Insights Review

A Shopper in Motion

In England, in 1687, Isaac Newton released the first edition of his magnum opus, Mathematical Principles of Natural Philosophy. Among other foundational concepts, he outlined three laws of motion—now...

November 20, 2014

The Perils of Wrapping Paper: Unwrapping Consumer Expectations

Most of us can relate to the feelings of excitement and anticipation that comes along with eying a beautifully wrapped gift with our name on it. Unfortunately, most of us can also relate to the...

November 19, 2014

The Better, Coercive Angels

Altruistic behavior is essential to any organization. Firms depend on the inherent goodness of employees to make decisions that benefit the firm. Workers rely on the beneficence of colleagues to...

November 17, 2014

The Empirical Lemons

Suppose you’re interested in buying high-quality kitchen knives. You start the search online and Google Shopping returns an abundance of options, sortable by review and price. Many knives are labeled...

November 7, 2014
Research, Marketing

The Pleasure of Guilt

Amid celebration and merriness, holidays have a certain facility for inspiring feelings of guilt: did I eat too much food? Did I find the right gifts and give them to the right people? Did I meet...

October 28, 2014

The Value of Transgression

Martin was presenting on his position as Executive Creative Director at Scratch, a “creative SWAT Team” within Viacom that formed when he and some colleagues decided to, again, break convention....

October 27, 2014

A Behavioral Scientist’s Guide to Gift-Giving

Holidays and birthdays and anniversaries, in good times and in bad, in service of custom or in order to strengthen social bonds—the act of giving gifts is diverse in its motivations. But regardless...

October 15, 2014

John Pepper Jr. on Leadership through Listening

“They had a sparkle in their eyes,” Pepper said of the recruiters. “That’s what I remember.” So he held off and tried business. More than fifty years later, law school still waits. Pepper’s career...

October 12, 2014

Finding the Perfect Strategy For 'Freemium' Business Models

Professors Vineet Kumar, Clarence Lee and Sunil Gupta  have been working on understanding the economic dynamics of  freemium pricing  by looking at customer behavior...

October 1, 2014