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Publications

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    • All HBS Web  (44)
      • Faculty Publications  (23)

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      • June 2024
      • Teaching Note

      Skills-First Hiring at IBM

      By: Boris Groysberg and Sarah Mehta
      Teaching note for “Skills-First Hiring at IBM,” case no. 422-013. View Details
      Keywords: Competency and Skills; Experience and Expertise; Talent and Talent Management; Human Resources; Human Capital; Employees; Recruitment; Retention; Selection and Staffing; Jobs and Positions; Job Design and Levels; Job Interviews; Society; Societal Protocols; Technology Industry; United States; New York (state, US)
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      Groysberg, Boris, and Sarah Mehta. "Skills-First Hiring at IBM." Harvard Business School Teaching Note 424-074, June 2024.
      • June 2023
      • Article

      The Salary Taboo: Privacy Norms and the Diffusion of Information

      By: Zoë Cullen and Ricardo Perez-Truglia
      The limited diffusion of salary information has implications for labor markets, such as wage discrimination policies and collective bargaining. Access to salary information is believed to be limited and unequal, but there is little direct evidence on the sources of... View Details
      Keywords: Search Costs; Privacy; Norms; Compensation; Financial Industry; Field Experiment; Knowledge Dissemination; Equality and Inequality; Gender; Compensation and Benefits; Societal Protocols
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      Cullen, Zoë, and Ricardo Perez-Truglia. "The Salary Taboo: Privacy Norms and the Diffusion of Information." Art. 104890. Journal of Public Economics 222 (June 2023).
      • March 2022 (Revised November 2022)
      • Case

      When Should CEOs Speak Out Publicly? The 2021 Georgia Voting Law

      By: William W. George, Hubert Joly and Amram Migdal
      This case describes the March 2021 passage of a voting and elections law in the U.S. state of Georgia and reactions by corporations and corporate leaders to the law. Included are a brief history of voting rights in the United States and Georgia and an overview of the... View Details
      Keywords: Voting Rights; CEO Activism; Communication; Communication Intention and Meaning; Communication Strategy; Forms of Communication; Announcements; Spoken Communication; Decision Making; Judgments; Voting; Demographics; Nationality; Race; Geography; Geographic Location; Geopolitical Units; Country; Government and Politics; Government Administration; Government Legislation; Political Elections; History; Law; Laws and Statutes; Rights; Leadership; Leadership Style; Management; Management Skills; Relationships; Business and Community Relations; Business and Government Relations; Business and Stakeholder Relations; Social Psychology; Status and Position; Society; Civil Society or Community; Culture; Public Opinion; Social Issues; Societal Protocols; United States; Georgia (state, US)
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      George, William W., Hubert Joly, and Amram Migdal. "When Should CEOs Speak Out Publicly? The 2021 Georgia Voting Law." Harvard Business School Case 322-015, March 2022. (Revised November 2022.)
      • September 2021 (Revised November 2022)
      • Case

      Community Solutions

      By: Brian Trelstad and Tom Quinn
      Community Solutions was an anti-homelessness nonprofit founded in 2011 after protagonist Rosanne Haggerty grew frustrated with the limited impact of traditional housing and outreach strategies. It set an ambitious goal, reached in some partner communities, of ending... View Details
      Keywords: Change; Change Management; Disruption; Transformation; Communication; Communication Strategy; Decision Making; Cost vs Benefits; Decision Choices and Conditions; Decisions; Forecasting and Prediction; Social Entrepreneurship; Ethics; Values and Beliefs; Capital Budgeting; Capital Markets; Country; Government Administration; Government Legislation; Housing; Disruptive Innovation; Innovation and Invention; Innovation Strategy; Knowledge Sharing; Leading Change; Resource Allocation; Mission and Purpose; Performance Evaluation; Performance Improvement; Philanthropy and Charitable Giving; Opportunities; Social Enterprise; Nonprofit Organizations; Human Needs; Public Opinion; Social Issues; Societal Protocols; Poverty; Welfare; Well-being; System; Equality and Inequality; Consulting Industry; Real Estate Industry; United States; New York (city, NY); Florida; Texas
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      Trelstad, Brian, and Tom Quinn. "Community Solutions." Harvard Business School Case 322-021, September 2021. (Revised November 2022.)
      • Article

      'Many Others Are Doing It, So Why Shouldn't I?': How Being in Larger Competitions Leads to More Cheating

      By: Celia Chui, Maryam Kouchaki and Francesca Gino
      In many spheres of life, from applying for a job to participating in an athletic contest to vying for a date, we face competition. Does the size of the competition pool affect our propensity to behave unethically in our pursuit of the prize? We propose that it does.... View Details
      Keywords: Unethical Behavior; Cheating; Competitors; Social Norms; Ethics; Behavior; Competition; Societal Protocols
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      Chui, Celia, Maryam Kouchaki, and Francesca Gino. "'Many Others Are Doing It, So Why Shouldn't I?': How Being in Larger Competitions Leads to More Cheating." Organizational Behavior and Human Decision Processes 164 (May 2021): 102–115.
      • December 2019
      • Article

      When Do We Punish People Who Don't?

