Filter Results
:
(33)
Show Results For
-
All HBS Web
(199)
- Faculty Publications (33)
Show Results For
-
All HBS Web
(199)
- Faculty Publications (33)
Page 1 of
33
Results
→
- Article
Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors
By: J.J. Zlatev and Rogers, T.
Increasing virtuous behaviors, such as initiating healthy habits, is an important goal for policymakers and social scientists. To promote compliance with requests to perform virtuous behaviors, we study “returnable reciprocity.” Whereas traditional reciprocity involves...
View Details
Keywords:
Nudges;
reciprocity;
Want-should Conflicts;
Wellness;
Health;
Behavior;
Change;
Well-being
Zlatev, J.J., and Rogers, T. "Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors." Organizational Behavior and Human Decision Processes 161, Supplement (November 2020): 74–84.
- July 2020
- Case
Oxygen Esports
By: John R. Wells and Benjamin Weinstock
On May 4, 2020, a press release from Boston, Massachusetts, announced the launch of Oxygen Esports (Oxygen), a new organization that hoped to dominate the rising esports scene in New England. Oxygen was created from a merger between Helix eSports (Helix), an owner and...
View Details
- 2020
- Working Paper
Social Interactions in Pandemics: Fear, Altruism, and Reciprocity
By: Laura Alfaro, Ester Faia, Nora Lamersdorf and Farzad Saidi
In SIR models, homogeneous or with a network structure, infection rates are assumed to be exogenous. However, individuals adjust their behavior. Using daily data for 89 cities worldwide, we document that mobility falls in response to fear, as approximated by Google...
View Details
Keywords:
Social Interactions;
Pandemics;
Mobility;
Cities;
Sir Networks;
Social Preferences;
Social Planner;
Targeted Policies;
Health Pandemics;
Interpersonal Communication;
Behavior;
Policy
Alfaro, Laura, Ester Faia, Nora Lamersdorf, and Farzad Saidi. "Social Interactions in Pandemics: Fear, Altruism, and Reciprocity." NBER Working Paper Series, No. 27134, May 2020.
- May 2020
- Article
Ancient Origins of the Global Variation in Economic Preferences
By: Anke Becker, Benjamin Enke and Armin Falk
This paper shows that contemporary population-level heterogeneity in risk aversion, time preference, altruism, positive reciprocity, negative reciprocity, and trust partly traces back to the structure of the migration patterns of our very early ancestors. To document...
View Details
Becker, Anke, Benjamin Enke, and Armin Falk. "Ancient Origins of the Global Variation in Economic Preferences." AEA Papers and Proceedings 110 (May 2020): 319–323.
- 2020
- Working Paper
Incentive Effects of Subjective Allocations of Rewards and Penalties
By: Wei Cai, Susanna Gallani and Jee Eun Shin
We examine the incentive effects of subjective adjustments in the allocation of tournament-based financial rewards and penalties based on performance rankings. We use data from a company where the reward and penalty allocations are based on a combination of objective...
View Details
Keywords:
Compensation Interdependence;
Nominal And Opportunity Effects;
Managerial Discretion;
Performance Measurement;
Subjectivity;
Rewards;
Expectancy Theory;
Employees;
Compensation And Benefits;
Management;
Decisions;
Performance;
Measurement And Metrics
Cai, Wei, Susanna Gallani, and Jee Eun Shin. "Incentive Effects of Subjective Allocations of Rewards and Penalties." Harvard Business School Working Paper, No. 20-075, January 2020. (Revised February 2021.)
- 2019
- Working Paper
Rehabilitating Corporate Purpose
In this paper, I address how the ascendance of the theory of shareholder value maximization into the central consciousness of public corporations and its canonization as the only legitimate expression of corporate purpose has contributed to both a widening breach...
