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Behavioral Economics
Summary Bestselling books such as Dan Ariely's Predictably Irrational and Daniel Kahneman's Thinking, Fast and Slow have opened the world's eyes to...
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  • 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
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  • 2020
  • Working Paper

Consumers Punish Firms that Cut Employee Pay in Response to COVID-19
By: Bhavya Mohan, Serena Hagerty and Michael Norton
Two experiments, including one incentive compatible study, examine the impact of cutting pay for executives versus employees in response to COVID-19 on consumer behavior. Study 1 explores the effect of announcing cuts or no cuts to CEO and employee pay, and shows that...  View Details
Keywords: Employee Furloughs; Ceo Pay Cuts; Pay Ratios; Purchase Intention; Health Pandemics; Employees; Wages; Executive Compensation; Consumer behavior
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  • 2020
  • Working Paper

What Can Economics Say About Alzheimer's Disease?
By: Amitabh Chandra, Courtney Coile and Corina Mommaerts
Alzheimer’s Disease (AD) affects one in ten people aged 65 or older and is the most expensive disease in the United States. We describe the central economic questions raised by AD. While there is overlap with the economics of aging, the defining features of the...  View Details
Keywords: Health Disorders; Health Care And Treatment; economics
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  • July 2020
  • Case

Amanda and Kristen: Mented Cosmetics
By: Steven Rogers, Jeffrey J. Bussgang and Alterrell Mills
The co-founders (Black HBS alumnae) of an e-commerce beauty startup explore the unmet needs within the beauty industry. This case study examines the entrepreneurial opportunities that come from identifying an underserved market, specifically within the Black community...  View Details
Keywords: Brands And Branding; Competition; Customers; Disruption; Disruptive Innovation; Distribution Channels; Entrepreneurship; Finance; Macroeconomics; Marketing; Marketing Channels; Marketing Communications; Marketing Strategy; Mission And Purpose; Organizational Culture; Product Design; Product Development; Product Positioning; Sales; Social Issues; Social Marketing; Business Startups; Strategic Planning; Strategy; Supply Chain Management; Venture Capital; Advertising Industry; Public Relations Industry; Chemical Industry; Beauty And Cosmetics Industry; Manufacturing Industry; Retail Industry; North And Central America; United States; New York (city, Ny); New York (state, Us)
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  • June 2020
  • Article

The Isolated Choice Effect and Its Implications for Gender Diversity in Organizations
By: Edward H. Chang, Erika L. Kirgios, Aneesh Rai and Katherine L. Milkman
We highlight a feature of personnel selection decisions that can influence the gender diversity of groups and teams. Specifically, we show that people are less likely to choose candidates whose gender would increase group diversity when making personnel selections in...  View Details
Keywords: Behavior And Behavioral Decision Making; Organizational Studies; Decision Analysis; economics; Decision Making; behavior; Analysis; Organizations; Diversity; Gender
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  • June 2020
  • Article

In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors
By: M. Jeong, J. Minson and F. Gino
Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identify a surprising consequence to this common prescription....  View Details
Keywords: Attribution; Interpersonal Interaction; Judgment; Social Interaction; Inference; Open Data; Open Materials; Preregistered; Negotiation Offer; Strategy; behavior; Interpersonal Communication; Trust; Outcome Or Result
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  • March 2020
  • Article

Governance Through Shame and Aspiration: Index Creation and Corporate Behavior
By: Akash Chattopadhyay, Matthew D. Shaffer and Charles C.Y. Wang
After decades of deprioritizing shareholders' economic interests and low corporate profitability, Japan introduced the JPX-Nikkei400 in 2014. The index highlighted the country's "best-run" companies by annually selecting the 400 most profitable of its large and liquid...  View Details
Keywords: Jpx-nikkei 400 Index; Status Incentives; Return On Equity; Capital Efficiency; Social Norms; Index Inclusion; Reputation Incentives; Motivation And Incentives; Corporate Governance; behavior; Investment Return; Status And Position; Japan
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  • December 2019
  • Article

When Do We Punish People Who Don't?
By: Justin W. Martin, Jillian J. Jordan, David G. Rand and Fiery Cushman
People often punish norm violations. In what cases is such punishment viewed as normative—a behavior that we “should”or even“must”engage in? We approach this question by asking when people who fail to punish a norm violator are, themselves, punished. (For instance, a...  View Details
Keywords: Punishment; Norms; Cooperation; Societal Protocols; Adaptation
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  • 2019
  • Working Paper

The Impact of the General Data Protection Regulation on Internet Interconnection
By: Ran Zhuo, Bradley Huffaker, KC Claffy and Shane Greenstein
The Internet comprises thousands of independently operated networks, where bilaterally negotiated interconnection agreements determine the flow of data between networks. The European Union’s General Data Protection Regulation (GDPR) imposes strict restrictions on...  View Details
Keywords: Personal Data; Privacy Regulation; Gdpr; Interconnection Agreements; Internet; Governing Rules, Regulations, And Reforms; European Union
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  • September 2019 (Revised February 2020)
  • Teaching Note

Commonwealth Bank of Australia: Unbanklike Experimentation
By: Ryan W. Buell and Leslie K. John
Email mking@hbs.edu for a courtesy copy.

