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  • 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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  • 2020
  • Working Paper

Hate Crime Increases with Minoritized Group Rank
By: Mina Cikara, Vasiliki Fouka and Marco Tabellini
People are on the move in unprecedented numbers across the globe. How does migration affect local intergroup dynamics? In contrast to accounts that emphasize stereotypical features of groups as determinants of their treatment, we propose the social group reference...  View Details
Keywords: Prejudice; Minority; Hate Crimes; Reference Dependence; Demographics; Rank And Position; Prejudice And Bias; Crime And Corruption
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  • 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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  • September–October 2020
  • Article

The Air War Versus the Ground Game: An Analysis of Multi-Channel Marketing in U.S. Presidential Elections
By: Lingling Zhang and Doug J. Chung
This study jointly examines the effects of television advertising and field operations in U.S. presidential elections, with the former referred to as the “air war” and the latter as the “ground game.” Specifically, the study focuses on how different campaign...  View Details
Keywords: Multi-channel Marketing; Ground Campaigning; Political Campaigns; Discrete-choice Model; Instrumental Variables; Political Elections; Marketing Channels; Advertising; United States
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  • 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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  • 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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  • 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; Social Media; Emotions; Media; Online Technology; Measurement And Metrics
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  • 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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  • 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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  • 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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  • 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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  • 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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  • 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; Decision Making; Perception; Judgments; Decision Making; Perception; Behavior
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  • 2017
  • Working Paper

Malleable Monopoly Money: Does How You Pay For A Gift Card Affect How You Spend It?
By: Priya Raghubir and Shelle Santana
This research examines the malleability of a specific form of “monopoly” money (viz., Raghubir and Srivastava 2008), gift cards, and shows that the manner in which one purchases a gift card affects its subjective value and subsequent use. Study 1 shows that...  View Details
Keywords: Subjective Value Of Money; Economic Psychology; Behavioral Economics; Gift Cards; Money; Value; Perception
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  • 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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  • 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: Search Technology; Online Advertising
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  • Article

The Scandal Effect
By: Boris Groysberg, Eric Lin, George Serafeim and Robin Abrahams
Executives with scandal-tainted companies on their résumés pay a penalty on the job market, even if they clearly had nothing to do with the trouble. Because the scandal effect is lasting, a company you left long ago could have an impact on your current and future job...  View Details
Keywords: Misconduct; Career; Career Management; Career Changes; Executive Compensation; Executive Leadership; Executive Development; Crime And Corruption; Executive Compensation; Personal Development And Career; Management Skills; Management Teams
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  • Winter 2016
  • Article

Analytics for an Online Retailer: Demand Forecasting and Price Optimization
By: Kris J. Ferreira, Bin Hong Alex Lee and David Simchi-Levi
We present our work with an online retailer, Rue La La, as an example of how a retailer can use its wealth of data to optimize pricing decisions on a daily basis. Rue La La is in the online fashion sample sales industry, where they offer extremely limited-time...  View Details
Keywords: Online Technology; Price; Forecasting And Prediction; Revenue; Sales; Retail Industry
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  • August 2014 (Revised May 2015)
  • Case

Teaming at Disney Animation
By: Amy C. Edmondson, David L. Ager, Emily Harburg and Natalie Bartlett
Jonathan Geibel, Director of Systems at Walt Disney Animation Studios (hereafter referred to as Disney Animation), walked through the workspace occupied by the group he had been tasked to lead. Geibel knew he was part of a creative and magical environment. The Disney...  View Details
Keywords: Leading Change; Creativity; Organizational Structure; Animation Entertainment; Organizational Culture; Entertainment And Recreation Industry; United States
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  • 2014
  • Working Paper

Dangerous Expectations: Breaking Rules to Resolve Cognitive Dissonance
By: Celia Moore, S. Wiley Wakeman and Francesca Gino
When entering task performance contexts we generally have expectations about both the task and how well we will perform on it. When those expectations go unmet, we experience psychological discomfort (cognitive dissonance), which we are then motivated to resolve. Prior...  View Details
Keywords: Rule Breaking; Unethical Behavior; Expectancy Disconfirmation; Cognitive Dissonance; Misattribution; Behavior; Ethics; Cognition And Thinking
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