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    • All HBS Web  (370)
      • Faculty Publications  (29)

      Framing Effects Remove Framing Effects →

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      • November–December 2022
      • Article

      Number One in Formula One: Leadership Lessons from Toto Wolff and Mercedes, the Team behind One of the Greatest Winning Streaks in All of Sports

      By: Anita Elberse
      Toto Wolff, the team principal for Mercedes-AMG Petronas—arguably the most impressive team in F1 racing history—has led his organization to unparalleled success. Mercedes earned the Constructors’ Championship (for best overall team performance) every year from 2014...  View Details
      Keywords: Formula One; Leadership; Organizational Culture; Management Style; Success
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      Elberse, Anita. "Number One in Formula One: Leadership Lessons from Toto Wolff and Mercedes, the Team behind One of the Greatest Winning Streaks in All of Sports." Harvard Business Review (November–December 2022): 70–78.
      • 2022
      • Book

      Democratize Work: The Case for Reorganizing the Economy

      By: Isabelle Ferreras, Julie Battilana and Dominique Méda
      What happens to a society—and a planet—when capitalism outgrows democracy? The tensions between democracy and capitalism are longstanding, and they have been laid bare by the social effects of COVID-19. The narrative of “essential workers” has provided thin cover for...  View Details
      Keywords: Democratic Capitalism; Essential Workers; Sustainability; Equality and Inequality; Climate Change; Social Issues
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      Ferreras, Isabelle, Julie Battilana, and Dominique Méda, eds. Democratize Work: The Case for Reorganizing the Economy. Chicago: University of Chicago Press, 2022.
      • Article

      Using Fresh Starts to Nudge Increased Retirement Savings

      By: John Beshears, Hengchen Dai, Katherine L. Milkman and Shlomo Benartzi
      We conducted a field experiment to study the effect of framing future moments in time as new beginnings (or “fresh starts”). University employees (N=6,082) received mailings with an opportunity to choose between increasing their contributions to a savings plan...  View Details
      Keywords: Choice Architecture; Randomized Field Experiment; Savings; New Beginning; Fresh Start; Saving; Retirement; Behavior
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      Beshears, John, Hengchen Dai, Katherine L. Milkman, and Shlomo Benartzi. "Using Fresh Starts to Nudge Increased Retirement Savings." Organizational Behavior and Human Decision Processes 167 (November 2021): 72–87.
      • 2021
      • Article

      Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors

      By: Jillian J. Jordan, Erez Yoeli and David Rand
      COVID-19 prevention behaviors may be seen as self-interested or prosocial. Using American samples from MTurk and Prolific (total n = 6,850), we investigated which framing is more effective—and motivation is stronger—for fostering prevention behavior intentions. We...  View Details
      Keywords: COVID-19; Prevention; Prosocial Motivation; Health Pandemics; Behavior; Motivation and Incentives
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      Jordan, Jillian J., Erez Yoeli, and David Rand. "Don't Get It or Don't Spread It: Comparing Self-interested versus Prosocial Motivations for COVID-19 Prevention Behaviors." Art. 20222. Scientific Reports 11 (2021).
      • 2019
      • Article

      Sustaining Open Innovation Through a 'Center of Excellence'

      By: Elizabeth E. Richard, Jeffrey R. Davis, Jin Hyun Paik and Karim R. Lakhani
      This paper presents NASA’s experience using a Center of Excellence (CoE) to scale and sustain an open innovation program as an effective problem-solving tool and includes strategic management recommendations for other organizations based on lessons...  View Details
      Keywords: Crowdsourcing; Culture Change; Open Innovation; Center Of Excellence; Collaborative Innovation and Invention; Organizational Culture; Change Management
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      Richard, Elizabeth E., Jeffrey R. Davis, Jin Hyun Paik, and Karim R. Lakhani. "Sustaining Open Innovation Through a 'Center of Excellence'." Strategy & Leadership 47, no. 3 (2019): 19–26.
      • 2019
      • Working Paper

      Connecting the Dots: Superordinate Framing Enhances the Value of Unimportant Tasks

      By: Jaewon Yoon, A.V. Whillans and Ed O'Brien
      Each day, people begrudgingly complete mundane tasks. Four experiments (N = 3,502; two pre-registered) reveal that a simple intervention—superordinate framing—can enhance people’s task experiences. In two initial experiments, working adults were asked to describe...  View Details
      Keywords: Superordinate Framing; Employees; Motivation and Incentives; Goals and Objectives; Mission and Purpose; Perspective
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      Yoon, Jaewon, A.V. Whillans, and Ed O'Brien. "Connecting the Dots: Superordinate Framing Enhances the Value of Unimportant Tasks." Harvard Business School Working Paper, No. 20-011, July 2019.
      • Article

      A Persuasive Peace: Syrian Refugees' Attitudes Towards Compromise and Civil War Termination

