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    • Faculty Publications  (21)

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    • All HBS Web  (83)
      • Faculty Publications  (21)

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      • October 2021
      • Article

      Communicating Resource Scarcity and Interpersonal Connection

      By: Grant E. Donnelly, Anne V. Wilson, Ashley V. Whillans and Michael I. Norton
      Consumers often cite insufficient time or money as an excuse for rejecting social invitations. We explore the effectiveness of these excuses in preserving interpersonal relationships. Six studies—including perceptions of couples planning their wedding—demonstrate that...  View Details
      Keywords: Time; Interpersonal Relationships; Communication; Money; Relationships; Interpersonal Communication
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      Donnelly, Grant E., Anne V. Wilson, Ashley V. Whillans, and Michael I. Norton. "Communicating Resource Scarcity and Interpersonal Connection." Journal of Consumer Psychology 31, no. 4 (October 2021): 726–745.
      • Article

      The Deception Spiral: Corporate Obfuscation Leads to Perceptions of Immorality and Cheating Behavior

      By: D.M. Markowitz, M. Kouchaki, J.T. Hancock and F. Gino
      In four studies, we evaluated how corporate misconduct relates to language patterns, perceptions of immorality, and unethical behavior. First, we analyzed nearly 190 codes of conduct from S&P 500 manufacturing companies and observed that corporations with ethics...  View Details
      Keywords: Obfuscation; Corporate Unethicality; Deception; Deception Spiral; Organizations; Values and Beliefs; Ethics; Perception; Behavior
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      Markowitz, D.M., M. Kouchaki, J.T. Hancock, and F. Gino. "The Deception Spiral: Corporate Obfuscation Leads to Perceptions of Immorality and Cheating Behavior." Journal of Language and Social Psychology 40, no. 2 (March 2021): 277–296.
      • Article

      Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences

      By: Valerio Capraro, Jillian J. Jordan and Ben Tappin
      A growing body of work suggests that people are sensitive to moral framing in economic games involving prosociality, suggesting that people hold moral preferences for doing the “right thing”. What gives rise to these preferences? Here, we evaluate the explanatory power...  View Details
      Keywords: Moral Preferences; Moral Frames; Observability; Trustworthiness; Trust Game; Trade-off Game; Moral Sensibility; Reputation; Behavior; Trust
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      Capraro, Valerio, Jillian J. Jordan, and Ben Tappin. "Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences." Journal of Experimental Social Psychology 94 (May 2021).
      • 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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      Greenstein, Shane, Grace Gu, and Feng Zhu. "Ideology and Composition Among an Online Crowd: Evidence From Wikipedians." Management Science 67, no. 5 (May 2021): 3067–3086.
      • 2020
      • Working Paper

      From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network

      By: Shelley Xin Li and Tatiana Sandino
      We examine the effects of a best practices initiative on an enterprise social network (ESN) with a natural field experiment in a large grocery store chain. Our results do not show an immediate improvement in sales, but do show 3.67-percent higher sales for the...  View Details
      Keywords: Retail; Best Practices; Enterprise Social Media; Management Accounting And Control Systems; Knowledge Sharing; Networks; Management Systems; Management Practices and Processes; Social Media; Europe
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      Li, Shelley Xin, and Tatiana Sandino. "From Online Content to Offline Results: Effects of a Best Practices Initiative on an Enterprise Social Network." Harvard Business School Working Paper, No. 21-085, February 2021.
      • 2021
      • Working Paper

      Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences

      By: Valerio Capraro, Jillian J. Jordan and Ben Tappin
      A growing body of work suggests that people are sensitive to moral framing in economic games involving prosociality, suggesting that people hold moral preferences for doing the “right thing”. What gives rise to these preferences? Here, we evaluate the explanatory power...  View Details
      Keywords: Moral Preferences; Moral Frames; Observability; Trustworthiness; Trust Game; Trade-off Game; Moral Sensibility; Reputation; Behavior; Trust
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      Capraro, Valerio, Jillian J. Jordan, and Ben Tappin. "Does Observability Amplify Sensitivity to Moral Frames? Evaluating a Reputation-Based Account of Moral Preferences." Working Paper, January 2021.
      • Article

