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Publications

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      • Faculty Publications  (213)

      Field Experiments Remove Field Experiments →

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      Behavioral Empirics and Field Experiments
      What We Can Learn from Five Naturalistic Field Experiments that Failed to Shift Commuter Behaviour
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      • February 2021
      • Case

      Barbarians at the Gate or Turnaround Gurus? Private Equity and the Rise of the LBO

      By: Tom Nicholas and John Masko
      During the 1980s, leveraged buyouts (LBOs) and the private equity (PE) firms responsible for carrying them out revolutionized both investment and management in the U.S. Between 1980 and 1989, buyout activity in the U.S. surged from $1 billion per year to $60 billion....  View Details
      Keywords: Leveraged Buyouts; Mergers And Acquisitions; Business Conglomerates; Restructuring; Borrowing And Debt; Private Equity; Bonds; Investment Return; Institutional Investing; Profit Sharing; Business History; Management Style; Private Ownership; Performance Effectiveness; Value Creation; Financial Services Industry; United States
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      Nicholas, Tom, and John Masko. "Barbarians at the Gate or Turnaround Gurus? Private Equity and the Rise of the LBO." Harvard Business School Case 821-016, February 2021.
      • 2020
      • Working Paper

      From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network

      By: Shelley Xin Li and Tatiana Sandino
      We examine the effects of a best practices initiative on an enterprise social network (ESN) with a natural field experiment in a large grocery store chain. Our results do not show an immediate improvement in sales, but do show 3.67-percent higher sales for the...  View Details
      Keywords: Retail; Knowledge Sharing; Best Practices; Enterprise Social Media; Management Accounting And Control Systems; Knowledge Sharing; Management Systems; Europe
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      Li, Shelley Xin, and Tatiana Sandino. "From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network." Harvard Business School Working Paper, No. 21-085, February 2021.
      • February 2021
      • Article

      How Transparency into Internal and External Responsibility Initiatives Influences Consumer Choice

      By: Ryan W. Buell and Basak Kalkanci
      Amid growing calls for transparency and social and environmental responsibility, companies are employing different strategies to improve consumer perceptions of their brands. Some pursue internal initiatives that reduce their negative social or environmental impacts...  View Details
      Keywords: Sustainable Operations; Corporate Social Responsibility; Operational Transparency; Corporate Social Responsibility And Impact; Operations; Environmental Sustainability; Consumer Behavior; Perception
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      Buell, Ryan W., and Basak Kalkanci. "How Transparency into Internal and External Responsibility Initiatives Influences Consumer Choice." Management Science 67, no. 2 (February 2021): 932–950.
      • January–February 2021
      • Article

      Food and Drug Administration Guidance Documents and New Medical Devices: The Case of Breast Prostheses

      By: Rachel E. Weitzman, Ariel Dora Stern and Daniel B. Kramer
      As pressure mounts on the Food and Drug Administration (FDA) to speed its review process for novel devices, and budgetary pressures further strain its resources, the critical role of guidance documents in assuring consistent, rigorous, and scientifically grounded...  View Details
      Keywords: Medical Devices; Fda; Health Care And Treatment; Government Administration; Information; Standards
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      Weitzman, Rachel E., Ariel Dora Stern, and Daniel B. Kramer. "Food and Drug Administration Guidance Documents and New Medical Devices: The Case of Breast Prostheses." American Journal of Therapeutics 28, no. 1 (January–February 2021).
      • January–February 2021
      • Article

      Between Home and Work: Commuting as an Opportunity for Role Transitions

      By: Jon M. Jachimowicz, Julia Lee Cunningham, Bradley Staats, Francesca Gino and Jochen I. Menges
      Across the globe, every workday people commute an average of 38 minutes each way, yet surprisingly little research has examined the implications of this daily routine for work-related outcomes. Integrating theories of boundary work, self-control, and work-family...  View Details
      Keywords: Commuting; Boundary Work; Self-control; Work-family Conflict; Prospection; Transition
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      Jachimowicz, Jon M., Julia Lee Cunningham, Bradley Staats, Francesca Gino, and Jochen I. Menges. "Between Home and Work: Commuting as an Opportunity for Role Transitions." Organization Science 32, no. 1 (January–February 2021): 64–85.
      • 2021
      • Working Paper

