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- October 2021
- Article
Communicating Resource Scarcity and Interpersonal Connection
By: Grant E. Donnelly, Anne V. Wilson, Ashley V. Whillans and Michael I. Norton
Consumers often cite insufficient time or money as an excuse for rejecting social invitations. We explore the effectiveness of these excuses in preserving interpersonal relationships. Six studies—including perceptions of couples planning their wedding—demonstrate that... View Details
Keywords: Time; Interpersonal Relationships; Communication; Money; Relationships; Interpersonal Communication
Donnelly, Grant E., Anne V. Wilson, Ashley V. Whillans, and Michael I. Norton. "Communicating Resource Scarcity and Interpersonal Connection." Journal of Consumer Psychology 31, no. 4 (October 2021): 726–745.
- Research Summary
Interpersonal Communication & Human-Computer Interaction
This stream of research, combining methods from experimental psychology and natural language processing, investigates behaviors that improve interpersonal communication. In our paper on question-asking published in Journal of Personality and Social Psychology,... View Details
- Article
Emotional Acknowledgment: How Verbalizing Others' Emotions Fosters Interpersonal Trust
By: Alisa Yu, Justin M. Berg and Julian Zlatev
People often respond to others’ emotions using verbal acknowledgment (e.g., “You seem upset”). Yet, little is known about the relational benefits and risks of acknowledging others’ emotions in the workplace. We draw upon Costly Signaling Theory to posit how emotional... View Details
Keywords: Emotion; Costly Signaling; Interpersonal Trust; Emotional Valence; Interpersonal Relationships; Empathic Accuracy; Emotions; Relationships; Trust; Interpersonal Communication
Yu, Alisa, Justin M. Berg, and Julian Zlatev. "Emotional Acknowledgment: How Verbalizing Others' Emotions Fosters Interpersonal Trust." Organizational Behavior and Human Decision Processes 164 (May 2021): 116–135.
- 1980
- Chapter
Managing Communications and Conflict in Interpersonal Relationships
By: John J. Gabarro and Cyrus F. Gibson
- 1978
- Book
Interpersonal Behavior
By: Anthony Athos and John J. Gabarro
Athos, Anthony and John J. Gabarro, eds. Interpersonal Behavior. Englewood Cliffs: Prentice Hall, 1978.
- 1979
- Book
Teaching Interpersonal Behavior
By: Michael B. McCaskey, John J. Gabarro and Louise Cahill-Dettrich
McCaskey, Michael B., John J. Gabarro, and Louise Cahill-Dettrich. Teaching Interpersonal Behavior. Englewood Cliffs: Prentice Hall, 1979.
- September 1982 (Revised March 1989)
- Background Note
Managing Interpersonal Feedback
Provides a discussion of both the importance and some possible pitfalls that may be encountered when one tries to talk candidly with others about their behavior on the job. View Details
Barnes, Louis B. "Managing Interpersonal Feedback." Harvard Business School Background Note 483-027, September 1982. (Revised March 1989.)
- Article
Seeker Beware: The Interpersonal Costs of Ignoring Advice
Prior advice research has focused on why people rely on (or ignore) advice and its impact on judgment accuracy. We expand the consideration of advice-seeking outcomes by investigating the interpersonal consequences of advice seekers’ decisions. Across nine studies, we... View Details
Keywords: Advice; Advice Seeking; Expertise; Impression Management; Wisdom Of Crowds; Interpersonal Communication; Relationships; Behavior; Experience and Expertise; Perception; Judgments; Outcome or Result
Blunden, Hayley, Jennifer M. Logg, Alison Wood Brooks, Leslie John, and Francesca Gino. "Seeker Beware: The Interpersonal Costs of Ignoring Advice." Organizational Behavior and Human Decision Processes 150 (January 2019): 83–100.
- November 2018
- Article
Worthy of Swift Trust? How Brief Interpersonal Contact Affects Trust Accuracy
By: Oliver Schilke and Laura Huang
Organizational scholars have long underscored the positive consequences of trust, yet trust can also have dysfunctional effects if it is not placed wisely. Though much research has examined conditions that increase individuals’ tendencies to trust others, we know very... View Details
Schilke, Oliver, and Laura Huang. "Worthy of Swift Trust? How Brief Interpersonal Contact Affects Trust Accuracy." Journal of Applied Psychology 103, no. 11 (November 2018): 1181–1197.
- September 2007
- Article
(Noisy) Communication
By: Bharat Anand and Ron Shachar
Communication is central to many settings in marketing and economics. A focal attribute of communication is miscommunication. We model this key characteristic as a noise in the messages communicated, so that the sender of a message is uncertain about its perception by... View Details
Keywords: Communication Intention and Meaning; Interpersonal Communication; Cost vs Benefits; Marketing Communications; Performance Improvement; Mathematical Methods
Anand, Bharat, and Ron Shachar. "(Noisy) Communication." Quantitative Marketing and Economics 5, no. 3 (September 2007): 211–237. (Lead Article.)
- December 2015
- Case
Difficult Conversations and Dealing with Challenging Situations at Work: Managing Communication
By: Boris Groysberg and Ann Leamon
Groysberg, Boris, and Ann Leamon. "Difficult Conversations and Dealing with Challenging Situations at Work: Managing Communication." Harvard Business School Case 416-034, December 2015.
