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  • May 2021
  • Article

Ideology and Composition Among an Online Crowd: Evidence From Wikipedians
By: Shane Greenstein, Grace Gu and Feng Zhu
Online communities bring together participants from diverse backgrounds and often face challenges in aggregating their opinions. We infer lessons from the experience of individual contributors to Wikipedia articles about U.S. politics. We identify two factors that...  View Details
Keywords: User Segregation; Online Community; Contested Knowledge; Collective Intelligence; Ideology; Bias; Wikipedia; Knowledge Sharing; Perspective; Government and Politics
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  • May 19, 2021
  • Article

Measuring the Impact of #MeToo on Gender Equity in Hollywood
By: Hong Luo and Laurina Zhang
The #MeToo movement has brought issues of sexual harassment and gender inequities to the forefront around the world. But how much of a tangible impact has it had on the experiences of women in the workplace? In this piece, the authors discuss their research that...  View Details
Keywords: #MeToo Movement; Gender Equity; Creative Industries; Impact; Gender; Equality and Inequality; Film Entertainment; Social Issues
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  • 2021
  • Article

Consumer Disclosure
By: Tami Kim, Kate Barasz and Leslie John
As technological advances enable consumers to share more information in unprecedented ways, today’s disclosure takes on a variety of new forms, triggering a paradigm shift in what “disclosure” entails. This review introduces two factors to conceptualize consumer...  View Details
Keywords: Disclosure; Passive Disclosure; Information; Online Technology; Consumer Behavior; Situation or Environment
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  • October 2020
  • Article

Overcoming Resource Scarcity: Consumers' Response to Gifts Intending to Save Time and Money
By: Alice Lee-Yoon, Grant Donnelly and A.V. Whillans
Consumers feel increasingly pressed for time and money. Gifts have the potential to reduce scarcity in recipients’ lives, yet little is known about how recipients perceive gifts given with the intention of saving them time or money. Across four studies (N=1,403), we...  View Details
Keywords: Scarcity; Status; Time; Gift Giving; Status and Position; Money; Attitudes; Emotions
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  • 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....  View Details
Keywords: Attribution; Interpersonal Interaction; Judgment; Social Interaction; Inference; Open Data; Open Materials; Preregistered; Negotiation Offer; Strategy; Behavior; Interpersonal Communication; Trust; Outcome or Result
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  • November 2019
  • Article

Procedural Justice and the Risks of Consumer Voting
By: Tami Kim, Leslie John, Todd Rogers and Michael I. Norton
Firms are increasingly giving consumers the vote. Eight studies demonstrate that when firms empower consumers to vote, consumers infer a series of implicit promises—even in the absence of explicit promises. We identify three implicit promises to which consumers react...  View Details
Keywords: Consumer Empowerment; Procedural Justice; Promises; Customer Relationship Management; Voting; Perception; Fairness; Risk Management
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  • Article

Reverse the Curse of the Top-5
By: Robert S. Kaplan
The past 40 years has seen a large increase in the number of articles submitted to journals ranked in the top-5 of their discipline. This increase is the rational response, by faculty, to the overweighting of publications in these journals by university promotions and...  View Details
Keywords: Information Publishing; Journals and Magazines; Power and Influence; Research
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  • May 2019
  • Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (C)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated...  View Details
Keywords: Salesforce Management; Compensation and Benefits; Change Management; Behavior; Electronics Industry; Sweden
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  • May 2019
  • Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (D)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated...  View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
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  • Article

Why Am I Seeing This Ad? The Effect of Ad Transparency on Ad Effectiveness
By: Tami Kim, Kate Barasz and Leslie K. John
Given the increasingly specific ways marketers can target ads, many consumers and regulators are demanding ad transparency: disclosure of how consumers’ personal information was used to generate ads. We investigate how and why ad transparency impacts ad effectiveness....  View Details
Keywords: Online Advertising; Customization and Personalization; Information; Trust; Performance Effectiveness
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  • 2018
  • Working Paper

