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    • All HBS Web  (230)
      • Faculty Publications  (30)

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      • 2022
      • Working Paper

      When Less Is More: Using Short-term Signals to Overcome Systematic Bias in Long-run Targeting

      By: Ta-Wei Huang and Eva Ascarza
      Firms are increasingly interested in developing targeted interventions for customers with the best response. Doing so requires firms to identify differences in customer sensitivity, which they often obtain using uplift modeling (i.e., heterogeneous treatment effect...  View Details
      Keywords: Long-run Targeting; Heterogeneous Treatment Effect; Statistical Surrogacy; Customer Churn; Field Experiments; Consumer Behavior; Customer Focus and Relationships; AI and Machine Learning; Marketing
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      Huang, Ta-Wei, and Eva Ascarza. "When Less Is More: Using Short-term Signals to Overcome Systematic Bias in Long-run Targeting." Harvard Business School Working Paper, No. 23-023, October 2022.
      • 2022
      • Working Paper

      Scapegoating and Discrimination in Times of Crisis: Evidence from Airbnb

      By: Michael Luca, Elizaveta Pronkina and Michelangelo Rossi
      We present evidence that discrimination against Asian-American Airbnb users sharply increased at the start of the COVID-19 pandemic. Using a DiD approach, we find that hosts with distinctively Asian names experienced a 12 percent decline in guests relative to...  View Details
      Keywords: Discrimination; Behavioral Economics; Market Design; Health Pandemics; Prejudice and Bias; Digital Platforms; Design
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      Luca, Michael, Elizaveta Pronkina, and Michelangelo Rossi. "Scapegoating and Discrimination in Times of Crisis: Evidence from Airbnb." Harvard Business School Working Paper, No. 23-012, August 2022.
      • Article

      Present Bias Causes and Then Dissipates Auto-enrollment Savings Effects

      By: John Beshears, James J. Choi, David Laibson and Peter Maxted
      Present bias causes procrastination, which leads households to stick with auto-enrollment defaults. However, present bias also engenders overconsumption. Separation from each employer generates a rollover of 401(k) balances to an individual retirement account (IRA)...  View Details
      Keywords: Present Bias; Procrastination; Personal Finance; Decision Making; Social Psychology; Retirement
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      Beshears, John, James J. Choi, David Laibson, and Peter Maxted. "Present Bias Causes and Then Dissipates Auto-enrollment Savings Effects." AEA Papers and Proceedings 112 (May 2022): 136–141.
      • 2022
      • Working Paper

      Fintech to the (Worker) Rescue: Earned Wage Access and Employee Retention

      By: Jose Murillo, Boris Vallee and Dolly Yu
      Using novel data from a Mexican FinTech firm, we study the usage by workers of earned wages access, an innovative financial service offered by firms to their employees as a benefit. We find usage to be significant and concentrated towards the end of the pay cycle. We...  View Details
      Keywords: Fintech; Present Bias; Earned Wage Access; Wages; Employees; Retention; Well-being; Mexico
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      Murillo, Jose, Boris Vallee, and Dolly Yu. "Fintech to the (Worker) Rescue: Earned Wage Access and Employee Retention." Working Paper, March 2022.
      • Article

      Fighting Bias on the Front Lines

      By: Alexandra C. Feldberg and Tami Kim
      Most companies aim for exceptional customer service, but too few are attentive to the subtle discrimination by frontline employees that can alienate customers, lead to lawsuits, or even cause lasting brand damage by going viral.
      This article presents research...  View Details
      Keywords: Customer Service; Customer Focus and Relationships; Service Delivery; Diversity; Prejudice and Bias; Organizational Change and Adaptation
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      Feldberg, Alexandra C., and Tami Kim. "Fighting Bias on the Front Lines." Harvard Business Review 99, no. 6 (November–December 2021): 90–98.
      • October 2021
      • Article

      Fintech Borrowers: Lax Screening or Cream-Skimming?

