Leadership

Inspiring Loyalty by Asking, “What If?”

Counterfactual thinking strengthens commitments to people and organizations

Policy

Paying a Premium on Your Premium

Effects of consolidation in the health insurance industry

Navigating Culture in Negotiations

Bargaining style can affect outcomes

Economics

Selling with Selective Disclosure

Why salespeople reveal some—but not all—unflattering information

Finance & Accounting

Mergers Can Be Risky Business

Default risk rises for acquiring firms

Cultures of Trust

The way countries view one another affects trade and investments.

Operations

Cutting in Line

Flexible queuing systems may improve customer service

Marketing

Understanding the Emotion of Loss

The mental processes behind loss aversion

Economics

Should I Bring an Umbrella?

Rating forecasters is difficult, but not impossible

Leadership

Nice Guys Finish Last

Altruism may be rewarded with prestige, but seldom with leadership

Leadership

Dimensions of Diffusion

Company to company, business practices seldom remain the same

Strategy

Concrete Collusion

Economic data reveals little competition in Brazil’s cement industry

Policy

Patently Unfair

Large firms use amicus briefs in patent cases to their advantage

Marketing

When Memory Serves

Customers better remember low prices

Finance & Accounting

When Investors Disagree

Differing opinions influence financial market trading patterns

Strategy

Commissions, Kickbacks, and Consumers

Brokers responding to financial incentives can benefit consumers

Leadership

Downplaying Social Pain

Snubs and rejections hurt worse than others think they do

Finance & Accounting

Hiring and Firing at the Top

Industry conditions matter when looking to hire or fire a CEO

Sight Over Sound

Mode of communication matters in negotiations

Operations

A Surprising Secret to Netflix’s Runaway Success

A little uncertainty can go a long way

Opting Out, or Overlooking Discrimination?

How the framework of “free choice” can obscure the reality of gender inequality

Economics

Performing Best When It Matters Most

Critical ability is a key to success

Economics

Adding Friction to the Market

In employment, making hiring and firing easier is not always the way to go

Policy

The Financial Reporting Fast Lane

Unexpected reactions to real-time reporting

Economics

Riding the High Income Wave

High earners ride higher, but rougher, economic waves

Is Entrepreneurship Missing in Shanghai?

The start-up spirit is surprisingly lacking in the Chinese megacity

Economics

Where Busy Bees and Business Converge

The striking similarities between ecological and organizational networks

Finance & Accounting

Jumps in the Market Make for Jumpy Investors

Short-lived market events can have long-term effects on the appetite for risk

Finance & Accounting

Today’s Rising One-percenters

The growing gap between the very rich and everyone

Marketing

One, Two, Three Stats and More at the Old Ballgame

Identifying baseball’s best players and most reliable statistics

Policy

An Unhealthy Market for Competition

Health insurance companies in the U.S., not consumers, control the market

Developing Stock Exchanges In Developing Countries

The impetus for a new stock exchange can determine its fate

A Trusted Name

Why we trust people we do not know.

Policy

Abundant Resources, Yet Little Freedom

Why dictators of resource-rich countries muzzle the press

Strategy

Remaining the Market Leader

The role of learning-by-doing and organizational forgetting

Innovation

Age and Great Invention

Scientists who make breakthroughs are older than ever

Social Impact

Driving Biofuel Adoption

Brazil’s consumers offer a peek at attitudes towards alt-fuels

Strategy

Firming Up the Foundations of Game Theory

Elucidating the role of information in strategic interactions

Sifting through Stock-Based Compensation

Managers and analysts use the expense for different purposes

Strategy

Consumers, Cars, and Common Sense

The role of gas prices in American automobile purchases

Policy

Ballooning Budgets

Why federal budgets grow, but rarely shrink

Finance & Accounting

Debt Markets During the Crisis

Failure to see the big picture led to a breakdown

Marketing

When Uncertainty Is a Sure Thing

Points and prizes can make for successful product promotion

Policy

A Potentially Fatal Illness, An Unpredictable Vaccine

Yearly flu vaccine notable for uncertainty in both supply and demand

Marketing

A Widespread Stigma

Why are people with mental illness judged unfairly?

Finance & Accounting

Synchronicity Pays

Instant messaging helps traders buy and sell at the right time

Entrepreneurship

Not All VCs Are Created Equally

High-quality venture capitalists can improve financial management and reporting

Marketing

Talk to Your Doctor About…

How consumer drug ads affect prescribing practices

Policy

Buy Coal?

Purchasing the dirty fossil fuel could help fight climate change

Economics

What has the Internet Done for the Economy?

