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Research Summary

Overview

By: Alison Wood Brooks

Professor Brooks studies the psychology of conversation and emotion—topics at the intersection of how people think, feel, and interact. From pitching ideas to seeking advice, from asking questions to giving compliments, from talking about (or hiding) our feelings and... View Details

Keywords: Anxiety; Emotion; Emotion Regulation; Reappraisal; Negotiation; Trust; Performance

December 2019
Article

Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive

By: M. Jeong, J. Minson, M. Yeomans and F. Gino

When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a distributive negotiation, when first offers are held constant and... View Details

Keywords: Negotiation Style; Communication Strategy; Perception; Performance Effectiveness; Outcome or Result

December 2014
Article

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; Identity; Power and Influence

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

SSRN

03 Jun 2013
Research & Ideas

The Power of Rituals in Life, Death, and Business

Norton, an associate professor in the Marketing unit at Harvard Business School. "But we didn't know if the ritual caused the healing." “We see in every culture—and throughout history—that people who perform rituals report feeling better." What followed... View Details

Keywords: by Carmen Nobel

2010
Working Paper

Being a Leader and the Effective Exercise of Leadership: An Ontological Model (PDF File of PowerPoint Slides)

By: Werner Erhard, Michael C. Jensen and Kari Granger

This presentation is based on our research program over the last seven years in which our objective has been to rigorously distinguish leader and leadership and to create a technology for providing access to being a leader and exercising leadership effectively (in... View Details

Keywords: Curriculum and Courses; Innovation and Invention; Leadership Development; Goals and Objectives; Research and Development; Attitudes; Perception; Technology; United States

SSRN

Article

Contagion of Cooperation in Static and Fluid Social Networks

By: Jillian J. Jordan, David G. Rand, Samuel Arbesman, James H. Fowler and Nicholas A. Christakis

Cooperation is essential for successful human societies. Thus, understanding how cooperative and selfish behaviors spread from person to person is a topic of theoretical and practical importance. Previous laboratory experiments provide clear evidence of social... View Details

Keywords: Social Contagion; Social Networks; Cooperation; Behavior; Social Media

Article

Getting the Most Out of Giving: Concretely Framing a Prosocial Goal Maximizes Happiness

By: Melanie Rudd, Jennifer Aaker and Michael I. Norton

Across six field and laboratory experiments, participants assigned a more concretely-framed prosocial goal (e.g., making someone smile or increasing recycling) felt happier and reported creating greater personal happiness after performing a goal-directed act of... View Details

Keywords: Prosocial Behavior; Goal Framing; Affective Forecasting; Goals and Objectives; Happiness; Philanthropy and Charitable Giving

Research Summary

Front-Line Organizational Learning

Dr. Tucker uses operations management and organizational learning theory to understand and improve front-line work processes. Specifically, she examines the conditions under which the problem solving routines of front-line workers are likely to result in positive... View Details

Research Summary

Competitive Arousal

By: Deepak Malhotra

A fourth stream of research examines a phenomenon that my co-authors and I have termed Competitive Arousal. We find that some features of competitive contexts (e.g., time pressure, perceptions of rivalry, and the presence of an audience) can heighten... View Details

April 2018
Article

The Power of Voice in Stimulating Morality: Eliciting Taxpayer Preferences Increases Tax Compliance

By: Cait Lamberton, Jan-Emmanuel De Neve and Michael I. Norton

Decisions about paying taxes represent one of the most common moral quandaries faced by citizens. In the present research, we argue that taxpayer compliance can be raised by increasing “voice”: allowing taxpayers to express non-binding preferences about the way their... View Details

Keywords: Morality; Public Policy; Ethics; Moral Sensibility; Taxation; Policy; Attitudes; Governance Compliance

2021
Working Paper

Cognitive Biases: Mistakes or Missing Stakes?

By: Benjamin Enke, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman and Jeroen van de Ven

Despite decades of research on heuristics and biases, empirical evidence on the effect of large incentives—as present in relevant economic decisions—on cognitive biases is scant. This paper tests the effect of incentives on four widely documented biases: base rate... View Details

Keywords: Cognitive Biases; Incentives; Motivation and Incentives; Decision Making; Performance

October 2013
Article

License to Cheat: Voluntary Regulation and Ethical Behavior

By: F. Gino, E. Krupka and R. Weber

While monitoring and regulation can be used to combat socially costly unethical conduct, their intended targets are often able to avoid regulation or hide their behavior. This surrenders at least part of the effectiveness of regulatory policies to firms' and... View Details

Keywords: Ethical Behavior; Dishonesty; Regulation; Selection; Social Norms; Behavior; Ethics; Societal Protocols

April 2020
Article

Field Comparisons of Incentive-Compatible Preference Elicitation Techniques

By: Shawn A. Cole, A. Nilesh Fernando, Daniel Stein and Jeremy Tobacman

Knowledge of consumer demand is important for firms, policy makers, and economists. One common tool for incentive-compatible demand elicitation, the Becker-DeGroot-Marschak (BDM) mechanism, has been widely used in laboratory settings but rarely evaluated for... View Details

Keywords: Incentive-compatible Elicitation; Experimental Methods; Weather Insurance; Rainfall Insurance; Agricultural Extension; Demand and Consumers

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2022
Book

Ripe for Revolution: Building Socialism in the Third World

By: Jeremy Friedman

A historical account of ideology in the Global South as the postwar laboratory of socialism, its legacy following the Cold War, and the continuing influence of socialist ideas worldwide.

In the first decades after World War II, many newly independent... View Details

Keywords: Socialism; Economic Systems; Globalization; Government and Politics; Developing Countries and Economies

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2012
Working Paper

Rainmakers: Why Bad Weather Means Good Productivity

By: Jooa Julia Lee, Francesca Gino and Bradley R. Staats

People believe that weather conditions influence their everyday work life, but to date, little is known about how weather affects individual productivity. Most people believe that bad weather conditions reduce productivity. In this research, we predict and find just... View Details

Keywords: Productivity; Opportunity Cost; Distractions; Weather; Performance Productivity; Social Psychology; Mathematical Methods

March 2013
Article

Breaking Them in or Eliciting Their Best? Reframing Socialization around Newcomers' Authentic Self-expression

By: Daniel M. Cable, Francesca Gino and Brad Staats

Socialization theory has focused on enculturating new employees such that they develop pride in their new organization and internalize its values. Drawing on authenticity research, we propose that the initial stage of socialization leads to more effective employment... View Details

Keywords: Socialization; Authenticity; Self-Expression; Best Self; Outsourcing; Employee Retention; Organizational Culture; Retention; Identity; Customer Satisfaction