      By: Justin W. Martin, Jillian J. Jordan, David G. Rand and Fiery Cushman
      People often punish norm violations. In what cases is such punishment viewed as normative—a behavior that we “should”or even“must”engage in? We approach this question by asking when people who fail to punish a norm violator are, themselves, punished. (For instance, a... View Details
      Keywords: Punishment; Norms; Cooperation; Societal Protocols; Adaptation
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      Martin, Justin W., Jillian J. Jordan, David G. Rand, and Fiery Cushman. "When Do We Punish People Who Don't?" Cognition 193 (December 2019).
      • 2019
      • Working Paper

      On Her Own Account: How Strengthening Women's Financial Control Affects Labor Supply and Gender Norms

      By: Natalia Rigol, Erica Field, Rohini Pande, Simone Schaner and Charity Troyer-Moore
      Can greater control over earned income incentivize women to work and influence gender norms? In collaboration with Indian government partners, we provided rural women with individual bank accounts and randomly varied whether their wages from a public workfare program... View Details
      Keywords: Gender Norms; Economics; Gender; Employment; Income; Societal Protocols; India
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      Rigol, Natalia, Erica Field, Rohini Pande, Simone Schaner, and Charity Troyer-Moore. "On Her Own Account: How Strengthening Women's Financial Control Affects Labor Supply and Gender Norms." NBER Working Paper Series, No. 26294, September 2019.
      • February 2019
      • Article

      Pettiness in Social Exchange

      By: Tami Kim, Ting Zhang and Michael I. Norton
      We identify and document a novel construct—pettiness, or intentional attentiveness to trivial details—and examine its (negative) implications in interpersonal relationships and social exchange. Seven studies show that pettiness manifests across different types of... View Details
      Keywords: Relationships; Personal Characteristics; Perception; Societal Protocols
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      Kim, Tami, Ting Zhang, and Michael I. Norton. "Pettiness in Social Exchange." Journal of Experimental Psychology: General 148, no. 2 (February 2019): 361–373.
      • 2014
      • Working Paper

      Handshaking Promotes Cooperative Dealmaking

      By: Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
      Humans use subtle sources of information—like nonverbal behavior—to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations because people feel comfortable initiating... View Details
      Keywords: Negotiation Tactics; Cooperation; Societal Protocols
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      Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton. "Handshaking Promotes Cooperative Dealmaking." Harvard Business School Working Paper, No. 14-117, May 2014.
      • May 2014
      • Article

      I'm Sorry About the Rain! Superfluous Apologies Demonstrate Empathic Concern and Increase Trust

      By: A.W. Brooks, H. Dai and M.E. Schweitzer
      Existing apology research has conceptualized apologies as a device to rebuild relationships following a transgression. As a result, apology research has failed to investigate the use of apologies for outcomes for which individuals are obviously not culpable (e.g.,... View Details
      Keywords: Superfluous Apology; Apology; Benevolence-based Trust; Empathy; Stochastic Trust Game; Trust; Emotions; Societal Protocols
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      Brooks, A.W., H. Dai, and M.E. Schweitzer. "I'm Sorry About the Rain! Superfluous Apologies Demonstrate Empathic Concern and Increase Trust." Social Psychological & Personality Science 5, no. 4 (May 2014): 467–474.
      • Spring 2014
      • Article

      The Surprising Benefits of Nonconformity

      By: Silvia Bellezza, Francesca Gino and Anat Keinan
      Keywords: Status and Position; Societal Protocols
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      Bellezza, Silvia, Francesca Gino, and Anat Keinan. "The Surprising Benefits of Nonconformity." MIT Sloan Management Review 55, no. 3 (Spring 2014): 10–11.
      • October 2013
      • Article

      License to Cheat: Voluntary Regulation and Ethical Behavior

      By: F. Gino, E. Krupka and R. Weber
      While monitoring and regulation can be used to combat socially costly unethical conduct, their intended targets are often able to avoid regulation or hide their behavior. This surrenders at least part of the effectiveness of regulatory policies to firms' and... View Details
      Keywords: Ethical Behavior; Dishonesty; Regulation; Selection; Social Norms; Behavior; Ethics; Societal Protocols
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      Gino, F., E. Krupka, and R. Weber. "License to Cheat: Voluntary Regulation and Ethical Behavior." Management Science 59, no. 10 (October 2013): 2187–2203.
      • Article

      Can Wages Buy Honesty?: The Relationship Between Relative Wages and Employee Theft

      By: C. X. Chen and Tatiana Sandino
      In this study we examine whether, for a sample of retail chains, high levels of employee compensation can deter employee theft, an increasingly common type of fraudulent behavior. Specifically, we examine the extent to which relative wages (i.e., employee wages... View Details
      Keywords: Risk Management; Behavior; Compensation and Benefits; Societal Protocols
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      Chen, C. X., and Tatiana Sandino. "Can Wages Buy Honesty? The Relationship Between Relative Wages and Employee Theft." Journal of Accounting Research 50, no. 4 (September 2012): 967–1000.
      • September 2012
      • Article

