Research Papers

Decision Analysis

Team Up to Take Better Risks

Lejarraga, Tomás; Müller-Trede, Johannes If you must make a risky decision, you would be wise to make it together with someone who learns about the risk differently than you do. Research by Tomás Lejarraga and IESE's Johannes Müller-Trede explains why. Read article
Finance

Looking on the Bright Side of Financial Derivatives

Blanco, Iván; Wehrheim, David Financial derivatives got a bad name after the crisis. But research by David Wehrheim finds a silver lining: options trading is actually positively linked to firm innovation over the longer term. Here's why. Read article
Marketing

That Missing Piece: Playing to Our Need to Complete Sets

Barasz, Kate; John, Leslie K.; Keenan, Elizabeth A.; Norton, Michael I. People don't like to leave things incomplete. So, how might framing things in "pseudo sets" nudge or otherwise affect people's choices at the moment of decision? IESE's Kate Barasz and co-authors investigate. Read article
Economics

How Judicial Independence Encourages Entrepreneurship

Valentini, Giovanni; Conti, Raffaele Thinking of setting up a new business? Look beyond the usual concerns -- potential talent, tax benefits -- says IESE's Giovanni Valentini, there's another factor that could make or break your start-up: judicial independence in your chosen region. Read article
Marketing

Heart Over Head: How to Sell an Experience

Gallo, Iñigo; Sood, Sanjay; Mann, Thomas; Gilovich, Tom What would make a better gift for the graduating college student in your life: a new laptop or an exotic getaway? And as a marketer, what tactics can be used to sell one option or the other? The rules for experiential marketing, insists IESE's Iñigo Gallo, are completely different from those for marketing material goods. Read article

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