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April 2023
Article

Inattentive Inference

By: Thomas Graeber

This paper studies how people infer a state of the world from information structures that include additional, payoff-irrelevant states. For example, learning from a customer review about a product’s quality requires accounting for the reviewer’s otherwise irrelevant... View Details

Keywords: Cognition and Thinking; Information Types; Behavior; Knowledge Acquisition

Article

Ownership Dilemmas: The Case of Finders Versus Landowners

By: Peter DiScioli, Rachel Karpoff and Julian De Freitas

People sometimes disagree about who owns which objects, and these ownership dilemmas can lead to costly disputes. We investigate the cognitive mechanisms underlying people’s judgments about finder versus landowner cases, in which a person finds an object on someone... View Details

Keywords: Ownership Dilemma; Finders; Psychology And Law; Ownership; Property; Law; Social Psychology

July 1989
Article

Immunizing Children Against the Negative Effects of Reward

By: B. A. Hennessey, T. M. Amabile and M. Martinage

Two studies were conducted to examine the effect of intrinsic motivation training on children's subsequent motivational orientation and creativity in an expected reward situation. Past research has demonstrated the overjustification effect: Children who work on an... View Details

Keywords: Creativity; Motivation and Incentives; Training; Early Childhood Education; Learning; Teaching

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

13 Jan 2003
Research & Ideas

The Subconscious Mind of the Consumer (And How To Reach It)

indeed revolutionizing our ability to understand customers. Insights about the workings of the cognitive unconscious including memory, attention, information processing, the nature of human universals, and View Details

Keywords: by Manda Mahoney

2009
Working Paper

A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future

By: Chia-Jung Tsay and Max H. Bazerman

Through the decision-analytic approach to negotiations, the past quarter century has seen the development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in the field for both academics and practitioners. Researchers... View Details

Keywords: Decision Making; Ethics; Negotiation; Behavior; Cognition and Thinking; Emotions

July 2022
Article

What Do I Make of the Rest of My Life? Global and Quotidian Life Construal across the Retirement Transition

By: Jeff Steiner and Teresa M. Amabile

Retirement means relinquishing the daily structure that work provides and the career-dependent meanings that it offers life narratives. The retirement transition can therefore involve contemplating both how to spend newly-freed daily time and the implications of... View Details

Keywords: Retirement Transition; Life Narrative; Construal Level Theory; Global Construal; Quotidian Construal; Meanings Of Work And Retirement; Retirement; Transition; Perspective

25 Feb 2019
Research & Ideas

How Gender Stereotypes Kill a Woman’s Self-Confidence

cognitive ability in five areas: general science, arithmetic reasoning, math knowledge, mechanical comprehension, and assembling objects. They were asked to guess their total number of correct answers, as well as how their performance... View Details

Keywords: by Dina Gerdeman

24 Aug 2012
Working Paper Summaries

Equalizing Outcomes vs. Equalizing Opportunities: Optimal Taxation when Children’s Abilities Depend on Parents’ Resources

Keywords: by Alexander Gelber & Matthew Weinzierl

30 Oct 2007
First Look

First Look: October 30, 2007

cognitive processes through which a problem is interpreted associatively in terms of something that has been experienced in the past. Despite recognition's centrality to strategic choice, we have limited knowledge of its nature and its... View Details

Keywords: Sean Silverthorne

2012
Chapter

Institutional Pressures and Organizational Characteristics: Implications for Environmental Strategy

By: Magali A. Delmas and Michael W. Toffel

A broad literature has emerged over the past decades demonstrating that firms' environmental strategies and practices are influenced by stakeholders and institutional pressures. Such findings are consistent with institutional sociology, which emphasizes the importance... View Details

Keywords: Management Practices and Processes; Corporate Social Responsibility and Impact; Business and Stakeholder Relations; Natural Environment; Business Strategy

2024
Working Paper

Categorical Processing in a Complex World

By: Marco Sammon, Thomas Graeber and Christopher Roth

In real-world news environments, quantitative information is rarely presented in isolation; it is characterized through qualitative comparisons with various reference levels. Company earnings, for example, are commonly compared to analyst forecasts, previous earnings,... View Details

Keywords: Announcements; Cognition and Thinking; Communication Strategy

January 2017
Article

The Dark Side of Going Abroad: How Broad Foreign Experiences Increase Immoral Behavior

By: Jackson G. Lu, Jordi Quoidbach, F. Gino, Alek Chakroff, William W. Maddux and Adam D. Galinsky

Due to the unprecedented pace of globalization, foreign experiences are increasingly common and valued. Past research has focused on the benefits of foreign experiences, including enhanced creativity and reduced intergroup bias. In contrast, the present work uncovers a... View Details

Keywords: Moral Sensibility; Globalization; Behavior

05 Dec 2023
Research & Ideas

Lessons in Decision-Making: Confident People Aren't Always Correct (Except When They Are)

University of California, Santa Barbara. How does one measure confidence? In the first phase of the study, the team invited more than 2,000 people to perform 15 classic cognitive bias tasks, including: The “knapsack problem”—a strategic... View Details

Keywords: by Kara Baskin

2015
Working Paper

'Be Careless with That!' Availability of Product Upgrades Increases Cavalier Behavior Toward Possessions

By: Silvia Bellezza, Joshua M. Ackerman and Francesca Gino

Consumers are often faced with the opportunity to purchase a new, enhanced product (e.g., a new phone), even though the device they currently own is still fully functional. We propose that consumers act more recklessly with their current products and are less concerned... View Details

Keywords: Carelessness; Product Upgrade; Justification; Loss; Consumer Behavior; Attitudes; Product; Ownership

SSRN

Article

Technology, Identity, and Inertia: Through the Lens of 'The Digital Photography Company'

By: Mary Tripsas

Organizations often experience difficulty when pursuing new technology. Large bodies of research have examined the behavioral, social, and cognitive forces that underlie this phenomenon; however, the role of an organization's identity remains relatively unexplored.... View Details

Keywords: Change Management; Disruptive Innovation; Organizational Culture; Behavior; Cognition and Thinking; Identity; Perception; Technology Adoption

2025
Article

Emotion Regulation Contagion Drives Reduction in Negative Intergroup Emotions

By: Michael Pinus, Yajun Cao, Eran Halperin, Alin Coman, James J. Gross and Amit Goldenberg

When emotions occur in groups, they sometimes impact group behavior in undesired ways. Reducing group’s emotions with emotion regulation interventions can be helpful, but may also be a challenge, because treating every person in the group is often infeasible. One... View Details

Keywords: Emotion Contagion; Emotion; Emotion Regulation; Groups and Teams; Emotions; Conflict and Resolution

05 Feb 2024
Research & Ideas

The Middle Manager of the Future: More Coaching, Less Commanding

important,” he says. “But I think it’s increasingly going to be the social skills, the cognitive skills, the ability to learn things and the ability to adapt that are going to be more important.” For... View Details

Keywords: by Ben Rand

Article

Guilt Enhances the Sense of Control and Drives Risky Judgments

By: Maryam Kouchaki, Christopher Oveis and F. Gino

The present studies investigate the hypothesis that guilt influences risk-taking by enhancing one's sense of control. Across multiple inductions of guilt, we demonstrate that experimentally induced guilt enhances optimism about risks for the self (Study 1), preferences... View Details

Keywords: Risk and Uncertainty; Behavior; Emotions