      The Bedside Manner of Homo Economicus: How and Why Priming an Economic Schema Reduces Compassion

      By: Andrew Molinsky, Adam M. Grant and Joshua D. Margolis
      We investigate how, why and when activating economic schemas reduces the compassion that individuals extend to others in need when delivering bad news. Across three experiments, we show that unobtrusively priming economic schemas decreases the compassion that... View Details
      Keywords: Behavior; Framework; Emotions; Societal Protocols; Economics
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      Molinsky, Andrew, Adam M. Grant, and Joshua D. Margolis. "The Bedside Manner of Homo Economicus: How and Why Priming an Economic Schema Reduces Compassion." Organizational Behavior and Human Decision Processes 119, no. 1 (September 2012): 27–37.
      • 2012
      • Working Paper

      What Do Managers Do? Exploring Persistent Performance Differences among Seemingly Similar Enterprises

      By: Robert Gibbons and Rebecca Henderson
      Social networks and social groups have both been seen as important to discouraging malfeasance and supporting the global pro-social norms that underlie social order, but have typically been treated either as pure substitutes or as having completely independent effects.... View Details
      Keywords: Social Norms; Social Networks; Triadic Closure; Social Groups; Group Identity; Groups and Teams; Identity; Performance Consistency; Social and Collaborative Networks; Societal Protocols; Social Media
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      Gibbons, Robert, and Rebecca Henderson. "What Do Managers Do? Exploring Persistent Performance Differences among Seemingly Similar Enterprises." Harvard Business School Working Paper, No. 13-020, August 2012.
      • December 2011
      • Article

      Globalization and Beauty: A Historical and Firm Perspective

      By: G. Jones
      This paper uses the beauty industry to explore the impact of globalization over the very long run. As the first wave of modern globalization started in the nineteenth century, there began a massive homogenization of beauty ideals around the world that has, to some... View Details
      Keywords: Globalization; Business Ventures; Trends; Societal Protocols; Value; Brands and Branding; Perception; Entrepreneurship; Beauty and Cosmetics Industry
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      Jones, G. "Globalization and Beauty: A Historical and Firm Perspective." Ou Mei yan jiu [EurAmerica] 41, no. 4 (December 2011): 885–916.
      • Article

      (When) Are Religious People Nicer? Religious Salience and the 'Sunday Effect' on Pro-social Behavior

      By: Deepak Malhotra
      Prior research has found mixed evidence for the long-theorized link between religiosity and pro-social behavior. To help overcome this divergence, we hypothesize that pro-social behavior is linked not to religiosity per se, but rather to the salience of religion and... View Details
      Keywords: Philanthropy and Charitable Giving; Auctions; Bids and Bidding; Religion; Behavior; Societal Protocols
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      Malhotra, Deepak. "(When) Are Religious People Nicer? Religious Salience and the 'Sunday Effect' on Pro-social Behavior." Judgment and Decision Making 5, no. 2 (April 2010): 138–143.
      • Article

      The Price of Equality: Suboptimal Resource Allocations across Social Categories

      By: Stephen M. Garcia, Max Bazerman, Shirli Kopelman, Avishalom Tor and Dale T. Miller
      This paper explores the influence of social categories on the perceived trade-off between relatively bad but equal distribution of resources between two parties and profit maximizing, yet asymmetric, payoffs. Studies 1 and 2 show that people prefer to maximize profits... View Details
      Keywords: Equality and Inequality; Resource Allocation; Societal Protocols; Profit; Decision Making; Prejudice and Bias; Market Transactions; Ethics; Power and Influence; Distribution; Organizations
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      Garcia, Stephen M., Max Bazerman, Shirli Kopelman, Avishalom Tor, and Dale T. Miller. "The Price of Equality: Suboptimal Resource Allocations across Social Categories." Special Issue on Behavioral Ethics: A New Empirical Perspective on Business Ethics Research. Business Ethics Quarterly 20, no. 1 (January 2010): 75–88.
      • 2009
      • Working Paper

      Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation

      By: James K. Sebenius
      When facing a cross-border negotiation, the standard preparatory assessments -- of the parties, their interests, their no-deal options, opportunities for and barriers to creating and claiming value, the most promising sequence and process design, etc. -- should be... View Details
      Keywords: Cross-Cultural and Cross-Border Issues; Negotiation Process; Societal Protocols; Competitive Advantage; Cooperation
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      Sebenius, James K. "Assess, Don't Assume, Part I: Etiquette and National Culture in Negotiation." Harvard Business School Working Paper, No. 10-048, December 2009.
      • 2009
      • Article

      The Dynamics of Silencing Conflict

      By: Leslie Perlow and Nelson Repenning
      In many organizations, when people perceive a difference with another they often do not fully express themselves. Despite creating innumerable problems, silencing conflict is a persistent phenomenon. While the antecedents of acts of silence are well documented, little... View Details
      Keywords: Interpersonal Communication; Management Style; Conflict Management; Societal Protocols
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      Perlow, Leslie, and Nelson Repenning. "The Dynamics of Silencing Conflict." Research in Organizational Behavior 29 (2009): 195–223.
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