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Research Papers  Optimizing influencers' influence: which brands to promote where?

Isabelle Engeler; Kate Barasz Whose opinion about running shoes would you trust more? Someone loyal to one brand or someone who mixes and matches up their exercise gear? Research by Isabelle Engeler points to the latter. Read article

Research Papers  What's in a number? Numerical nudging to boost motivation and decision-making

C. Lembregts; Jorge Pena Marin Try expressing your goals in large numbers to help put yourself in the right mindset to achieve them. And to prod customers to make sales decisions, try presenting them with round numbers first and then precise ones close to the point of purchase. Read article

Research Papers  Overconfident? Underconfident? Here's how we tend to miss the mark in predicting performance

Isabelle Engeler; Gerald Häubl Why do most people believe they drive better than average? Are we wrong about our own abilities or about others'? New research uncovers the sources that drive our erroneous performance predictions relative to our peers. Read article

Latest IESE documents

Faculty research incentives and business school health Stefan Stremersch; R. S. Winer; N. Camacho
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