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  • All HBS Web  (126)
    • Faculty Publications  (19)

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    • All HBS Web  (126)
      • Faculty Publications  (19)

      Escalation Of Commitment Remove Escalation Of Commitment →

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      Do Sell-Side Stock Analysts Exhibit Escalation of Commitment?
      Nonrational Escalation of Commitment in Negotiation
      → Search All HBS Web
      • January 2019 (Revised October 2019)
      • Case

      Rural Taobao: Alibaba's Expansion into Rural E-Commerce

      By: Tarun Khanna, Ryan Allen, Adam Frost and Wesley Koo
      Alibaba's Rural Taobao initiative had been launched in 2014 as a public service initiative to increase e-commerce adoption in China’s remote rural areas. In the first two iterations of the initiative, dubbed “1.0” and “2.0,” Alibaba had partnered with local businesses...  View Details
      Keywords: Strategy; Business Growth; Ecommerce; Corporate Social Responsibility; Business And Government; Emerging Market; Market Platforms; Online Technology; Emerging Markets; Rural Scope; Growth and Development Strategy; Competitive Strategy; Corporate Social Responsibility and Impact; Business and Government Relations; Decision Making; China
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      Khanna, Tarun, Ryan Allen, Adam Frost, and Wesley Koo. "Rural Taobao: Alibaba's Expansion into Rural E-Commerce." Harvard Business School Case 719-433, January 2019. (Revised October 2019.)
      • March 24, 2014
      • Article

      Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran

      By: James K. Sebenius
      While the Obama team deserves high marks for launching the interim talks, its approach doesn't sell the upside of a comprehensive deal persuasively enough to transform more Iranian skeptics into active supporters—a necessary condition for success if there is an...  View Details
      Keywords: Negotiations; Nuclear; Conflict Resolution; Winning Coalition; Blocking Coalition; Strategy; France; Germany; Iran; China; Great Britain; United States; Russia; Negotiation; International Relations; Conflict and Resolution; Public Administration Industry; France; Germany; Iran; China; Great Britain; United States; Russia
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      Sebenius, James K. "Like a Boss: How Corporate Negotiators Would Handle Nuclear Talks With Iran." ForeignPolicy.com (March 24, 2014).
      • 2011
      • Book

      Flying Without a Net: Turn Fear of Change into Fuel for Success

      By: Thomas J. DeLong
      Confronted by omnipresent threats of job loss and change, even the brightest among us are anxious. In response, we're hunkering down, blocking ourselves from new challenges. This response hurts us and our organizations, but we fear making ourselves even more vulnerable...  View Details
      Keywords: Leadership Style; Personal Development and Career; Problems and Challenges; Attitudes; Behavior
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      DeLong, Thomas J. Flying Without a Net: Turn Fear of Change into Fuel for Success. Boston: Harvard Business Review Press, 2011.
      • March 2011
      • Article

      Do Sell-Side Stock Analysts Exhibit Escalation of Commitment?

      By: John Beshears and Katherine L. Milkman
      This paper presents evidence that when an analyst makes an out-of-consensus forecast of a company's quarterly earnings that turns out to be incorrect, she escalates her commitment to maintaining an out-of-consensus view on the company. Relative to an analyst who was...  View Details
      Keywords: Escalation Of Commitment; Stock Market; Updating; Behavioral Economics; Motivation and Incentives; Behavior; Consumer Behavior; Financial Markets; Forecasting and Prediction
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      Beshears, John, and Katherine L. Milkman. "Do Sell-Side Stock Analysts Exhibit Escalation of Commitment?" Journal of Economic Behavior & Organization 77, no. 3 (March 2011): 304–317.
      • October 2007 (Revised July 2016)
      • Teaching Note

      Gordon Bethune at Continental Airlines

      By: Anthony J. Mayo
      A $385 million loss for the final months of fiscal year 1994 signaled Continental might go bankrupt. Could new CEO Gordon Bethune turn Continental around? Continental was in dire straits because the deregulation of the commercial airline industry in 1978 ushered in a...  View Details
      Keywords: Transformation; Insolvency and Bankruptcy; Profit; Leading Change; Organizational Change and Adaptation; Performance Improvement; Labor and Management Relations
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      Mayo, Anthony J. "Gordon Bethune at Continental Airlines." Harvard Business School Teaching Note 408-071, October 2007. (Revised July 2016.)
      • January 2006 (Revised July 2016)
      • Case

      Gordon Bethune at Continental Airlines

      By: Nitin Nohria, Anthony Mayo and Mark Benson
      A $385 million loss for the final months of fiscal year 1994 signaled Continental might go bankrupt. Could new CEO Gordon Bethune turn Continental around? Continental was in dire straits because the deregulation of the commercial airline industry in 1978 ushered in a...  View Details
      Keywords: Transformation; Insolvency and Bankruptcy; Profit; Leading Change; Organizational Change and Adaptation; Performance Improvement; Labor and Management Relations; Air Transportation Industry
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      Nohria, Nitin, Anthony Mayo, and Mark Benson. "Gordon Bethune at Continental Airlines." Harvard Business School Case 406-073, January 2006. (Revised July 2016.)
      • 2005
      • Book

      Levers of Organization Design: How Managers Use Accountability Systems for Greater Performance and Commitment

      By: R. Simons
      Keywords: Organizations; Design; Management; System; Performance
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      Simons, R. Levers of Organization Design: How Managers Use Accountability Systems for Greater Performance and Commitment. Boston: Harvard Business School Press, 2005.
      • February 2004
      • Column

      The Mind of the Negotiator: Escalation of Commitment

      By: Max H. Bazerman
      Keywords: Negotiation
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      Bazerman, Max H. "The Mind of the Negotiator: Escalation of Commitment." Negotiation 7, no. 2 (February 2004). (newsletter.)
      • October 2003 (Revised October 2004)
      • Case

