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- December 2023
- Article
Save More Today or Tomorrow: The Role of Urgency in Precommitment Design
By: Joseph Reiff, Hengchen Dai, John Beshears, Katherine L. Milkman and Shlomo Benartzi
To encourage farsighted behaviors, past research suggests that marketers may be wise to invite consumers to pre-commit to adopt them “later.” However, the authors propose that people will draw different inferences from different types of pre-commitment offers, and that...
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Reiff, Joseph, Hengchen Dai, John Beshears, Katherine L. Milkman, and Shlomo Benartzi. "Save More Today or Tomorrow: The Role of Urgency in Precommitment Design." Journal of Marketing Research (JMR) 60, no. 6 (December 2023): 1095–1113.
- 2023
- Working Paper
The Buy-In Effect: When Increasing Initial Effort Motivates Behavioral Follow-Through
By: Holly Dykstra, Shibeal O'Flaherty and A.V. Whillans
Behavioral interventions often focus on reducing friction to encourage behavior change. In
contrast, we provide evidence that adding friction can promote long-term behavior change when
behaviors involve repeated costly efforts over longer time horizons. In...
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Dykstra, Holly, Shibeal O'Flaherty, and A.V. Whillans. "The Buy-In Effect: When Increasing Initial Effort Motivates Behavioral Follow-Through." Harvard Business School Working Paper, No. 24-020, October 2023.
- 2023
- Working Paper
Deglobalization and Entrepreneurial Investment: The Natural Experiment of Brexit
By: Elisa Alvarez-Garrido and Juan Alcácer
We seek to gain insight into the consequences of deglobalization on entrepreneurial investment by
analyzing an instance of economic disintegration: the United Kingdom’s exit from the European Union.
Brexit is not only a unique empirical opportunity, a natural...
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Keywords:
Entrepreneurial Finance;
International Relations;
Trade;
Disruption;
Globalized Economies and Regions;
United Kingdom
Alvarez-Garrido, Elisa, and Juan Alcácer. "Deglobalization and Entrepreneurial Investment: The Natural Experiment of Brexit." Harvard Business School Working Paper, No. 24-017, August 2023.
- 2023
- Working Paper
Navigating the Jagged Technological Frontier: Field Experimental Evidence of the Effects of AI on Knowledge Worker Productivity and Quality
By: Fabrizio Dell'Acqua, Edward McFowland III, Ethan Mollick, Hila Lifshitz-Assaf, Katherine C. Kellogg, Saran Rajendran, Lisa Krayer, François Candelon and Karim R. Lakhani
The public release of Large Language Models (LLMs) has sparked tremendous interest in how humans will use Artificial Intelligence (AI) to accomplish a variety of tasks. In our study conducted with Boston Consulting Group, a global management consulting firm, we examine...
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Keywords:
Large Language Model;
AI and Machine Learning;
Performance Efficiency;
Performance Improvement
Dell'Acqua, Fabrizio, Edward McFowland III, Ethan Mollick, Hila Lifshitz-Assaf, Katherine C. Kellogg, Saran Rajendran, Lisa Krayer, François Candelon, and Karim R. Lakhani. "Navigating the Jagged Technological Frontier: Field Experimental Evidence of the Effects of AI on Knowledge Worker Productivity and Quality." Harvard Business School Working Paper, No. 24-013, September 2023.
- September 2023
- Case
Diamond Standard
By: Lauren H. Cohen, Zhaoheng Gong and Grace Headinger
Cormac Kinney, Founder and CEO of Diamond Standard, was on a mission to transform the U.S. diamond market through unlocking the precious gems as market-traded assets. As a serial FinTech entrepreneur, he hoped to add an additional service to his vault: Carats. The...
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Keywords:
Tokenization;
Fintech;
Cryptocurrency;
Liquidity;
Digital;
Rare Earth Minerals;
Decentralized;
Crypto Economy;
Financial Product;
Metals;
Diamonds;
Commodity;
Assets;
Financial Instruments;
Financial Institutions;
Financial Markets;
Investment;
Technological Innovation;
Natural Resources;
Financial Services Industry;
United States
Cohen, Lauren H., Zhaoheng Gong, and Grace Headinger. "Diamond Standard." Harvard Business School Case 224-009, September 2023.
- 2023
- Working Paper
Global Harms, Local Profits: How the Uneven Costs of Natural Disasters Affect Support for Green Political Platforms
By: Silvia Pianta and Paula Rettl
The emergence of green constituencies enables climate action. Conventional wisdom holds
that first-hand experience with natural disasters helps build green coalitions by increasing
the salience of the costs of environmental degradation. Focusing on fires in Brazil,...