      By: Marco Di Maggio and Vincent Yao
      Personal credit is the fastest-growing segment of the consumer credit market, mainly driven by fintech lenders' staggering expansion. We study this market using a unique individual-level data, which covers most of the top fintech and traditional lenders, and provides...  View Details
      Keywords: Fintech; Lending; Consumer Finance; Credit History; Self-control; Present Bias; Financing and Loans; Personal Finance; Credit; Behavior
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      Di Maggio, Marco, and Vincent Yao. "Fintech Borrowers: Lax Screening or Cream-Skimming?" Review of Financial Studies 34, no. 10 (October 2021): 4565–4618. (LEAD ARTICLE and EDITOR'S CHOICE.)
      • September 17, 2021
      • Article

      AI Can Help Address Inequity—If Companies Earn Users' Trust

      By: Shunyuan Zhang, Kannan Srinivasan, Param Singh and Nitin Mehta
      While companies may spend a lot of time testing models before launch, many spend too little time considering how they will work in the wild. In particular, they fail to fully consider how rates of adoption can warp developers’ intent. For instance, Airbnb launched a...  View Details
      Keywords: Artificial Intelligence; Algorithmic Bias; Technological Innovation; Perception; Diversity; Equality and Inequality; Trust; AI and Machine Learning
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      Zhang, Shunyuan, Kannan Srinivasan, Param Singh, and Nitin Mehta. "AI Can Help Address Inequity—If Companies Earn Users' Trust." Harvard Business Review Digital Articles (September 17, 2021).
      • 2021
      • Working Paper

      Channeled Attention and Stable Errors

      By: Tristan Gagnon-Bartsch, Matthew Rabin and Joshua Schwartzstein
      We develop a framework for assessing when a person will notice that a theory she has about the world is wrong, premised on the idea that people neglect information that they view (through the lens of their misconceptions) to be irrelevant. Focusing on the question of...  View Details
      Keywords: Attentional Stability; Cognition and Thinking; Attitudes; Information; Theory
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      Gagnon-Bartsch, Tristan, Matthew Rabin, and Joshua Schwartzstein. "Channeled Attention and Stable Errors." Working Paper, September 2021.
      • 2021
      • Book

      Glass Half-Broken: Shattering the Barriers That Still Hold Women Back at Work

      By: Colleen Ammerman and Boris Groysberg
      Why does the gender gap persist and how can we close it? For years women have made up the majority of college-educated workers in the United States. In 2019, the gap between the percentage of women and the percentage of men in the workforce was the smallest on record....  View Details
      Keywords: Women; Career; Gender Gap; Glass Ceiling; Gender; Employment; Personal Development and Career; Equality and Inequality; Organizational Culture; Diversity; Management; Strategy
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      Ammerman, Colleen, and Boris Groysberg. Glass Half-Broken: Shattering the Barriers That Still Hold Women Back at Work. Boston: Harvard Business Review Press, 2021.
      • 2021
      • Working Paper

      Bollywood, Skin Color and Sexism: The Role of the Film Industry in Emboldening and Contesting Stereotypes in India after Independence

      By: Sudev Sheth, Geoffrey Jones and Morgan Spencer
      This working paper examines the social impact of the film industry in India during the first four decades after Indian Independence in 1947. It shows that Bollywood, the mainstream cinema in India and the counterpart in scale to Hollywood in the United States, shared...  View Details
      Keywords: Film Industry; Bollywood; Tamil Cinema; Male Gaze; Social Impact; Stereotypes; Oral History; Film Entertainment; Gender; Race; Personal Characteristics; Prejudice and Bias; Business History; Motion Pictures and Video Industry; India
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      Sheth, Sudev, Geoffrey Jones, and Morgan Spencer. "Bollywood, Skin Color and Sexism: The Role of the Film Industry in Emboldening and Contesting Stereotypes in India after Independence." Harvard Business School Working Paper, No. 21-077, January 2021.
      • September 2020 (Revised July 2022)
      • Teaching Note