Reverse the Curse of the Top-5
By: Robert S. Kaplan
The past 40 years has seen a large increase in the number of articles submitted to journals ranked in the top-5 of their discipline. This increase is the rational response, by faculty, to the overweighting of publications in these journals by university promotions and...  View Details
Keywords: Information Publishing; Journals and Magazines; Power and Influence; Research
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  • 2018
  • Working Paper

Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors
By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks
Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with...  View Details
Keywords: Gratitude; Forgiveness; Negotiations; Emotion; Emotions; Behavior; Negotiation; Ethics
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  • 2018
  • Conference Presentation

Automated Local Regression Discontinuity Design Discovery
By: William Herlands, Edward McFowland III, Andrew Gordon Wilson and Daniel B. Neill
Inferring causal relationships in observational data is crucial for understanding scientific and social processes. We develop the first statistical machine learning approach for automatically discovering regression discontinuity designs (RDDs), a quasi-experimental...  View Details
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  • December 2017
  • Article

Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions
By: Lakshmi Ramarajan, Nancy Rothbard and Steffanie Wilk
Across multiple studies, we examine how identity conflict and enhancement within people affect performance in tasks that involve interactions between people through two mechanisms: role-immersion, operationalized as intrinsic motivation, and role-taking,...  View Details
Keywords: Identity; Interpersonal Communication; Sales; Performance
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  • Article

The Career Effects of Scandal: Evidence from Scientific Retractions
By: Pierre Azoulay, Alessandro Bonatti and Joshua Lev Krieger
We investigate how the scientific community's perception of a scientist's prior work changes when one of his articles is retracted. Relative to non-retracted control authors, faculty members who experience a retraction see the citation rate to their earlier,...  View Details
Keywords: Reputation; Perception; Status and Position; Outcome or Result
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  • October 2017
  • Article

The Size of the LGBT Population and the Magnitude of Anti-Gay Sentiment Are Substantially Underestimated
By: Katherine Baldiga Coffman, Lucas C. Coffman and Keith M. Marzilli Ericson
We demonstrate that widely used measures of anti-gay sentiment and the size of the LGBT population are misestimated, likely substantially. In a series of online experiments using a large and diverse but non-representative sample, we compare estimates from the standard...  View Details
Keywords: LGBTQ; Social Trends ＆ Culture; Economic Theory; Prejudice; Prejudice and Bias; Diversity; Economics; Demographics
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  • June 2017 (Revised May 2019)
  • Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (B)
By: Doug J. Chung
Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg...  View Details
Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden
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  • August 2016
  • Article

The Role of (Dis)similarity in (Mis)predicting Others' Preferences
By: Kate Barasz, Tami Kim and Leslie K. John
Consumers readily indicate liking options that appear dissimilar—for example, enjoying both rustic lake vacations and chic city vacations or liking both scholarly documentary films and action-packed thrillers. However, when predicting other consumers’ tastes for the...  View Details
Keywords: Perceived Similarity; Prediction Error; Preference Prediction; Self-other Difference; Social Inference; Cognition and Thinking; Perception; Forecasting and Prediction
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  • 2016
  • Article

Recursive Mentalizing and Common Knowledge in the Bystander Effect
By: Kyle A. Thomas, Julian De Freitas, Peter DiScioli and Steven Pinker
The more potential helpers there are, the less likely any individual is to help. A traditional explanation for this bystander effect is that responsibility diffuses across the multiple bystanders, diluting the responsibility of each. We investigate an...  View Details
Keywords: Bystander Effect; Diffusion Of Responsibility; Volunteer's Dilemma; Common Knowledge; Theory Of Mind; Behavior; Theory
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  • 2016
  • Working Paper

Paying (for) Attention: The Impact of Information Processing Costs on Bayesian Inference
By: Scott Duke Kominers, Xiaosheng Mu and Alexander Peysakhovich
Human information processing is often modeled as costless Bayesian inference. However, research in psychology shows that attention is a computationally costly and potentially limited resource. We study a Bayesian individual for whom computing posterior beliefs is...  View Details
Keywords: Behavior; Cognition and Thinking; Economics
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