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- November–December 2022
- Article
Can AI Really Help You Sell?
By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products...
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- Working Paper
A (Dynamic) Investigation of Stereotypes, Belief-Updating, and Behavior
By: Katherine B. Coffman, Paola Ugalde Araya and Basit Zafar
Many decisions—such as what educational or career path to pursue—are dynamic in nature, with individuals receiving feedback at one point in time and making decisions later. Using a controlled experiment, with two sessions one week apart, we analyze the dynamic effects...
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Keywords:
Feedback;
Beliefs;
Stereotypes;
Self-assessment;
Gender Gap;
Performance;
Perception;
Gender;
Decision Making;
Behavior
- 2021
- Working Paper
Whether to Apply
By: Katherine B. Coffman, Manuela Collis and Leena Kulkarni
Labor market outcomes depend, in part, upon an individual’s willingness to put herself forward for different opportunities. We use laboratory and field experiments to explore gender differences in willingness to apply for higher return, more challenging work. We find...
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- 2021
- Working Paper
Stereotypes and Belief Updating
By: Katherine B. Coffman, Manuela Collis and Leena Kulkarni
We explore how feedback shapes, and perpetuates, gender gaps in self-assessments. Participants in our experiments take tests of their ability across different domains. We elicit their beliefs of their performance before and after feedback. We find that, even after the...
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Keywords:
Beliefs;
Stereotypes;
Self-assessment;
Gender;
Prejudice and Bias;
Information;
Performance;
Perception
- 2017
- Working Paper
Shopping for Confirmation: How Disconfirming Feedback Shapes Social Networks
By: Paul Green Jr., Francesca Gino and Bradley Staats
Many organizations employ interpersonal feedback processes as a structured means of informing and motivating employee improvement. Ample evidence suggests that these feedback processes are largely ineffective, and despite a wealth of prescriptive literature, these...
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- Spring 2014
- Article
Leveraging Crowdsourced Peer-to-Peer Assessments to Enhance the Case Method of Learning
By: Jill Avery
Many marketing educators use the case method to help their students strengthen their decision-making skills. Rigorous class participation is essential to achieving learning objectives in case method learning. One challenge for case method instructors is the assessment...
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- March–April 2013
- Article
Language Matters: Status Loss & Achieved Status Distinctions in Global Organizations
By: Tsedal Neeley
How workers experience and express status loss in organizations has received little scholarly attention. I conducted a qualitative study of a French high-tech company that had instituted English as a lingua franca, or common language, as a context for examining this...
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Keywords:
Organizations;
Status and Position;
Loss;
Spoken Communication;
Emotions;
Attitudes;
Behavior;
Globalization
- July – August 2008
- Article
Making Diverse Teams Click
High interpersonal congruence-meaning alignment between team members' self-assessments and their appraisals of one another-improves the performance of diverse teams. And 360-degree feedback can help.
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- December 2003
- Teaching Note
Negotiation Self-Assessment (TN)
Teaching Note to (9-902-218).
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- September 2003
- Module Note
Managing the Competing Goals of Work and Life
By: Leslie A. Perlow
Outlines how instructors can facilitate discussion within the Managing the Competing Goals of Work and Life module to encourage students to begin a process of self-assessment that focuses on personal values, career development needs, and workplace culture.
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- August 2003
- Exercise
SACD Final Paper Assignment
By: Shoshana Zuboff, David A. Thomas and Monica C. Higgins
The final paper assignment for the Self-Assessment and Career Development course.
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- May 2003
- Case
International Federation of Red Cross and Red Crescent Societies
By: John A. Quelch
Didier Cherpitel, CEO of the International Federation of Red Cross and Red Crescent Societies (IFRC), is implementing a new strategy that will fundamentally change the role of its International Secretariat. The organization is in the early stages of implementing a best...
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- August 2002
- Exercise
Career Choice-Making Case Assignment, The
By: Monica C. Higgins, David A. Thomas and Shoshana Zuboff
Sets the stage for self-assessment as an integral component in the process of career development.
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- August 2002
- Exercise
Written Interview Assignment, The
By: Monica C. Higgins, David A. Thomas and Shoshana Zuboff
Sets the stage for self-assessment as an integral component in the process of career development.
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- May 2002 (Revised June 2002)
- Exercise
Negotiation Self-Assessment
This exercise helps students evaluate their negotiating style on traditional measures of creating versus claiming, and empathy and assertiveness. In just a few minutes, they can see where their natural style lies on a matrix.
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- May 1998
- Teaching Note
Development Relationships TN
By: David A. Thomas and Emily Heaphy
The final class of the Career Development module of the Self-Assessment and Career Development course (SACD) uses the topic of mentoring and developmental relationships to encourage students to think beyond the point of finding and accepting a suitable job offer. The...
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- April 1998 (Revised June 1998)
- Teaching Note
Self-Assessment and Career Development, Instructor's Course Overview (TN)
By: David A. Thomas and Emily Heaphy
An overview for the Self-Assessment and Career Development course.
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Keywords:
Personal Development and Career
- March 1998
- Teaching Note
Personality Types: The Myers-Briggs Type Indicator (TN)
By: David A. Thomas and Emily Heaphy
Describes a class design for teaching students about the Myers-Briggs Type Indicator (MBTI). The Ideal Organization exercise is the centerpiece of the class. It demonstrates that people with different cognitive types have distinct preferences for the type of...
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- March 1994 (Revised December 1998)
- Background Note
Managing Your Career
By: Linda A. Hill
Designed to serve as background reading for the "Managing Your Career" module of the second-year MBA elective Power and Influence. Describes the way in which managers learn and develop through on-the-job experience. Outlines a model for launching a "success syndrome"...
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Keywords:
Personal Development and Career
- February 1990
- Teaching Note
Self-Assessment and Career Development, Instructor's Note
By: Shoshana Zuboff
Keywords:
Personal Development and Career