Michael I. Norton

Harvard Business School - Marketing Unit

Soldiers Field

Boston, MA 02163

United States

SCHOLARLY PAPERS

36

DOWNLOADS
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42,572

CITATIONS
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Top 17,338

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19

Scholarly Papers (36)

1.

The 'IKEA Effect': When Labor Leads to Love

Harvard Business School Marketing Unit Working Paper No. 11-091
Number of pages: 34 Posted: 04 Mar 2011
Michael I. Norton, Daniel Mochon and Dan Ariely
Harvard Business School - Marketing Unit, Tulane University - A.B. Freeman School of Business and Duke University - Fuqua School of Business
Downloads 17,207 (137)
Citation 3

Abstract:

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2.

Feeling Good About Giving: The Benefits (and Costs) of Self-Interested Charitable Behavior

Harvard Business School Marketing Unit Working Paper No. 10-012
Number of pages: 23 Posted: 10 Aug 2009
Lalin Anik, Lara B. Aknin, Michael I. Norton and Elizabeth W. Dunn
University of Virginia - Darden School of Business, University of British Columbia, Harvard Business School - Marketing Unit and University of British Columbia - Department of Psychology
Downloads 15,888 (163)
Citation 2

Abstract:

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3.

Humblebragging: A Distinct – and Ineffective – Self-Presentation Strategy

Harvard Business School Marketing Unit Working Paper No. 15-080, Harvard Business School NOM Unit Working Paper No. 15-080
Number of pages: 77 Posted: 28 Apr 2017 Last Revised: 30 Aug 2017
Ovul Sezer, Francesca Gino and Michael I. Norton
Harvard University, Harvard Business School, Students, Harvard Business School and Harvard Business School - Marketing Unit
Downloads 3,807 (2,192)

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humblebragging, impression management, self-presentation, interpersonal perception, competence, liking, sincerity

Handshaking Promotes Cooperative Dealmaking

Harvard Business School NOM Unit Working Paper No. 14-117, Harvard Business School Marketing Unit Working Paper No. 14-117
Number of pages: 36 Posted: 31 May 2014
Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
University of Chicago - Booth School of Business, University of Chicago - Booth School of Business, Harvard Business School and Harvard Business School - Marketing Unit
Downloads 1,148 (15,960)

Abstract:

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Handshake, Negotiation, Cooperation, Integrative, Distributive

Handshaking Promotes Cooperative Dealmaking

Number of pages: 35 Posted: 31 May 2014
Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
University of Chicago - Booth School of Business, University of Chicago - Booth School of Business, Harvard Business School and Harvard Business School - Marketing Unit
Downloads 206 (138,576)

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Handshake, Negotiation, Cooperation, Integrative, Distributive

5.

Improving Online Dating with Virtual Dates

HBS Marketing Research Paper No. 06-058
Number of pages: 27 Posted: 17 Nov 2006
Jeana Frost, Michael I. Norton and Dan Ariely
Boston University, Harvard Business School - Marketing Unit and Duke University - Fuqua School of Business
Downloads 947 (21,704)

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Online dating, computer-mediated communication, decision making, expectations, information, uncertainty

6.

Modeling of Marketing Channels: Implications for Both Fields and a Call for Future Research

Marketing Letters, Forthcoming
Number of pages: 25 Posted: 16 Jun 2009 Last Revised: 04 Jan 2012
University of Pennsylvania - Marketing Department, Bocconi University, GSIA, Carnegie Mellon University, University of Notre Dame - Department of Marketing, Yale, Harvard Business School - Marketing Unit, University of Minnesota - Twin Cities, University of Texas at Dallas, Carnegie Mellon University - H. John Heinz III School of Public Policy and Management, University of Pennsylvania - Marketing Department and University of Pennsylvania - Marketing Department
Downloads 488 (53,052)
Citation 2

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marketing channels, game theory, behavioral decision research

7.

Eliciting Taxpayer Preferences Increases Tax Compliance

Number of pages: 57 Posted: 11 Dec 2013 Last Revised: 24 Apr 2014
University of Pittsburgh - Katz Graduate School of Business, University of Oxford and Harvard Business School - Marketing Unit
Downloads 336 (83,045)

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8.