      By: Kristin Fabbe, Chad Hazlett and Tolga Sınmazdemir
      Civilians who have fled violent conflict and settled in neighboring countries are integral to processes of civil war termination. Contingent on their attitudes, they can either back peaceful settlements or support warring groups and continued fighting. Attitudes toward...  View Details
      Keywords: Refugees; War; Conflict and Resolution; Attitudes; Perspective; Syria
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      Fabbe, Kristin, Chad Hazlett, and Tolga Sınmazdemir. "A Persuasive Peace: Syrian Refugees' Attitudes Towards Compromise and Civil War Termination." Journal of Peace Research 56, no. 1 (January 2019): 103–117.
      • December 2018
      • Case

      Bata versus Relaxo—Analyzing Performance

      By: Suraj Srinivasan, Iris Leung and Quinn Pitcher
      Set in 2016, “Bata India versus Relaxo—Analyzing Performance” compares the strategies and financial performance of two Indian footwear companies. Bata India had long been the market leader in footwear in India, but its leading market position was being challenged by...  View Details
      Keywords: Finance; Strategy; Operations; Performance Evaluation; Financial Statements; Analysis; Apparel and Accessories Industry
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      Srinivasan, Suraj, Iris Leung, and Quinn Pitcher. "Bata versus Relaxo—Analyzing Performance." Harvard Business School Case 119-050, December 2018.
      • 2018
      • Working Paper

      Efficient Discovery of Heterogeneous Treatment Effects in Randomized Experiments via Anomalous Pattern Detection

      By: Edward McFowland III, Sriram Somanchi and Daniel B. Neill
      In the recent literature on estimating heterogeneous treatment effects, each proposed method makes its own set of restrictive assumptions about the intervention’s effects and which subpopulations to explicitly estimate. Moreover, the majority of the literature provides...  View Details
      Keywords: Causal Inference; Program Evaluation; Algorithms; Distributional Average Treatment Effect; Treatment Effect Subset Scan; Heterogeneous Treatment Effects
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      McFowland III, Edward, Sriram Somanchi, and Daniel B. Neill. "Efficient Discovery of Heterogeneous Treatment Effects in Randomized Experiments via Anomalous Pattern Detection." Working Paper, 2018. (2nd Round Revision.)
      • Article

      Pseudo-Set Framing

      By: Kate Barasz, Leslie John, Elizabeth A. Keenan and Michael I. Norton
      Pseudo-set framing—arbitrarily grouping items or tasks together as part of an apparent “set”—motivates people to reach perceived completion points. Pseudo-set framing changes gambling choices (Study 1), effort (Studies 2 and 3), giving behavior (Field Data and Study...  View Details
      Keywords: Framing Effects; Gestalt Psychology; Judgment; Judgments; Decision Making; Perception; Behavior
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      Barasz, Kate, Leslie John, Elizabeth A. Keenan, and Michael I. Norton. "Pseudo-Set Framing." Journal of Experimental Psychology: General 146, no. 10 (October 2017): 1460–1477.
      • August 2017
      • Article

      Incentives versus Reciprocity: Insights from a Field Experiment

      By: Doug J. Chung and Das Narayandas
      We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of...  View Details
      Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Salesforce Management; Compensation and Benefits
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      Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Journal of Marketing Research (JMR) 54, no. 4 (August 2017): 511–524. (Lead article.)
      • Article

      Highways and Spatial Location within Cities: Evidence from India

      By: Ejaz Ghani, Arti Grover Goswami and William R. Kerr
      We investigate the impact of the Golden Quadrilateral (GQ) highway project on the spatial organization and efficiency of manufacturing activity. The GQ project upgraded the quality and width of 3,633 miles of road in India. We use a difference-in-difference estimation...  View Details
      Keywords: Infrastructure; Transportation; India
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      Ghani, Ejaz, Arti Grover Goswami, and William R. Kerr. "Highways and Spatial Location within Cities: Evidence from India." World Bank Economic Review 30, Suppl. 1 (March 2017): S97–S108.
      • Article

      Selfishly Benevolent or Benevolently Selfish? When Self-interest Undermines versus Promotes Prosocial Behavior

      By: Julian Zlatev and Dale T. Miller
      Existing research shows that appeals to self-interest sometimes increase and sometimes decrease prosocial behavior. We propose that this inconsistency is in part due to the framings of these appeals. Different framings generate different salient reference points,...  View Details
      Keywords: Altruism; Charitable Giving; Framing; Prosocial Behavior; Reference Points; Self-interest; Philanthropy and Charitable Giving; Framework; Behavior
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      Zlatev, Julian, and Dale T. Miller. "Selfishly Benevolent or Benevolently Selfish? When Self-interest Undermines versus Promotes Prosocial Behavior." Organizational Behavior and Human Decision Processes 137 (November 2016): 112–122.
      • 2015
      • Working Paper