The puzzling spread of the commercial Internet could explain wage inequalities

When to Come Out Swinging

Devise the right strategy for negotiations or online auctions

Cooking the Books

Why do firms issue financial misstatements?

Finance & Accounting

Shareholders vs. Management: Split Decision

Shareholders should usually—but not always—control decisions

Finance & Accounting

Missing in Aisle 5

When grocery stores borrow, consumer experience drops

Economics

Expert or Charlatan?

A test to tell the difference between authentic experts and flimflam artists

Policy

Do Anti-drinking Ads Work?

Guilt-inducing public service announcements can backfire

Economics

Increasing Revenue from Online Auctions

Buyer-seller interactions affect customer value in two-sided markets

The Fall of German Biotech

How the anti-biotech movement tripped up once-pioneering firms

Policy

Preventing Crime Waves

Why harsh punishments for all offenses may exacerbate crime

Finance & Accounting

Dividends Driving Volatility

Erratic stock prices due to concerns over short-term dividend payments

Strategy

Is Democracy Good for Peace?

Limited democracies and weak dictators may escalate conflicts

Operations

From Web Visits to Firm Orders

Analyzing web visitor click data to streamline sales efforts

Economics

Matriculation Matters

Refining the college admissions guessing game

Social Impact

Principal Performance

What if school principals’ pay were tied to job performance? Turns out, it already is

Policy

On the Origin of Schools

The diversity of Arizona’s charter schools

Economics

Balancing Medical Risks with Financial Needs

Controversial prescription drug Vioxx may have kept people in the workforce

Policy

Government or God?

In times of uncertainty, people seek stability

Economics

Reward Now, Punish Later

Punishment alone may not change social norms

Policy

All Politics Is Cultural

Cultural not economic vocabularies separate liberals and conservatives

Marketing

Real Men Don’t Eat Very Berry Cheesecake

Manly preferences take their toll

Politics & Elections

A Populist Paradox

Populist policies may harm voters but reward leaders

Marketing

Generous Paupers and Stingy Princes?

Power and consumer spending

Politics & Elections

First Among Equals?

Prime ballot position improves a candidate’s chances of winning office.

Better Decisions Through Diversity

Heterogeneity can boost group performance.

Policy

Big Tax Breaks Beget Small Investments

Why the American Jobs Creation Act lowered taxes but failed to spur domestic investment

Policy

Valuing the Government Guarantee

Determining the U.S. government’s liability for Fannie Mae and Freddie Mac

Policy

Engineered Electioneering

The “when” and “what” of candidates’ messages.

Leadership

Successful Mediators Wanted: No Robe Required

Skill should trump judicial experience when choosing a mediator?

Economics

Why Broadband Prices Haven’t Decreased

Creating the first broadband consumer price index

Leadership

Corporate Sweet Talk

How flattery can earn seats in the boardroom

Social Impact

Sustainability Is a Team Effort

Corporate sustainability works best when employees are stakeholders

Marketing

Writing the Books on Sales Forces

Looking back on the career of Andris Zoltners

Marketing

Reframing the Poverty Problem

Marketing can help address social ills

Economics

Pick a Rule, Any Rule

The evolution of choice

Marketing

The Downside of Deliberating

Why you may not want to think it over

Finance & Accounting

Valuing Possibilities

Investment behavior and stock returns may measure growth opportunities

Policy

Spent

What happened to the 2008 stimulus checks

When Security Analysts Talk, Who Really Listens?

Large and small investors find different results when following analyst recommendations

Policy

Recession-Fighting Serendipity

Well-timed government spending can blunt economic contractions

Strategy

Going, Going, Wrong

Competition and collusion among auction bidders

Policy

Money and Mores in the Mortgage Meltdown

When “illegal” and “immoral” failed to coincide

A Rating System That Forgets

Dropping some reputation ratings may help both buyers and sellers

Organizations

Paying Sales Professionals

Why compensation plans for sales people vary

Economics

Let Your Competitor Feast on Leftovers

Creating shortages can be a strategic advantage

Sizing Up the Nightlife

A study of status distinction

Marketing

Corralling Consumer Choice

Optimizing assortment size based on perceived attractiveness

Policy

Minimum Wage Matters

Increasing the minimum wage may not help low-wage workers

Careers

How to Prosper as a Product Manager

Redefining and Strengthening the Product Manager’s Role

Finance & Accounting

Bonuses Despite Billion Dollar Bailouts

Managerial incentives, capital reallocation, and the business cycle

Careers

Learning to Use Regret

Studies in the negative emotions and how to use them