- December 2015
- Case
Difficult Conversations and Dealing with Challenging Situations at Work: The Case of the Ineffectual FD
By: Boris Groysberg and Ann Leamon
Keywords: Communication; Organization Behavior; Interpersonal Interactions; Interpersonal Communication; Organizations
Groysberg, Boris, and Ann Leamon. "Difficult Conversations and Dealing with Challenging Situations at Work: The Case of the Ineffectual FD." Harvard Business School Case 416-031, December 2015.
- October 2008
- Article
Navigating the Bind of Necessary Evils: Psychological Engagement and the Production of Interpersonally Sensitive Behavior
By: Joshua D. Margolis and Andrew Molinsky
We develop grounded theory about how individuals respond to the subjective experience of performing "necessary evils" and how that influences the way they treat targets of their actions. Despite the importance and difficulty of delivering just, compassionate treatment... View Details
Keywords: Interpersonal Communication; Fairness; Moral Sensibility; Problems and Challenges; Behavior; Power and Influence; Welfare
Margolis, Joshua D., and Andrew Molinsky. "Navigating the Bind of Necessary Evils: Psychological Engagement and the Production of Interpersonally Sensitive Behavior." Academy of Management Journal 51, no. 5 (October 2008): 847–872. (Winner of Academy of Management. Outstanding Publication in Organizational Behavior Award presented by Academy of Management.)
- September 2019
- Article
The Interpersonal Costs of Dishonesty: How Dishonest Behavior Reduces Individuals' Ability to Read Others' Emotions
By: J.J. Lee, H. Hardin, B. Parmar and F. Gino
In this research, we examine the unintended consequences of dishonest behavior for one’s interpersonal abilities and subsequent ethical behavior. Specifically, we unpack how dishonest conduct can reduce one’s generalized empathic accuracy—the ability to accurately read... View Details
Lee, J.J., H. Hardin, B. Parmar, and F. Gino. "The Interpersonal Costs of Dishonesty: How Dishonest Behavior Reduces Individuals' Ability to Read Others' Emotions." Journal of Experimental Psychology: General 148, no. 9 (September 2019): 1557–1574.
- 2021
- Working Paper
Does Who Helps You Impact Your Behavior? Examining the Effects of Social Interactions on Knowledge Sharing in Online Communities
By: Eunkwang Seo, Frank Nagle and Sonali K. Shah
Online communities provide vibrant forums for knowledge sharing and are increasingly being used by individual users and firms to source knowledge and create and capture value. Yet, there is much to learn about how the actions of community members affect other members,... View Details
Keywords: Online Communities; Knowledge Development; Innovation; Reciprocity; Knowledge Sharing; Networks; Innovation and Invention; Interpersonal Communication
Seo, Eunkwang, Frank Nagle, and Sonali K. Shah. "Does Who Helps You Impact Your Behavior? Examining the Effects of Social Interactions on Knowledge Sharing in Online Communities." Harvard Business School Working Paper, No. 21-026, August 2020. (Revised July 2021.)
- Research Summary
Overview
Christine is interested in how people make decisions about the thoughts, feelings, and actions of others. Her research explores how people use visual cues in a face to infer the inner workings of another's mind. View Details
- February 1992 (Revised March 1995)
- Case
Amelia Rogers at Tassani Communications (A)
By: Linda A. Hill
Describes a conflict that has arisen between an account manager and a creative director at Tassani Communications, a Chicago-based advertising agency which is making the transition from entrepreneurial to professional management. The client, the marketing director of a... View Details
Keywords: Rank and Position; Conflict Management; Change Management; Entrepreneurship; Practice; Behavior; Creativity; Problems and Challenges; Advertising Industry; Chicago
Hill, Linda A. "Amelia Rogers at Tassani Communications (A)." Harvard Business School Case 492-034, February 1992. (Revised March 1995.)
- April 2011
- Case
Kay Sunderland: Making the Grade at Attain Learning
By: Linda A. Hill and Heather Beckham
Kay Sunderland is an account director at Attain Learning Inc., a business training solutions company. In January 2011, one of Attain's most important clients, Juan Nunez of Gramen Equipment Company, contacts Sunderland with a request: Nunez would like Attain content... View Details
Keywords: Communication; Interpersonal Relations; Personal Strategy ＆ Style; Creativity; Conflict; Interdepartmental Relations; Talent Management; Management Style; Interpersonal Communication; Talent and Talent Management; Relationships; Conflict and Resolution; Communication Strategy; Power and Influence; Service Industry
Hill, Linda A., and Heather Beckham. "Kay Sunderland: Making the Grade at Attain Learning." Harvard Business School Brief Case 114-289, April 2011.
- 1983
- Chapter
Communication in One-to-One Relationships
By: John J. Gabarro
Keywords: Interpersonal Communication
Gabarro, John J. "Communication in One-to-One Relationships." In Managing Behavior in Organizations, edited by Leonard A. Schlesinger, Robert G. Eccles, and John J. Gabarro. New York: McGraw-Hill, 1983.
- 2014
- Working Paper
Why Don’t People Ask More Questions? Question-asking Promotes Information Exchange and Improves Interpersonal Perception
By: A.W. Brooks, J. Minson and K. Huang