Publications

March 2008
Article

Functional Imaging of Decision Conflict

By: J. B. Pochon, Jason Riis, A. Sanfey, L. Nystrom and J. D. Cohen

Decision conflict occurs when people feel uncertain as to which option to choose from a set of similarly attractive (or unattractive) options, with many studies demonstrating that this conflict can lead to suboptimal decision making. In this article, we investigate the... View Details

Keywords: Decisions; Judgments; Risk and Uncertainty; Science; Conflict and Resolution; Perception

January 2022
Article

Global Behaviors, Perceptions, and the Emergence of Social Norms at the Onset of the COVID-19 Pandemic

By: Lukas Hensel, Marc Witte, Stefano Caria, Thiemo Fetzer, Stefano Fiorin, Friedrich M. Goetz, Margarita Gomez, Johannes Haushofer, Andriy Ivchenko, Gordon T. Kraft-Todd, Elena Reutskaja, Christopher Roth, Erez Yoeli and Jon M. Jachimowicz

We conducted a large-scale survey covering 58 countries and over 100,000 respondents between late March and early April 2020 to study beliefs and attitudes towards citizens' and governments' responses at the onset of the COVID-19 pandemic. Most respondents reported... View Details

Keywords: COVID-19; Government Regulation; Social Norms; Health Pandemics; Governing Rules, Regulations, and Reforms; Behavior; Perception; Global Range; Surveys

09 Jun 2014
Research & Ideas

The Manager in Red Sneakers

this research finds that nonconformity can send its own signal of high status by visibly expressing the fact that people can afford to follow their own path—a perception that the researchers called the "red sneakers effect." "Instead of... View Details

Keywords: by Dina Gerdeman; Consumer Products; Apparel & Accessories; Fashion

21 Feb 2012
Research & Ideas

Leadership Program for Women Targets Subtle Promotion Biases

behaviors can be seen as abrasive instead of assertive, arrogant instead of self-confident, and self-promoting instead of entrepreneurial. These perceptions can hold women back. "We cannot just tell women that if they want to take... View Details

Keywords: by Maggie Starvish

November 2019
Article

Procedural Justice and the Risks of Consumer Voting

By: Tami Kim, Leslie John, Todd Rogers and Michael I. Norton

Firms are increasingly giving consumers the vote. Eight studies demonstrate that when firms empower consumers to vote, consumers infer a series of implicit promises—even in the absence of explicit promises. We identify three implicit promises to which consumers react... View Details

Keywords: Consumer Empowerment; Procedural Justice; Promises; Customer Relationship Management; Voting; Perception; Fairness; Risk Management

November 2022
Article

Opportunity Neglect: An Aversion to Low-probability Gains

By: Emily Prinsloo, Kate Barasz, Leslie K. John and Michael I. Norton

Seven preregistered studies (N = 2,890) conducted in the field, lab, and online document opportunity neglect: a tendency to reject opportunities with low probability of success, even when they come with little or no objective cost (e.g., time, money,... View Details

Keywords: Opportunities; Behavior; Risk and Uncertainty; Success; Perception

Purchase

March 2000
Background Note

Fall Before Rising, A: The Story of Jai Jaikumar (A)

By: H. Kent Bowen, Richard Compton Squire, Sarah Patricia Vickers-Willis and Harry James Wilson

What is the relationship between good fortune, professional success, and a moral obligation to other people? Jai Jaikumar, who as a youth was saved by a shepherd woman after a tragic mountaineering accident in the Himalayas, and who later rose to the top of his... View Details

Keywords: Moral Sensibility; History; Personal Development and Career; Relationships; Familiarity; Perception; Welfare

Educators

Purchase

13 Mar 2018
First Look

March 13, 2018

perceptions that their own advice will not be followed. Advice seekers fail to anticipate this negative relational impact, exposing them to unanticipated adverse consequences of their advice-seeking decisions. These findings challenge... View Details

Keywords: Sean Silverthorne

29 Apr 2019
Research & Ideas

Is the Digital Age Making Us Petty?

punish the person socially, such as by assigning them boring tasks. These results held across age groups and cultures. (One study compared the perceptions of American participants with those of participants from Austria, Germany, and... View Details

Keywords: by Kristen Senz

23 Mar 2003
Research & Ideas

Globalization: Little Impact on the Continent

own. Africa has still not played the role we'd expect it to play in this messy phenomenon of globalization.— Debora Spar "I think the perception is that globalization is creating more losers than winners," he said. But Papa... View Details

Keywords: by Julie Jette

08 Jan 2020
Research & Ideas

NFL Head Coaches Are Getting Younger. What Can Organizations Learn?

these examples that can be applied to all fields. The NFL continues to be a source of insights for managers and organizations in all fields. Recently, for example, there is a perception among observers that the NFL is going younger with... View Details

Keywords: by Boris Groysberg, Evan M.S. Hecht, and Abhijit Naik; Sports

08 Jan 2019
First Look

New Research and Ideas, January 8, 2019

far from ideal. Past efforts to impact perceptions of Israel, spearheaded by the Ministry of Foreign Affairs as well as various Jewish organizations, were mainly aimed at “explaining” Israel’s political position and convincing the world... View Details

Keywords: Dina Gerdeman

2011
Working Paper

Charitable Giving When Altruism and Similarity Are Linked

By: Julio J. Rotemberg

This paper presents a model in which anonymous charitable donations are rationalized by two human tendencies drawn from the psychology literature. The first is people's disproportionate disposition to help those they agree with while the second is the dependence of... View Details

Keywords: Philanthropy and Charitable Giving; Mathematical Methods; Attitudes; Interests; Perception; Wealth and Poverty

2023
Working Paper

Teams in the Digital Workplace: Technology's Role for Communication, Collaboration, and Performance

By: Jacqueline N. Lane, Paul Leonardi, Noshir Contractor and Leslie DeChurch

This paper addresses the need for theoretical advancements in understanding team processes and the impact of technology on teams. Specifically, it examines the use of digital collaboration technologies by organizational teams and their effect on team communication and... View Details

Keywords: Affordances; Groups and Teams; Communication Technology; Social Media; Organizational Change and Adaptation; Perception

SSRN

January 2023
Article

Calculators for Women: When Identity-Based Appeals Backfire

By: Tami Kim, Kate Barasz, Michael I. Norton and Leslie K. John

From “Chick Beer” to “Dryer Sheets for Men,” identity-based labeling is frequently deployed by marketers to appeal to specific target markets. Yet such identity appeals can backfire, alienating the very consumers they aim to attract. We theorize and empirically... View Details

Keywords: Categorization Threat; Stereotypes; Identity; Labels; Gender; Perception; Consumer Behavior

Purchase

July 2019
Article

The Gravitational Pull of Expressing Passion: When and How Expressing Passion Elicits Status Conferral and Support from Others

By: Jon M. Jachimowicz, Christopher To, Shira Agasi, Stéphane Côté and Adam D. Galinsky

Prior research attributes the positive effects of passion on professional success to intrapersonal characteristics. We propose that interpersonal processes are also critical because observers confer status on and support those who express passion. These interpersonal... View Details

Keywords: Passion; Admiration; Support; Emotions; Communication; Perception; Status and Position; Success; Situation or Environment; Competition