      Trust: The Foundation of Leadership

      By: Frances Frei and Anne Morriss
      The authors contend that if leadership is about empowering others, in your presence and your absence, then trust is the emotional framework that allows that service to be freely exchanged. Based on their experiences advising individuals and organizations, their basic...  View Details
      Keywords: Trustworthiness; Authenticity; Empathy; Trust; Leadership; Competency and Skills; Behavior
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      Frei, Frances, and Anne Morriss. "Trust: The Foundation of Leadership." Leader to Leader 99 (Winter 2021): 20–25.
      • 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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      Jeong, M., J. Minson, and F. Gino. "In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors." Psychological Science 31, no. 6 (June 2020): 644–653.
      • Article

      Signaling When Nobody Is Watching: A Reputation Heuristics Account of Outrage and Punishment in One-shot Anonymous Interactions

      By: Jillian J. Jordan and David G. Rand
      Moralistic punishment can confer reputation benefits by signaling trustworthiness to observers. However, why do people punish even when nobody is watching? We argue that people often rely on the heuristic that reputation is typically at stake, such that reputation...  View Details
      Keywords: Signaling; Morality; Trustworthiness; Anger; Third-party Punishment; Moral Sensibility; Behavior; Trust; Reputation
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      Jordan, Jillian J., and David G. Rand. "Signaling When Nobody Is Watching: A Reputation Heuristics Account of Outrage and Punishment in One-shot Anonymous Interactions." Journal of Personality and Social Psychology 118, no. 1 (January 2020).
      • 2010
      • Article

      I May Not Agree With You, but I Trust You: Caring About Social Issues Signals Integrity

      By: Julian Zlatev
      What characteristics of an individual signal trustworthiness to other people? I propose that individuals who care about contentious social issues signal to observers that they have integrity and thus can be trusted. Critically, this signal conveys trustworthiness...  View Details
      Keywords: Personal Characteristics; Moral Sensibility; Perception; Trust
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      Zlatev, Julian. "I May Not Agree With You, but I Trust You: Caring About Social Issues Signals Integrity." Psychological Science 30, no. 6 (June 2019): 880–892.
      • 2018
      • Chapter

      The Trust Imperative

      By: Richard Edelman, Stephen A. Greyser, E. Bruce Harrison and Tom Martin
      CHAPTER SUMMARY: Successful relationships depend on trust—trust between spouses, trust between parent and child, trust between enterprises and their stakeholders. This chapter focuses on the factors that build trust in organizations, as well as the forces that can...  View Details
      Keywords: Trust; Business and Stakeholder Relations; Communication
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      Edelman, Richard, Stephen A. Greyser, E. Bruce Harrison, and Tom Martin. "The Trust Imperative." Chap. 3 in The New Era of the CCO: The Essential Role of Communication in a Volatile World, edited by Roger Bolton, Don W. Stacks, and Eliot Mizrachi. New York: Business Expert Press, 2018.
      • Article

      Third-Party Punishment as a Costly Signal of High Continuation Probabilities in Repeated Games

      By: Jillian J. Jordan and David G. Rand
      Why do individuals pay costs to punish selfish behavior, even as third-party observers? A large body of research suggests that reputation plays an important role in motivating such third-party punishment (TPP). Here we focus on a recently proposed reputation-based...  View Details
      Keywords: Direct Reciprocity; Evolution; Dispersal; Cooperation; Trust; Reputation; Game Theory
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      Jordan, Jillian J., and David G. Rand. "Third-Party Punishment as a Costly Signal of High Continuation Probabilities in Repeated Games." Journal of Theoretical Biology 421 (May 21, 2017): 189–202.
      • 2016
      • Article

      Peer-to-Peer Markets

      By: Liran Einav, Chiara Farronato and Jonathan Levin
      Peer-to-peer markets such as eBay, Uber, and Airbnb allow small suppliers to compete with traditional providers of goods or services. We view the primary function of these markets as making it easy for buyers to find sellers and engage in convenient, trustworthy...  View Details
      Keywords: Peer-to-peer; Online Platforms; Matching; Innovation; Digital Platforms; Marketplace Matching; Market Design; Internet and the Web; Technology Adoption; Network Effects; Market Entry and Exit
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      Einav, Liran, Chiara Farronato, and Jonathan Levin. "Peer-to-Peer Markets." Annual Review of Economics 8 (2016): 615–635.
      • August 2, 2016
      • Article

