Marketing

Be Good, Get Mad

Exerting self-control makes people more inclined to anger

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