Paying to Be Nice: Consistency and Costly Prosocial Behavior

Management Science, Vol. 58, pp. 179-187, 2012
Number of pages: 21 Posted: 04 Mar 2012
University of California, San Diego (UCSD) - Rady School of Management, University of California, San Diego (UCSD), University of California, Berkeley - Haas School of Business, Disney Imaginations - Boston and Harvard Business School - Marketing Unit
Downloads 322 (87,108)
Citation 2

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9.

Surfacing the Submerged State: Operational Transparency Increases Trust in and Engagement with Government

Harvard Business School Marketing Unit Working Paper No. 14-034, Harvard Business School Technology & Operations Mgt. Unit Working Paper No. 14-034
Number of pages: 38 Posted: 06 Nov 2013 Last Revised: 29 Aug 2018
Ryan W. Buell, Ethan Porter and Michael I. Norton
Harvard Business School, George Washington University and Harvard Business School - Marketing Unit
Downloads 309 (91,174)

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Government services, behavioral operations, operational transparency, trust

10.

Paying Up for Fair Pay: Consumers Prefer Firms with Lower CEO-to-Worker Pay Ratios

Harvard Business School Marketing Unit Working Paper No. 15-091
Number of pages: 44 Posted: 28 May 2015
Bhavya Mohan, Michael I. Norton and Rohit Deshpande
University of San Francisco, Harvard Business School - Marketing Unit and Harvard Business School - Marketing Unit
Downloads 295 (95,969)

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pay ratio, wage fairness, purchase intention, customers, financial disclosure

11.

Race-Based Judgments, Race-Neutral Justifications: Experimental Examination of Peremptory Use and the Batson Challenge Procedure

Law and Human Behavior, 2007, 1st Annual Conference on Empirical Legal Studies
Number of pages: 31 Posted: 07 Aug 2006
Samuel R. Sommers and Michael I. Norton
Tufts University - Department of Psychology and Harvard Business School - Marketing Unit
Downloads 199 (142,816)
Citation 3

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jury selection, peremptory challenge, racial bias, Batson challenge

The Asymmetric Experience of Positive and Negative Economic Growth: Global Evidence using Subjective Well-Being Data

Number of pages: 36 Posted: 08 Oct 2014 Last Revised: 07 Mar 2015
University of Oxford, Centre for Economic Performance, LSE, IPSOS, KU Leuven - Centre for Institutions and Economic Performance (LICOS), London School of Economics & Political Science (LSE) and Harvard Business School - Marketing Unit
Downloads 124 (214,201)

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economic growth, business cycles, subjective well-being

The Asymmetric Experience of Positive and Negative Economic Growth: Global Evidence Using Subjective Well-Being Data

IZA Discussion Paper No. 8914
Number of pages: 38 Posted: 30 Mar 2015
University of Oxford, Centre for Economic Performance, LSE, IPSOS, KU Leuven - Centre for Institutions and Economic Performance (LICOS), London School of Economics & Political Science (LSE) and Harvard Business School - Marketing Unit
Downloads 69 (315,489)

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economic growth, business cycles, subjective well-being

13.

Agent Based Modeling: A Guide for Social Psychologists

Social Psychology and Personality Science (Forthcoming)
Number of pages: 40 Posted: 07 Dec 2016 Last Revised: 08 Dec 2016
University of North Carolina, Chapel Hill, Massachusetts Institute of Technology (MIT), University of California, San Diego (UCSD) - Division of Social Sciences, Harvard Business School - Marketing Unit and Independent
Downloads 159 (174,504)

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Agent-Based Modeling, Social Psychology, Computational Social Science, Guide, Segregation, Group Formation

14.

Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others

HKS Working Paper No. RWP14-045
Number of pages: 45 Posted: 22 Nov 2014 Last Revised: 16 Dec 2014
Harvard University - Harvard Kennedy School (HKS), Harvard University - Harvard Kennedy School (HKS), Harvard Business School, University of Pennsylvania - Operations & Information Management Department and Harvard Business School - Marketing Unit
Downloads 153 (180,230)

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Negotiation; Deception; Paltering; Risk; Lying

15.

The Persuasive Appeal of Stigma

HBS Marketing Research Paper No. 07-013
Number of pages: 53 Posted: 28 Jun 2007
University of British Columbia - Department of Psychology, University of California, Berkeley - Haas School of Business, Harvard Business School - Marketing Unit and Duke University - Fuqua School of Business
Downloads 146 (187,353)

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16.

