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  • August 2023
  • Case

Toby Norman: Is Passion Enough for Simprints to Thrive?
By: Jon M. Jachimowicz, Amram Migdal and Max Hancock
As co-founder and CEO of Simprints—a social enterprise with the mission to “transform the way the world fights poverty"—Toby Norman was at a crossroads. His organization had developed ground-breaking technology used to verify aid delivery, reached more than 2.5 million...  View Details
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  • August 2023
  • Technical Note

Two Ways of Pursuing a Calling
By: Leslie Perlow and Hannah Weisman
Work can be a means to a financial end, a stepping stone to higher-level jobs, or a meaningful end in itself: a calling. The technical note provides an overview of two different ways people can pursue a calling: with an internal focus or external focus.  View Details
Keywords: Personal Development and Career; Job Search; Job Design and Levels; Happiness; Identity; Well-being; Motivation and Incentives; Human Needs; Satisfaction; Mission and Purpose; Health Industry; Music Industry; Education Industry; Fine Arts Industry; Motion Pictures and Video Industry
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  • May–June 2023
  • Article

Unmasking Behaviors During the Pandemic with Video Analytics
By: Shunyuan Zhang, Kaiquan Xu and Kannan Srinivasan
In 2020, as the novel coronavirus spread globally, face masks were recommended in public settings to protect against and slow down viral transmission. People complied to varying extents, and their reactions may have been driven by a variety of psychological factors....  View Details
Keywords: COVID-19 Pandemic; Social Influence; Social Norms; Health Pandemics; Behavior
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  • April 19, 2023
  • Editorial

Extreme Views Are More Attractive Than Moderate Ones
By: Amit Goldenberg
Do you ever feel like everyone on social media has a more extreme viewpoint than your own? We often blame social media companies for the cacophony of politically extreme opinions around us. After all, these companies are generally motivated to promote the most...  View Details
Keywords: Social Media; Networks
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  • April 2023
  • Article

Learning Down to Train Up: Mentors Are More Effective When They Value Insights from Below
By: Ting Zhang, Dan Wang and Adam D. Galinsky
Although mentorship is vital for individual success, potential mentors often view it as a costly burden. To understand what motivates mentors to overcome this barrier and more fully engage with their mentees, we introduce a new construct, learning direction, which...  View Details
Keywords: Mentoring; Learning Direction; Interpersonal Communication; Learning; Leadership Development
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  • March 2023 (Revised May 2023)
  • Case

OneTen at Delta Air Lines: Catalyzing Family-Sustaining Careers for Black Talent (A)
By: Linda A. Hill and Lydia Begag
It was December 10, 2020, and Ed Bastian, the Chief Executive Officer (CEO) of Delta Air Lines (Delta), had just finished a meeting with Joanne Smith, Executive Vice President and Chief People Officer, and Keyra Lynn Johnson, the Chief Diversity and Inclusion Officer....  View Details
Keywords: Recruitment; Training; Race; Equality and Inequality; Corporate Social Responsibility and Impact; Job Design and Levels; Air Transportation Industry; United States
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  • 2023
  • Working Paper

'It Wouldn’t Have Mattered Anyway': When Overdetermined Outcomes Justify Our Sins
By: Stephanie C. Lin, Julian J. Zlatev and Dale T. Miller
We identify and document an “overdetermined outcome defense” which occurs when one learns that circumstances besides one’s own actions were sufficient to produce a negative effect (e.g., deciding not to go to the gym, but later discovering that the gym had been...  View Details
Keywords: Moral Sensibility; Decision Making; Outcome or Result; Behavior
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  • 2022
  • Article

Rapid Growth of Remote Patient Monitoring Is Driven by a Small Number of Primary Care Providers
By: Mitchell Tang, Ateev Mehrotra and Ariel Dora Stern
Growing enthusiasm for remote patient monitoring has been motivated by the hope that it can improve care for patients with poorly controlled chronic illness. In a national commercially insured population in the U.S., we found that billing for remote patient monitoring...  View Details
Keywords: Remote Monitoring; Medical Billing; Health Care Costs; Telehealth; Diabetes; Chronic Disease; Insurance Claims; Diseases; Primary Care Providers; COVID-19 Pandemic; Health Care and Treatment; Insurance; Cost; Health Industry; United States
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  • September 2022
  • Article

The Limits of Inconspicuous Incentives
By: Leslie K. John, Hayley Blunden, Katherine Milkman, Luca Foschini and Bradford Tuckfield
Managers and policymakers regularly rely on incentives to encourage valued behaviors. While incentives are often successful, there are also notable and surprising examples of their ineffectiveness. Why? We propose a contributing factor may be that they are not...  View Details
Keywords: Motivation and Incentives; Behavior
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  • August 30, 2022
  • Article

School Choice Increases Racial Segregation Even When Parents Do Not Care About Race
By: Kalinda Ukanwa, Aziza C. Jones and Broderick L. Turner Jr.
This research examines how school choice impacts school segregation. Specifically, this work demonstrates that even if parents do not take the racial demographics of schools into account, preference differences between Black and White parents for other school...  View Details
Keywords: Decision Choices and Conditions; Race; Policy; Early Childhood Education; Middle School Education; Secondary Education
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  • 2022
  • Article

