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Publications

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    • All HBS Web  (457)
      • Faculty Publications  (44)

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      • November 2022
      • Article

      Hate Crime Towards Minoritized Groups Increases as They Increase in Sized-Based Rank

      By: Mina Cikara, Vasiliki Fouka and Marco Tabellini
      People are on the move in unprecedented numbers within and between countries. How does demographic change affect local intergroup dynamics? In complement to accounts that emphasize stereotypical features of groups as determinants of their treatment, we propose the...  View Details
      Keywords: Prejudice; Minority; Hate Crimes; Reference Dependence; Prejudice and Bias; Attitudes; Demographics
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      Cikara, Mina, Vasiliki Fouka, and Marco Tabellini. "Hate Crime Towards Minoritized Groups Increases as They Increase in Sized-Based Rank." Nature Human Behaviour 6, no. 11 (November 2022): 1537–1544. (Pre-Published online August 8, 2022, Featured in HBS Working Knowledge and ABC News.)
      • 2022
      • Working Paper

      Hate Crime Increases with Minoritized Group Rank

      By: Marco E. Tabellini
      People are on the move in unprecedented numbers within and between countries. How does demographic change affect local intergroup dynamics? In complement to accounts that emphasize stereotypical features of groups as determinants of their treatment, we propose the...  View Details
      Keywords: Prejudice; Minority; Hate Crimes; Reference Dependence; Demographics; Rank and Position; Prejudice and Bias; Crime and Corruption
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      Cikara, Mina, Vasiliki Fouka, and Marco Tabellini. "Hate Crime Increases with Minoritized Group Rank." Harvard Business School Working Paper, No. 21-075, February 2022. (Permanent link here. Forthcoming at Nature Human Behaviour.)
      • October 2021
      • Article

      Communicating Resource Scarcity and Interpersonal Connection

      By: Grant E. Donnelly, Anne V. Wilson, Ashley V. Whillans and Michael I. Norton
      Consumers often cite insufficient time or money as an excuse for rejecting social invitations. We explore the effectiveness of these excuses in preserving interpersonal relationships. Six studies—including perceptions of couples planning their wedding—demonstrate that...  View Details
      Keywords: Time; Interpersonal Relationships; Communication; Money; Relationships; Interpersonal Communication
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      Donnelly, Grant E., Anne V. Wilson, Ashley V. Whillans, and Michael I. Norton. "Communicating Resource Scarcity and Interpersonal Connection." Journal of Consumer Psychology 31, no. 4 (October 2021): 726–745.
      • March 2021
      • Article

      Assortment Rotation and the Value of Concealment

      By: Kris J. Ferreira and Joel Goh
      Assortment rotation—the retailing practice of changing the assortment of products offered to customers—has recently been used as a competitive advantage for both brick-and-mortar and online retailers. We focus on product categories where consumers may purchase multiple...  View Details
      Keywords: Assortment Optimization; Retailing; Imperfect Information; Sales; Strategy; Consumer Behavior
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      Ferreira, Kris J., and Joel Goh. "Assortment Rotation and the Value of Concealment." Management Science 67, no. 3 (March 2021): 1489–1507.
      • March 2021
      • Article

      Last Place Aversion in Queues

      By: Ryan W. Buell
      This paper documents the effects of last place aversion in queues and its implications for customer experiences and behaviors as well as for operating performance. An observational analysis of customers queuing at a grocery store, and four online studies in which...  View Details
      Keywords: Behavioral Operations; Queues; Reference Effects; Last Place Aversion; Transparency; Customers; Behavior; Satisfaction; Service Operations
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      Buell, Ryan W. "Last Place Aversion in Queues." Management Science 67, no. 3 (March 2021): 1430–1452.
      • March 2021
      • Article

      The Effectiveness of White-Collar Crime Enforcement: Evidence from the War on Terror

      By: Trung Nguyen
      This paper analyzes the impact of changes in regulatory priorities and resource allocation on criminal enforcement of white‐collar criminal activities. Using the 9/11 terrorist attacks as a shock to the FBI's priorities and allocation of investigative resources, as...  View Details
      Keywords: White-collar Crime; Government Regulation; Financial Fraud; Securities Fraud; Insider Trading; Crime and Corruption; Finance; Governing Rules, Regulations, and Reforms; Law Enforcement
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      Nguyen, Trung. "The Effectiveness of White-Collar Crime Enforcement: Evidence from the War on Terror." Journal of Accounting Research 59, no. 1 (March 2021): 5–58.
      • October 2020
      • Article

      Corporate Legal Structure and Bank Loan Spread

      By: Anywhere (Siko) Sikochi
      This study examines how a corporate legal structure may affect borrowing costs. Corporate legal structure refers to the legal fragmentation of a firm into multiple, separately incorporated entities. This fragmentation is bound to be a factor when lenders determine the...  View Details
      Keywords: Corporate Legal Structure; Subsidiaries; Bank Loans; Minority Interest; Credit Risk; Organizational Structure; Business Subsidiaries; Financing and Loans
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      Sikochi, Anywhere (Siko). "Corporate Legal Structure and Bank Loan Spread." Journal of Corporate Finance 64 (October 2020).
      • 2022
      • Working Paper

