
      Keywords: Prejudice; Minority
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      Cikara, Mina, Vasiliki Fouka, and Marco Tabellini. "Hate Crime Increases with Minoritized Group Rank." Harvard Business School Working Paper, No. 21-075, December 2020. (Permanent link here.)
      • January 2021
      • Case

      Arçelik: From a Dealer Network to an Omnichannel Experience

      By: Ayelet Israeli and Fares Khrais
      Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in...  View Details
      Keywords: Digital Transformation; Digital Marketing; Disruption; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; Sales; B2b; B2b2c; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Consumer Behavior; Conflict Management; Platforms; Collaboration; Partners And Partnerships; Marketing Strategy; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners And Partnerships; Consumer behavior; Online Technology; Marketing Strategy; Conflict And Resolution; Conflict Management; Electronics Industry; Retail Industry; Consumer Products Industry; Turkey
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      Israeli, Ayelet, and Fares Khrais. "Arçelik: From a Dealer Network to an Omnichannel Experience." Harvard Business School Case 521-067, January 2021.
      • January 2021
      • Case

      Pearson: Efficacy 2.0

      By: Elie Ofek, Marco Bertini, Oded Koenigsberg and James Weber
      Pearson, that billed itself as the "world's learning company," faced a host of critical decisions in mid-2020. Several years prior, it had embarked on a new path that put the learner at the heart of the business and committed to a new strategic orientation. The new...  View Details
      Keywords: Education Industry
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      Ofek, Elie, Marco Bertini, Oded Koenigsberg, and James Weber. "Pearson: Efficacy 2.0." Harvard Business School Case 521-012, January 2021.
      • December 2020
      • Article

      Consumer Reactance to Promotional Favors

      By: Marco Bertini and Aylin Aydinli
      Promotional favors are an increasingly popular but seldom researched form of price promotion where the receipt of the saving by consumers depends on an action on their part that is nonmonetary in nature, such as completing a questionnaire, posting a review, or making a...  View Details
      Keywords: Promotional Favors; Conditional Discounts; Psychological Reactance; Price Promotions; Pricing; Marketing; Price; Consumer behavior
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      Bertini, Marco, and Aylin Aydinli. "Consumer Reactance to Promotional Favors." Journal of Retailing 96, no. 4 (December 2020): 578–589.
      • November 2020
      • Teaching Note

      Social Salary Setting at Spiber

      By: Ashley Whillans and John Beshears
      This case tells the story of Spiber, a Japanese technology start-up company. To reflect the company’s values, the leadership team implemented a new and unique salary-setting process: each employee had the authority to choose their own salary. In the course of...  View Details
      Keywords: Compensation; General Management; Employee Benefits; Incentives; Motivation; Compensation And Benefits; Fairness; Motivation And Incentives; Management; Happiness; Negotiation; Cross-cultural And Cross-border Issues; Japan
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      Whillans, Ashley, and John Beshears. "Social Salary Setting at Spiber." Harvard Business School Teaching Note 921-014, November 2020.
      • November 3, 2020
      • Article

      Gender Differences in COVID-19 Related Attitudes and Behavior: Evidence from a Panel Survey in Eight OECD Countries

      By: Vincenzo Galasso, Vincent Pons, Paola Profeta, Michael Becher, Sylvain Brouard and Martial Foucault
      Using original data from two waves of a survey conducted in March and April 2020 in eight OECD countries (N = 21,649), we show that women are more likely to see COVID-19 as a very serious health problem, to agree with restraining public policy measures adopted in...  View Details
      Keywords: Covid-19; Health Pandemics; Attitudes; behavior; Gender; Policy; Governance Compliance
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      Galasso, Vincenzo, Vincent Pons, Paola Profeta, Michael Becher, Sylvain Brouard, and Martial Foucault. "Gender Differences in COVID-19 Related Attitudes and Behavior: Evidence from a Panel Survey in Eight OECD Countries." Proceedings of the National Academy of Sciences 117, no. 44 (November 3, 2020).
      • November–December 2020
      • Article

      Lifting the Veil: The Benefits of Cost Transparency

      By: Bhavya Mohan, Ryan W. Buell and Leslie K. John
      Firms do not typically disclose information on their costs to produce a good to consumers. However, we provide evidence of when and why doing so can increase consumers’ purchase interest. Specifically, building on the psychology of disclosure and trust, we posit that...  View Details
      Keywords: Cost Transparency; Disclosure; Field Experiment; Cost; Trust; Consumer behavior
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      Mohan, Bhavya, Ryan W. Buell, and Leslie K. John. "Lifting the Veil: The Benefits of Cost Transparency." Special Issue on Marketing Science and Field Experiments. Marketing Science 39, no. 6 (November–December 2020): 1033–1201.
      • November 2020
      • Article

      Casting Conference Calls

      By: Lauren Cohen, Dong Lou and Christopher J. Malloy
      We explore a subtle but important mechanism through which firms can control information flow to the markets. We find that firms that “cast” their conference calls by disproportionately calling on bullish analysts tend to underperform in the future. Firms that call on...  View Details
      Keywords: Strategic Release; Firms; Conference Calls; Information; Strategy; Asset Pricing
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      Cohen, Lauren, Dong Lou, and Christopher J. Malloy. "Casting Conference Calls." Management Science 66, no. 11 (November 2020): 5015–5039. (Winner of the First Prize, Crowell Memorial Award for Best Paper in Quantitative Investments, PanAgora Asset Management, 2014.)
      • 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...  View Details
      Keywords: Social Psychology; Personality
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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.
      • November 2020
      • Article