      AT&T Canada (A)

      By: Andre F. Perold and Kwame C. Van Leeuwen
      AT&T Canada (ATTC) is a merger arbitrage situation where AT&T Corp. has a contractual commitment to purchase the shares of ATTC at an escalating formula price. However, ATTC's business is performing poorly, and its bonds are trading at significant discounts to par....  View Details
      Keywords: Agreements and Arrangements; Valuation; Mergers and Acquisitions; Investment; Telecommunications Industry; Canada
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      Perold, Andre F., and Kwame C. Van Leeuwen. "AT&T Canada (A)." Harvard Business School Case 204-087, October 2003. (Revised October 2004.)
      • 1999
      • Chapter

      Escalation and Negotiation: Two Central Themes in the Work of Jeffrey Z. Rubin

      By: K. A. Diekmann, A. E. Tenbrunsel and M. H. Bazerman
      Keywords: Negotiation
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      Diekmann, K. A., A. E. Tenbrunsel, and M. H. Bazerman. "Escalation and Negotiation: Two Central Themes in the Work of Jeffrey Z. Rubin." In Negotiation Eclectics: Essays in Memory of Jeffrey Z. Rubin, edited by D. Kolb. Cambridge, MA: Program on Negotiation at Harvard Law School, 1999.
      • spring 1994
      • Article

      Unilateral Commitments and the Importance of Process in Alliances

      By: R. Gulati, T. Khanna and N. Nohria
      Keywords: Alliances
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      Gulati, R., T. Khanna, and N. Nohria. "Unilateral Commitments and the Importance of Process in Alliances." MIT Sloan Management Review 35, no. 3 (spring 1994): 61–69.
      • spring 1994
      • Article

      Unilateral Commitments and the Importance of Process in Alliances

      By: Ranjay Gulati, Tarun Khanna and Nitin Nohria
      How the partners in an alliance view their joint venture can have much to do with its success or failure. Each partner fears that the other will get the larger payoff by acting opportunistically while it cooperates in good faith. The result is that both partners choose...  View Details
      Keywords: Management Style; Partners and Partnerships; Joint Ventures; Management Practices and Processes; Alliances; Trust; Game Theory
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      Gulati, Ranjay, Tarun Khanna, and Nitin Nohria. "Unilateral Commitments and the Importance of Process in Alliances." MIT Sloan Management Review 35, no. 3 (spring 1994): 61–69.
      • January 1993 (Revised June 1993)
      • Background Note

      Challenge of Commitment,The

      By: Michael Beer and Michael J. Gibbs
      Defines commitment, describes the psychological and organizational factors that underly it, and provides a comprehensive discussion of the policies and practices managers can employ to enhance commitment. Identifies control and commitment as two critical strategies...  View Details
      Keywords: Ethics; Governance Controls; Policy; Management Practices and Processes; Managerial Roles; Strategy
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      Beer, Michael, and Michael J. Gibbs. "Challenge of Commitment,The." Harvard Business School Background Note 493-046, January 1993. (Revised June 1993.)
      • June 1992
      • Article

      Nonrational Escalation of Commitment in Negotiation

      By: M. H. Bazerman and M. A. Neale
      Keywords: Negotiation
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      Bazerman, M. H., and M. A. Neale. "Nonrational Escalation of Commitment in Negotiation." European Management Journal 10, no. 2 (June 1992): 163–68.
      • 1980
      • Chapter

      Notes on the Meaning of Commitment to Organizations

      By: Rosabeth M. Kanter
      Keywords: Organizations; Emotions; Attitudes
      Citation
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      Kanter, Rosabeth M. "Notes on the Meaning of Commitment to Organizations." In Goodmeasure Publications. Cambridge, MA: Goodmeasure, Inc., 1980.
      • Article

      Capital Commitments and the High Cost of Money

      By: Samuel Hayes
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      Hayes, Samuel. "Capital Commitments and the High Cost of Money." Harvard Business Review 55, no. 3 (May–June 1977): 155–161.
      • November – December 1972
      • Article

      Commitment and the Internal Organization of Millenial Movements

      By: R. M. Kanter
      Citation
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      Kanter, R. M. "Commitment and the Internal Organization of Millenial Movements." American Behavioral Scientist 16 (November–December 1972): 219–43.
      • Research Summary

      Risk, Trust and Escalation Behavior of Owner Managers

      By: Cynthia A. Montgomery
      Professor Montgomery and Professor Deepak Malhotra (HBS), together with scientists from Harvard's Program on Evolutionary Dynamics, are studying risk-related decision making of owner managers in newly-founded and established companies.  This experimental...  View Details
      • August 1968
      • Article

      Commitment and Social Organization: A Study of Commitment Mechanisms in Utopian Communities

      By: R. M. Kanter
      Keywords: Organizations; Society
      Citation
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      Kanter, R. M. "Commitment and Social Organization: A Study of Commitment Mechanisms in Utopian Communities." American Sociological Review 35 (August 1968): 499–517. (Sociology: Students and Society, by J. Rabow. Los Angeles: Goodyear, 1972; Currents of Unrest: An Introduction to Collective Behavior, by O.E. Klapp. Englewood Cliffs, N.J.: Prentice Hall (Tables); Social Psychology for Sociologists, by D. Field. London: Nelson, 1974; The Sociology of Religion, by S. Bruce. Cheltenham, U.K.: Edward Elgar, 1994.)
      • 1

      Are you looking for?

      Do Sell-Side Stock Analysts Exhibit Escalation of Commitment?
      Nonrational Escalation of Commitment in Negotiation
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