      Algorithmic Bias in Marketing

      By: Ayelet Israeli and Eva Ascarza
      Teaching Note for HBS No. 521-020. This note focuses on algorithmic bias in marketing. First, it presents a variety of marketing examples in which algorithmic bias may occur. The examples are organized around the 4 P’s of marketing – promotion, price, place and...  View Details
      Keywords: Marketing; Race; Ethnicity; Gender; Diversity; Prejudice and Bias; Decision Making; Ethics; Customer Relationship Management; Retail Industry; Technology Industry; Apparel and Accessories Industry; United States
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      Israeli, Ayelet, and Eva Ascarza. "Algorithmic Bias in Marketing." Harvard Business School Teaching Note 521-035, September 2020. (Revised July 2022.)
      • September 2020 (Revised July 2022)
      • Technical Note

      Algorithmic Bias in Marketing

      By: Ayelet Israeli and Eva Ascarza
      This note focuses on algorithmic bias in marketing. First, it presents a variety of marketing examples in which algorithmic bias may occur. The examples are organized around the 4 P’s of marketing – promotion, price, place and product—characterizing the marketing...  View Details
      Keywords: Algorithmic Data; Race And Ethnicity; Promotion; "Marketing Analytics"; Marketing And Society; Big Data; Privacy; Data-driven Management; Data Analysis; Data Analytics; E-Commerce Strategy; Discrimination; Targeting; Targeted Advertising; Pricing Algorithms; Ethical Decision Making; Customer Heterogeneity; Marketing; Race; Ethnicity; Gender; Diversity; Prejudice and Bias; Marketing Communications; Analytics and Data Science; Analysis; Decision Making; Ethics; Customer Relationship Management; E-commerce; Retail Industry; Apparel and Accessories Industry; United States
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      Israeli, Ayelet, and Eva Ascarza. "Algorithmic Bias in Marketing." Harvard Business School Technical Note 521-020, September 2020. (Revised July 2022.)
      • 2020
      • Working Paper

      (When) Does Appearance Matter? Evidence from a Randomized Controlled Trial

      By: Prithwiraj Choudhury, Tarun Khanna, Christos A. Makridis and Subhradip Sarker
      While there is evidence about labor market discrimination based on race, religion, and gender, we know little about whether physical appearance leads to discrimination in labor market outcomes. We deploy a randomized experiment on 1,000 respondents in India between...  View Details
      Keywords: Behavioral Economics; Coronavirus; Discrimination; Homophily; Labor Market Mobility; Limited Attention; Resumes; Personal Characteristics; Prejudice and Bias
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      Choudhury, Prithwiraj, Tarun Khanna, Christos A. Makridis, and Subhradip Sarker. "(When) Does Appearance Matter? Evidence from a Randomized Controlled Trial." Harvard Business School Working Paper, No. 21-038, September 2020.
      • 2022
      • Working Paper

      Optimal Illiquidity

      By: John Beshears, James J. Choi, Christopher Clayton, Christopher Harris, David Laibson and Brigitte C. Madrian
      We calculate the socially optimal level of illiquidity in an economy populated by households with taste shocks and naive present bias. The government chooses mandatory contributions to accounts, each witha different pre-retirement withdrawal penalty. Collected...  View Details
      Keywords: Illiquidity; Commitment; Flexibility; Savings; Social Security; Retirement; Government Legislation; Taxation; Saving
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      Beshears, John, James J. Choi, Christopher Clayton, Christopher Harris, David Laibson, and Brigitte C. Madrian. "Optimal Illiquidity." Working Paper, July 2022.
      • March 2020
      • Article

      Which Early Withdrawal Penalty Attracts the Most Deposits to a Commitment Savings Account?

