Michael I. Norton

Harvard Business School - Marketing Unit

Soldiers Field

Boston, MA 02163

United States

SCHOLARLY PAPERS

42

DOWNLOADS
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Top 598

in Total Papers Downloads

47,791

SSRN CITATIONS
Rank 3,981

SSRN RANKINGS

Top 3,981

in Total Papers Citations

165

CROSSREF CITATIONS

179

Scholarly Papers (42)

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 17,910 (210)
Citation 44

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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 17,356 (220)
Citation 23

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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
University of North Carolina at Chapel Hill, Harvard University - Business School (HBS) and Harvard Business School - Marketing Unit
Downloads 4,399 (2,627)
Citation 6

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

4.
Downloads 1,610 ( 13,914)
Citation 1

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 University - Business School (HBS) and Harvard Business School - Marketing Unit
Downloads 1,262 (19,860)
Citation 5

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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 University - Business School (HBS) and Harvard Business School - Marketing Unit
Downloads 348 (108,221)
Citation 5

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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 1,003 (28,301)

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

6.

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: 42 Posted: 06 Nov 2013 Last Revised: 06 Feb 2020
Ryan W. Buell, Ethan Porter and Michael I. Norton
Harvard Business School, George Washington University and Harvard Business School - Marketing Unit
Downloads 594 (57,564)
Citation 6

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Government services, behavioral operations, co-production, operational transparency, trust, engagement

7.

Eliciting Taxpayer Preferences Increases Tax Compliance

Number of pages: 57 Posted: 11 Dec 2013 Last Revised: 24 Apr 2014
University of Pennsylvania, University of Oxford and Harvard Business School - Marketing Unit
Downloads 541 (64,705)
Citation 15

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Behavioral research and empirical modeling of marketing channels: Implications for both fields and a call for future research

Marketing Letters March 2010, Volume 21, pages 301–315 DOI: 10.1007/s11002-010-9109-y
Number of pages: 25 Posted: 16 Jun 2009 Last Revised: 30 Sep 2020
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 DepartmentUniversity of Miami
Downloads 504 (70,001)

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marketing channels, game theory, behavioral decision research

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

Marketing Letters, 21(3), 301--315
Number of pages: 27 Posted: 06 Jan 2019 Last Revised: 11 Jan 2019
University of Pennsylvania - Marketing Department, Bocconi University, GSIA, Carnegie Mellon University, 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 DepartmentUniversity of Miami
Downloads 9 (753,611)

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Marketing Channels, Game Theory, Behavioral Decision Research

9.

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 473 (76,440)
Citation 4

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

10.

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 371 (101,475)
Citation 16

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11.

'Repayment-by-Purchase' Helps Consumers to Reduce Credit Card Debt

Harvard Business School Marketing Unit Working Paper No. 21-060
Number of pages: 64 Posted: 16 Nov 2020
Ohio State University (OSU), The Wharton School, Commonwealth Bank of Australia, Yale School of Management and Harvard Business School - Marketing Unit
Downloads 329 (115,973)
Citation 2

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consumer debt, goal pursuit, goal progress, financial decision-making, personal finance

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, Massachusetts Institute of Technology (MIT) - Sloan School of Management, IPSOS, KU Leuven - Centre for Institutions and Economic Performance (LICOS), London School of Economics & Political Science (LSE) and Harvard Business School - Marketing Unit
Downloads 158 (234,614)
Citation 6

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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, Massachusetts Institute of Technology (MIT) - Sloan School of Management, IPSOS, KU Leuven - Centre for Institutions and Economic Performance (LICOS), London School of Economics & Political Science (LSE) and Harvard Business School - Marketing Unit
Downloads 77 (390,234)
Citation 7

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economic growth, business cycles, subjective well-being

13.

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 233 (165,219)

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jury selection, peremptory challenge, racial bias, Batson challenge

14.

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 212 (180,742)

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

15.

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 University - Business School (HBS), University of Pennsylvania - Operations & Information Management Department and Harvard Business School - Marketing Unit
Downloads 170 (220,083)
Citation 5

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Negotiation; Deception; Paltering; Risk; Lying

16.

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 157 (235,440)

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17.

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 University - Business School (HBS), Harvard Business School - Marketing Unit and University of Toronto
Downloads 148 (247,085)
Citation 1

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

18.

Backhanded Compliments: How Negative Comparisons Undermine Flattery

Number of pages: 63 Posted: 23 Aug 2019
Ovul Sezer, Emily Prinsloo, Alison Brooks and Michael I. Norton
University of North Carolina at Chapel Hill, Harvard University - Business School (HBS), HBS Negotiations, Organizations and Markets Unit and Harvard Business School - Marketing Unit
Downloads 147 (248,435)

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19.