      The Psychosocial Impacts of Forced Idleness

      By: Reshmaan Hussam, Erin M. Kelley, Gregory Lane and Fatima Zahra
      Social scientists have long posited that employment may deliver psychological utility beyond the value of income alone. Existing literature, however, suffers from problems of selection into employment and an inability to disentangle the pecuniary and non-pecuniary...  View Details
      Keywords: Psychosocial Wellbeing; Employment; Refugees; Social Psychology; Well-being
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      Hussam, Reshmaan, Erin M. Kelley, Gregory Lane, and Fatima Zahra. "The Psychosocial Impacts of Forced Idleness." Working Paper, January 2021.
      • December 2020 (Revised February 2021)
      • Case

      IBM Watson at MD Anderson Cancer Center

      By: Shane Greenstein, Mel Martin and Sarkis Agaian
      After discovering that their cancer diagnostic tool, designed to leverage the cloud computing power of IBM Watson, needed greater integration into the clinical processes at the MD Anderson Cancer Center, the development team had difficult choices to make. The Oncology...  View Details
      Keywords: Decision Making; Innovation Strategy; Knowledge Management; Knowledge Use And Leverage; Operations; Failure; Technology; Information Technology; Software; Health Care And Treatment; Product Development; Health Industry; Information Technology Industry; Technology Industry; United States; Houston; Texas
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      Greenstein, Shane, Mel Martin, and Sarkis Agaian. "IBM Watson at MD Anderson Cancer Center." Harvard Business School Case 621-022, December 2020. (Revised February 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.
      • 2020
      • Working Paper

      The Role of Constraints in Creative Problem-Solving: Field Experimental Evidence from a Community Crowdsourcing Program in a Consumer Electronics Company

      By: Daniel Ehls, Karim R. Lakhani and Jacqueline N. Lane
      The role of constraints in the problem solving process has been a central line of inquiry in the creativity and innovation literature with ongoing debates of whether constraints imposed on creative problem solvers diminish or enhance their efforts and outputs. We...  View Details
      Keywords: Problem Solving; Constraints; Crowdsourcing; Field Experiment; Problems And Challenges; Creativity; Collaborative Innovation And Invention
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      Ehls, Daniel, Karim R. Lakhani, and Jacqueline N. Lane. "The Role of Constraints in Creative Problem-Solving: Field Experimental Evidence from a Community Crowdsourcing Program in a Consumer Electronics Company." Harvard Business School Working Paper, No. 21-068, December 2020.
      • December 2020
      • Article

      Why Connect? Moral Consequences of Networking with a Promotion or Prevention Focus

      By: F. Gino, T. Casciaro and M. Kouchaki
      Networks are a key source of social capital for achieving goals in professional and personal settings. Yet, despite the clear benefits of having an extensive network, individuals often shy away from the opportunity to create new connections because engaging in...  View Details
      Keywords: Networking; Impurity; Morality; Motivation; Regulatory Focus; Networks; Attitudes; Moral Sensibility
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      Gino, F., T. Casciaro, and M. Kouchaki. "Why Connect? Moral Consequences of Networking with a Promotion or Prevention Focus." Journal of Personality and Social Psychology 119, no. 6 (December 2020).
      • 2020
      • Working Paper

      The Twofold Effect of Customer Retention in Freemium Settings

      By: Eva Ascarza, Oded Netzer and Julian Runge
      The main tradeoff in designing freemium services is how much of the product to offer for free. At the heart of such a tradeoff is the balancing act of providing a valuable free product in order to acquire and engage consumers, while making the free product limited...  View Details
      Keywords: Freemium; Retention; Retention/churn; Field Experiment; Field Experiments; Gaming; Gaming Industry; Mobile App; Mobile App Industry; Monetization; Monetization Strategy; Games, Gaming, And Gambling; Mobile Technology; Customers; Retention; Product Design; Strategy
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      Ascarza, Eva, Oded Netzer, and Julian Runge. "The Twofold Effect of Customer Retention in Freemium Settings." Harvard Business School Working Paper, No. 21-062, November 2020.
      • 2020
      • Working Paper

      'Repayment-by-Purchase' Helps Consumers to Reduce Credit Card Debt

      By: Grant E. Donnelly, Cait Lamberton, Stephen Bush, Zoe Chance and Michael I. Norton
      Many consumers struggle to repay their credit card debt, in part because paying small portions of large bills often feels fruitless. We introduce a novel credit card payment option—repayment-by-purchase—and examine its influence on both the amount consumers’ repay and...  View Details
      Keywords: Consumer Debt; Goal Pursuit; Goal Progress; Financial Decison-making; Personal Finance; Credit Cards; Borrowing And Debt; Goals And Objectives; Motivation And Incentives; Decision Making
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      Donnelly, Grant E., Cait Lamberton, Stephen Bush, Zoe Chance, and Michael I. Norton. "'Repayment-by-Purchase' Helps Consumers to Reduce Credit Card Debt." Harvard Business School Working Paper, No. 21-060, November 2020.
      • 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.
      • 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.
      • September–October 2020
      • Article

