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- 2022
- Working Paper
Laboratory Safety and Research Productivity
By: Alberto Galasso, Hong Luo and Brooklynn Zhu
Are laboratory safety practices a tax on scientific productivity? We examine this question by exploiting the substantial increase in safety regulations at the University of California following the shocking accidental death of a research assistant in 2008....
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- 2022
- Book
Ripe for Revolution: Building Socialism in the Third World
By: Jeremy Friedman
A historical account of ideology in the Global South as the postwar laboratory of socialism, its legacy following the Cold War, and the continuing influence of socialist ideas worldwide.
In the first decades after World War II, many newly independent... View Details
In the first decades after World War II, many newly independent... View Details
- 2021
- Working Paper
'Just Letting You Know…': Underestimating Others' Desire for Constructive Feedback
People often avoid giving feedback to others even when it would help fix a problem immediately. Indeed, in a pilot field study (N=155), only 2.6% of individuals provided feedback to survey administrators that the administrators had food or marker on their faces....
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Keywords:
Feedback;
Helping;
Prosocial Behavior;
Relationships;
Social Psychology;
Theory;
Perception
- May 2021
- Article
Is No News (Perceived as) Bad News? An Experimental Investigation of Information Disclosure
By: Ginger Zhe Jin, Michael Luca and Daniel Martin
This paper uses laboratory experiments to directly test a central prediction of disclosure theory: that strategic forces can lead those who possess private information to voluntarily provide it. In a simple sender-receiver game, we find that senders disclose favorable...
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- 2021
- Working Paper
Cognitive Biases: Mistakes or Missing Stakes?
By: Benjamin Enke, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman and Jeroen van de Ven
Despite decades of research on heuristics and biases, empirical evidence on the effect of large incentives—as present in relevant economic decisions—on cognitive biases is scant. This paper tests the effect of incentives on four widely documented biases: base rate...
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- Article
Memory and Representativeness
By: Pedro Bordalo, Katherine Baldiga Coffman, Nicola Gennaioli, Frederik Schwerter and Andrei Shleifer
We explore the idea that judgment by representativeness reflects the workings of episodic memory, especially interference. In a new laboratory experiment on cued recall, participants are shown two groups of images with different distributions of colors. We find that i)...
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- December 2020
- Article
Why Connect? Moral Consequences of Networking with a Promotion or Prevention Focus
By: F. Gino, T. Casciaro and M. Kouchaki
Networks are a key source of social capital for achieving goals in professional and personal settings. Yet, despite the clear benefits of having an extensive network, individuals often shy away from the opportunity to create new connections because engaging in...
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Keywords:
Networking;
Impurity;
Morality;
Motivation;
Regulatory Focus;
Networks;
Attitudes;
Moral Sensibility
- June 2020
- Article
In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors
By: M. Jeong, J. Minson and F. Gino
Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identify a surprising consequence to this common prescription....
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- 2020
- Working Paper
Iterative Coordination and Innovation
By: Sourobh Ghosh and Andy Wu
Agile management practices from the software industry continue to transform the way organizations innovate across industries, yet they remain understudied in the organizations literature. We investigate the widespread Agile practice of iterative coordination: frequent...
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- April 2020
- Article
Field Comparisons of Incentive-Compatible Preference Elicitation Techniques
By: Shawn A. Cole, A. Nilesh Fernando, Daniel Stein and Jeremy Tobacman
Knowledge of consumer demand is important for firms, policy makers, and economists. One common tool for incentive-compatible demand elicitation, the Becker-DeGroot-Marschak (BDM) mechanism, has been widely used in laboratory settings but rarely evaluated for...
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- December 2019
- Article
Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive
By: M. Jeong, J. Minson, M. Yeomans and F. Gino
When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a distributive negotiation, when first offers are held constant and...
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- 2021
- Working Paper
Whether to Apply
By: Katherine B. Coffman, Manuela Collis and Leena Kulkarni
Labor market outcomes depend, in part, upon an individual’s willingness to put herself forward for different opportunities. We use laboratory and field experiments to explore gender differences in willingness to apply for higher return, more challenging work. We find...
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- 2019
- Article
Sustaining Open Innovation Through a 'Center of Excellence'
By: Elizabeth E. Richard, Jeffrey R. Davis, Jin Hyun Paik and Karim R. Lakhani
This paper presents NASA’s experience using a Center of Excellence (CoE) to scale and sustain an open innovation program as an effective problem-solving tool and includes strategic management recommendations for other organizations based on lessons...
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- March 2019
- Article
Beliefs about Gender
By: Pedro Bordalo, Katherine Baldiga Coffman, Nicola Gennaioli and Andrei Shleifer
We conduct laboratory experiments that explore how gender stereotypes shape beliefs about ability of oneself and others in different categories of knowledge. The data reveal two patterns. First, men’s and women’s beliefs about both oneself and others exceed observed...
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- 2022
- Working Paper
Mitigating the Negative Effects of Customer Anxiety Through Access to Human Contact
By: Michelle A. Shell and Ryan W. Buell
It is a well-established result in social psychology that when people feel anxious, they seek advice from others. However, increasingly companies that operate in high-anxiety settings (like financial services, health care, and education) are deploying self-service...
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- January 2019
- Article
Wage Elasticities in Working and Volunteering: The Role of Reference Points in a Laboratory Study
By: Christine L. Exley and Stephen J. Terry
We experimentally test how effort responds to wages—randomly assigned to accrue to individuals or to a charity—in the presence of expectations-based reference points or targets. When individuals earn money for themselves, higher wages lead to higher effort with...
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- 2018
- Article
Cracking the Organizational Challenge of Pursuing Joint Social and Financial Goals: Social Enterprise as a Laboratory to Understand Hybrid Organizing
By: Julie Battilana
While in recent decades the social and business sectors have evolved on fairly separate tracks, today companies are increasingly expected to generate social value in addition to profit. As a result, they also increasingly face the distinct challenge of pursuing social...
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- April 2018
- Article
The Power of Voice in Stimulating Morality: Eliciting Taxpayer Preferences Increases Tax Compliance
By: Cait Lamberton, Jan-Emmanuel De Neve and Michael I. Norton
Decisions about paying taxes represent one of the most common moral quandaries faced by citizens. In the
present research, we argue that taxpayer compliance can be raised by increasing “voice”: allowing taxpayers
to express non-binding preferences about the way their...
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Keywords:
Morality;
Public Policy;
Ethics;
Moral Sensibility;
Taxation;
Policy;
Attitudes;
Governance Compliance
- February 2018
- Article
Laboratory Evidence on the Effects of Sponsorship on the Competitive Preferences of Men and Women
By: Nancy R. Baldiga and Katherine Baldiga Coffman
Sponsorship programs have been proposed as one way to promote female advancement in competitive career fields. A sponsor is someone who advocates for a protégé, and in doing so, takes a stake in her success. We use a laboratory experiment to explore two channels...
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- June 2017
- Article
Creating Reciprocal Value Through Operational Transparency
By: Ryan W. Buell, Tami Kim and Chia-Jung Tsay
We investigate whether organizations can create value by introducing visual transparency between consumers and producers. Although operational transparency has been shown to improve consumer perceptions of service value, existing theory posits that increased contact...
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