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  • Article

Forgoing Earned Incentives to Signal Pure Motives

By: Erika L. Kirgios, Edward H. Chang, Emma E. Levine, Katherine L. Milkman and Judd B. Kessler
Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are... View Details
Keywords: Incentives; Motivation Laundering; Self-signaling; Motivation and Incentives; Behavior; Perception
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    Jillian J. Jordan

    Jillian Jordan is an Assistant Professor of Business Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. She teaches Negotiations in the MBA elective curriculum.

    Professor Jordan’s research investigates moral... View Details

    • 13 Feb 2018
    • First Look

    New Research and Ideas, February 13, 2018

    Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53934 forthcoming Management Science Incentives for Prosocial Behavior: The Role of Reputations By: Exley, Christine L. Abstract—Do monetary incentives encourage... View Details
    Keywords: Sean Silverthorne
    • 2021
    • Working Paper

    Equity Concerns Are Narrowly Framed

    By: Christine L Exley and Judd B. Kessler
    Distributional decisions regularly involve multiple payoff components. In a series of experiments, we show that subjects frequently exhibit narrow equity concerns: individuals apply their fairness preferences narrowly, on a specific component of payoffs, rather... View Details
    Keywords: Equity; Equality and Inequality; Fairness; Perception; Outcome or Result; Resource Allocation; Behavior
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    • 2023
    • Working Paper

    'It Wouldn’t Have Mattered Anyway': When Overdetermined Outcomes Justify Our Sins

    By: Stephanie C. Lin, Julian J. Zlatev and Dale T. Miller
    We identify and document an “overdetermined outcome defense” which occurs when one learns that circumstances besides one’s own actions were sufficient to produce a negative effect (e.g., deciding not to go to the gym, but later discovering that the gym had been... View Details
    Keywords: Moral Sensibility; Decision Making; Outcome or Result; Behavior
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    • Research Summary

    Overview

    By: Julian J. Zlatev
    First, Professor Zlatev studies how people make decisions that reinforce a sense that they are good or moral. He studies the psychology behind dual motive behaviors—actions that incorporate self-interested and prosocial motives—and the structure of moral identity. For... View Details
    • September 2012
    • Article

    The Bedside Manner of Homo Economicus: How and Why Priming an Economic Schema Reduces Compassion

    By: Andrew Molinsky, Adam M. Grant and Joshua D. Margolis
    We investigate how, why and when activating economic schemas reduces the compassion that individuals extend to others in need when delivering bad news. Across three experiments, we show that unobtrusively priming economic schemas decreases the compassion that... View Details
    Keywords: Behavior; Framework; Emotions; Societal Protocols; Economics
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    • Research Summary

    Overview

    For the past several decades, income inequality in the United States has steadily increased. The extent of this inequality is exacerbated when making comparisons between the very rich and poor or men and women. Professor Exley’s research is driven by a desire to better... View Details
    • 18 Aug 2009
    • First Look

    First Look: August 18

      Working PapersFeeling Good about Giving: The Benefits (and Costs) of Self-Interested Charitable Behavior Authors:Lalin Anik, Lara B. Aknin, Michael I. Norton, and Elizabeth W. Dunn Abstract While lay intuitions and pop psychology... View Details
    Keywords: Martha Lagace
    • 05 Jul 2016
    • First Look

    July 5, 2016

    the ask is not avoided and factors that may be viewed self-servingly are neither introduced nor highlighted. In doing so, results from a field study and complementary online study document evidence that less prosocial View Details
    Keywords: Sean Silverthorne
    • Research Summary

    Overview

    I am currently a Principal or Co-Principal Investigator of five field-based randomized controlled trials, each of which examines the management of lay health workers in developing countries, with an eye toward generating theoretical insights and policy guidance on how... View Details
    • Research Summary

    Overview

    I am currently a Principal or Co-Principal Investigator of five field-based randomized controlled trials, each of which examines the management of lay health workers in developing countries, with an eye toward generating theoretical insights and policy guidance on how... View Details
    Keywords: Development Economics; Policy; Health; Human Resources; Africa; India; United States
    • Research Summary

    Overview

    I am currently a Principal or Co-Principal Investigator of five field-based randomized controlled trials, each of which examines the management of lay health workers in developing countries, with an eye toward generating theoretical insights and policy guidance on how... View Details
    Keywords: Development Economics; Policy; Health; Human Resources; Africa; India; United States
    • November 2018
    • Article

    Global Evidence on Economic Preferences

    By: Armin Falk, Anke Becker, Thomas Dohmen, Benjamin Enke, David Huffman and Uwe Sunde
    This article studies the global variation in economic preferences. For this purpose, we present the Global Preference Survey (GPS), an experimentally validated survey data set of time preference, risk preference, positive and negative reciprocity, altruism, and trust... View Details
    Keywords: Economic Preferences; Economics; Behavior; Surveys; Analytics and Data Science; Global Range
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    • 2022
    • Working Paper

    The Routledge Handbook of Digital Consumption, Chapter 41: The Internet’s Effects on Consumption: Useful, Harmful, Playful

    By: John A. Deighton and Leora Kornfeld
    This chapter considers how digital culture has changed over the past decade, as the internet has grown its scope and user base. Billions around the world connect daily to an ever-expanding set of applications. A framework for thinking about digital effects is offered:... View Details
    Keywords: Digital Culture; Internet and the Web; Consumer Behavior; Society
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    • 17 Apr 2012
    • First Look

    First Look: April 17

      PublicationsHappiness Runs in a Circular Motion: Evidence for a Positive Feedback Loop between Prosocial Spending and Happiness Authors:Lara B. Aknin, Elizabeth W. Dunn, and Michael I. Norton Publication:Journal of Happiness Studies 13... View Details
    Keywords: Carmen Nobel
    • 08 Dec 2015
    • First Look

    December 8, 2015

    that may arise. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=50144 2015 The Cambridge Handbook of Consumer Psychology The Consumer Psychology of Online Privacy: Insights and Opportunities from Behavioral Decision... View Details
    Keywords: Sean Silverthorne
    • Article

    Signaling When Nobody Is Watching: A Reputation Heuristics Account of Outrage and Punishment in One-shot Anonymous Interactions

    By: Jillian J. Jordan and David G. Rand
    Moralistic punishment can confer reputation benefits by signaling trustworthiness to observers. However, why do people punish even when nobody is watching? We argue that people often rely on the heuristic that reputation is typically at stake, such that reputation... View Details
    Keywords: Signaling; Morality; Trustworthiness; Anger; Third-party Punishment; Moral Sensibility; Behavior; Trust; Reputation
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    • 03 Apr 2012
    • First Look

    First Look: April 3

    steps towards investigating this possibility by devising a novel 10-day field experiment to estimate the differences in behavior that are created by sorting workers into their preferred institutional regimes versus having them unsorted.... View Details
    Keywords: Carmen Nobel
    • 05 Dec 2011
    • Research & Ideas

    It’s Alive! Business Scholars Turn to Experimental Research

    behavioral research from CEOs, policymakers, and high-stakes decision makers." —Francesca Gino "It's always been obvious to social scientists and business scholars that there are lots of things that you can't learn in the laboratory, but... View Details
    Keywords: by Carmen Nobel