Publications

Educators

Article

The Interplay Between Sharing Behavior and Beliefs About Others in Children During Dictator Games

By: Hernando Santamaría-García, María Luz González-Gadea, Rafael Di Tella, Agustín Ibáñez and Mariano Sigman

Previous studies in adults demonstrated that beliefs and sharing decisions in social scenarios are closely related. However, to date, little is known about the development of this relationship in children. By using a modified dictator game, we assessed sharing behavior... View Details

Keywords: Dictator Game; Altruism; Generosity; Development; Conveniently Upset; Behavior; Values and Beliefs; Perception; Decision Making

Article

Untapped Potential in the Study of Negotiation and Gender Inequality in Organizations

By: Hannah Riley Bowles and Kathleen L. McGinn

Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on gender in job negotiations from... View Details

Keywords: Gender; Body of Literature; Negotiation Process; Organizational Culture; Research; Behavior; Equality and Inequality

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June 2012
Article

Sweeping Dishonesty under the Rug: How Unethical Actions Lead to Forgetting of Moral Rules

By: Lisa L. Shu and Francesca Gino

Dishonest behavior can have various psychological outcomes. We examine whether one consequence could be the forgetting of moral rules. In four experiments, participants were given the opportunity to behave dishonestly, and thus earn undeserved money, by over-reporting... View Details

Keywords: Dishonesty; Moral Codes; Moral Forgetting; Unethical Behavior; Behavior; Ethics; Research

Article

Matchmaking Promotes Happiness

By: Lalin Anik and Michael I. Norton

Four studies document and explore the psychology underlying people's proclivity to connect people to each other—to play "matchmaker." First, Study 1 shows that chronic matchmaking is associated with higher well-being. Studies 2 and 3 show that matching others on the... View Details

Keywords: Happiness; Relationships

27 Jul 2019
Op-Ed

Does Facebook's Business Model Threaten Our Elections?

In the 2012 US presidential election, the Obama campaign deftly used a Facebook app to register voters and have friends message them to get out the vote. But it was 2016 presidential campaign that really changed social media’s impact on... View Details

Keywords: by George Riedel

July 2008 (Revised June 2011)
Case

mixi (A)

By: Mikolaj Jan Piskorski, Masaru Nomura and Kanako Miyoshi

Kasahara, the founder and CEO of mixi, the most successful Japanese on-line social network, is deciding between two strategic options: (i) B2C or (ii) C2C to leverage the power of the social network. In the B2C option, mixi would become a portal for on-line shopping... View Details

Keywords: Decision Choices and Conditions; Digital Platforms; Social and Collaborative Networks; Business Strategy; Mobile and Wireless Technology; Internet and the Web; Japan

Educators

Web

PhD Programs - Doctoral

quantitative marketing borrows from computer science, microeconomics, and statistics to offer guidelines for a firm’s marketing strategies. Experimental work in consumer behavior aims to understand the psychological and View Details

January 2010 (Revised August 2011)
Case

United Breaks Guitars

By: John A. Deighton and Leora Kornfeld

When social media propagate a complaint about poor customer service, an international media event ensues. How do viral videos spread and what can firms do about them? This case dissects an incident in which a disgruntled customer used YouTube and Twitter to spread a... View Details

Keywords: Communication Technology; Customer Satisfaction; Marketing Communications; Marketing Strategy; Consumer Behavior; Network Effects; Service Delivery; Social and Collaborative Networks; Internet; Air Transportation Industry

Educators

Research Summary

Overview

Grant uses a combination of laboratory and field experiments to harness consumers' cognitive and affective resources to increase their well-being. Consumers make countless daily decisions in the pursuit of happiness -- whether and how to spend or save their money, what... View Details

Keywords: Well-being; Judgment And Decision Making; Health; Prosocial Behavior

2008
Chapter

When Learning and Performance Are at Odds: Confronting the Tension

By: Sara Jean Singer and A. C. Edmondson

This chapter explores complexities of the relationship between learning and performance. We start with the general proposition that learning promotes performance and then describe several challenges for researchers and managers who wish to study or promote learning in... View Details

Keywords: Learning; Leadership; Organizational Culture; Performance Improvement; Behavior

November 2013
Article

The Ergonomics of Dishonesty: The Effect of Incidental Posture on Stealing, Cheating, and Traffic Violations

By: Andy J. Yap, Abbie S. Wazlawek, Brian J. Lucas, Amy J.C. Cuddy and Dana R. Carney

Can the structure of our everyday environment lead us to behave dishonestly? Four studies found that expansive postures incidentally imposed by our ordinary living environment lead to increases in dishonest behavior. The first three experiments found that individuals... View Details

Keywords: Dishonesty; Embodiment; Human Factors; Nonverbal Behavior; Power; Design; Behavior; Crime and Corruption; Situation or Environment; Power and Influence

December 2022
Article

Kindness in Short Supply: Evidence for Inadequate Prosocial Input

By: Jennifer E. Abel, Preeti Vani, Nicole Abi-Esber, Hayley Blunden and Juliana Schroeder

In everyday life, people often have opportunities to improve others’ lives, whether offering well-intentioned advice or complimenting someone on a job well done. These are opportunities to provide “prosocial input” (information intended to benefit others), including... View Details

Keywords: Prosocial Input; Gratitude; Feedback; Advice; Behavior; Interpersonal Communication

2013
Working Paper

iPosture: The Size of Electronic Consumer Devices Affects Our Behavior

By: Maarten W. Bos and Amy J.C. Cuddy

We examined whether incidental body posture, prompted by working on electronic devices of different sizes, affects power-related behaviors. Grounded in research showing that adopting expansive body postures increases psychological power, we hypothesized that working on... View Details

Keywords: Technology; Behavior; Health; Size; Outcome or Result; Power and Influence

August 2009
Article

Mental Accounting and Small Windfalls: Evidence from an Online Grocer

By: John Beshears and Katherine L. Milkman

We study the effect of small windfalls on consumer spending decisions by comparing the purchases online grocery customers make when redeeming $10-off coupons with the purchases they make without coupons. Controlling for customer fixed effects and other variables, we... View Details

Keywords: Mental Accounting; Windfalls; Marginal Propensity To Consume; Coupons; Marketing Communications; Consumer Behavior; Accounting; Cognition and Thinking; Retail Industry