      Managing Churn to Maximize Profits

      By: Aurelie Lemmens and Sunil Gupta
      Customer defection threatens many industries, prompting companies to deploy targeted, proactive customer retention programs and offers. A conventional approach has been to target customers either based on their predicted churn probability or their responsiveness to a...  View Details
      Keywords: Churn Management; Defection Prediction; Loss Function; Stochastic Gradient Boosting; Customer Relationship Management; Consumer Behavior; Profit
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      Lemmens, Aurelie, and Sunil Gupta. "Managing Churn to Maximize Profits." Marketing Science 39, no. 5 (September–October 2020): 956–973.
      • August 2020
      • Article

      Workplace Knowledge Flows

      By: Jason Sandvik, Richard Saouma, Nathan Seegert and Christopher Stanton
      We conducted a field experiment in a sales firm to test whether improving knowledge flows between coworkers affects productivity. Our design allows us to compare different management practices and to isolate whether frictions to knowledge transmission primarily reside...  View Details
      Keywords: Knowledge Sharing; Interpersonal Communication; Employees; Performance Productivity; Sales; Motivation And Incentives
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      Sandvik, Jason, Richard Saouma, Nathan Seegert, and Christopher Stanton. "Workplace Knowledge Flows." Quarterly Journal of Economics 135, no. 3 (August 2020): 1635–1680.
      • Article

      Forgoing Earned Incentives to Signal Pure Motives

      By: Erika L. Kirgios, Edward H. Chang, Emma E. Levine, Katherine L. Milkman and Judd B. Kessler
      Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are...  View Details
      Keywords: Incentives; Motivation Laundering; Self-signaling; Motivation And Incentives; Behavior; Perception
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      Kirgios, Erika L., Edward H. Chang, Emma E. Levine, Katherine L. Milkman, and Judd B. Kessler. "Forgoing Earned Incentives to Signal Pure Motives." Proceedings of the National Academy of Sciences 117, no. 29 (July 21, 2020): 16891–16897.
      • 2020
      • Working Paper

      When Do Experts Listen to Other Experts? The Role of Negative Information in Expert Evaluations for Novel Projects

      By: Jacqueline N. Lane, Misha Teplitskiy, Gary Gray, Hardeep Ranu, Michael Menietti, Eva C. Guinan and Karim R. Lakhani
      The evaluation of novel projects lies at the heart of scientific and technological innovation, and yet literature suggests that this process is subject to inconsistency and potential biases. This paper investigates the role of information sharing among experts as the...  View Details
      Keywords: Project Evaluation; Innovation; Knowledge Frontier; Negativity Bias; Projects; Innovation And Invention; Information; Diversity; Judgments
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      Lane, Jacqueline N., Misha Teplitskiy, Gary Gray, Hardeep Ranu, Michael Menietti, Eva C. Guinan, and Karim R. Lakhani. "When Do Experts Listen to Other Experts? The Role of Negative Information in Expert Evaluations for Novel Projects." Harvard Business School Working Paper, No. 21-007, July 2020. (Revised November 2020.)
      • July 2020
      • Article

      Tell It Like It Is: When Politically Incorrect Language Promotes Authenticity

      By: J. Schroeder, M. Rosenblum and F. Gino
      When a person’s language appears political—such as being politically correct or incorrect—it can influence fundamental impressions of him or her. Political correctness is “using language or behavior to seem sensitive to others’ feelings, especially those others who...  View Details
      Keywords: Language; Interpersonal Communication; Perception
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      Schroeder, J., M. Rosenblum, and F. Gino. "Tell It Like It Is: When Politically Incorrect Language Promotes Authenticity." Journal of Personality and Social Psychology 119, no. 1 (July 2020): 75–103.
      • 2020
      • Article

      A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

      By: Doug J. Chung, Byungyeon Kim and Niladri B. Syam
      Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal role...  View Details
      Keywords: Sales Compensation; Sales Management; Sales Strategy; Principal-agent Theory; Structural Econometrics; Field Experiments; Machine Learning; Artificial Intelligence; Salesforce Management; Compensation And Benefits; Motivation And Incentives
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      Chung, Doug J., Byungyeon Kim, and Niladri B. Syam. "A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?" Foundations and Trends® in Marketing 14, no. 1 (2020): 1–52.
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      What We Can Learn from Five Naturalistic Field Experiments that Failed to Shift Commuter Behaviour
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