View Details
Keywords:
Capitalism;
Justice;
Corporate Purpose;
Shareholder Value Maximization;
Ethical Reciprocity;
Economic Systems;
Business Ventures;
Mission And Purpose;
Ethics;
Corporate Social Responsibility And Impact
Salter, Malcolm S. "Rehabilitating Corporate Purpose." Harvard Business School Working Paper, No. 19-104, April 2019.
- March 2019 (Revised January 2021)
- Module Note
Strategic Interactions
By: Ashish Nanda
This note provides a perspective and some tools to predict and shape interactions with other players when making strategic decisions. As a strategist, you must consider that your firm’s actions evoke reactions from other players in the market and that, reciprocally,...
View Details
Keywords:
Strategic Interaction;
Value Capture;
Strategy;
Value Creation;
Competition;
Competitive Strategy;
Education Industry
Nanda, Ashish. "Strategic Interactions." Harvard Business School Module Note 719-501, March 2019. (Revised January 2021.)
- Article
Are You Suited for a Start-up?
By: Jeffrey Bussgang
Relative to established organizations, start-ups can be hard to figure out. What are the jobs to be done? The best entry points? How can you tell whether a company has potential for success and is the right fit for you?
The author advises that you first assess whether...
View Details
Bussgang, Jeffrey. "Are You Suited for a Start-up?" Harvard Business Review 95, no. 6 (November–December 2017): 150–153.
- 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
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.)
- June 2017
- Article
Creating Reciprocal Value Through Operational Transparency
By: Ryan W. Buell, Tami Kim and Chia-Jung Tsay
We investigate whether organizations can create value by introducing visual transparency between consumers and producers. Although operational transparency has been shown to improve consumer perceptions of service value, existing theory posits that increased contact...
View Details
Keywords:
Operational Transparency;
Service Management;
Production Management;
Organizational Performance;
Labor;
Behavioral Operations;
Service Operations;
Service Delivery;
Consumer Behavior;
Labor;
Organizational Design;
Operations;
Service Industry;
United States;
Kenya
Buell, Ryan W., Tami Kim, and Chia-Jung Tsay. "Creating Reciprocal Value Through Operational Transparency." Management Science 63, no. 6 (June 2017): 1673–1695.
- September 2016
- Article
When 3+1>4: Gift Structure and Reciprocity in the Field
By: Duncan S. Gilchrist, Michael Luca and Deepak Malhotra
Do higher wages elicit reciprocity and lead to increased productivity? In a field experiment with 266 employees, we find that paying higher wages, per se, does not have a discernible effect on productivity (in a context with no future employment opportunities)....
View Details
Gilchrist, Duncan S., Michael Luca, and Deepak Malhotra. "When 3+1>4: Gift Structure and Reciprocity in the Field." Management Science 62, no. 9 (September 2016).
- July–August 2016
- Article
How to Negotiate with a Liar
By: Leslie John
People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that research has...
View Details
John, Leslie. "How to Negotiate with a Liar." Harvard Business Review 94, nos. 7-8 (July–August 2016): 114–117.
- October 2015
- Article
The Multinational Firm and Geopolitics: Europe, Russian Energy, and Power
By: Rawi Abdelal
Multinational firms unavoidably exert influence over politics through power that is generated by both structure and process. While both political economy and management scholars address international firms, neither field has an adequate understanding of the reciprocal...
View Details
Abdelal, Rawi. "The Multinational Firm and Geopolitics: Europe, Russian Energy, and Power." Business and Politics 17, no. 3 (October 2015): 553–576.
- 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
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.)
- April 2014
- Article
The Emergence of 'Us and Them' in 80 Lines of Code: Modeling Group Genesis in Homogeneous Populations
By: Kurt Gray, David G. Rand, Eyal Ert, Kevin Lewis, Steve Hershman and Michael I. Norton
Psychological explanations of group genesis often require population heterogeneity in identity or other characteristics, whether deep (e.g., religion) or superficial (e.g., eye color). We use game-theoretical agent-based models to explore group genesis in homogeneous...
