Publications

July 2004
Article

Reacting to an Assumed Situation vs. Conforming to an Assumed Reaction: The Role of Perceived Speaker Attitude in Vicarious Dissonance

By: Benoit Monin, Michael I. Norton, Joel Cooper and Michael A. Hogg

Keywords: Perception

2004
Working Paper

Thinking About Technology: Applying a Cognitive Lens to Technical Change

We apply a cognitive lens to understanding technology trajectories across the life cycle by developing a coevolutionary model of technological frames and technology. Applying that model to each stage of the technology life cycle, we identify conditions under which a... View Details

Keywords: Design; Fluctuation; Technology; Perception

November 30, 2020
Editorial

Don't Focus on the Most Expressive Face in the Audience

By: Amit Goldenberg and Erika Weisz

Research has shown that when speaking in front of a group, people’s attention tends to gets stuck on the most emotional faces, causing them to overestimate the group’s average emotional state. In this piece, the authors share two additional findings: First, the larger... View Details

Keywords: Bias; Emotions; Perception

2002
Chapter

Eliciting Mental Models through Imagery

By: Gerald Zaltman

Keywords: Perception; Cognition and Thinking

01 Oct 2001
Research & Ideas

Five Questions for James Austin

by the two organizations discovering, incrementally, opportunities for mutually beneficial value creation. The closer collaboration is fostered by a perception of shared objectives and values and a growing level of trust. Making it all... View Details

Keywords: by Carla Tishler

1996
Chapter

Cognitions in Organizations

By: A. E. Tenbrunsel, T. L. Galvin, M. A. Neale and M. H. Bazerman

Keywords: Cognition and Thinking; Perception; Organizations

1991
Chapter

To See Ourselves as Others See Us: The Rewards of Classroom Observation

By: J. E. Austin, A. Sweet and C. Overholt

Keywords: Perception; Education

September 1979
Article

Impacts of Perceived Environmental Variability of Patterns of Work-Related Communication

By: Michael Tushman

Keywords: Communication; Perception

2021
Working Paper

'Just Letting You Know…': Underestimating Others' Desire for Constructive Feedback

By: Nicole Abi-Esber, Jennifer Abel, Juliana Schroeder and Francesca Gino

People often avoid giving feedback to others even when it would help fix a problem immediately. Indeed, in a pilot field study (N=155), only 2.6% of individuals provided feedback to survey administrators that the administrators had food or marker on their faces.... View Details

Keywords: Feedback; Helping; Prosocial Behavior; Relationships; Social Psychology; Theory; Perception

Article

Enacting Rituals to Improve Self-control

By: D. A. Tian, J. Schroeder, G. Haubl, J. Risen, M. I. Norton and F. Gino

Rituals are predefined sequences of actions characterized by rigidity and repetition. We propose that enacting ritualized actions can enhance subjective feelings of self-discipline, such that rituals can be harnessed to improve behavioral self-control. We test this... View Details

Keywords: Behavior; Perception; Personal Characteristics; Health

29 Apr 2019
Research & Ideas

Is the Digital Age Making Us Petty?

in nature,” observe the authors of Pettiness in Social Exchange, a paper published last year in the Journal of Experimental Psychology. “That kind of precision can be very off-putting, and we wanted to find out why.” The coauthors, Tami... View Details

Keywords: by Kristen Senz

2024
Working Paper

Immodest Victims: Victims Who Broadcast Their Victimization Are Seen as Less Morally Virtuous

By: Nathan Dhaliwal, Jillian J. Jordan, Anoushka Kiyawat and Pat Barclay

How do people evaluate victims who advertise their victim status? Because such broadcasting can elicit sympathy and support, we propose that declining to broadcast serves as a costly act of modesty: one is withholding a fact about oneself that could garner resources... View Details

Keywords: Public Opinion; Communication; Perception; Reputation

2017
Working Paper

Malleable Monopoly Money: Does How You Pay For A Gift Card Affect How You Spend It?

By: Priya Raghubir and Shelle Santana

This research examines the malleability of a specific form of “monopoly” money (viz., Raghubir and Srivastava 2008), gift cards, and shows that the manner in which one purchases a gift card affects its subjective value and subsequent use. Study 1 shows that... View Details

Keywords: Subjective Value Of Money; Economic Psychology; Behavioral Economics; Gift Cards; Money; Value; Perception

June 1990
Case

Image of the Police

By: Stephen A. Greyser

Keywords: Law Enforcement; Perception

1998
Chapter

Seeing through the Customer's Eyes with Computer Imaging

By: G. Zaltman and L. J. Schuck

Keywords: Information Technology; Perception; Customers; Computer Industry

1995
Chapter

Amidword: Anthropology, Metaphors, and Cognitive Peripheral Vision

By: G. Zaltman

Keywords: Cognition and Thinking; Perception

Article

Temporal View of the Costs and Benefits of Self-Deception

By: Zoe Chance, Michael I. Norton, Francesca Gino and Dan Ariely

Researchers have documented many cases in which individuals rationalize their regrettable actions. Four experiments examine situations in which people go beyond merely explaining away their misconduct to actively deceiving themselves. We find that those who exploit... View Details

Keywords: Hindsight Bias; Lying; Motivated Reasoning; Self-enhancement; Social Psychology; Perception; Performance Expectations

Article

The Feeling of Not Knowing It All

By: Haiyang Yang, Ziv Carmon, Dan Ariely and Michael I. Norton

How do consumers assess their mastery of knowledge they have learned? We explore this question by investigating a common knowledge consumption situation: encountering opportunities for further learning. We argue and show that such opportunities can trigger a... View Details

Keywords: Knowledge Consumption; Consumption Of Learning; Judgment Of Knowledge; Feeling Ofknowing; Confidence In Knowledge; WYSIATI; FONKIA; Knowledge Acquisition; Learning; Perception