Publications from the Behavioral Lab

Below are publications associated with work done in the Behavioral Lab.

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Breaking it Down: Economic Consequences of Disaggregated Cost Disclosures

Philip G. Berger, Jung Ho Choi, Sorabh Tomar
Management Science Vol. 70 Issue 3

Motivated by the Financial Accounting Standards Board’s project on the disaggregation of income statement expenses, we study a Korean rule change that allowed firms to withhold a previously mandated disaggregation of cost of sales (CoS). We find…

Capturing Value from Artificial Intelligence

Justin M. Berg, Manav Raj, Robert Seamans
Academy of Management Discoveries Vol. 9 Issue 4

In this AMD Guidepost essay, we document outstanding questions regarding how organizations can capture value from AI tools and outline pathways for future exploratory management and organizational research on AI. Specifically, we emphasize the…

Brokering in Hierarchies versus Networks: How Organizational Structure Shapes Social Relations

Adiel Moya, Josephine Chow Ying Tan, Nir Halevy
Journal of Experimental Social Psychology Vol. 109

Individuals often engage in brokering behaviors intended to influence other people’s interactions and relationships. An open research question in the nascent literature on brokering as a social process concerns its situational antecedents. We…

The Upscaling Effect: How the Decision Context Influences Tradeoffs between Desirability and Feasibility

Ioannis Evangelidis, Jonathan Levav, Itamar Simonson
Journal of Consumer Research Vol. 50 Issue 3

Purchase decisions typically involve tradeoffs between attributes associated with desirability (e.g., quality) and feasibility (e.g., price). In this paper we examine how the decision context impacts consumers’ preference between a high-…

The Oxford Handbook of Cross-Cultural Organizational Behavior

Michele J. Gelfand, Miriam Erez
Oxford University Press

The process of globalization has brought into focus the central role of culture in understanding work behavior. In parallel to the accelerating process of globalization, there has been an explosion of empirical studies on culture and…

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Financial Reporting Quality and Wage Differentials: Evidence from Worker-level Data

Jung Ho Choi, Brandon Gipper, Sara Malik
Journal of Accounting Research Vol. 61 Issue 4

We examine whether financial reporting quality affects worker wages using employer-employee matched data in the U.S. We find that low financial reporting quality is associated with a compensating wage differential — i.e., a risk premium — even…

Communication Miscalibration: The Price Leaders Pay for Not Sharing Enough

Chelsea R. Lide, Francis J. Flynn
Academy of Management Journal Vol. 66 Issue 4

Leaders may be seen by their followers as miscalibrating the quantity of their communication — sharing too much or too little. We propose that leaders are more likely to be seen as under-communicating than over-communicating, even though under-…

Not Just for Investors: The Role of Earnings Announcements in Guiding Job Seekers

Bong-Geun Choi, Jung Ho Choi, Sara Malik
Journal of Accounting and Economics Vol. 76 Issue 1

Using detailed search data from half a million anonymous job seekers, we study the information content of earnings announcements for job seekers. In the spirit of Beaver (1968), we find evidence that job seekers initiate job-search activity in…

The Way They See Us: Examining the Content, Accuracy, and Bias of Metaperceptions Held by Syrian Refugees About the Communities That Host Them

David Webber, Erica Molinario, Katarzyna Jasko, Michele J. Gelfand, Arie W. Kruglanski
Personality and Social Psychology Bulletin

Discourse about people seeking refuge from conflict varies considerably. To understand what components of this discourse reach refugees the most, we examined refugees’ perceptions of how their host communities perceive them (i.e., intergroup…

Advertising as Information for Ranking E-Commerce Search Listings

Joonhyuk Yang, Navdeep S. Sahni, Harikesh S. Nair, Xi Xiong
Marketing Science

Search engines and e-commerce platforms have substantial difficulty exposing new products to their users on account of an information problem: new products typically do not have enough sales or other user engagement that enables platforms to…

How Do Social Media Feed Algorithms Affect Attitudes and Behavior in an Election Campaign?

Andrew M. Guess, Neil Malhotra, Jennifer Pan, Pablo Barberá, Hunt Allcott, Taylor Brown, Adriana Crespo-Tenorio, Drew Dimmery, Deen Freelon, Sandra González-Bailón, Edward Kennedy, Young Mie Kim, David Lazer, Devra Moehler, Brendan Nyhan, Carlos Velasco Rivera, Jaime Settle, Daniel Robert Thomas, Emily Thorson, Rebekah Tromble, Arjun Wilkins, Magdalena Wojcieszak, Beixian Xiong, Chad Kiewiet de Jonge, Annie Franco, Winter Mason, Natalie Jomini Stroud, Joshua A. Tucker
Science Vol. 381 Issue 6656

We investigated the effects of Facebook’s and Instagram’s feed algorithms during the 2020 US election. We assigned a sample of consenting users to reverse-chronologically-ordered feeds instead of the default algorithms. Moving users out of…

Political Attitudes and Disease Threat: Regional Pathogen Stress Is Associated With Conservative Ideology Only for Older Individuals

Gordon D. A. Brown, Lukasz Walasek, Timothy L. Mullett, Edika G. Quispe-Torreblanca, Corey L. Fincher, Michal Kosinski, David Stillwell
Personality and Social Psychology Bulletin

