Publications

The results of five field and laboratory experiments reveal a time vs. money effect whereby activating time (vs. money) leads to a favorable shift in product attitudes and decisions. Because time increases focus on product experience, activating…

We examine whether a large shareholder can alleviate conflicts of interest between managers and shareholders through the credible threat of exit on the basis of private information. In our model, the threat of exit often reduces agency costs, but…

Building on recent work exploring metacognitive factors in minority/majority influence, three studies tested the hypothesis that when people receive persuasive messages from sources in the minority or majority, their attitude certainty can be…

We develop a unifying framework to integrate two of organizational sociology’s theory fragments on categorization: typecasting and form emergence. Typecasting is a producer-level theory that considers the consequences producers face for…

We argue that the strength of the relationship between income and happiness can be influenced by exposure to organizational practices, such as being paid by the hour, that promote an economic evaluation of time use. Using cross-sectional data…

Why do people give to others? One principal driver involves ones identity: who one is and how they view themselves. The degree to which identities are malleable, involve a readiness to act, and help make sense of the world have significant…

Why do people give to others? One principal driver involves one’s identity: who one is and how they view themselves. The degree to which identities are malleable, involve a readiness to act, and help make sense of the world have significant…

We analyze a new general representation for the Minimum Weight Steiner Tree (MST) problem which translates the topological connectivity constraint into a set of local conditions which can be analyzed by the so called cavity equations techniques.…

Three studies tested the hypothesis that when people receive persuasive messages, their perceptions of the information on which they base their attitudes can determine feelings of subjective ambivalence. Across studies, it is shown that when…

Most companies have more freedom than they imagine to organize their supply chains for maximum efficiency. By rethinking inventory control in terms of who owns the inventory at any point, where it should be located, and who controls it, managers…

We quantify the impact of social interactions and peer effects in the context of prescription choices by physicians. Using detailed individual-level prescription data, along with self-reported social network information, we document that…

In recent years, the electronics industry has made important improvements in social and environmental responsibility (SER) conformance among first-tier suppliers, due in part to the standardization of SER practices set forth in the Electronics…

Five experiments demonstrate that exposure to novel visual stimulus arrays of geometric shapes affects consumers’ real choices among products. The authors first demonstrate that exposure to variety arrays (arrays of differing shapes) increases…

Social interactions occur when agents in a network affect other agents’ choices directly, as opposed to via the intermediation of markets. The study of such interactions and the resultant outcomes has long been an area of interest across a wide…

Large collectives (e.g., organizations, political parties, nations) are seldom unitary players. Rather, they consist of different subgroups that often have conflicting interests. Nonetheless, negotiation research consistently regards…

I show that stock market shocks have important and lasting effects on the careers of MBAs. Stock market conditions while MBA students are in school have a large effect on whether they go directly to Wall Street upon graduation. Further, starting…

We suggest that the need to maintain a positive self-image motivates White Americans to conceive of racism as a phenomenon rooted in individuals instead of…

This paper examines whether firms manipulating their reported financial results make suboptimal investment decisions. We examine fixed asset investments for a large sample of public companies during the 1978-2002 period and document that firms…