How to Choose a Default
By: John Beshears, Richard T. Mason and Shlomo Benartzi
We have developed a model for setting a default when a population is choosing among ordered choices—that is, ones listed in ascending or descending order. A company, for instance, might want to set a default contribution rate that will increase employees’ average...  View Details
Keywords: Nudge; Choice Architecture; Behavioral Economics; Behavioral Science; Default; Savings; Decision Choices and Conditions; Behavior; Motivation and Incentives
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  • May 2022 (Revised April 2023)
  • Case

LOOP: Driving Change in Auto Insurance Pricing
By: Elie Ofek and Alicia Dadlani
John Henry and Carey Anne Nadeau, co-founders and co-CEOs of LOOP, an insurtech startup based in Austin, Texas, were on a mission to modernize the archaic $250 billion automobile insurance market. They sought to create equitably priced insurance by eliminating pricing...  View Details
Keywords: AI and Machine Learning; Technological Innovation; Equality and Inequality; Prejudice and Bias; Growth and Development Strategy; Customer Relationship Management; Price; Insurance Industry; Financial Services Industry
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  • Article

Developing a Digital Mindset: How to Lead Your Organization into the Age of Data, Algorithms, and AI
By: Tsedal Neeley and Paul Leonardi
Learning new technological skills is essential for digital transformation. But it is not enough. Employees must be motivated to use their skills to create new opportunities. They need a digital mindset: a set of attitudes and behaviors that enable people and...  View Details
Keywords: Machine Learning; AI; Information Technology; Transformation; Competency and Skills; Employees; Technology Adoption; Leading Change; Digital Transformation
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  • Article

The Conversational Circumplex: Identifying, Prioritizing, and Pursuing Informational and Relational Motives in Conversation
By: Michael Yeomans, Maurice E. Schweitzer and Alison Wood Brooks
The meaning of success in conversation depends on people’s goals. Often, individuals pursue multiple goals simultaneously, such as establishing shared understanding, making a favorable impression, and persuading a conversation partner. In this article, we introduce a...  View Details
Keywords: Conversation; Goal Pursuit; Communication; Interpersonal Communication; Goals and Objectives; Framework
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  • January 2022 (Revised November 2023)
  • Case

Expanding the Culture of Learning at Kraft Heinz
By: Ashley V. Whillans and Carolyn Watson
The Kraft Heinz Company (KHC) was an American food company formed in 2015 by the merger of Kraft Foods Group, Inc and the H.J. Heinz Company. The company sold food products like Heinz Ketchup, Kraft Mac & Cheese, Kool-Aid, and Philadelphia cream cheese to supermarkets,...  View Details
Keywords: Learning; Culture; Work Culture; Workplace Practices; Mergers; Mergers and Acquisitions; Competitive Advantage; Human Capital; Training; Performance Evaluation; Growth and Development; Personal Development and Career; Employee Relationship Management; Organizational Change and Adaptation; Organizational Culture; Food and Beverage Industry
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  • January 10, 2022
  • Article

The Secret Ingredient of Thriving Companies? Human Magic
By: Hubert Joly
The traditional corporate approach to motivating people has been a combination of carrots and sticks: a system of financial incentives designed to mobilize everyone around a plan designed by a few smart people at the top. Multiple studies have confirmed that, for any...  View Details
Keywords: Meaning; Purpose; Organizational Culture; Employees; Motivation and Incentives; Performance
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  • January 2022
  • Article

Rational Habit Formation: Experimental Evidence from Handwashing in India
By: Reshmaan Hussam, Atonu Rabbani, Giovanni Reggiani and Natalia Rigol
We test the predictions of the rational addiction model, reconceptualized as rational habit formation, in the context of handwashing in rural India. To track handwashing, we design soap dispensers with timed sensors. We test for rational habit formation by informing...  View Details
Keywords: Handwashing; Habit; Monitoring; Behavior; Health; Motivation and Incentives
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  • 9 Nov 2021
  • Interview

How to Build Psychological Safety in Your Workplace with The Fearless Organization Author, Amy C. Edmondson
By: Amy C. Edmondson and Dominic Monkhouse
If you want to be better at leading a team. If you want to know how to lead a good decision making process. Or how to engage and inspire people to bring their full self to work, don’t miss Amy Edmondson, Harvard Business School professor and author of The Fearless...  View Details
Keywords: Psychological Safety; Organizational Culture; Groups and Teams; Decision Making; Motivation and Incentives
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  • October 15, 2021
  • Article

Virtuous Victims
By: Jillian J. Jordan and Maryam Kouchaki
How do people perceive the moral character of victims? We find, across a range of transgressions, that people frequently see victims of wrongdoing as more moral than non-victims who have behaved identically. Across 15 experiments (total n = 9,355), we document this...  View Details
Keywords: Moral Judgment; Restorative Justice; Punishment; Compensation; Person Perception; Moral Sensibility; Judgments; Perception
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  • 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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