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U.S. voters exaggerate the differences in attitudes held by Republicans and Democrats on a range of socioeconomic and political issues, and higher...
- July 2021
- Article
Making Medications Stick: Improving Medication Adherence by Highlighting the Personal Health Costs of Non-compliance
By: Jon M. Jachimowicz, Joe J. Gladstone, Dan Berry, Charlotte L. Kirkdale, Tracey Thornley and Adam D. Galinsky
Poor compliance of prescription medication is an ongoing public health crisis. Nearly half of patients do not take their medication as prescribed, harming their own health while also increasing public health care costs. Despite these detrimental consequences, prior...
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- 2021
- Working Paper
Issue Salience and Political Stereotypes
By: Pedro Bordalo, Marco Tabellini and David Yang
U.S. voters exaggerate the differences in attitudes held by Republicans and Democrats on a range of socioeconomic and political issues, and higher perceived polarization is associated with greater political engagement and affective polarization. In this paper, we...
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- March 2017
- Article
Entrepreneurial Beacons: The Yale Endowment, Run-ups, and the Growth of Venture Capital
By: Y. Sekou Bermiss, Benjamin J. Hallen, Rory McDonald and Emily Cox Pahnke
This paper investigates the social context of entrepreneurship in organizational sectors. Prior research suggests that firm foundings are driven by collective patterns of activity—that is, by patterns of prior foundings—including support from related markets as well as...
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- Article
Overcoming the Outcome Bias: Making Intentions Matter
People often make the well-documented mistake of paying too much attention to the outcomes of others’ actions while neglecting information about the original intentions leading to those outcomes. In five experiments, we examine interventions aimed at reducing this...
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- Article
Three Principles to REVISE People's Unethical Behavior
By: Shahar Ayal, Francesca Gino, Rachel Barkan and Dan Ariely
Dishonesty and unethical behavior are widespread in the public and private sectors and cause immense annual losses. For instance, estimates of U.S. annual losses indicate $1 trillion paid in bribes, $270 billion lost due to unreported income, as well as $42 billion...
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- 2014
- Other Article
Communicating Change: When Identity Becomes a Source of Vulnerability for Institutional Challengers
By: Ryann Elizabeth Manning, Julie Battilana and Lakshmi Ramarajan
Social movements challenge institutions through two related communication processes: articulating collective action frames and constructing collective movement identity. We argue that frames not only express movement identity, but also provide openings through which...
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- March 2014
- Article
Cheating More for Less: Upward Social Comparisons Motivate the Poorly Compensated to Cheat
By: Leslie K. John, George Loewenstein and Scott Rick
Intuitively, people should cheat more when cheating is more lucrative, but we find that the effect of performance-based pay rates on dishonesty depends on how readily people can compare their pay rate to that of others. In Experiment 1, participants were paid 5 cents...
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- February 2014
- Article
Gender Differences in Willingness to Guess
We present the results of an experiment that explores whether women are less willing than men to guess on multiple-choice tests. Our test consists of practice questions from SAT II subject tests; we vary whether a penalty is imposed for a wrong answer and the salience...
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- Article
The Pot Calling the Kettle Black: Distancing Response to Ethical Dissonance
By: R. Barkan, S. Ayal, F. Gino and D. Ariely
Six studies demonstrate the "pot calling the kettle black" phenomenon whereby people are guilty of the very fault they identify in others. Recalling an undeniable ethical failure, people experience ethical dissonance between their moral values and their behavioral...
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- July 2012
- Article
iPhones for Friends, Refrigerators for Family: How Products Prime Social Networks
By: Lalin Anik and Michael I. Norton
We show that priming consumers with products associated with specific social networks increases the salience of those networks, influencing both word-of-mouth intentions and consumption. Consumers were exposed to friend- or family-related products (e.g., game consoles...
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- 2012
- Article
The Two Facets of Collaboration: Cooperation and Coordination in Strategic Alliances
By: Ranjay Gulati, Franz Wohlgezogen and Pavel Zhelyazkov
This paper unpacks two underspecified facets of collaboration: cooperation and coordination. Prior research has emphasized cooperation, and specifically the partners' commitment and alignment of interests, as the key determinant of collaborative success. Scholars have...
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- April 2011
- Article
What Can We Learn from 'Great Negotiations'?
What can one legitimately learn-analytically and/or prescriptively-from detailed historical case studies of "great negotiations," chosen more for their salience than their analytic characteristics or comparability? Taking a number of such cases compiled by Stanton...
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- Article
(When) Are Religious People Nicer? Religious Salience and the 'Sunday Effect' on Pro-social Behavior
By: Deepak Malhotra
Prior research has found mixed evidence for the long-theorized link between religiosity and pro-social behavior. To help overcome this divergence, we hypothesize that pro-social behavior is linked not to religiosity per se, but rather to the salience of religion and...
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- Article
Contagion and Differentiation in Unethical Behavior: The Effect of One Bad Apple on the Barrel
By: F. Gino, S. Ayal and D. Ariely
In a world where encounters with dishonesty are frequent, it is important to know if exposure to other people's unethical behavior can increase or decrease an individual's dishonesty. In Experiment 1, our confederate cheated ostentatiously by finishing a task...
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- 2009
- Working Paper
Dishonest Deed, Clear Conscience: Self-Preservation through Moral Disengagement and Motivated Forgetting
By: Lisa L. Shu, Francesca Gino and Max H. Bazerman
People routinely engage in dishonest acts without feeling guilty about their behavior. When and why does this occur? Across four studies, people justified their dishonest deeds through moral disengagement and exhibited motivated forgetting of information that might...
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- December 2002
- Article
Identity Salience and the Influence of Differential Activation of the Social Self-Schema on Advertising Response
By: Mark R. Forehand, Rohit Deshpandé and Americus Reed II
- 01 Nov 1980
- Conference Presentation
Value Change and the Public Workforce: Labor Force Trends and the Salience of Opportunity and Power
By: R. M. Kanter and B. A. Stein