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- 1. Introducing New Products
- Researchers examine the Social Factors Theory of new product adoption and learn new rules for its use.
- 2. Why Do I Do This?
- Research reveals typical career paths for people with a calling.
- 3. Collecting Stories
- New research illuminates the transformation of consumer products into necessities.
- 4. Provoking Novel Solutions
- Research discovers the value of a scarcity mindset.
- 5. Flattery Will Get You . . .
- New research discovers a cure for the ingratiator's dilemma.
- 6. That Little Competitive Edge
- Researchers explore a halo effect in product comparisons.
- 7. Surrender, Double-down, or Transform
- Research discovers a pattern business founders should know.
- 8. Servant Leadership
- Research reveals when and how servant leadership works.
- 9. The Experience of Power
- New research reveals two problems that come with power.
- 10. Starting a New Business
- Research arrives at a surprising conclusion.
- 11. Managing Failure
- New research offers guidance to managers when their people must work through failure.
- 12. Do I Have Your Attention?
- Research offers advice for business owners.
- 13. Solving a Gift-Giving Dilemma
- New research offers a solution to a common customer problem.
- 14. To Resist a Power Stereotype
- New research reveals resistance to stereotypes in some organizations.
- 15. Change Your Mind, Please!
- New findings in preference reversal research.
- 16. Ability, Permission, and Profit
- New research explores customer service performance and profit outcomes.
- 17. Strengthening the Core
- Recent findings offer a new way to stimulate performance.
- 18. Involving Family in the Business, or Not
- New research reveals both opportunity and danger.
- 19. Overqualified: In or Out?
- Research demonstrates new solutions to an old problem.
- 20. The Persuasive Role of Mimicry
- Researchers discover a surprising potency in a simple action.
- 21. The Tightwad Scale
- Researcher explores tightwads, spendthrifts, ways to identify them, and ways to modify their behavior.
- 22. Creating Legitimacy
- New research explores how entrepreneurs mold perceptions to acquire resources for their businesses.
- 23. To Be Well-liked
- Researcher gains valuable insights into ingratiation as a social influence tactic.
- 24. Thwarted Desire
- Researcher investigates disappointment and discovers a new direction of causality.
- 25. The Perfect Predictor
- Researcher explores the limits of attention blocking.
- 26. What Matters?
- Research tests a performance appraisal improvement.
- 27. Restoring Trust
- New research offers guidance to business owners who have lost the trust of their customers.
- 28. No Shirt, No Shoes, No Fat People
- Research reveals a way to overcome a triggering mechanism for the expression of prejudice.
- 29. Cutthroat Cooperation
- New finding provides guidance for improving compensation systems.
- 30. Something from Nothing
- Researcher discovers the dark side of "making do."
- 31. After Event Reviews
- Researcher modifies a review technique and explores its value.
- 32. Purchasing and Self Identity
- New research reveals important connections between purchasing behavior and managing one’s self-identity.
- 33. Loyal Customers
- New research explores identification as a basis for loyalty and makes a provocative claim.
- 34. Deciding with Your Emotions
- New research reveals a weakness in decision making.
- 35. Mood and Persuasion
- Research reveals an unexpected influence of mood on the acquisition of attitudes.
- 36. Trust and Business Success
- New research explores factors important in business success.
- 37. A Test for Resisting Change
- New research offers an explanation for resistance to change that troubles some people.
- 38. Unconscious Mind Sets
- Research reveals new understandings of how we make decisions.
- 39. Don't Use the Telephone!
- New research reveals the weakness of using the phone to try to reach agreements.
- 40. Reducing Mistakes
- Researcher discovers problems in our perceptions of our progress toward goals.
- 41. Real Job Effectiveness
- New research reveals a problem we create for ourselves.
- 42. Certification Contests
- New research discovers an overlooked factor that contributes to business survival.
- 43. Good Money After Bad
- Research reveals three ways to correct the urge to risk too much.
- 44. Competition Counts
- Research reveals industry conditions that favor new businesses.
- 45. Learning and Forgetting
- A careful balance of learning and forgetting leads to improved performance.
- 46. Business Planning and Performance
- Researcher explores business planning and finds relationships with success.
- 47. Sharing the Wealth
- Researcher investigates the effects of two popular pay plans on performance.
- 48. Decoys and Market Share
- Researcher explores the limits of a new marketing tactic.
- 49. Performance and Age of the Firm
- Researcher learns of tradeoffs in business strategy and their effects on performance.
- 50. Loyal Customers
- Research reveals a vulnerability and an opportunity.
- 51. Predicting Sales Performance
- Research examines 129 studies searching for patterns that predict sales success.
- 52. Lowering Expectations
- Research reveals a technique that improves the adjustment of new employees.
- 53. The Shifting Sands of Customer Preferences
- Research reveals yet another principle to guide business owners.
- 54. Customer Loyalty
- Researcher discovers some new connections that impact customer loyalty.
- 55. Making it Simple
- Research highlights the need to help people translate intentions into actions.
- 56. One Person as a Time
- High quality relationships reveal striking benefits.
- 57. Tough Times Make Tough Bosses
- A simple precaution saves much misery when managers must deliver bad news.
- 58. A Cure for Fixed-Sum Reasoning
- Researcher demonstrates a surprising antidote for fixed-sum reasoning.
- 59. Cooperative Business Ventures
- Researcher explores the practice of cooperation between firms.
- 60. Effective Customer Service
- New research identifies crucial factors in establishing effective customer relationships.
- 61. Loafing on the Job
- Researcher discovers ways to structure work that discourage loafing.
- 62. Passing the Torch
- Researchers find reasons for concern in a study comparing CEO succession in family and nonfamily firms.
- 63. Constructive Conflict
- Researchers explore the factors that encourage both destructive and constructive conflict.
- 64. Mothers in Need
- An in-depth examination of working mothers reveals insights that should help us design products to meet their needs.
- 65. Managing Core Incompetencies
- Simple rules and administrative habits display a destructive impact on the development of new projects.
- 66. New Business Formation
- Researcher identifies factors that spur the formation of specialized small companies.
- 67. Jumping Ship - A Business Virus
- Researcher discovers a new way businesses can get themselves into trouble.
- 68. Starving for Quality
- A review of total quality management reveals ways to check its progress and discovers signs of trouble.
- 69. Just Do It!
- Research discovers the best tactics to accelerate product development.
- 70. The Dirty House Problem
- New research reveals a striking improvement in certain judgments if they are delayed.
- 71. Relationship Signaling in Service Industries
- An experiment reveals a strong, unrecognized influence on perceptions of quality.
- 72. Lessons from the Midville Farmers' Market
- A field study discovers powerful drivers for retail purchasing behavior.
- 73. Customer Response to Touch
- Amazing reactions to touch offer new ways to influence decisions.
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