      Incentives versus Reciprocity: Insights from a Field Experiment

      By: Doug J. Chung and Das Narayandas
      We conduct a field experiment in which we vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, we model sales force performance to identify the effectiveness of...  View Details
      Keywords: Sales Force Compensation; Field Experiment; Heterogeneity; Loss Aversion; Reciprocity; Motivation and Incentives; Salesforce Management; Compensation and Benefits
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      Chung, Doug J., and Das Narayandas. "Incentives versus Reciprocity: Insights from a Field Experiment." Harvard Business School Working Paper, No. 15-084, April 2015. (Revised November 2015.)
      • Article

      Getting the Most Out of Giving: Concretely Framing a Prosocial Goal Maximizes Happiness

      By: Melanie Rudd, Jennifer Aaker and Michael I. Norton
      Across six field and laboratory experiments, participants assigned a more concretely-framed prosocial goal (e.g., making someone smile or increasing recycling) felt happier and reported creating greater personal happiness after performing a goal-directed act of...  View Details
      Keywords: Prosocial Behavior; Goal Framing; Affective Forecasting; Goals and Objectives; Happiness; Philanthropy and Charitable Giving
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      Rudd, Melanie, Jennifer Aaker, and Michael I. Norton. "Getting the Most Out of Giving: Concretely Framing a Prosocial Goal Maximizes Happiness." Journal of Experimental Social Psychology 54 (September 2014): 11–24.
      • August 2014
      • Article

      What Makes Annuitization More Appealing?

      By: John Beshears, James J. Choi, David Laibson, Brigitte C. Madrian and Stephen P. Zeldes
      We conduct and analyze two large surveys of hypothetical annuitization choices. We find that allowing individuals to annuitize a fraction of their wealth increases annuitization relative to a situation where annuitization is an "all or nothing" decision. Very few...  View Details
      Keywords: Annuity; Pension; Retirement Income; Framing; Annuities; Retirement
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      Beshears, John, James J. Choi, David Laibson, Brigitte C. Madrian, and Stephen P. Zeldes. "What Makes Annuitization More Appealing?" Special Issue on NBER Pensions. Journal of Public Economics 116 (August 2014): 2–16.
      • Summer 2013
      • Article

      A Tale of Two Stories: Sustainability and the Quarterly Earnings Call

      By: Robert G. Eccles and George Serafeim
      One of the challenges companies claim to face in making sustainability a core part of their strategy and operations is that the market does not care about sustainability, either in general or because the time frames in which it matters are too long. The response of...  View Details
      Keywords: Sustainability; Communication; Integrated Corporate Reporting; Investment; Environmental Sustainability
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      Eccles, Robert G., and George Serafeim. "A Tale of Two Stories: Sustainability and the Quarterly Earnings Call." Journal of Applied Corporate Finance 25, no. 3 (Summer 2013): 66–77.
      • 2012
      • Chapter

      Schumpeterian Competition and Diseconomies of Scope: Illustrations from the Histories of Microsoft and IBM

      By: Timothy F. Bresnahan, Shane Greenstein and Rebecca M. Henderson
      We address a longstanding question about the causes of creative destruction. Dominant incumbent firms, long successful in an existing technology, are often much less successful in new technological eras. This is puzzling, since a cursory analysis would suggest that...  View Details
      Keywords: Technological Innovation; Opportunities; Competition; Information Technology; Innovation and Management; Organizations; Relationships; Information Technology Industry
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      Bresnahan, Timothy F., Shane Greenstein, and Rebecca M. Henderson. "Schumpeterian Competition and Diseconomies of Scope: Illustrations from the Histories of Microsoft and IBM." In The Rate and Direction of Inventive Activity Revisited, edited by Josh Lerner and Scott Stern. University of Chicago Press, 2012.
      • February 2012
      • Article

      Walking the Talk in Multiparty Bargaining: An Experimental Investigation

      By: Kathleen L. McGinn, Katherine L. Milkman and Markus Noth
      We study the framing effects of communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference revealing, it may effectively frame bargaining around a logic of...  View Details
      Keywords: Competition; Negotiation Process; Fairness; Negotiation Types; Interpersonal Communication; Game Theory; Cooperation
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      McGinn, Kathleen L., Katherine L. Milkman, and Markus Noth. "Walking the Talk in Multiparty Bargaining: An Experimental Investigation." Journal of Economic Psychology 33, no. 1 (February 2012).
      • 2009
      • Working Paper

      Walking the Talk in Multiparty Bargaining: An Experimental Investigation

      By: Kathleen L. McGinn, Katherine L Milkman and Markus Noth
      We study the framing effects of communication in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference-revealing, it may effectively frame bargaining around a logic of fairness or...  View Details
      Keywords: Equality and Inequality; Competition; Negotiation Process; Negotiation Types; Fairness; Interpersonal Communication; Game Theory; Cooperation
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      McGinn, Kathleen L., Katherine L Milkman, and Markus Noth. "Walking the Talk in Multiparty Bargaining: An Experimental Investigation." Harvard Business School Working Paper, No. 10-039, November 2009.
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