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Publications

Publications

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  • All HBS Web  (47)
    • Faculty Publications  (9)

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    • All HBS Web  (47)
      • Faculty Publications  (9)

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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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      Lin, Stephanie C., Julian J. Zlatev, and Dale T. Miller. "'It Wouldn’t Have Mattered Anyway': When Overdetermined Outcomes Justify Our Sins." Harvard Business School Working Paper, No. 23-045, January 2023.
      • Article

      Financial Shame Spirals: How Shame Intensifies Financial Hardship

      By: Joe J. Gladstone, Jon M. Jachimowicz, Adam Eric Greenberg and Adam D. Galinsky
      Financial hardship is an established source of shame. This research explores whether shame is also a driver and exacerbator of financial hardship. Six experimental, archival, and correlational studies (N = 9,110)—including data from customer bank account histories and...  View Details
      Keywords: Financial Hardship; Financial Decision-making; Shame; Guilt; Personal Finance; Financial Condition; Decision Making; Emotions
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      Gladstone, Joe J., Jon M. Jachimowicz, Adam Eric Greenberg, and Adam D. Galinsky. "Financial Shame Spirals: How Shame Intensifies Financial Hardship." Organizational Behavior and Human Decision Processes 167 (November 2021): 42–56.
      • August 2021
      • Article

      Anger Damns the Innocent

      By: Katherine DeCelles, Gabrielle Adams, Holly S. Howe and Leslie K. John
      False accusations of wrongdoing are common and can have grave consequences. In six studies, we document a worrisome paradox in perceivers’ subjective judgments of a suspect’s guilt. Specifically, we find that laypeople (online panelists; N = 4,983) use suspects’ angry...  View Details
      Keywords: Morality; Accusations; Deception; Guilt; Affect; Emotions; Behavior; Perception; Judgments; Decision Making
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      DeCelles, Katherine, Gabrielle Adams, Holly S. Howe, and Leslie K. John. "Anger Damns the Innocent." Psychological Science 32, no. 8 (August 2021): 1214–1226.
      • June 3, 2021
      • Article

      How to Build a Life: How to Escape the Happiness Guilt Trap

      By: Arthur C. Brooks
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      Brooks, Arthur C. "How to Build a Life: How to Escape the Happiness Guilt Trap." The Atlantic (June 3, 2021).
      • Article

      Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors

      By: J.J. Zlatev and Rogers, T.
      Increasing virtuous behaviors, such as initiating healthy habits, is an important goal for policymakers and social scientists. To promote compliance with requests to perform virtuous behaviors, we study “returnable reciprocity.” Whereas traditional reciprocity involves...  View Details
      Keywords: Nudges; Reciprocity; Want-should Conflicts; Wellness; Health; Behavior; Change; Well-being
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      Zlatev, J.J., and Rogers, T. "Returnable Reciprocity: Returnable Gifts Are More Effective than Unreturnable Gifts at Promoting Virtuous Behaviors." Organizational Behavior and Human Decision Processes 161, Supplement (November 2020): 74–84.
      • 2020
      • Article

      Service Provider Salience: When Guilt Undermines Consumer Willingness to Buy Time

      By: Ashley V. Whillans, Alice Lee-Yoon and Elizabeth W. Dunn
      Spending money on time-saving services can improve happiness and reduce stress. Yet many people do not spend money to save time even when they can afford to do so, potentially because they feel guilty about paying other people to complete disliked tasks on their...  View Details
      Keywords: Time; Identifiable Victim Effect; Social Support; Happiness; Money; Spending; Attitudes; Consumer Behavior
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      Whillans, Ashley V., Alice Lee-Yoon, and Elizabeth W. Dunn. "Service Provider Salience: When Guilt Undermines Consumer Willingness to Buy Time." Art. 28. Collabra: Psychology 6 (2020).
      • Article

      Time for Happiness: Why the Pursuit of Money Isn't Bringing You Joy—and What Will

      By: A.V. Whillans
      Adam (real story, fake name) was a good employee who was given a plum project he believed could get him a promotion and a raise. Taking it seemed like the proverbial no-brainer: Work hard, nail the assignment, get more pay. He knew he’d have to put in long days and...  View Details
      Keywords: Time; Privilege; Guilt; Money; Happiness
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      Whillans, A.V. "Time for Happiness: Why the Pursuit of Money Isn't Bringing You Joy—and What Will." Special Issue on HBR Big Idea: Time Poor and Unhappy. Harvard Business Review (website) (January 29, 2019).
      • 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
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      Kouchaki, Maryam, Christopher Oveis, and F. Gino. "Guilt Enhances the Sense of Control and Drives Risky Judgments." Journal of Experimental Psychology: General 143, no. 6 (December 2014): 2103–2110.
      • 2014
      • Article

      The Burden of Guilt: Heavy Backpacks, Light Snacks, and Enhanced Morality

      By: M. Kouchaki, F. Gino and A. Jami
      Drawing on the embodied simulation account of emotional information processing, we argue that the physical experience of weight is associated with the emotional experience of guilt and thus that weight intensifies the experience of guilt. Across four studies, we found...  View Details
      Keywords: Moral Sensibility; Behavior; Nutrition; Emotions; Weight
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      Kouchaki, M., F. Gino, and A. Jami. "The Burden of Guilt: Heavy Backpacks, Light Snacks, and Enhanced Morality." Journal of Experimental Psychology: General 143, no. 1 (February 2014): 414–424.
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