What environmental factors are associated with individual differences in political ideology, and do such associations change over time? We examine whether reductions in pathogen prevalence in U.S. states over the past 60 years are associated with…

The Consequences of Revealing First-Generational Status

Peter Belmi, Kelly Raz, Margaret Neale, Melissa Thomas-Hunt
Organization Science

College is regarded as the great equalizer. People with four-year degrees expect to reap the rewards of their education. This paper examines the pivotal transition from college to the labor market. How do candidates fare when they reveal to…

Do Jobseekers Value Diversity Information: Evidence from a Field Experiment and Human Capital Disclosures

Jung Ho Choi, Joseph Pacelli, Kristina M. Rennekamp, Sorabh Tomar
Journal of Accounting Research Vol. 61 Issue 3

We examine how information about the diversity of a potential employer’s workforce affects individuals’ job-seeking behavior. We embed a field experiment in job recommendation emails from a leading career advice agency in the U.S. The…

Doing Organizational Identity: Earnings Surprises and the Performative Atypicality Premium

Paul Gouvard, Amir Goldberg, Sameer Srivastava
Administrative Science Quarterly Vol. 68 Issue 3

How do organizations reconcile the cross-pressures of conformity and differentiation? Existing research predominantly conceptualizes identity as something an organization has by virtue of the products or services it offers. Drawing on…

Tailoring Recommendation Algorithms to Ideal Preferences Makes Users Better Off

Poruz Khambatta, Shwetha Mariadassou, Joshua Morris, S. Christian Wheeler
Scientific Reports Vol. 13

People often struggle to do what they ideally want because of a conflict between their actual and ideal preferences. ​​​By focusing on maximizing engagement, recommendation algorithms appear to be exacerbating this struggle. However, this need…

ISIS in Iraq: The Social and Psychological Foundations of Terror

Munqith Dagher, Karl Kaltenthaler, Michele J. Gelfand, Arie Kruglanksi, Ian McCulloh
Oxford University Press

This study follows the human side of ISIS’s amazing rise and fall in Iraq. It does not do this as a battle-by-battle history of the group, but rather explores how common Iraqis viewed the group, interacted with the group, joined the group, fought…

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CEO Personality: The Cornerstone of Organizational Culture?

Charles A. O’Reilly, Xubo Cao, Donald Sull
Group & Organization Management

Organizational culture is widely seen as an important element in a firm’s success or failure. While there is almost universal agreement that leaders define and shape organizational culture, there is little research exploring how and why they do…

Escalated Police Stops of Black Men Are Linguistically and Psychologically Distinct in Their Earliest Moments

Eugenia H. Rho, Maggie Harrington, Yuyang Zhong, Reid Pryzant, Nicholas P. Camp, Dan Jurafsky, Jennifer Eberhardt
Proceedings of the National Academy of Sciences Vol. 120 Issue 23

Across the United States, police chiefs, city officials, and community leaders alike have highlighted the need to de-escalate police encounters with the public. This concern about escalation extends from encounters involving use of force to…

Fear Can Promote Competition, Defensive Aggression, and Dominance Complementarity

Nir Halevy
Behavioral and Brain Sciences Vol. 46

Fear can undermine cooperation. It may discourage individuals from collaborating with others because of concerns about potential exploitation; prompt them to engage in defensive aggression by launching a preemptive strike; and propel power-…

Social and Moral Psychology of COVID-19 across 69 Countries

Flavio Azevedo, Tomislav Pavlović, Gabriel G. Rêgo, F. Ceren Ay, Biljana Gjoneska, Tom W. Etienne, Robert M. Ross, Philipp Schöenegger, Julián C. Riaño-Moreno, Aleksandra Cichocka, Valerio Capraro, Luca Cian, Chiara Longoni, Ho Fai Chan, Jay J. Van Bavel, Hallgeir Sjåstad, John B. Nezlek, Mark Alfano, Michele J. Gelfand, et. al.
Scientific Data

The COVID-19 pandemic has affected all domains of human life, including the economic and social fabric of societies. One of the central strategies for managing public health throughout the pandemic has been through persuasive messaging and…

Working Hard for Money Decreases Risk Tolerance

Christopher J. Bechler, Samina Lutfeali, Szu-chi Huang, Joshua I. Morris
Journal of Consumer Psychology

This research examines how the effort that consumers exert to earn money affects their risk tolerance. We theorize and find that working harder — that is, more effortful earning — increases perceived ownership and valuation of earnings,…

Altering Experienced Utility by Incidental Affect: The Interplay of Valence and Arousal in Incidental Affect Infusion Processes

Aiqing Ling, Nathalie George, Baba Shiv, Hilke Plassmann
Emotion Vol. 23 Issue 8

The way we evaluate an experience can be influenced by contextual factors that are unrelated to the experience at hand. A prominent factor that has been shown to infuse into the evaluation processes is incidental affect. Prior research has…

Multilevel Cultural Evolution: From New Theory to Practical Applications

David Sloan Wilson, Guru Madhavan, Michele J. Gelfand, Steven C. Hayes, Paul W.B. Atkins, Rita R. Colwell
Proceedings of the National Academy of Sciences Vol. 120 Issue 16

Evolutionary science has led to many practical applications of genetic evolution but few practical uses of cultural evolution. This is because the entire study of evolution was gene centric for most of the 20th century, relegating the study and…