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  • February 2021
  • Case

Emma Dench: Leadership and Ancient Rome
By: Francesca Gino and Frances X. Frei
In this multimedia case, classics scholar Emma Dench guides us in understanding leadership insights that can be captured from historical figures and works dating back to Ancient Rome. We learn the language, ideas, and patterns of behavior that are relevant to...  View Details
Keywords: Empowerment Leadership; Leadership; History; Management Skills
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  • 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...  View Details
Keywords: Generosity; Helping; Behavior; Motivation and Incentives; Happiness; Policy
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  • August 2020
  • Article

Does Spending Money on Others Promote Happiness? A Registered Replication Report
By: Lara B. Aknin, Elizabeth W. Dunn, Jason Proulx, Iris Lok and Michael I. Norton
Research indicates that spending money on others—prosocial spending—leads to greater happiness than spending money on oneself (e.g., Dunn, Aknin, & Norton, 2008, 2014). These findings have received widespread attention because they offer insight into why people engage...  View Details
Keywords: Prosocial Spending; Generosity; Well-being; Replication; Happiness; Behavior; Spending
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  • June 2020
  • Background Note

Customer Management Dynamics and Cohort Analysis
By: Elie Ofek, Barak Libai and Eitan Muller
The digital revolution has allowed companies to amass considerable amounts of data on their customers. Using this information to generate actionable insights is fast becoming a critical skill that firms must master if they wish to effectively compete and win in today’s...  View Details
Keywords: Cohort Analysis; Customers; Data and Data Sets; Segmentation; Analysis; Customer Value and Value Chain
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  • 2020
  • Article

The Upside to Feeling Worse Than Average (WTA): A Conceptual Framework to Understand When, How, and for Whom Worse-Than-Average Beliefs Have Long-Term Benefits
By: Ashley V. Whillans, Frances Chen and Alex Jordan
Our thoughts, feelings, and behaviors are shaped in critical ways by our beliefs about how we compare to other people. Past research has predominantly focused on the consequences of believing oneself to be better than average (BTA). Research on the consequences of...  View Details
Keywords: Worse Than Average; Better Than Average; Social Cognition; Self-perception; Social Comparisons; Identity; Perception; Personal Characteristics
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  • 2020
  • Book

Teaching by Heart: One Professor's Journey to Inspire
By: Thomas J. DeLong
The best teachers are leaders, and the best leaders are teachers. Teaching by Heart summarizes the author's key insights gained from more than 40 years of teaching and managing. It illustrates how teachers can both lift people up and let them down. It proposes...  View Details
Keywords: Teaching; Leadership; Attitudes; Management; Business Education
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  • March 2019
  • Case

HOPI: Turkey's Shopping Companion
By: Sunil Gupta, Donald Ngwe and Gamze Yucaoglu
The case opens in 2017 as Onur Erbay, CEO of HOPI, a multi-vendor loyalty platform, is contemplating a critical decision. The case chronicles the origins of Boyner Group, the parent company of HOPI and a major retailer in Turkey, and development of retail and customer...  View Details
Keywords: Loyalty Programs; Multi-vendor Platform; Retail; Big Data; Customer Relationship Management; Mobile Technology; Business Model; Data and Data Sets; Competitive Strategy; Decision Making; Technology Industry; Retail Industry; Turkey
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  • 2019
  • Working Paper

Communicating Resource Scarcity
By: Grant E. Donnelly, Anne Wilson, A.V. Whillans and Michael I. Norton
The development and maintenance of interpersonal relationships require investments of both money and time—resources that are often limited in supply, but in great demand. Indeed, consumers are regularly asked to dedicate their money and time to social engagements, and...  View Details
Keywords: Interpersonal Relationships; Time; Communication; Relationships; Money; Perception
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  • 2019
  • Article

Brokerage and Brokering: An Integrative Review and Organizing Framework for Third Party Influence
By: Nir Halevy, Eliran Halali and Julian Zlatev
Brokerage and brokering are pervasive and consequential organizational phenomena. Prevailing models underscore social structure and focus on the consequences that come from brokerage—occupying a bridging position between disconnected others in a network. By contrast,...  View Details
Keywords: Brokerage; Brokering; Social Interactions; Organizations; Relationships; Power and Influence; Framework
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  • 2019
  • Chapter