When novel rituals impact intergroup bias: Evidence from economic games and neurophysiology

Number of pages: 43 Posted: 08 Sep 2016 Last Revised: 27 Mar 2017
University of Toronto, Harvard Business School, Harvard Business School - Marketing Unit and University of Toronto
Downloads 121 (217,330)

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Ritual; Intergroup Dynamics; Intergroup Bias; Cooperation; Neural Reward Processing

17.

The Artful Dodger: Answering the Wrong Question the Right Way

Journal of Experimental Psychology: Applied, April 25, 2011
Number of pages: 32 Posted: 12 May 2011
Todd Rogers and Michael I. Norton
Harvard University - Harvard Kennedy School (HKS) and Harvard Business School - Marketing Unit
Downloads 83 (280,280)

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Gricean Norms, Conversational Implicature, Goal-Directed Attention, Inattentional Blindness

18.

Converging to the Lowest Common Denominator in Physical Health

Number of pages: 19 Posted: 11 Feb 2012 Last Revised: 24 Aug 2015
Leslie K. John and Michael I. Norton
Harvard Business School and Harvard Business School - Marketing Unit
Downloads 80 (286,629)

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exercise, sedentary behavior, social feedback

19.

Consequence-Cause Matching: Looking to the Consequences of Events to Infer Their Causes

LeBoeuf, Robyn A., & Norton, Michael I. (2012). Consequence-cause matching: Looking to the consequences of events to infer their causes. Journal of Consumer Research, 39 (1), 128-141
Number of pages: 50 Posted: 19 Aug 2009 Last Revised: 14 Jun 2017
Robyn A. LeBoeuf and Michael I. Norton
Washington University in St. Louis and Harvard Business School - Marketing Unit
Downloads 76 (295,370)

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causal reasoning, product failure, causal schema, consumer behavior

20.

The Fees -> Savings Link, or Purchasing Fifty Pounds of Pasta

Harvard Business School Marketing Research Paper No. 08-029
Number of pages: 32 Posted: 16 Nov 2007
Leonard Lee and Michael I. Norton
Columbia Business School - Marketing and Harvard Business School - Marketing Unit
Downloads 73 (302,325)

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21.

Getting the Most Out of Giving: Pursuing Concretely-Framed Prosocial Goals Maximizes Happiness

Stanford Graduate School of Business Research Paper No. 2129
Number of pages: 67 Posted: 04 May 2013
Melanie Rudd, Jennifer Aaker and Michael I. Norton
Independent, Stanford University - Graduate School of Business and Harvard Business School - Marketing Unit
Downloads 59 (337,897)

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happiness, prosocial behavior, goal framing, affective forecasting

22.

Getting the Most Out of Giving: Concretely Framing a Prosocial Goal Maximizes Happiness

Journal of Experimental Social Psychology, Forthcoming, Stanford University Graduate School of Business Research Paper No. 14-12
Number of pages: 60 Posted: 13 Apr 2014
Melanie Rudd, Jennifer Aaker and Michael I. Norton
University of Houston - C.T. Bauer College of Business, Stanford University - Graduate School of Business and Harvard Business School - Marketing Unit
Downloads 54 (352,669)

Abstract:

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happiness, prosocial behavior, goal framing, affective forecasting

23.

Invisible Inequality Leads to Punishing the Poor and Rewarding the Rich

Number of pages: 74 Posted: 14 Oct 2017
University of Exeter Business School - Department of Economics, Yale University, Faculty of Arts & Sciences, Department of Psychology, Massachusetts Institute of Technology (MIT), Harvard University and Harvard Business School - Marketing Unit
Downloads 51 (361,947)

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inequality; transparency; cooperation; punishment; reward

24.

Neural Mechanisms of Social Influence

Organizational Behavior and Human Decision Processes, Vol. 110, No. 2, pp. 152-159, 2009
Number of pages: 33 Posted: 31 Oct 2011
Malia Mason, Michael I. Norton and Rebecca Dyer
Columbia Business School - Management, Harvard Business School - Marketing Unit and affiliation not provided to SSRN
Downloads 45 (381,406)

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social neuroscience, social influence, social norms, preferences, brain, consumer behavior, normative influence, informational influence

25.

The Belief in a Favorable Future

HKS Working Paper No. RWP14-048
Number of pages: 25 Posted: 22 Nov 2014
Todd Rogers and Michael I. Norton
Harvard University - Harvard Kennedy School (HKS) and Harvard Business School - Marketing Unit
Downloads 43 (388,353)

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Social cognition, judgment, prediction, forecasting, false-consensus

26.