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Keywords:
Climate Impact;
Politics;
Environmental Issues;
Environmental Protection;
Economic Analysis;
Economic Behavior;
Economic Geography;
Economy;
Economics;
Climate Change;
Environmental Management;
Political Elections;
Natural Disasters;
Green Technology;
Environmental Sustainability;
Latin America;
Brazil
Pianta, Silvia, and Paula Rettl. "Global Harms, Local Profits: How the Uneven Costs of Natural Disasters Affect Support for Green Political Platforms." Harvard Business School Working Paper, No. 24-023, September 2023.
- Fall 2023
- Article
Infringing Use as a Path to Legal Consumption: Evidence from a Field Experiment
By: Hong Luo and Julie Holland Mortimer
Digitization has transformed how users find and use copyrighted goods, but many existing legal options remain difficult to access, possibly leading to infringement. In a field experiment, we contact firms that are caught infringing on expensive digital images. Emails...
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Luo, Hong, and Julie Holland Mortimer. "Infringing Use as a Path to Legal Consumption: Evidence from a Field Experiment." Special Issue on Field Experiments edited by Michael Luca and Sarah Moshary. Journal of Economics & Management Strategy 32, no. 3 (Fall 2023): 523–542.
- July–August 2023
- Article
Demand Learning and Pricing for Varying Assortments
By: Kris Ferreira and Emily Mower
Problem Definition: We consider the problem of demand learning and pricing for retailers who offer assortments of substitutable products that change frequently, e.g., due to limited inventory, perishable or time-sensitive products, or the retailer’s desire to...
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Keywords:
Experiments;
Pricing And Revenue Management;
Retailing;
Demand Estimation;
Pricing Algorithm;
Marketing;
Price;
Demand and Consumers;
Mathematical Methods
Ferreira, Kris, and Emily Mower. "Demand Learning and Pricing for Varying Assortments." Manufacturing & Service Operations Management 25, no. 4 (July–August 2023): 1227–1244. (Finalist, Practice-Based Research Competition, MSOM (2021) and Finalist, Revenue Management & Pricing Section Practice Award, INFORMS (2019).)
- 2023
- Working Paper
Much Ado About Nothing? Overreaction to Random Regulatory Audits
By: Samuel Antill and Joseph Kalmenovitz
Regulators often audit firms to detect non-compliance. Exploiting a natural experiment in the lobbying industry, we show that firms overreact to audits and this response distorts prices and reduces welfare. Each year, federal regulators audit a random sample of...
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Antill, Samuel, and Joseph Kalmenovitz. "Much Ado About Nothing? Overreaction to Random Regulatory Audits." Working Paper, August 2023.
- July 2023
- Article
Before or After? The Effects of Payment Decision Timing in Pay-What-You-Want Contexts
By: Raghabendra P. KC, Vincent Mak and Elie Ofek
We study how payment decision timing—before versus after product delivery—influences consumer payment under pay-what-you-want pricing. We focus on situations where there is minimal change in consumer uncertainty regarding the product before versus after receiving it....
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KC, Raghabendra P., Vincent Mak, and Elie Ofek. "Before or After? The Effects of Payment Decision Timing in Pay-What-You-Want Contexts." Journal of Marketing 87, no. 4 (July 2023): 618–635.
- July 2023
- Article
So, Who Likes You? Evidence from a Randomized Field Experiment
By: Ravi Bapna, Edward McFowland III, Probal Mojumder, Jui Ramaprasad and Akhmed Umyarov
With one-third of marriages in the United States beginning online, online dating platforms have become important curators of the modern social fabric. Prior work on online dating has elicited two critical frictions in the heterosexual dating market. Women, governed by...
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Keywords:
Online Dating;
Internet and the Web;
Analytics and Data Science;
Gender;
Emotions;
Social and Collaborative Networks
Bapna, Ravi, Edward McFowland III, Probal Mojumder, Jui Ramaprasad, and Akhmed Umyarov. "So, Who Likes You? Evidence from a Randomized Field Experiment." Management Science 69, no. 7 (July 2023): 3939–3957.
- June 2023
- Article
Do Job Seekers Value Diversity Information? Evidence from a Field Experiment and Human Capital Disclosures
By: Jung Ho Choi, Joseph Pacelli, Kristina M. Rennekamp and Sorabh Tomar
We examine how information about the diversity of a potential employer's workforce affects individuals’ job-seeking behavior. We embed a field experiment in job recommendation emails from a leading career advice agency in the U.S. The experimental treatment involves...
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Choi, Jung Ho, Joseph Pacelli, Kristina M. Rennekamp, and Sorabh Tomar. "Do Job Seekers Value Diversity Information? Evidence from a Field Experiment and Human Capital Disclosures." Journal of Accounting Research 61, no. 3 (June 2023): 695–735.