This Teaching Note explains the theory of the case and teaching plan for the case: Commonwealth Bank of Australia: Unbanklike Experimentation (619-018). In August 2017,...  View Details
Keywords: Transparency; Experimentation; Banks And Banking; Credit Cards; Customer Focus And Relationships; Competitive Strategy; Banking Industry; Australia
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  • 2019
  • Article

Pay-for-Monopoly?: An Assessment of Reverse Payment Deals by Pharmaceutical Companies
By: Sana Rafiq and Max Bazerman
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  • August 2019
  • Case

Lemonade: Disrupting Insurance with Instant Everything, Killer Prices, and a Big Heart
By: Elie Ofek and Danielle Golan
Launching its first products in the fall of 2016 in New York, insurtech startup Lemonade was on a mission to disrupt the insurance market by using AI and behavioral economics principles. The company offered renters, homeowners, and condo insurance and mainly targeted...  View Details
Keywords: Business Startups; Insurance; Technological Innovation; Business Model; Disruption; Brands And Branding; Growth And Development Strategy; Global Strategy; Decision Making; Insurance Industry; Technology Industry
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  • April 2019
  • Article

Incentives for Public Goods Inside Organizations: Field Experimental Evidence
By: Andrea Blasco, Olivia S. Jung, Karim R. Lakhani and Michael Menietti
Understanding why employees go the extra mile at work is a key problem for many organizations. We conduct a field experiment at a medical organization to study motivations for employees to submit project proposals for organizational improvement. In total, we analyze...  View Details
Keywords: Field Experiment; Innovation; Contest; Incentives; Free-rider Problem; Healthcare Organizations; Employees; Motivation And Incentives; Innovation And Invention; Organizations; Performance Improvement; Perspective
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  • 2019
  • Working Paper

Formal Employment and Organized Crime: Regression Discontinuity Evidence from Colombia
By: Gaurav Khanna, Carlos Medina, Anant Nyshadham and Jorge Tamayo
Canonical models of criminal behavior highlight the importance of economic incentives and employment opportunities in determining participation in crime (Becker, 1968). Yet, deriving causal corroborating evidence from individual-level variation in employment incentives...  View Details
Keywords: Gangs; Informality; Medellí­n; economic Sectors; Crime And Corruption; Health Care And Treatment; Policy; Colombia
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  • March 2019
  • Article

Crime and Violence: Desensitization in Victims to Watching Criminal Events
By: Rafael Di Tella, Lucia Freira, Ramiro H. Gálvez, Ernesto Schargrodsky, Diego Shalom and Mariano Sigman
We study desensitization to crime in a lab experiment by showing footage of criminal acts to a group of subjects, some of whom have been previously victimized. We measure biolog­ical markers of stress and behavioral indices of cognitive control before and after treated...  View Details
Keywords: Crime; Biological Markers; Experiment; Victimization; Desensitization; Crime And Corruption; behavior
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  • Article

Handshaking Promotes Deal-Making by Signaling Cooperative Intent
By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton
We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive...  View Details
Keywords: Handshake; Cooperation; Affiliation; Competition; Negotiation; Nonverbal Communication; Negotiation Participants; behavior; Communication Intention And Meaning; Negotiation Deal
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  • 2019
  • Chapter

Behavioral Economics and Health-Care Markets
By: Amitabh Chandra, Benjamin Handel and Joshua Schwartzstein
This chapter summarizes research in behavioral health economics, focusing on insurance markets and product markets in health care. We argue that the prevalence of choice difficulties and biases leading to mistakes in these markets establish a special place for them in...  View Details
Keywords: Behavioral Economics; Consumer behavior; economics; Health Care And Treatment; Insurance; Markets
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  • 2019
  • Book

The Age of Surveillance Capitalism: The Fight for a Human Future at the New Frontier of Power
By: Shoshana Zuboff
In this masterwork of original thinking and research, Shoshana Zuboff provides startling insights into the phenomenon that she has named surveillance capitalism. The stakes could not be higher: a global architecture of behavior modification threatens human nature in...  View Details
Keywords: Consumer Profiling; Consumer behavior; Forecasting And Prediction; Information Technology; Power And Influence; Ethics; Society; Transformation
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  • December 2018 (Revised June 2020)
  • Case

Creating the French Behavioral Insights Team
By: Michael Luca, Ariella Kristal and Emilie Billaud
This case explores how neuroscientist Mariam Chammat helped set up the first behavioral insights team at the center of the French government, and encouraged French administrations to innovate and create policy initiatives based on psychological theories of influence...  View Details
Keywords: Choice Architecture; Behavioral Economics; Experiments; Negotiation; Decision Making; economics; Taxation; Entrepreneurship; Consumer behavior; Public Administration Industry; Europe; France; Paris
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  • October 2018 (Revised February 2020)
  • Case

Commonwealth Bank of Australia: Unbanklike Experimentation
By: Ryan W. Buell and Leslie K. John
Email mking@hbs.edu for a courtesy copy.

In August 2017, Commonwealth Bank of Australia was looking for ways to differentiate itself from competing banks and was also trying to improve the financial well-being of...  View Details
Keywords: Transparency; Experimentation; Banks And Banking; Credit Cards; Customer Focus And Relationships; Competitive Strategy; Banking Industry; Australia
Related

Are you looking for?

Behavioral Economics
Summary Bestselling books such as Dan Ariely's Predictably Irrational and Daniel Kahneman's Thinking, Fast and Slow have opened the world's eyes to...
→ Search All HBS Web