      Heterogeneity of Gain-Loss Attitudes and Expectations-Based Reference Points

      By: Pol Campos-Mercade, Lorenz Goette, Thomas Graeber, Alex Kellogg and Charles Sprenger
      Existing tests of reference-dependent preferences assume universal loss aversion. This paper examines heterogeneity in gain-loss attitudes, and explores its implications for identifying models of the reference point. In two experimental settings we measure gain-loss...  View Details
      Keywords: Reference-dependent Preferences; Rational Expectations; Personal Equilibrium; Endowment Effect; Expectations-based Reference Points
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      Campos-Mercade, Pol, Lorenz Goette, Thomas Graeber, Alex Kellogg, and Charles Sprenger. "Heterogeneity of Gain-Loss Attitudes and Expectations-Based Reference Points." Working Paper, August 2022.
      • 2020
      • Chapter

      Building Emergency Savings Through Employer-Sponsored Rainy-Day Savings Accounts

      By: John Beshears, James J. Choi, J. Mark Iwry, David C. John, David Laibson and Brigitte C. Madrian
      Roughly half of Americans live paycheck to paycheck. When financial shocks occur during their working life, many of these households tap into their retirement savings accounts. We explore the practical considerations and challenges associated with helping households...  View Details
      Keywords: Savings; Household; Saving
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      Beshears, John, James J. Choi, J. Mark Iwry, David C. John, David Laibson, and Brigitte C. Madrian. "Building Emergency Savings Through Employer-Sponsored Rainy-Day Savings Accounts." In Tax Policy and the Economy, Volume 34, edited by Robert A. Moffitt, 43–90. Chicago: University of Chicago Press, 2020.
      • 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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      Franklin, Brian, Sharif Vakili, Robert S. Huckman, Sarah Hosein, Nicholas Falk, Katherine Cheng, Maria Murray, Sheila Harris, Charles A. Morris, and Eric Goralnick. "The Inpatient Discharge Lounge as a Potential Mechanism to Mitigate Emergency Department Boarding and Crowding." Annals of Emergency Medicine 75, no. 6 (June 2020): 704–714.
      • April 2020
      • Article

      Digital Emotion Contagion

      By: Amit Goldenberg and James J. Gross
      People spend considerable time on digital media, and during this time they are often exposed to others’ emotion expressions. This exposure can lead their own emotion expressions to become more like others’ emotion expressions, a process we refer to as digital emotion...  View Details
      Keywords: Emotion; Emotion Contagion; Digital Media; Emotions; Media; Internet and the Web; Measurement and Metrics; Social Media
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      Goldenberg, Amit, and James J. Gross. "Digital Emotion Contagion." Trends in Cognitive Sciences 24, no. 4 (April 2020): 316–328.
      • February 2020
      • Article

      Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs

      By: Rachel Gershon, Cynthia Cryder and Leslie K. John
      While selfish incentives typically outperform prosocial incentives, in the context of customer referral rewards, prosocial incentives can be more effective. Companies frequently offer “selfish” (i.e., sender-benefiting) referral incentives, offering customers financial...  View Details
      Keywords: Incentives; Prosocial Behavior; Judgment And Decision-making; Referral Rewards; Motivation and Incentives; Consumer Behavior; Decision Making
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      Gershon, Rachel, Cynthia Cryder, and Leslie K. John. "Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs." Journal of Marketing Research (JMR) 57, no. 1 (February 2020): 156–172.
      • July 2019
      • Case

      Autonomous Vehicles: Smooth or Bumpy Ride Ahead?

      By: Elie Ofek and Akhil Waghmare
      In early 2019, transportation was set to undergo a major transformation with the advent of autonomous vehicles (AVs), also referred to as driverless cars, which were nearing completion from an R&D and testing phase. Yet many questions remained open regarding exactly...  View Details
      Keywords: Transportation; Technological Innovation; Disruptive Innovation; Transformation; Technology Adoption; Business Model; Governing Rules, Regulations, and Reforms; Transportation Industry; Auto Industry
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      Ofek, Elie, and Akhil Waghmare. "Autonomous Vehicles: Smooth or Bumpy Ride Ahead?" Harvard Business School Case 520-008, July 2019.
      • 2017
      • Working Paper

      The Effectiveness of White-Collar Crime Enforcement: Evidence from the War on Terror

