Below are publications associated with work done in the Behavioral Lab.
Absolute Value: What Really Influences Customers in the Age of (Nearly) Perfect Information
Losing More than Money: Organizations’ Prosocial Actions Appear Less Authentic When Their Resources are Declining
Companies often benefit from others’ attributions of moral conviction for prosocial behavior, for example, attributions that a company has a…
The Importance of Being Unearnest: Opportunists and the Making of Culture
Opportunistic actors — who behave expediently, cheating when they can and offering minimal cooperation only when they have to — play an important…
Where the Blame Lies: Unpacking Groups Shifts Judgments of Blame in Intergroup Conflict
Whom do individuals blame for intergroup conflict? Do people attribute responsibility for intergroup conflict to the in-group or the out-group?…
Organizational Power and Politics: The Narcissist’s Advantage?
Research has shown that grandiose narcissists often rise to positions of power in organizations, even though there is little evidence that they…
The Primacy of Gender: Gendered Cognition Underlies the Big Two Dimensions of Social Cognition
It is notable that across distinct, siloed, and disconnected areas of psychology (e.g., developmental, personality, social), there exist two…
Cultural Evolutionary Mismatches in Response to Collective Threat
Across the millennia, human groups have evolved specific cultural and psychological adaptations to cope with collective threats, from terrorism to…
Psychological Ownership Interventions Increase Interest in Claiming Government Benefits
Each year, eligible individuals forgo billions of dollars in financial assistance in the form of government benefits. To address this…
Getting the Picture Too Late: Handoffs and the Effectiveness of Idea Implementation in Creative Work
Past research on idea implementation has focused on employees trying to win social support for their own ideas, yet employees are often handed…
Accountability = Account x Ability
Semantic satiation, a term coined by Leon Jakobovits in 1962, means that incessant repetition of a word leads to a loss of meaning for the…
Subjective Age and the Greater Good
Contradicting existing associations between old age and negative societal consequences, such as being frail and unproductive, this research finds…
Psychological Ownership of (Borrowed) Money
The current research introduces the concept of psychological ownership of borrowed money, a construct that represents how much consumers…
The Effect of Distributive Politics on Electoral Participation: Evidence from 70 Million Agricultural Payments
Policy feedbacks take place when public policies change mass participation and mobilize key constituencies. This can influence future rounds of…
Portraying Humans as Machines to Promote Health: Unintended Risks, Mechanisms, and Solutions
To fight obesity and educate consumers on how the human body functions, health education and marketing materials often highlight the importance of…
Strategic Risk Shifting and the Idiosyncratic Volatility Puzzle: An Empirical Investigation
We find strong empirical support for the risk-shifting mechanism to account for the puzzling negative relation between idiosyncratic volatility…
Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion
Past research has uncovered actions that would seem to undermine but in fact frequently enhance persuasion. For example, expressing doubt about…
Why Are Grandiose Narcissists More Effective at Organizational Politics? Means, Motive, and Opportunity
Research over the past decade has shown that grandiose narcissists are often successful at attaining leadership positions in organizations.…
Emotional Acknowledgment: How Verbalizing Others’ Emotions Fosters Interpersonal Trust
People often respond to others’ emotions using verbal acknowledgment (e.g., “You seem upset”). Yet, little is known about the relational benefits…
How Venture Capitalists Make Decisions
For decades now, venture capitalists have played a crucial role in the economy by financing high-growth start-ups. While the companies they’…
Lichenoid Keratosis Skin Biopsy: A Case Report of Malignant Hospital Charges
Skin cancers are the most common malignancy and are especially common among light-skinned individuals in sun-exposed areas. While in many cases, a…
Better to Give Than Reciprocate? Status and Reciprocity in Prosocial Exchange
Reciprocity implies equality in the giving and receiving of benefits. However, we find that reciprocity does not generate equal benefits, in…
COVID-19 and the Workplace: Implications, Issues, and Insights for Future Research and Action
The impacts of COVID-19 on workers and workplaces across the globe have been dramatic. This broad review of prior research rooted in work and…
Grandiose Narcissists and Decision-Making: Impulsive, Overconfident, and Skeptical of Experts — But Seldom in Doubt
A substantial body of research has documented that grandiose narcissists are characterized by high self-esteem, a sense of personal superiority…
Making Great Strategy: Arguing for Organizational Advantage
Making strategy requires undertaking major — often irreversible — decisions aimed at long-run success in an uncertain future. All leaders…
Misdirecting Persuasive Efforts During the Covid-19 Pandemic: The Targets People Choose May Not Be the Most Likely to Change
Persuading people to engage in specific health behaviors is critical to prevent the spread of and mitigate the harm caused by COVID-19. Most of…