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  • 2023
  • Working Paper

Sending Signals: Strategic Displays of Warmth and Competence

By: Bushra S. Guenoun and Julian J. Zlatev
Using a combination of exploratory and confirmatory approaches, this research examines how people signal important information about themselves to others. We first train machine learning models to assess the use of warmth and competence impression management... View Details
Keywords: AI and Machine Learning; Personal Characteristics; Perception; Interpersonal Communication
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  • February 2019
  • Article

Pettiness in Social Exchange

By: Tami Kim, Ting Zhang and Michael I. Norton
We identify and document a novel construct—pettiness, or intentional attentiveness to trivial details—and examine its (negative) implications in interpersonal relationships and social exchange. Seven studies show that pettiness manifests across different types of... View Details
Keywords: Relationships; Personal Characteristics; Perception; Societal Protocols
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  • 06 Nov 2023
  • Research & Ideas

Did You Hear What I Said? How to Listen Better

percent of the time, the listener’s and speaker’s perceptions of attention didn’t match up. About 19 percent of the time, the speaker thought the other person was listening when they weren’t. And 12 percent of the time, the speaker didn’t... View Details
Keywords: by Michael Blanding
  • March 2018
  • Exercise

Does It Hurt To Ask?

By: Alison Wood Brooks
Does It Hurt To Ask? (DIHTA) is an interactive exercise that pairs students (in groups of two) for a brief, spontaneous, open-ended conversation during class. Each student is given instructions to ask many questions (as many as possible) or few questions (ideally zero)... View Details
Keywords: Interpersonal Communication; Communication Strategy; Perception; Information; Power and Influence
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  • 29 Jul 2009
  • Working Paper Summaries

Firsthand Experience and the Subsequent Role of Reflected Knowledge in Cultivating Trust in Global Collaboration

Keywords: by Mark Mortensen & Tsedal Neeley
  • Web

Publications - Faculty & Research

Elizabeth Friedman, Kannan Srinivasan, Ravi Dhar and Xupin Zhang Non-informational cues, such as facial expressions, can significantly influence judgments and interpersonal impressions. While past research has explored how smiling affects... View Details
  • Web

Faculty & Research

cues, such as facial expressions, can significantly influence judgments and interpersonal impressions. While past research has explored how smiling affects business outcomes in offline or in-store contexts, relatively less is known about... View Details
  • 06 May 2024
  • Research & Ideas

The Critical Minutes After a Virtual Meeting That Can Build Up or Tear Down Teams

attending meetings, having lunch with workers, and interviewing team members to get a comprehensive view of perceptions on both sides. The researchers also uploaded extensive notes to share with each other every day. Perlow spent time in... View Details
Keywords: by Michael Blanding
  • 20 Jun 2005
  • Research & Ideas

Creating a Positive Professional Image

interview. Mallory Stark: What is a professional image? Laura Morgan Roberts: Your professional image is the set of qualities and characteristics that represent perceptions of your competence and character as judged by your key... View Details
Keywords: by Mallory Stark
  • 30 May 2017
  • First Look

First Look at New Research and Ideas, May 30

ignoring—advice from others. Across six studies, we find that advisors interpersonally penalize those who ignore their advice. This effect stems from both harsher perceptions of the advice seeker as well as... View Details
Keywords: Sean Silverthorne
  • 22 May 2018
  • First Look

New Research and Ideas, May 22, 2018

Claudine, Andrea Prat, and George Serafeim Abstract—We construct a measure of corporate purpose within a sample of U.S. companies based on approximately 500,000 survey responses of worker perceptions about their employers. We find that... View Details
Keywords: Dina Gerdeman
  • 23 May 2023
  • Research & Ideas

Face Value: Do Certain Physical Features Help People Get Ahead?

not even be aware of how much someone’s facial attributes are driving interpersonal judgments,” Zhang says. An empirical method for capturing charisma Traditionally, people assess charisma based on personality. However, the researchers... View Details
Keywords: by Kara Baskin
  • 26 Jul 2016
  • First Look

July 26, 2016

Decision Processes Managing Perceptions of Distress at Work: Reframing Emotion as Passion By: Wolf, Elizabeth Baily, Jooa Julia Lee, Sunita Sah, and Alison Wood Brooks Abstract—Expressing distress at work can have negative consequences... View Details
Keywords: Sean Silverthorne
  • Web

Marketing - Faculty & Research

such as facial expressions, can significantly influence judgments and interpersonal impressions. While past research has explored how smiling affects business outcomes in offline or in-store contexts, relatively less is known about how... View Details
  • 26 Aug 2002
  • Research & Ideas

High-Stakes Decision Making: The Lessons of Mount Everest

decisions. The Everest analysis suggests that leaders must pay close attention to how they balance competing pressures in their organizations, and how their words and actions shape the perceptions and beliefs of organization members. In... View Details
Keywords: by Michael A. Roberto
  • September 2007
  • Article

(Noisy) Communication

By: Bharat Anand and Ron Shachar
Communication is central to many settings in marketing and economics. A focal attribute of communication is miscommunication. We model this key characteristic as a noise in the messages communicated, so that the sender of a message is uncertain about its perception by... View Details
Keywords: Communication Intention and Meaning; Interpersonal Communication; Cost vs Benefits; Marketing Communications; Performance Improvement; Mathematical Methods
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  • 13 Jun 2022
  • Research & Ideas

Extroverts, Your Colleagues Wish You Would Just Shut Up and Listen

behavior. In other words, more extroverted individuals were seen as worse listeners. "Extroverts may need to start thinking about different ways to engage in conversations." In a second study, the researchers investigated whether the same View Details
Keywords: by Pamela Reynolds
  • Web

Negotiation, Organizations & Markets - Faculty & Research

decision to share their own answer—rather than follow up on their partner’s—appears egocentric and disinterested in their partner’s perspective. As a result, people perceive boomeraskers as insincere and prefer conversation partners who straightforwardly self-disclose.... View Details
  • 05 Apr 2004
  • Research & Ideas

Six Ways to Build Trust in Negotiations

mean missing out on significant opportunities. For this reason, fostering trust on the fly is a critical skill for managers. As Kristen knew, the first step to inspiring trust is to demonstrate trustworthiness. All negotiators can apply the six strategies that follow... View Details
Keywords: by Deepak Malhotra
  • 05 Dec 2018
  • Research & Ideas

Why Managers Should Reveal Their Failures

failures, nor does it affect their perception of the person’s status. “Even after revealing their struggles or failures, high achievers still look good,” Brooks says. She cautioned that this effect works only for people who have reached... View Details
Keywords: by Dina Gerdeman