View Details
Keywords:
Groups And Teams
Gray, Kurt, David G. Rand, Eyal Ert, Kevin Lewis, Steve Hershman, and Michael I. Norton. "The Emergence of 'Us and Them' in 80 Lines of Code: Modeling Group Genesis in Homogeneous Populations." Psychological Science 25, no. 4 (April 2014): 982–990.
- January 2014 (Revised October 2014)
- Case
Andreessen Horowitz
By: Thomas R. Eisenmann and Liz Kind
Andreessen Horowitz (a16z), a venture capital firm launched in 2009, has quickly broken into the VC industry's top ranks, in terms of its ability to invest in Silicon Valley's most promising startups. The case recounts the firm's history; describes its co-founders'...
View Details
Keywords:
Business Model;
Venture Capital;
Disruption;
Entrepreneurship;
Industry Structures;
Financial Services Industry;
California
Eisenmann, Thomas R., and Liz Kind. "Andreessen Horowitz." Harvard Business School Case 814-060, January 2014. (Revised October 2014.) (request a courtesy copy.)
- 2014
- Article
Paying It Forward: Generalized Reciprocity and the Limits of Generosity
By: Kurt Gray, Adrian F. Ward and Michael I. Norton
When people are the victims of greed or recipients of generosity, their first impulse is often to pay back that behavior in kind. What happens when people cannot reciprocate, but instead have the chance to be cruel or kind to someone entirely different—to pay it...
View Details
Gray, Kurt, Adrian F. Ward, and Michael I. Norton. "Paying It Forward: Generalized Reciprocity and the Limits of Generosity." Journal of Experimental Psychology: General 143, no. 1 (February 2014): 247–254.
- 2012
- Chapter
Firing Your Best Customers: How Smart Firms Destroy Relationships Using CRM
By: Jill Avery and Susan Fournier
With incidences in the 20%–25% range, the practice of firing customers has become increasingly attractive as firms try to maximize the lifetime value of their customer portfolios. This chapter traces the relationship trajectory of a 30-year customer of Filene's...
View Details
Keywords:
Marketing;
Brands;
Brands And Branding;
Brand Management;
Crm;
Customer Relationship Management;
Customer Focus And Relationships;
Customers;
Marketing;
Brands And Branding;
Marketing Communications;
Marketing Strategy;
Consumer Products Industry
Avery, Jill, and Susan Fournier. "Firing Your Best Customers: How Smart Firms Destroy Relationships Using CRM." In Consumer-Brand Relationships: Theory and Practice, edited by Susan Fournier, Michael Breazeale, and Marc Fetscherin, 301–316. Routledge, 2012. (Paperback edition published in 2013.)
- September 2011
- Article
The Labor Illusion: How Operational Transparency Increases Perceived Value
By: Ryan W. Buell and Michael I. Norton
A ubiquitous feature of even the fastest self-service technology transactions is the wait. Conventional wisdom and operations theory suggests that the longer people wait, the less satisfied they become; we demonstrate that due to what we term the labor illusion, when...
View Details
Keywords:
Online Technology;
Perception;
Valuation;
Service Delivery;
Consumer Behavior;
Performance Effectiveness;
Customer Satisfaction;
Service Industry
Buell, Ryan W., and Michael I. Norton. "The Labor Illusion: How Operational Transparency Increases Perceived Value." Management Science 57, no. 9 (September 2011): 1564–1579.
- August 2011
- Case
Denise Frazer and Paolo Canto: A Case Vignette on Feedback - Denise Frazer's Perspective
By: Joshua D. Margolis and Anthony J. Mayo
Denise Frazer and Paolo Canto, two HBS students, have decided to give each other feedback on their class participation. While Denise believes that she has provided concrete, actionable feedback to Paolo, she does not feel that Paolo is reciprocating. His feedback is...
View Details
Margolis, Joshua D., and Anthony J. Mayo. "Denise Frazer and Paolo Canto: A Case Vignette on Feedback - Denise Frazer's Perspective." Harvard Business School Case 412-045, August 2011.