      Accelerator or Brake? Cash for Clunkers, Household Liquidity, and Aggregate Demand

      By: Daniel Green, Brian Melzer, Jonathan Parker and Arcenis Rojas
      This paper evaluates the Car Allowance Rebate System (CARS) by comparing the vehicle purchases and disposals of households with eligible "clunkers" to those of households with similar, but ineligible, vehicles. CARS caused roughly 500,000 purchases during the program...  View Details
      Keywords: Automobiles; Purchasing; Government Incentives; Household; Financial Liquidity; Income; behavior
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      Green, Daniel, Brian Melzer, Jonathan Parker, and Arcenis Rojas. "Accelerator or Brake? Cash for Clunkers, Household Liquidity, and Aggregate Demand." American Economic Journal: Economic Policy 12, no. 4 (November 2020): 178–211.
      • Article

      Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors

      By: J.J. Zlatev and Rogers, T.
      Increasing virtuous behaviors, such as initiating healthy habits, is an important goal for policymakers and social scientists. To promote compliance with requests to perform virtuous behaviors, we study “returnable reciprocity.” Whereas traditional reciprocity involves...  View Details
      Keywords: Nudges; Reciprocity; Want-should Conflicts; Wellness; Health; behavior; Change; Well-being
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      Zlatev, J.J., and Rogers, T. "Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors." Organizational Behavior and Human Decision Processes 161, Supplement (November 2020): 74–84.
      • Article

      Nudging: Progress to Date and Future Directions

      By: John Beshears and Harry Kosowsky
      Nudges influence behavior by changing the environment in which decisions are made, without restricting the menu of options and without altering financial incentives. This paper assesses past empirical research on nudging and provides recommendations for future work in...  View Details
      Keywords: Nudge; Choice Architecture; Behavioral Economics; Behavioral Science; behavior; Change; Situation Or Environment; Decision Choices And Conditions; Decision Making
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      Beshears, John, and Harry Kosowsky. "Nudging: Progress to Date and Future Directions." Organizational Behavior and Human Decision Processes 161, Supplement (November 2020): 3–19.
      • Article

      Going It Alone: Competition Increases the Attractiveness of Minority Status

      By: Erika L. Kirgios, Edward H. Chang and Katherine L. Milkman
      Past research demonstrates that people prefer to affiliate with others who resemble them demographically. However, we posit that when competing for scarce opportunities, strategic considerations moderate the strength of this tendency toward homophily. Across six...  View Details
      Keywords: Homophily; Group Selection; Diversity; Gender; Race; Competition
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      Kirgios, Erika L., Edward H. Chang, and Katherine L. Milkman. "Going It Alone: Competition Increases the Attractiveness of Minority Status." Organizational Behavior and Human Decision Processes 161 (November 2020): 20–33.
      • October 29, 2020
      • Article

      How to Build a Digital Brand That Lasts

      By: William Collis and David Collis
      What makes a brand durable even as business models, technology and consumer behavior radically change? The key is that durable brands are adaptable brands—even legacy ones. To create durability, apply the MACE framework: 1) Mastery: Give your consumers...  View Details
      Keywords: Brands And Branding; Business Model; Adaptation; Framework
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      Collis, William, and David Collis. "How to Build a Digital Brand That Lasts." Harvard Business Review Digital Articles (October 29, 2020).
      • 2020
      • Working Paper

      Income Volatility Increases Financial Impatience

      By: Colin West, A.V. Whillans and Sanford DeVoe
      Using a multi-method approach, we investigate whether income volatility is associated with financial impatience—the preference to receive a small sum of money immediately over a larger sum of money later. We find that experiencing more income volatility—including a...  View Details
      Keywords: Income Volatility; Compensation; Impatience; Time Preferences; Income; Personal Finance; behavior; Demographics; Policy
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      West, Colin, A.V. Whillans, and Sanford DeVoe. "Income Volatility Increases Financial Impatience." Harvard Business School Working Paper, No. 21-053, October 2020.
      • October 7, 2020
      • Editorial

      Time Confetti and the Broken Promise of Leisure

      By: Ashley Whillans
      It’s true: we have more time for leisure than we did fifty years ago. But leisure has never been less relaxing, mostly because of the disintermediating effects of our screens. Technology saves us time, but it also takes it away. This is known as the autonomy paradox....  View Details
      Keywords: Time And Wellbeing; Leisure; Time Management; Work-life Balance; Well-being
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      Whillans, Ashley. "Time Confetti and the Broken Promise of Leisure." Behavioral Scientist (October 7, 2020).
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      Are you looking for?

      Why Government 'Nudges' Motivate Good Citizen Behavior
      Why Government 'Nudges' Motivate Good Citizen Behavior
      A tiny nudge can motivate big change. (Source: dziewul) Most governments aren’t subtle when they want citizens to do something. The United...
      → Search All HBS Web
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