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Negotiation, Organizations & Markets Remove Negotiation, Organizations & Markets →

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  • December 2023
  • Article

Save More Today or Tomorrow: The Role of Urgency in Precommitment Design
By: Joseph Reiff, Hengchen Dai, John Beshears, Katherine L. Milkman and Shlomo Benartzi
To encourage farsighted behaviors, past research suggests that marketers may be wise to invite consumers to pre-commit to adopt them “later.” However, the authors propose that people will draw different inferences from different types of pre-commitment offers, and that...  View Details
Keywords: Consumer Behavior; Decision Choices and Conditions
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  • November 9, 2023
  • Article

Gender Gaps: Back and Here to Stay? Evidence from Skilled Ugandan Workers During COVID-19
By: Livia Alfonsi, Mary Namubiru and Sara Spaziani
We investigate gender disparities in the effect of COVID-19 on the labor market outcomes of skilled Ugandan workers. Leveraging a high-frequency panel dataset, we find that the lockdowns imposed in Uganda reduced employment by 69% for women and by 45% for men,...  View Details
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  • November 2023
  • Teaching Note

Inclusion and Diversity at Mars Petcare
By: Katherine Baldiga Coffman, Jillian J. Jordan and Emma Ronzetti
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  • October 2023
  • Case

Making Progress at Progress Software (A)
By: Katherine Coffman, Hannah Riley Bowles and Alexis Lefort
In this case, the Human Capital team at Progress Software has identified that some employees have a hard time understanding how to advance within Progress. This realization leads the team to develop several major people-process innovations: the introduction of...  View Details
Keywords: Leading Change; Organizational Culture; Performance Evaluation; Prejudice and Bias; Technology Industry; Bulgaria
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  • 2023
  • Working Paper

The Buy-In Effect: When Increasing Initial Effort Motivates Behavioral Follow-Through
By: Holly Dykstra, Shibeal O'Flaherty and A.V. Whillans
Behavioral interventions often focus on reducing friction to encourage behavior change. In contrast, we provide evidence that adding friction can promote long-term behavior change when behaviors involve repeated costly efforts over longer time horizons. In...  View Details
Keywords: Friction; Behavior; Environmental Sustainability; Transportation; Outcome or Result
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  • October 2023
  • Supplement

Making Progress at Progress Software (B)
By: Katherine Coffman, Hannah Riley Bowles and Alexis Lefort
In this case, the Human Capital team at Progress Software has identified that some employees have a hard time understanding how to advance within Progress. This realization leads the team to develop several major people-process innovations: the introduction of...  View Details
Keywords: Leading Change; Negotiation; Organizational Culture; Performance Evaluation; Prejudice and Bias; Technology Industry; United States; Bulgaria
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  • October 2023
  • Case

ghSMART & Co: Building and Scaling a Time Smart Firm
By: Ashley Whillans and Sara Coronel Rodriguez
Keywords: Time; Time Management; Consulting Firms
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  • 2023
  • Working Paper

Emotion Regulation Contagion
By: Michael Pinus, Eran Halperin, Yajun Cao, Alin Coman, James Gross and Amit Goldenberg
In intergroup conflicts, emotion regulation interventions can decrease negative intergroup emotions and increase support for concessions. However, it is usually infeasible to provide emotion regulation interventions to everyone in a population of interest. This raises...  View Details
Keywords: Groups and Teams; Emotions; Conflict and Resolution
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  • October 2023
  • Article

Speedy Activists: Firm Response Time to Sociopolitical Events Influences Consumer Behavior
By: Jimin Nam, Maya Balakrishnan, Julian De Freitas and Alison Wood Brooks
Organizations face growing pressure from their consumers and stakeholders to take public stances on sociopolitical issues. However, many are hesitant to do so lest they make missteps, promises they cannot keep, appear inauthentic, or alienate consumers, employees, or...  View Details
Keywords: Brands and Branding; Public Opinion; Social Media; Social Issues
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  • September 25, 2023
  • Book Review

Where Have All the Good Men Gone?: Book Review of 'The Two-Parent Privilege' by Melissa S. Kearney
By: Michael Luca
In 2019, 57% of U.S. children lived with two parents, down from 80% in 1980. Is the rise of single-parent households an emblem of empowerment or a sign of dwindling support for children? This article reviews a new book on the topic, discussing the decline and impact of...  View Details
Keywords: Household; Family and Family Relationships
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  • September 2023
  • Exercise

