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First Look: April 5
  PublicationsThe Labor Illusion: How Operational Transparency Increases Perceived Value Authors:Ryan W. Buell and Michael I. Norton...
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  • February 15, 2021
  • Article

How Real Sales Learning Happens: In the Flow of Work
By: Yuchun Lee, Mark Magnacca and Frank V. Cespedes
Most learning in sales is through peer learning in task-specific contexts, and the effects are cumulative because modeling behavior is a big driver of how salespeople develop. This is very different from the experience in most training seminars, especially if the...  View Details
Keywords: Sales; Learning; Training; Performance
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  • 2021
  • Working Paper

Faith and Assimilation: Italian Immigrants in the U.S.
By: Stefano Gagliarducci and Marco Tabellini
We study the effects of religious organizations on immigrants' assimilation. We focus on the arrival of Italian Catholic churches in the US between 1900 and 1920, when four million Italians had moved to America, and anti-Catholic sentiments were widespread. We combine...  View Details
Keywords: Assimilation; Religious Organizations; Immigration; Religion; History; United States
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  • January 2021
  • Teaching Note

Clear Link Technologies, LLC: Driving Sales with Peer Effects
By: Christopher Stanton, Richard Saouma and Olivia Hull
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  • January–February 2021
  • Article

Compensation Packages That Actually Drive Performance
By: Boris Groysberg, Sarah Abbott, Michael R. Marino and Metin Aksoy
By aligning executives’ financial incentives with company strategy, a firm can inspire its management to deliver superior results. But it can be hard to get pay packages right. In this article four experts break down the key elements of compensation and explain how to...  View Details
Keywords: Executive Compensation; Compensation and Benefits; Motivation and Incentives; Strategy; Performance
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  • 2020
  • Working Paper

Learning with People Like Me: The Role of Age-Similar Peers on Online Business Course Engagement
By: Laura R. Huber, Jacqueline N. Lane and Karim R. Lakhani
Over the past decade, online learning has witnessed tremendous growth in popularity due to its ability to reach diverse participants in a scalable manner. However, one primary area of concern is the low course completion rates in digital platform-based learning,...  View Details
Keywords: Homophily; Online Courses; Social Engagement; Business Skills Training; Business Education; Online Technology; Knowledge Sharing; Age
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  • 2020
  • Working Paper

Social Influence in the COVID-19 Pandemic: Community Establishments’ Closure Decisions Follow Those of Nearby Chain Establishments
By: Abhishek Nagaraj, Mathijs de Vaan, Saqib Mumtaz and Sameer Srivastava
As conveners that bring various stakeholders into the same physical space, firms can powerfully influence the course of pandemics such as COVID-19. Even when operating under government orders and health guidelines, firms have considerable discretion to keep their...  View Details
Keywords: Covid-19; Peer Influence; Closure Decisions; Health Pandemics; Business Ventures; Decisions; Business and Community Relations
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  • Article

Value of New Performance Information in Healthcare: Evidence from Japan
By: Susanna Gallani, Takehisa Kajiwara and Ranjani Krishnan
Mandatory measurement and disclosure of outcome measures are commonly used policy tools in healthcare. The effectiveness of such disclosures relies on the extent to which the new information produced by the mandatory system is internalized by the healthcare...  View Details
Keywords: Value Of Information; Feedback; Patient Satisfaction; Healthcare; Health Care and Treatment; Satisfaction; Information; Measurement and Metrics; Performance Improvement
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  • October 2020
  • Article

Peer Influence on Trade Credit
By: Daniel Gyimah, Michael Machokoto and Anywhere (Siko) Sikochi
We examine the influence of peer firms on trade credit policies of listed firms in the United States. We posit and find evidence that firms mimic their peers in formulating trade credit policies. The findings are more pronounced for firms in highly competitive product...  View Details
Keywords: Trade Credit; Peer Effects; Product Market Competition; Trade; Credit; Policy; Competition
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  • October 2020
  • Article

What Goes Down When Advice Goes Up: Younger Advisers Underestimate Their Impact
By: Ting Zhang and Michael S. North
Common wisdom suggests that older is wiser. Consequently, people rarely give advice to older individuals—even when they are relatively more expert—leading to missed learning opportunities. Across six studies (N=3,445), we explore the psychology of advisers when they...  View Details
Keywords: Advice; Expertise; Knowledge Sharing; Experience and Expertise; Age; Perception
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  • 2020
  • Working Paper

Entrepreneurs (Co-) Working in Close Proximity: Impacts on Technology Adoption and Startup Performance Outcomes
By: Maria P. Roche, Alexander Oettl and Christian Catalini
Entrepreneurs learn from a variety of sources. One particularly important channel is learning from fellow entrepreneurs. In this paper, we examine the influence of physical proximity on technology adoption decisions and subsequent startup performance outcomes at one of...  View Details
Keywords: Coworking; Proximity; Knowledge Flows
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  • June 2020
  • Article

Parallel Play: Startups, Nascent Markets, and the Effective Design of a Business Model
By: Rory McDonald and Kathleen Eisenhardt
Prior research advances several explanations for entrepreneurial success in nascent markets but leaves a key imperative unexplored: the business model. By studying five ventures in the same nascent market, we develop a novel theoretical framework for understanding how...  View Details
Keywords: Search; Legitimacy; Organizational Innovation; Organizational Learning; Mechanisms And Processes; Institutional Entrepreneurship; Qualitative Methods; Business Model Design; Business Model; Business Startups; Entrepreneurship; Emerging Markets; Adaptation; Competition; Strategy
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  • Article

