Publications

2014
Working Paper

The Contaminating Effects of Building Instrumental Ties: How Networking Can Make Us Feel Dirty

By: Tiziana Casciaro, Francesca Gino and Maryam Kouchaki

To create social ties to support their professional or personal goals, people actively engage in instrumental networking. Drawing from moral psychology research, we posit that this intentional behavior has unintended consequences for an individual's morality. Unlike... View Details

Keywords: Networking; Morality; Dirtiness; Power; Networks; Moral Sensibility; Personal Development and Career; Power and Influence

Web

HBS - The year in Review

Excellence in Business Economics (established by Roger Martin, MBA 1981) Francesca Bastianello, Business Economics Doctoral Awards Press Release Leadership change at Knowledge & Library Services Debra... View Details

25 May 2010
First Look

First Look: May 25

Role of Psychological Safety (revised) Authors:Bradley R. Staats, Francesca Gino, and Gary P. Pisano Abstract Prior work examining the relationship of varied experience (i.e., the concurrent completion of multiple tasks) and learning... View Details

Keywords: Martha Lagace

Article

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

By: Ovul Sezer, Francesca Gino and Michael I. Norton

Self-presentation is a fundamental aspect of social life, with myriad critical outcomes dependent on others’ impressions. We identify and offer the first empirical investigation of a prevalent, yet understudied, self-presentation strategy: humblebragging. Across nine... View Details

Keywords: Humblebragging; Impression Management; Self-presentation; Interpersonal Perception; Competence; Liking; Sincerity; Behavior; Perception; Interpersonal Communication; Personal Characteristics

04 Dec 2012
First Look

First Look: December 4

PublicationsWhen Does a Platform Create Value by Limiting Choice? Authors:Ramon Casadesus-Masanell and Hanna Hałaburda Publication:Journal of Economics & Management Strategy (forthcoming) Abstract We present a theory for why it... View Details

Keywords: Carmen Nobel

2015
Working Paper

Thick as Thieves? Dishonest Behavior and Egocentric Social Networks

By: Jooa Julia Lee, Dong-Kyun Im, Bidhan Parmar and Francesca Gino

People experience a threat to their moral self-concept in the face of discrepancies between their moral values and their unethical behavior. We theorize that people's need to restore their view of themselves as moral activates thoughts of a high-density personal social... View Details

Keywords: Moral Sensibility; Behavior; Social and Collaborative Networks

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

2017
Working Paper

Seeking to Belong: How the Words of Internal and External Beneficiaries Influence Performance

By: Paul Green, Francesca Gino and Bradley R. Staats

In this paper, we examine how connecting to beneficiaries of one’s work increases performance and argue that beneficiaries internal to an organization (i.e., one’s own colleagues) can serve as an important source of motivation, even in jobs that—on the surface—may seem... View Details

Keywords: Prosocial Motivation; Belongingness; Motivation; Job Design; Field Experiment; Motivation and Incentives; Strategy; Job Design and Levels

July 2021
Article

How Trust and Distrust Shape Perception and Memory

By: Ann-Christin Posten and Francesca Gino

Trust is a key ingredient in decision making, as it allows us to rely on the information we receive. Although trust is usually viewed as a positive element of decision making, we suggest that its effects on memory are costly rather than beneficial. Across nine studies... View Details

Keywords: Distrust; Memory; Similarity; Misinformation; Trust; Perception; Decision Making

29 Sep 2015
First Look

September 29, 2015

2015 Princeton University Press How the Internet Became Commercial: Innovation, Privatization, and the Birth of a New Network By: Greenstein, Shane Abstract—In less than a decade, the Internet went from being a series of loosely connected networks used View Details

Keywords: Sean Silverthorne

22 Jan 2013
First Look

First Look: Jan. 22

imprinting. This theory provides a distinct lens for organizational research that takes history seriously. Rituals Alleviate Grieving for Loved Ones, Lovers, and Lotteries Authors:Norton, Michael I., and F. Gino Publication:Journal of... View Details

Keywords: Sean Silverthorne

August 19, 2015
Article

The Slow Decay and Quick Revival of Self-deception

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

People demonstrate an impressive ability to self-deceive, distorting misbehavior to reflect positively on themselves—for example, by cheating on a test and believing that their inflated performance reflects their true ability. But what happens to self-deception when... View Details

Keywords: Self-deception; Cheating; Self-enhancement; Positive Illusions; Motivated Reasoning; Perception; Behavior; Ethics

October–December 2015
Article

Reducing Bounded Ethicality: How to Help Individuals Notice and Avoid Unethical Behavior

By: Ting Zhang, Pinar O. Fletcher, Francesca Gino and Max H. Bazerman

Research on ethics has focused on the factors that help individuals act ethically when they are tempted to cheat. However, we know little about how best to help individuals notice unethical behaviors in others and in themselves. This paper identifies a solution:... View Details

Keywords: Ethics; Management Skills; Behavior; Perception

February 2018
Article

Maintaining Beliefs in the Face of Negative News: The Moderating Role of Experience

By: Bradley R. Staats, Diwas S. KC and F. Gino

Many models in operations management involve dynamic decision making that assumes optimal updating in response to information revelation. However, behavioral theory suggests that rather than updating their beliefs, individuals may persevere in their prior beliefs. In... View Details

Keywords: Information; Announcements; Service Operations; Decision Making; Medical Specialties; Experience and Expertise; Medical Devices and Supplies Industry

14 Mar 2017
First Look

First Look at New Research, March 14

interest rates is driven by four state variables: the real interest rate, temporary and permanent components of expected inflation, the "nominal-real covariance" of inflation, and the real interest rate with the real economy. The last of... View Details

Keywords: Sean Silverthorne

15 Jan 2019
First Look

New Research and Ideas, January 15, 2019

Human Decision Processes Seeker Beware: The Interpersonal Costs of Ignoring Advice By: Blunden, Hayley, Jennifer M. Logg, Alison Wood Brooks, Leslie John, and Francesca Gino Abstract—Prior advice research... View Details

Keywords: Dina Gerdeman

Article

Overcoming the Outcome Bias: Making Intentions Matter

By: Ovul Sezer, Ting Zhang, Francesca Gino and Max Bazerman

People often make the well-documented mistake of paying too much attention to the outcomes of others’ actions while neglecting information about the original intentions leading to those outcomes. In five experiments, we examine interventions aimed at reducing this... View Details

Keywords: Outcome Bias; Intentions; Joint Evaluation; Judgment; Separate Evaluation; Goals and Objectives; Prejudice and Bias; Judgments; Performance Evaluation; Outcome or Result

28 Jun 2016
First Look

June 28, 2016

raise funds from outside investors. The relationship appears not to be causal but instead driven by selection effects across heterogeneous teams with varying degrees of inequality aversion. Publisher's link:... View Details

Keywords: Sean Silverthorne

July 2020
Article

Tell It Like It Is: When Politically Incorrect Language Promotes Authenticity

By: J. Schroeder, M. Rosenblum and F. Gino

When a person’s language appears political—such as being politically correct or incorrect—it can influence fundamental impressions of him or her. Political correctness is “using language or behavior to seem sensitive to others’ feelings, especially those others who... View Details

Keywords: Language; Interpersonal Communication; Perception