      By: Trung Nguyen
      This paper studies the deterrent effect of criminal enforcement on white-collar criminal activities. Using the 9/11 terrorist attacks as a shock to the FBI’s allocation of investigative resources and priorities, and variations in the Muslim population in the United...  View Details
      Keywords: Regulation; Fraud; White-collar Crime; Enforcement; Crime and Corruption; Law Enforcement; System Shocks
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      Nguyen, Trung. "The Effectiveness of White-Collar Crime Enforcement: Evidence from the War on Terror." Working Paper.
      • September 2018
      • Article

      Knowledge Integrators and the Survival of Manufacturing Clusters

      By: Giulio Buciuni and Gary P. Pisano
      Over the past two decades, the greater prevalence of global supply chains has had contrasting effects on Western manufacturing clusters. While some of them dwindled, others proved resilient. Contributing to the recent literature on co-located clusters and clusters'...  View Details
      Keywords: Production; Industry Clusters; Knowledge Use and Leverage; Strategy; Competition
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      Buciuni, Giulio, and Gary P. Pisano. "Knowledge Integrators and the Survival of Manufacturing Clusters." Special Issue on Challenges in International Business Development. Journal of Economic Geography 118, no. 5 (September 2018): 1069–1089.
      • Article

      Consistent Belief in a Good True Self in Misanthropes and Three Interdependent Cultures

      By: Julian De Freitas, Hagop Sarkissian, George E. Newman, Igor Grossman, Felipe De Brigard, Andres Luco and Joshua Knobe
      People sometimes explain behavior by appealing to an essentialist concept of the self, often referred to as the true self. Existing studies suggest that people tend to believe that the true self is morally virtuous; that is deep inside, every person is motivated to...  View Details
      Keywords: Concepts; Social Cognition; Moral Reasoning; True Self; Culture; Misanthropy; Behavior; Values and Beliefs; Moral Sensibility
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      De Freitas, Julian, Hagop Sarkissian, George E. Newman, Igor Grossman, Felipe De Brigard, Andres Luco, and Joshua Knobe. "Consistent Belief in a Good True Self in Misanthropes and Three Interdependent Cultures." Cognitive Science 42, no. S1 (2018): 134–160.
      • Article

      Performance Effects of Setting a High Reference Point for Peer‐Performance Comparison

      By: Henry Eyring and V.G. Narayanan
      We conduct a field experiment, based on a registered report accepted by the Journal of Accounting Research, to test performance effects of setting a high reference point for peer‐performance comparison. Relative to providing the median as a reference point for...  View Details
      Keywords: Relative Performance Evaluation; Reference Points; Social Comparison; Field Experiment; Performance; Performance Evaluation; Education
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      Eyring, Henry, and V.G. Narayanan. "Performance Effects of Setting a High Reference Point for Peer‐Performance Comparison." Journal of Accounting Research 56, no. 2 (May 2018): 581–615.
      • Article

      Pseudo-Set Framing

      By: Kate Barasz, Leslie John, Elizabeth A. Keenan and Michael I. Norton
      Pseudo-set framing—arbitrarily grouping items or tasks together as part of an apparent “set”—motivates people to reach perceived completion points. Pseudo-set framing changes gambling choices (Study 1), effort (Studies 2 and 3), giving behavior (Field Data and Study...  View Details
      Keywords: Framing Effects; Gestalt Psychology; Judgment; Judgments; Decision Making; Perception; Behavior
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      Barasz, Kate, Leslie John, Elizabeth A. Keenan, and Michael I. Norton. "Pseudo-Set Framing." Journal of Experimental Psychology: General 146, no. 10 (October 2017): 1460–1477.
      • Article

      Selfishly Benevolent or Benevolently Selfish? When Self-interest Undermines versus Promotes Prosocial Behavior

      By: Julian Zlatev and Dale T. Miller
      Existing research shows that appeals to self-interest sometimes increase and sometimes decrease prosocial behavior. We propose that this inconsistency is in part due to the framings of these appeals. Different framings generate different salient reference points,...  View Details
      Keywords: Altruism; Charitable Giving; Framing; Prosocial Behavior; Reference Points; Self-interest; Philanthropy and Charitable Giving; Framework; Behavior
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      Zlatev, Julian, and Dale T. Miller. "Selfishly Benevolent or Benevolently Selfish? When Self-interest Undermines versus Promotes Prosocial Behavior." Organizational Behavior and Human Decision Processes 137 (November 2016): 112–122.
      • September 2016
      • Article

      Do Display Ads Influence Search?: Attribution and Dynamics in Online Advertising

      By: Pavel Kireyev, Koen Pauwels and Sunil Gupta
      As firms increasingly rely on online media to acquire consumers, marketing managers feel comfortable justifying higher online marketing spending by referring to online metrics such as click-through rate (CTR) and cost per acquisition (CPA). However, these standard...  View Details
      Keywords: Internet and the Web; Digital Marketing
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      Kireyev, Pavel, Koen Pauwels, and Sunil Gupta. "Do Display Ads Influence Search? Attribution and Dynamics in Online Advertising." International Journal of Research in Marketing 33, no. 3 (September 2016): 475–490.
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