The Inpatient Discharge Lounge as a Potential Mechanism to Mitigate Emergency Department Boarding and Crowding
By: Brian Franklin, Sharif Vakili, Robert S. Huckman, Sarah Hosein, Nicholas Falk, Katherine Cheng, Maria Murray, Sheila Harris, Charles A. Morris and Eric Goralnick
Delayed access to inpatient beds for admitted patients contributes significantly to emergency department (ED) boarding and crowding, which have been associated with deleterious patient safety effects. To expedite inpatient bed availability, some hospitals have...  View Details
Keywords: Health Care Delivery; Emergency Room; Operations Improvement; Operations Management; Health Care and Treatment; Service Delivery; Operations; Management; Performance Improvement; Service Operations
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  • January–February 2020
  • Article

Give Your Colleague the Rating He Deserves—or the One He Wants?
By: Anthony J. Mayo, Joshua D. Margolis and Amy Gallo
The article presents a case study on business friendship and its possible effect on employee ratings. It mentions a hypothetical case where one member of a team didn't meet his deadlines on the development of a new product, the use of a peer-to-peer employee rating...  View Details
Keywords: Groups and Teams; Relationships; Performance Evaluation; Decision Making
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  • 2020
  • Working Paper

Recognition Incentives for Internal Crowdsourcing: A Field Experiment at NASA
By: Jana Gallus, Olivia S. Jung and Karim R. Lakhani
What might motivate employees to participate in internal crowdsourcing, a peer-based approach to innovation? Should organizations use incentives that are congruent with their established hierarchical structures, or should they use incentives that are aligned with the...  View Details
Keywords: Online Platforms; Employee Engagement; Managerial Recognition; Innovation and Management; Employees; Motivation and Incentives
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  • November 9, 2019
  • Article

Effect of Revealing Authors' Conflicts of Interests in Peer Review: Randomized Controlled Trial
By: Leslie K. John, George Loewenstein, Andrew Marder and Michael Callaham
Objective: To assess the impact of disclosing authors’ conflict of interest declarations to peer reviewers at a medical journal.
Design: Randomised controlled trial.

Setting: The study was conducted within the manuscript review process at the Annals...  View Details
Keywords: Conflicts Of Interest; Peer Review; Randomized Controlled Trial; Scientific Publication; Conflict of Interests; Journals and Magazines; Science
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  • October 2019
  • Case

Engaging the Nationwide Workforce
By: Ethan S. Bernstein, Jessica Gover and Sarah Mehta
Nationwide is “on your side,” but did employees feel that way? CAO Gale King and CEO Steve Rasmussen, starting in 2008, invested heavily in a human capital strategy centered around “engagement” at the Ohio-based Nationwide Mutual Insurance Company. Set in 2014, this...  View Details
Keywords: Talent and Talent Management; Change; Change Management; Transformation; Insurance; Human Resources; Employees; Employee Relationship Management; Retention; Selection and Staffing; Employment; Human Capital; Leadership; Leadership Development; Organizational Change and Adaptation; Social Psychology; Financial Services Industry; Insurance Industry; United States; Ohio
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  • 2018
  • Article

Prior Ties and the Limits of Peer Effects on Startup Team Performance
By: Sharique Hasan and Rembrand Koning
We conduct a field experiment at an entrepreneurship bootcamp to investigate whether interaction with proximate peers shapes a nascent startup team's performance. We find that teams whose members lack prior ties to others at the bootcamp experience peer effects that...  View Details
Keywords: Field Experiment; Peer Effects; Office Space; Knowledge Spillovers; Accelerators; Entrepreneurship; Knowledge Sharing; Performance; Technology Industry; India
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  • 2020
  • Working Paper

Social Skills Improve Business Performance: Evidence from a Randomized Control Trial with Entrepreneurs in Togo
By: Stefan Dimitriadis and Rembrand Koning
Recent field experiments demonstrate that advice, mentorship, and feedback from randomly assigned peers improve entrepreneurial performance. These results raise a natural question: what is preventing entrepreneurs and managers from forming these peer connections...  View Details
Keywords: Social Skills; Communication Practices; Business Performance; Entrepreneurs; Peer Relationships; Field Experiment; Entrepreneurship; Communication; Performance; Developing Countries and Economies; Africa; Togo
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  • June 2019
  • Article

Learning From Mum: Cross-National Evidence Linking Maternal Employment and Adult Children’s Outcomes
By: Kathleen L. McGinn, Mayra Ruiz Castro and Elizabeth Long Lingo
Analyses relying on two international surveys from over 100,000 men and women across 29 countries explore the relationship between maternal employment and adult daughters’ and sons’ employment and domestic outcomes. In the employment sphere, adult daughters, but not...  View Details
Keywords: Female Labor Force Participation; Gender Attitudes; Household Labor; Maternal Employment; Social Class; Social Learning Theory; Social Mobility; Employment; Gender; Attitudes; Household; Labor; Learning; Outcome or Result
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  • April 2019 (Revised January 2021)
  • Case

Clear Link Technologies, LLC: Driving Sales with Peer Effects
By: Christopher Stanton, Richard Saouma and Olivia Hull
The importance of a good peer or coworker is widely discussed, but understanding the glue that makes coworkers valuable is less understood. This case sheds light on the importance of peers and the practices and environments that make a group greater than the sum of...  View Details
Keywords: Talent and Talent Management; Interactive Communication; Experience and Expertise; Decision Making; Training; Design; Compensation and Benefits; Knowledge Acquisition; Knowledge Sharing; Human Capital; Working Conditions; Measurement and Metrics; Outcome or Result; Performance; Performance Improvement; Research; Sales; Salesforce Management; Motivation and Incentives; Telecommunications Industry; Utah; United States
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Are you looking for?

First Look: April 5
  PublicationsThe Labor Illusion: How Operational Transparency Increases Perceived Value Authors:Ryan W. Buell and Michael I. Norton...
→ Search All HBS Web