Teams and Team Effectiveness in Health Services Organizations
By: Bruce J. Fried and Amy C. Edmondson
Book Abstract: Completely updated to address the challenges faced by modern health care organizations, this edition of Shortell and Kaluzny's Health Care Management: Organization Design and Behavior offers a more global perspective on how the United States and...  View Details
Keywords: Groups and Teams; Performance Effectiveness; Health; Health Industry
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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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  • 2018
  • Book

A Crisis of Beliefs: Investor Psychology and Financial Fragility
By: Nicola Gennaioli and Andrei Shleifer
The collapse of Lehman Brothers in September 2008 caught markets and regulators by surprise. Although the government rushed to rescue other financial institutions from a similar fate after Lehman, it could not prevent the deepest recession in postwar history. A...  View Details
Keywords: Financial Fragility; Economic Risk; Investor Behavior; Behavioral Economics; Financial Crisis; Risk and Uncertainty; Financial Markets; Investment; Values and Beliefs; United States
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  • 2018
  • Chapter

Work and Workplace
By: Kai Ruggeri, Jana Berkessel, Jascha Achterberg, Gerhard M. Prinz, Alessandra Luna-Navarro, Jon M. Jachimowicz and A.V. Whillans
Work is a major part of many lives. While individual experiences with work will differ—from how long we work to what jobs we have and to what extent we enjoy them—almost everyone is affected by employment, whether they have a job or not. Decades of research in the...  View Details
Keywords: Workplace; Behavioral Insights; Retirement Savings; Working Conditions; Employees; Performance; Happiness; Health; Job Search; Change
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  • 2018
  • Chapter

Behavioral Insights for the Workplace
By: Kai Ruggeri, Jascha Achterberg, Jana Berkessel, Alessandra Luna-Navarro, Jon M. Jachimowicz and A.V. Whillans
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  • June 2018 (Revised November 2018)
  • Case

Innovation at Insigne Health
By: Srikant M. Datar, Linda A. Cyr and Caitlin N. Bowler
Insigne Health is a fictional for-profit, integrated health insurer/health care provider whose leadership believes that by shifting members’ focus from “sickness” to “well-being” it could increase the overall health of its insured population and decrease the resources...  View Details
Keywords: Design Thinking; Behavior Change; Chronic Disease; Health Care; Health Care and Treatment; Design; Behavior; Change; Innovation and Management
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  • May 2018
  • Article

Linda Babcock: Go-getter and Do-gooder
By: Max Bazerman, Iris Bohnet, Hannah Riley-Bowles and George Loewenstein
In this tribute to the 2007 recipient of the Jeffrey Z. Rubin Theory‐To‐Practice Award from the International Association for Conflict Management (IACM), we celebrate Linda Babcock's contributions to diverse lines of research, her tireless and effective efforts to put...  View Details
Keywords: Personal Development and Career; Biography; Research; Negotiation; Leadership; Practice
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  • 2018
  • Working Paper

The Upside to Feeling Worse than Average: A Conceptual Framework to Understand When, How, and for Whom Worse-than-Average Beliefs Have Long-Term Benefits
By: Ashley V. Whillans, Frances Chen and Alex Jordan
Our thoughts, feelings, and behaviors are shaped in critical ways by our beliefs about how we compare to other people. Past research has predominantly focused on the consequences of believing oneself to be better than average (BTA). Research on the consequences of...  View Details
Keywords: Identity; Perception; Personal Characteristics; Performance
Related
  • January–February 2018
  • Article

The Leader's Guide to Corporate Culture: How to Manage the Eight Critical Elements of Organizational Life
By: Boris Groysberg, Jeremiah Lee, Jesse Price and J. Yo-Jud Cheng
Executives are often confounded by culture, because much of it is anchored in unspoken behaviors, mindsets, and social patterns. But when properly managed, culture can help them achieve change and build organizations that will thrive in even the most trying times. In...  View Details
Keywords: Organizational Culture; Performance Effectiveness; Strategy; Organizational Change and Adaptation
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  • 2017
  • Chapter

Government and Organizations: Transforming Institutions Using Behavioral Insights
By: Abigail Dalton and Max Bazerman
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