- June 2023
- Article
The Salary Taboo: Privacy Norms and the Diffusion of Information
By: Zoë Cullen and Ricardo Perez-Truglia
The limited diffusion of salary information has implications for labor markets, such as wage discrimination policies and collective bargaining. Access to salary information is believed to be limited and unequal, but there is little direct evidence on the sources of...
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Keywords:
Search Costs;
Privacy;
Norms;
Compensation;
Financial Industry;
Field Experiment;
Knowledge Dissemination;
Equality and Inequality;
Gender;
Compensation and Benefits;
Societal Protocols
Cullen, Zoë, and Ricardo Perez-Truglia. "The Salary Taboo: Privacy Norms and the Diffusion of Information." Art. 104890. Journal of Public Economics 222 (June 2023).
- May 11, 2020
- Article
Steer Your Family Businesses Through an Unplanned Transition
By: Josh Baron and Nick Di Loreto
In a perfect world, family businesses will transition leadership from one generation to the next along a predictable and well-planned process — whether that’s determined within the business, the ownership group, or the family itself — passing the baton after years of...
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Baron, Josh, and Nick Di Loreto. "Steer Your Family Businesses Through an Unplanned Transition." Harvard Business Review (website) (May 11, 2020).
- 2023
- Working Paper
Setting Gendered Expectations? Recruiter Outreach Bias in Online Tech Training Programs
By: Jacqueline N. Lane, Karim R. Lakhani and Roberto Fernandez
Competence development in digital technologies, analytics, and artificial intelligence is increasingly important to all types of organizations and their workforce. Universities and corporations are investing heavily in developing training programs, at all tenure...
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Keywords:
STEM;
Selection and Staffing;
Gender;
Prejudice and Bias;
Training;
Equality and Inequality;
Competency and Skills
Lane, Jacqueline N., Karim R. Lakhani, and Roberto Fernandez. "Setting Gendered Expectations? Recruiter Outreach Bias in Online Tech Training Programs." Harvard Business School Working Paper, No. 23-066, April 2023. (Accepted by Organization Science.)
- 2023
- Working Paper
Operational Consequences of Customer Interaction Design: Evidence From Last-Mile Delivery Services
By: Natalie Epstein, Santiago Gallino and Antonio Moreno
Problem definition: Communication and customer interaction design have been used as elements to improve customer satisfaction and future purchasing behavior, but little is known about how they can be used as levers to improve operational...
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Epstein, Natalie, Santiago Gallino, and Antonio Moreno. "Operational Consequences of Customer Interaction Design: Evidence From Last-Mile Delivery Services." Working Paper, May 2023.
- May–June 2023
- Article
Which Firms Gain from Digital Advertising? Evidence from a Field Experiment
By: Weijia Dai, Hyunjin Kim and Michael Luca
Measuring the returns of advertising opportunities continues to be a challenge for many
businesses. We design and run a field experiment in collaboration with Yelp across 18,294
firms in the restaurant industry to understand which types of businesses gain more from...
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Dai, Weijia, Hyunjin Kim, and Michael Luca. "Which Firms Gain from Digital Advertising? Evidence from a Field Experiment." Marketing Science 42, no. 3 (May–June 2023): 429–439.
- April 2023
- Article
A Field Experiment on Subgoal Framing to Boost Volunteering: The Trade-off Between Goal Granularity and Flexibility
By: Aneesh Rai, Marissa A. Sharif, Edward H. Chang, Katherine L. Milkman and Angela L. Duckworth
Research suggests that breaking overarching goals into more granular subgoals is beneficial for goal progress. However, making goals more granular often involves reducing the flexibility provided to complete them, and recent work shows that flexibility can also be...
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Rai, Aneesh, Marissa A. Sharif, Edward H. Chang, Katherine L. Milkman, and Angela L. Duckworth. "A Field Experiment on Subgoal Framing to Boost Volunteering: The Trade-off Between Goal Granularity and Flexibility." Journal of Applied Psychology 108, no. 4 (April 2023): 621–634.
- 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...
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Keywords:
Mentoring;
Learning Direction;
Interpersonal Communication;
Learning;
Leadership Development
Zhang, Ting, Dan Wang, and Adam D. Galinsky. "Learning Down to Train Up: Mentors Are More Effective When They Value Insights from Below." Academy of Management Journal 66, no. 2 (April 2023): 604–637.
- February 2023
- Article
Increasing the Demand for Workers with a Criminal Record
By: Zoë Cullen, Will Dobbie and Mitchell Hoffman
State and local policies increasingly restrict employers’ access to criminal records, but without
addressing the underlying reasons that employers may conduct criminal background checks.
Employers may thus still want to ask about a job applicant’s criminal record...
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Cullen, Zoë, Will Dobbie, and Mitchell Hoffman. "Increasing the Demand for Workers with a Criminal Record." Quarterly Journal of Economics 138, no. 1 (February 2023): 103–150.