      By: John Beshears, James J. Choi, Christopher Harris, David Laibson, Brigitte C. Madrian and Jung Sakong
      Previous research has shown that some people voluntarily use commitment contracts that restrict their own choice sets. We study how people divide money between two accounts: a liquid account that permits unrestricted withdrawals and a commitment account that is...  View Details
      Keywords: Quasi-hyperbolic Discounting; Present Bias; Sophistication; Naiveté; Commitment; Flexibility; Savings; Contract Design; Defined Contribution Retirement Plan; 401 (K); IRA; Saving; Behavior; Contracts; Design; Interest Rates
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      Beshears, John, James J. Choi, Christopher Harris, David Laibson, Brigitte C. Madrian, and Jung Sakong. "Which Early Withdrawal Penalty Attracts the Most Deposits to a Commitment Savings Account?" Art. 104144. Journal of Public Economics 183 (March 2020).
      • September 2019
      • Case

      Sonia Millar: Negotiating for the C-Suite

      By: Joshua D. Margolis and Anne Donnellon
      This case addresses the nuances of gender dynamics and career progression at the top of the organization, where even women who have strong leadership expertise, experience, and alliances with powerful male colleagues still get stuck. Told from the point of view of...  View Details
      Keywords: Executives; CEO; Promotion; Gender Bias; Personal Development and Career; Gender; Diversity; Power and Influence
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      Margolis, Joshua D., and Anne Donnellon. "Sonia Millar: Negotiating for the C-Suite." Harvard Business School Brief Case 920-555, September 2019.
      • Article

      The Mixed Effects of Online Diversity Training

      By: Edward H. Chang, Katherine L. Milkman, Dena M. Gromet, Robert W. Rebele, Cade Massey, Angela L. Duckworth and Adam M. Grant
      We present results from a large (n = 3,016) field experiment at a global organization testing whether a brief science-based online diversity training can change attitudes and behaviors toward women in the workplace. Our preregistered field experiment included an...  View Details
      Keywords: Diversity Training; Bias; Field Experiment; Training; Gender; Race; Prejudice and Bias
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      Chang, Edward H., Katherine L. Milkman, Dena M. Gromet, Robert W. Rebele, Cade Massey, Angela L. Duckworth, and Adam M. Grant. "The Mixed Effects of Online Diversity Training." Proceedings of the National Academy of Sciences 116, no. 16 (April 16, 2019): 7778–7783.
      • Article

      Choice Architects Reveal a Bias Toward Positivity and Certainty

      By: David P. Daniels and Julian Zlatev
      Biases influence important decisions, but little is known about whether and how individuals try to exploit others’ biases in strategic interactions. Choice architects—that is, people who present choices to others—must often decide between presenting choice sets with...  View Details
      Keywords: Nudges; Biases; Strategic Decision Making; Social Influence; Choice Architects; Choice Architecture; Reflection Effect; Certainty Effect; Loss Aversion; Decision Making; Risk and Uncertainty; Power and Influence
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      Daniels, David P., and Julian Zlatev. "Choice Architects Reveal a Bias Toward Positivity and Certainty." Organizational Behavior and Human Decision Processes 151 (March 2019): 132–149.
      • Article

      Default Neglect in Attempts at Social Influence

      By: Julian Zlatev, David P. Daniels, Hajin Kim and Margaret A. Neale
      Current theories suggest that people understand how to exploit common biases to influence others. However, these predictions have received little empirical attention. We consider a widely studied bias with special policy relevance: the default effect, which is the...  View Details
      Keywords: Social Influence; Default Effect; Nudges; Choice Architecture; Decision Making; Behavior
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      Zlatev, Julian, David P. Daniels, Hajin Kim, and Margaret A. Neale. "Default Neglect in Attempts at Social Influence." Proceedings of the National Academy of Sciences 114, no. 52 (December 26, 2017).
      • Article

      Normative Judgments and Individual Essence

      By: Julian De Freitas, Kevin P. Tobia, George E. Newman and Joshua Knobe
      A growing body of research has examined how people judge the persistence of identity over time—that is, how they decide that a particular individual is the same entity from one time to the next. While a great deal of progress has been made in understanding the types...  View Details
      Keywords: Concepts; Essentialism; Normative Factors; Persistence; True Self; Morality; Identity; Moral Sensibility; Perception
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      De Freitas, Julian, Kevin P. Tobia, George E. Newman, and Joshua Knobe. "Normative Judgments and Individual Essence." Cognitive Science 41, no. S3 (2017): 382–402.
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