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  • March 2023
  • Article

Giving-by-proxy Triggers Subsequent Charitable Behavior
By: Samantha Kassirer, Jillian J. Jordan and Maryam Kouchaki
How can we foster habits of charitable giving? Here, we investigate the potential power of giving-by-proxy experiences, drawing inspiration from a growing trend in marketing and corporate social responsibility contexts in which organizations make charitable...  View Details
Keywords: Corporate Social Responsibility and Impact; Philanthropy and Charitable Giving; Behavior
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  • 2023
  • Working Paper

Summarizing the Mental Customer Journey
By: Julian De Freitas, Ahmet Uğuralp, Zeliha Uğuralp, Pechthida Kim and Tomer Ullman
How do consumers summarize and act on their experiences, as when deciding whether an interaction with a firm was satisfying and whether to buy from it? Previous work on the summary of continuous experiences has tended to focus on a handful of experience patterns and...  View Details
Keywords: Customer Experience; Customer Journey; Natural Language Processing; Summarization; Customer Satisfaction; Outcome or Result; Decision Choices and Conditions
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  • January–February 2023
  • Article

The Overlooked Key to a Successful Scale-Up
By: Jeffrey F. Rayport, Davide Sola and Martin Kupp
Many start-ups experience enormous popularity and runaway growth, but only a few go on to become stable giants. What separates them from the pack? They all go through a developmental stage called extrapolation, say three business school professors.
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Keywords: Entrepreneurship And Strategy; Scalability; Business Startups; Growth and Development Strategy; Entrepreneurship
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  • 2022
  • Working Paper

Getting on the Map: The Impact of Online Listings on Business Performance
By: Michael Luca, Abhishek Nagaraj and Gauri Subramani
We evaluate the extent to which small businesses maintain an online presence, looking at restaurant listings on a major online review platform. While the majority of restaurants have an online presence, we find that roughly 18 percent in our sample have no presence as...  View Details
Keywords: Small Business; Internet and the Web; Revenue; Digital Marketing; Food and Beverage Industry
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  • 2022
  • Working Paper

Nailing Prediction: Experimental Evidence on the Value of Tools in Predictive Model Development
By: Daniel Yue, Paul Hamilton and Iavor Bojinov
Predictive model development is understudied despite its importance to modern businesses. Although prior discussions highlight advances in methods (along the dimensions of data, computing power, and algorithms) as the primary driver of model quality, the value of tools...  View Details
Keywords: Analytics and Data Science
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  • 2022
  • Working Paper

Pay-As-You-Go Insurance: Experimental Evidence on Consumer Demand and Behavior
By: Ray Kluender
Pay-as-you-go contracts reduce minimum purchase requirements which may increase market participation. We randomize the introduction and price(s) of a novel pay-as-you-go contract to the California auto insurance market where 17 percent of drivers are uninsured. The...  View Details
Keywords: Contracts; Market Participation; Consumer Behavior; Price; Insurance Industry
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  • 2022
  • Working Paper

Stories, Statistics and Memory
By: Thomas Graeber, Christopher Roth and Florian Zimmermann
For most decisions, we rely on information encountered over the course of days, months or years. We consume this information in various forms, including abstract summaries of multiple data points – statistics – and contextualized anecdotes about individual instances...  View Details
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  • December 2022
  • Article

'Just Letting You Know…': Underestimating Others' Desire for Constructive Feedback
By: Nicole Abi-Esber, Jennifer E. Abel, Juliana Schroeder and Francesca Gino
People often avoid giving feedback to others even when it would help fix a problem immediately. Indeed, in a pilot field study (N=155), only 2.6% of individuals provided feedback to survey administrators that the administrators had food or marker on their faces....  View Details
Keywords: Feedback; Helping; Prosocial Behavior; Misprediction; Relationships; Interpersonal Communication; Perspective
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  • December 13, 2022
  • Article

6 Ways Companies Fail to Help Workers Grow
By: Joseph Fuller, Matthew Sigelman and Nik Dawson
The authors recently studied Fortune 250 companies and ranked them based on the lived experience of three million of their U.S. workers. One of their key findings was that even top-ranked firms fail to deliver consistently on worker advancement. To understand why this...  View Details
Keywords: Personal Development and Career; Training; Business Model; Outcome or Result; Performance Evaluation; Opportunities
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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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  • December 2022
  • Article

The Emotional Rewards of Prosocial Spending Are Robust and Replicable in Large Samples
By: Lara B. Aknin, Elizabeth W. Dunn and Ashley V. Whillans
Past studies show that spending money on other people—prosocial spending—increases a person’s happiness. However, foundational research on this topic was conducted prior to psychology’s credibility revolution (or “replication crisis”), so it is essential to ask...  View Details
Keywords: Happiness; Money
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  • December 2022
  • Article