Irrationality in Action: Decision-Making Exercise
By: Alison Wood Brooks, Michael I. Norton and Oliver Hauser
This teaching exercise highlights the obstacle of biases in decision-making, allowing students to generate examples of potentially poor decision-making rooted in abundant and unwanted bias. This exercise has two parts: a pre-class, online survey in which students...  View Details
Keywords: Decision Making; Biases
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  • September 2023
  • Article

A Pull versus Push Framework for Reputation
By: Jillian J. Jordan
Reputation is a powerful driver of human behavior. Reputation systems incentivize 'actors' to take reputation-enhancing actions, and 'evaluators' to reward actors with positive reputations by preferentially cooperating with them. This article proposes a reputation...  View Details
Keywords: Reputation; Behavior; Game Theory
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  • 2023
  • Working Paper

Channeled Attention and Stable Errors
By: Tristan Gagnon-Bartsch, Matthew Rabin and Joshua Schwartzstein
We develop a framework for assessing when somebody will eventually notice that she has a misspecified model of the world, premised on the idea that she neglects information that she deems—through the lens of her misconceptions—to be irrelevant. In doing so, we...  View Details
Keywords: Attentional Stability; Cognition and Thinking; Attitudes; Information; Theory
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  • 2023
  • Working Paper

How People Use Statistics
By: Pedro Bordalo, John J. Conlon, Nicola Gennaioli, Spencer Yongwook Kwon and Andrei Shleifer
We document two new facts about the distributions of answers in famous statistical problems: they are i) multi-modal and ii) unstable with respect to irrelevant changes in the problem. We offer a model in which, when solving a problem, people represent each hypothesis...  View Details
Keywords: Decision Choices and Conditions; Microeconomics; Mathematical Methods; Behavioral Finance
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  • July 2023
  • Article

Negative Expressions Are Shared More on Twitter for Public Figures Than for Ordinary Users
By: Jonas P. Schöne, David Garcia, Brian Parkinson and Amit Goldenberg
Social media users tend to produce content that contains more positive than negative emotional language. However, negative emotional language is more likely to be shared. To understand why, research has thus far focused on psychological processes associated with...  View Details
Keywords: Social Media; Emotions
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  • July 11, 2023
  • Article

How Reputation Does (and Does Not) Drive People to Punish Without Looking
By: Jillian J. Jordan and Nour S. Kteily
Punishing wrongdoers can confer reputational benefits, and people sometimes punish without careful consideration. But are these observations related? Does reputation drive people to people to “punish without looking”? And if so, is this because unquestioning...  View Details
Keywords: Opposing Perspectives; Outrage Culture; Signaling; Ideology; Moralistic Punishment; Perspective; Behavior; Reputation; Decision Making
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  • June 2023
  • Exercise

Experimenting with Algorithm Resume Screening
By: Michael Luca, Jesse M. Shapiro, Adrian Obleton, Evelyn Ramirez and Nathan Sun
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  • June 2023
  • Article

Amplification of Emotion on Social Media
By: Amit Goldenberg and Robb Willer
Why do expressions of emotion seem so heightened on social media? Brady et al. argue that extreme moral outrage on social media is not only driven by the producers and sharers of emotional expressions, but also by systematic biases in the way people that perceive moral...  View Details
Keywords: Emotion; Perception; Prejudice and Bias; Emotions; Social Media
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  • June 2023
  • Article

Are You Listening to Me? The Negative Link between Extraversion and Perceived Listening
By: Francis J Flynn, Hanne Collins and Julian Zlatev
Extraverts are often characterized as highly social individuals who are highly invested in their interpersonal interactions. We propose that extraverts' interaction partners hold a different view-that extraverts are highly social, but not highly invested. Across six...  View Details
Keywords: Extraversion; Listening; Self-monitoring; Sociability; Interaction; Interpersonal Communication; Perception
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  • May 2023
  • Article

Gentrification and Retail Churn: Theory and Evidence
By: Edward L. Glaeser, Michael Luca and Erica Moszkowski
How does gentrification transform neighborhood retail amenities? This paper presents a model in which gentrification harms incumbent residents by increasing rental costs and by eliminating distinctive local stores. While rising rents can be offset with targeted...  View Details
Keywords: Gentrification; Neighborhoods; Impact; Local Range; Transition; Civil Society or Community; Welfare; Economic Growth
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