Leslie K. John
Assistant Professor of Business Administration
Leslie John is an assistant professor of business administration in the Negotiations, Organizations, and Markets unit. She teaches the Negotiations course in the MBA elective curriculum, as well as in various Executive Education courses.
In the past, she has taught the core Marketing course in the MBA required curriculum.
Professor John’s research centers on how consumers’ behavior and lives are influenced by their interaction with firms and with public policy. Her work has been published in academic journals including the Journal of Consumer Research, Journal of Marketing Research, Social Psychological and Personality Science, and The Journal of the American Medical Association. It has also received media attention from outlets such as The New York Times, Financial Times, The Wall Street Journal, and Time magazine.
Professor John holds a Ph.D. in behavioral decision research from Carnegie Mellon University, where she also earned an M.Sc. in psychology and behavioral decision research. She completed her bachelor’s degree in psychology at the University of Waterloo.
A wide range of decision phenomena that are typically viewed as errors – including the default bias, loss aversion, and impulsivity – can be exploited to devise interventions to help people accomplish their goals. This talk will present innovative ways in which this idea has been applied to help people live healthier lives.
The Challenge of Exposing the Truth
The Impact of Relative Standards on the Propensity to Disclose
Two sets of studies illustrate the comparative nature of disclosure behavior. The first set investigates how divulgence is affected by signals about others’ readiness to divulge. The second set of studies suggests that divulgence is anchored by the initial questions in a survey; people are particularly likely to divulge when questions are presented in decreasing order of intrusiveness. This research helps understand how consumers’ propensity to disclose is affected by continual streams of requests for personal information, and by the equally unavoidable barrage of personal information about others.