Consumers Punish Firms that Cut Employee Pay in Response to COVID-19

Harvard Business School Marketing Unit Working Paper No. 21-020
Number of pages: 17 Posted: 21 Aug 2020
Bhavya Mohan, Serena Hagerty and Michael I. Norton
University of San Francisco, Harvard Business School and Harvard Business School - Marketing Unit
Downloads 144 (252,610)

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employee furloughs, CEO pay cuts, pay ratios, purchase intention

20.

On Being the Tipping Point: Social Threshold Incentives Motivate Behavior

Number of pages: 52 Posted: 09 May 2019
Lalin Anik and Michael I. Norton
University of Virginia - Darden School of Business and Harvard Business School - Marketing Unit
Downloads 129 (275,031)
Citation 1

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tipping point, incentives, motivation, prosocial behavior, charitable giving, guilt

21.

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 124 (283,328)
Citation 3

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causal reasoning, product failure, causal schema, consumer behavior

22.

Invisible Inequality Leads to Punishing the Poor and Rewarding the Rich

Citation: O. P. Hauser, G. Kraft-Todd, D. G. Rand, M. A. Nowak, M. I. Norton (2019). Invisible Inequality Leads to Punishing the Poor and Rewarding the Rich. Behavioural Public Policy, 1-21.
Number of pages: 96 Posted: 14 Oct 2017 Last Revised: 07 May 2019
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 115 (298,939)
Citation 1

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inequality; transparency; cooperation; public goods; punishment; reward; taxes; charity; donation

23.

Calculators for Women: When Identity Appeals Provoke Backlash

Harvard Business School NOM Unit Working Paper No. 19-086
Number of pages: 28 Posted: 06 Feb 2019 Last Revised: 15 Feb 2019
Tami Kim, Kate Barasz, Leslie K. John and Michael I. Norton
Harvard University - Business School (HBS), Harvard Business School, Harvard Business School and Harvard Business School - Marketing Unit
Downloads 111 (306,535)

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Identity, Gender, Categorization threat, Stereotypes

24.

A Preference for Revision Absent Objective Improvement

Harvard Business School NOM Unit Working Paper No. 19-087
Number of pages: 53 Posted: 06 Feb 2019 Last Revised: 06 May 2020
Ximena Garcia-Rada, Leslie K. John, Ed O'Brien and Michael I. Norton
Harvard University - Business School (HBS), Harvard Business School, University of Chicago - Booth School of Business and Harvard Business School - Marketing Unit
Downloads 109 (310,429)
Citation 1

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revision, change, sequences, judgment, inferences

25.

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 102 (324,697)
Citation 2

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

26.

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 89 (354,156)
Citation 1

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exercise, sedentary behavior, social feedback

27.

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 80 (377,773)

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28.

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 67 (416,773)
Citation 1

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happiness, prosocial behavior, goal framing, affective forecasting

29.

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 63 (430,190)
Citation 1

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happiness, prosocial behavior, goal framing, affective forecasting

30.

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 52 (470,677)

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

31.

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 51 (474,761)
Citation 2

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32.

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 47 (491,408)
Citation 1

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

33.

"Last-Place Aversion": Evidence and Redistributive Implications

NBER Working Paper No. w17234
Number of pages: 55 Posted: 24 Jul 2011 Last Revised: 05 Aug 2021
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 47 (491,408)
Citation 24

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34.

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

NBER Working Paper No. w18865
Number of pages: 77 Posted: 09 Mar 2013 Last Revised: 19 Jul 2021
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 26 (600,391)
Citation 59

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35.

Viewing Leisure as Wasteful Undermines Enjoyment

Tonietto, Gabriela N., Selin A. Malkoc, Rebecca Walker Reczek, and Michael I. Norton (2021). “Viewing Leisure as Wasteful Undermines Enjoyment.” Journal of Experimental Social Psychology, https://doi.org/10.1016/j.jesp.2021.104198.
Number of pages: 13 Posted: 27 Aug 2021
Rugers Business School, Fisher College of Business, The Ohio State University, Ohio State University (OSU) - Department of Marketing and Logistics and Harvard Business School - Marketing Unit
Downloads 19 (655,965)

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leisure, experiences, enjoyment, well-being

36.

Spreading the Health: Americans' Estimated and Ideal Distributions of Death and Health(care)

Harvard Business School Marketing Unit Working Paper No. 20-114
Number of pages: 25 Posted: 01 May 2020
Sorapop Kiatpongsan and Michael I. Norton
affiliation not provided to SSRN and Harvard Business School - Marketing Unit
Downloads 15 (677,816)

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health, healthcare, mortality, inequality, fairness, justice, equity

37.

'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

38.

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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39.

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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40.

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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41.

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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42.

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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