The Task Bind: Explaining Gender Differences in Managerial Tasks and Performance
By: Alexandra C. Feldberg
This multi-method study of managers in a grocery chain identifies a novel mechanism by which threats of gender stereotypes undermine women’s ability to be effective managers. I find that women managers face a task bind, a dilemma that managers experience as they try to...  View Details
Keywords: Gender Stereotypes; Gender; Managerial Roles; Performance Expectations
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  • November–December 2022
  • Article

Your Company Needs a Space Strategy. Now.
By: Matthew Weinzierl, Prithwiraj (Raj) Choudhury, Tarun Khanna, Alan MacCormack and Brendan Rosseau
Space is becoming a potential source of value for businesses across a range of sectors, including agriculture, pharmaceuticals, consumer goods, and tourism. To understand what the opportunities are for your company, the authors advise you to consider the four ways in...  View Details
Keywords: Space Strategy; Emerging Markets; Natural Resources; Analytics and Data Science; Organizational Change and Adaptation; Adaptation; Competition; Aerospace Industry
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  • 2022
  • Working Paper

Between Human Dignity and Security: Identifying Citizen and Elite Preferences and Concerns over Refugee Reception
By: Kristin Fabbe, Eleni Kyrkopoulou and Mara Vidali
Under what conditions do citizens and elites support the creation of migrant and refugee hosting facilities in their area, and what types of facilities do they prefer? What types of concerns underlay these preferences and how do they differ by ideology and elite...  View Details
Keywords: National Security; Immigration; Refugees; Human Needs; Public Opinion; Greece
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  • November 2022
  • Teaching Note

Carvana: Pioneering the Online Car Buying Experience and Carvana (B): Managing Through The Pandemic and Aiming Higher: 2020 and 2021
By: Robert J. Dolan
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  • November 15, 2022
  • Article

Using Simulations to Upskill Employees
By: Frank V. Cespedes, Trond Aas, Alex Hunt and Huw Newton-Hill
Reskilling employees tops the agenda in many organizations, according to a LinkedIn report. Korn Ferry estimates an 85-million person talent shortage by 2030, and McKinsey likens the challenge to the shift from agricultural to manufacturing work that occurred in the...  View Details
Keywords: Employee Engagement; Managing People; Talent Development; Training; Human Capital; Experience and Expertise; Talent and Talent Management; Retention; Personal Development and Career
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  • November 2022
  • Article

My Boss' Passion Matters as Much as My Own: The Interpersonal Dynamics of Passion Are a Critical Driver of Performance Evaluations
By: Jon M. Jachimowicz, Andreas Wihler and Adam D. Galinsky
Companies often celebrate employees who successfully pursue their passion. Academic research suggests that these positive evaluations occur because of the passion percolating inside the employee. We propose that supervisors are also a key piece of this puzzle:...  View Details
Keywords: Passion; Job Performance; Motivation; Emotions; Performance Evaluation; Interpersonal Communication
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  • November 2022
  • Article

The Psychosocial Value of Employment: Evidence from a Refugee Camp
By: Reshmaan Hussam, Erin M. Kelley, Gregory Lane and Fatima Zahra
Employment may be important to wellbeing for reasons beyond its role as an income source. This paper presents a causal estimate of the psychosocial value of employment in refugee camps in Bangladesh. We involve 745 individuals in a field experiment with three arms: a...  View Details
Keywords: Psychosocial Wellbeing; Employment; Refugees; Well-being
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  • 2022
  • Working Paper

The Causes and Consequences of Ethnic Violence in Myanmar
By: C. Austin Davis, Paula Lopez-Pena, A. Mushfiq Mobarak and Jaya Wen
The Rohingya crisis is a severe, ongoing conflict involving large-scale violence and forced displacement, yet its causes are contested and its consequences lack systematic documentation. We marshal a variety of existing and original data to shed light on its drivers,...  View Details
Keywords: War; Conflict and Resolution; Motivation and Incentives; Developing Countries and Economies; Myanmar
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  • 2022
  • Working Paper

When Less Is More: Using Short-term Signals to Overcome Systematic Bias in Long-run Targeting
By: Ta-Wei Huang and Eva Ascarza
Firms are increasingly interested in developing targeted interventions for customers with the best response. Doing so requires firms to identify differences in customer sensitivity, which they often obtain using uplift modeling (i.e., heterogeneous treatment effect...  View Details
Keywords: Long-run Targeting; Heterogeneous Treatment Effect; Statistical Surrogacy; Customer Churn; Field Experiments; Consumer Behavior; Customer Focus and Relationships; AI and Machine Learning; Marketing
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