"Last-Place Aversion": Evidence and Redistributive Implications

NBER Working Paper No. w17234
Number of pages: 55 Posted: 24 Jul 2011 Last Revised: 11 Aug 2011
Ilyana Kuziemko, Ryan W. Buell, Taly Reich and Michael I. Norton
National Bureau of Economic Research (NBER), Harvard Business School, Stanford University and Harvard Business School - Marketing Unit
Downloads 35 (418,553)
Citation 3

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27.

Prosocial Spending and Well-Being: Cross-Cultural Evidence for a Psychological Universal

NBER Working Paper No. w16415
Number of pages: 27 Posted: 04 Oct 2010 Last Revised: 10 May 2018
University of British Columbia, McGill Institute for Health and Social Policy, University of British Columbia - Department of Psychology, University of British Columbia (UBC) - Department of Economics, University of Warwick - Centre for Applied Positive Psychology (CAPP), Mbarara University of Science and Technology - Educational Foundations and Psychology, Makerere University, University of Groningen - Department of Social and Organizational Psychology and Harvard Business School - Marketing Unit
Downloads 34 (422,500)
Citation 2

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28.

How Elastic are Preferences for Redistribution? Evidence from Randomized Survey Experiments

NBER Working Paper No. w18865
Number of pages: 77 Posted: 09 Mar 2013
Columbia Business School - Finance and Economics, Harvard Business School - Marketing Unit, University of California, Berkeley - Department of Economics and Harvard University - Department of Economics
Downloads 15 (518,527)
Citation 2

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29.

'Setting a Price' for Charitable Giving Increases Donations

Posted: 25 Feb 2015 Last Revised: 06 Oct 2017
Gordon T. Kraft-Todd, Michael I. Norton and David G. Rand
Yale University, Faculty of Arts & Sciences, Department of Psychology, Harvard Business School - Marketing Unit and Massachusetts Institute of Technology (MIT)

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charitable giving, altruism, donations, self-concept maintenance, price setting

30.

Do Social Deal Sites Really Work?

Harvard Business Review, Vol. 90, No. 5, 2012
Posted: 16 Aug 2012 Last Revised: 20 Feb 2015
Marco Bertini, Luc Wathieu, Betsy Page Sigman and Michael I. Norton
ESADE - Ramon Llull University, Georgetown University McDonough School of Business, Georgetown University - Robert Emmett McDonough School of Business and Harvard Business School - Marketing Unit

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pricing, e-commerce, social couponing

31.

Executive Summary: The Gift that Keeps on Going

Business Strategy Review, Vol. 23, Issue 2, pp. 80-80, 2012
Number of pages: 1 Posted: 16 Jun 2012
Gabrielle Adams, Francis J. Flynn and Michael I. Norton
affiliation not provided to SSRN, Columbia University - Columbia Business School and Harvard Business School - Marketing Unit
Downloads 0 (621,647)
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32.

What's the Deal with LivingSocial?

Harvard Business School Marketing Unit Case No. 512-065
Posted: 09 Apr 2012
Michael I. Norton, Luc Wathieu, Betsy Page Sigman and Marco Bertini
Harvard Business School - Marketing Unit, Georgetown University McDonough School of Business, Georgetown University - Robert Emmett McDonough School of Business and affiliation not provided to SSRN

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33.

Better World Books

Harvard Business School Marketing Unit case no. 511-057
Posted: 19 Mar 2012
Michael I. Norton, Fiona Wilson, Jill Avery and Thomas J. Steenburgh
Harvard Business School - Marketing Unit, affiliation not provided to SSRN, Harvard Business School and University of Virginia - Darden Graduate School of Business

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34.

Local Motors: Designed by the Crowd, Built by the Customer

Harvard Business School Marketing Unit Case No. 510-062
Posted: 14 Mar 2012
Michael I. Norton and Jeremy Dann
Harvard Business School - Marketing Unit and University of California, Los Angeles (UCLA) - Anderson School of Management

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35.

The Pepsi Refresh Project: A Thirst for Change

Harvard Business School Marketing Unit Case No. 512-018
Posted: 04 Feb 2012
Michael I. Norton and Jill Avery
Harvard Business School - Marketing Unit and Harvard Business School

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36.

Note on Evaluating Empirical Research

Harvard Business School Marketing Unit Case No. 512-019
Posted: 27 Jan 2012
Michael I. Norton
Harvard Business School - Marketing Unit

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