      Uncalculating Cooperation Is Used to Signal Trustworthiness

      By: Jillian J. Jordan, Moshe Hoffman, Martin A. Nowak and David G. Rand
      Humans frequently cooperate without carefully weighing the costs and benefits. As a result, people may wind up cooperating when it is not worthwhile to do so. Why risk making costly mistakes? Here, we present experimental evidence that reputation concerns provide an...  View Details
      Keywords: Social Evaluation; Experimental Economics; Moral Psychology; Cooperation; Reputation; Decision Making
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      Jordan, Jillian J., Moshe Hoffman, Martin A. Nowak, and David G. Rand. "Uncalculating Cooperation Is Used to Signal Trustworthiness." Proceedings of the National Academy of Sciences 113, no. 31 (August 2, 2016): 8658–8663.
      • Article

      Third-party Punishment as a Costly Signal of Trustworthiness

      By: Jillian J. Jordan, Moshe Hoffman, Paul Bloom and David G. Rand
      Third-party punishment (TPP), in which unaffected observers punish selfishness, promotes cooperation by deterring defection. But why should individuals choose to bear the costs of punishing? We present a game theoretic model of TPP as a costly signal of...  View Details
      Keywords: Third-party Punishment; Trustworthiness; Behavior; Trust; Game Theory
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      Jordan, Jillian J., Moshe Hoffman, Paul Bloom, and David G. Rand. "Third-party Punishment as a Costly Signal of Trustworthiness." Nature 530, no. 7591 (2016): 473–476.
      • January 26, 2016
      • Article

      Hiding Personal Information Reveals the Worst

      By: Leslie K. John, Kate Barasz and Michael I. Norton
      Seven experiments explore people's decisions to share or withhold personal information and the wisdom of such decisions. When people choose not to reveal information—to be "hiders"—they are judged negatively by others (experiment 1). These negative judgments emerge...  View Details
      Keywords: Disclosure; Transparency; Policy-making; Privacy; Information; Corporate Disclosure; Decision Choices and Conditions; Trust
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      John, Leslie K., Kate Barasz, and Michael I. Norton. "Hiding Personal Information Reveals the Worst." Proceedings of the National Academy of Sciences 113, no. 4 (January 26, 2016): 954–959.
      • July – August 2011
      • Article

      Foundations of Organizational Trust: What Matters to Different Stakeholders?

      By: Michael Pirson and Deepak Malhotra
      Prior research on organizational trust has not rigorously examined the context specificity of trust nor distinguished between the potentially varying dimensions along which different stakeholders base their trust. As a result, dominant conceptualizations of...  View Details
      Keywords: Trust; Competency and Skills; Forecasting and Prediction; Ethics; Framework; Analytics and Data Science; Surveys; Organizations; Business and Stakeholder Relations; Identity; Perspective
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      Pirson, Michael, and Deepak Malhotra. "Foundations of Organizational Trust: What Matters to Different Stakeholders?" Organization Science 22, no. 4 (July–August 2011): 1087–1104.
      • 2010
      • Working Paper

      Agency Revisited

      By: Ramon Casadesus-Masanell and Daniel F. Spulber
      The article presents a comprehensive overview of the principal-agent model that emphasizes the role of trust in the agency relationship. The analysis demonstrates that the legal remedy for breach of duty can result in a full-information efficient outcome eliminating...  View Details
      Keywords: Ethics; Contracts; Agency Theory; Mathematical Methods; Behavior; Trust
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      Casadesus-Masanell, Ramon, and Daniel F. Spulber. "Agency Revisited." Harvard Business School Working Paper, No. 10-082, March 2010.
      • Article

      How Implicit Beliefs Influence Trust Recovery

      By: M. Haselhuhn, M.E. Schweitzer and A. Wood
      After a trust violation, some people are quick to forgive, whereas others never trust again. In this report, we identify a key characteristic that moderates trust recovery: implicit beliefs of moral character. Individuals who believe that moral character can change...  View Details
      Keywords: Values and Beliefs; Trust
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      Haselhuhn, M., M.E. Schweitzer, and A. Wood. "How Implicit Beliefs Influence Trust Recovery." Psychological Science 21, no. 5 (May 2010): 645–648.
      • Article

      Trust and Incentives in Agency

      By: Ramon Casadesus-Masanell and Daniel F Spulber
      Contracts between a principal and an agent are not formed in a vacuum. Although formal contracts between a principal and an agent contain explicit incentives for performance, the relationship between a principal and an agent also involves implicit incentives. Three...  View Details
      Keywords: Trust; Motivation and Incentives; Agency Theory; Contracts; Market Transactions; Performance; Relationships; Societal Protocols; Legal Liability; Cost
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      Casadesus-Masanell, Ramon, and Daniel F Spulber. "Trust and Incentives in Agency." Southern California Interdisciplinary Law Journal 15, no. 1 (Fall 2005): 45–104.
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