A5021144215- Experimental Behavioral Economics Studies
- Conflict Management and Negotiation
- Ethics in Business and Education
- Social and Intergroup Psychology
- Psychology of Moral and Emotional Judgment
- Job Satisfaction and Organizational Behavior
- Emotions and Moral Behavior
- Decision-Making and Behavioral Economics
- Deception detection and forensic psychology
- Misinformation and Its Impacts
- Behavioral Health and Interventions
- Cultural Differences and Values
- Humor Studies and Applications
- Emotional Intelligence and Performance
- Communication in Education and Healthcare
- Workplace Violence and Bullying
- Psychology of Social Influence
- Evolutionary Game Theory and Cooperation
- Gender Diversity and Inequality
- Management and Organizational Studies
- Health Systems, Economic Evaluations, Quality of Life
- Forgiveness and Related Behaviors
- Forecasting Techniques and Applications
- Resilience and Mental Health
- Game Theory and Applications
University of Pennsylvania
2016-2025
California University of Pennsylvania
2015-2024
Laboratoire d’Informatique et Systèmes
2024
Aix-Marseille Université
2024
Huntsman (United States)
2019-2022
William P. Wharton Trust
2016-2021
United States Army War College
2018
Sorbonne Université
2010
Pitié-Salpêtrière Hospital
2010
Thomas Jefferson University Hospital
1993-2000
The authors report results from 5 experiments that describe the influence of emotional states on trust. They found incidental emotions significantly trust in unrelated settings. Happiness and gratitude--emotions with positive valence--increase trust, anger--an emotion negative valence--decreases Specifically, they characterized by other-person control (anger gratitude) weak appraisals (happiness) more than personal (pride guilt) or situational (sadness). These findings suggest are likely to...
In the newsvendor problem a decision maker orders inventory before one period selling season with stochastic demand. If too much is ordered, stock left over at end of period, whereas if little sales are lost. The expected profit-maximizing order quantity well known, but known about how managers actually make these decisions. We describe two experiments that investigate decisions across different profit conditions. Results from studies demonstrate choices systematically deviate those maximize...
We explored the role of goal setting in motivating unethical behavior a laboratory experiment. found that people with unmet goals were more likely to engage than attempting do their best. This relationship held for both and without economic incentives. also between was particularly strong when fell just short reaching goals. A substantial literature has documented benefits In general, exert effort work persistently attain difficult they attempt less or “do best” (Locke & Latham, 1990). is so...
Executive Overview Goal setting is one of the most replicated and influential paradigms in management literature. Hundreds studies conducted numerous countries contexts have consistently demonstrated that specific, challenging goals can powerfully drive behavior boost performance. Advocates goal had a substantial impact on research, education, practice. In this article, we argue beneficial effects been overstated systematic harm caused by has largely ignored. We identify specific side...
Although experimental studies have documented systematic decision errors, many leading scholars believe that experience, competition, and large stakes will reliably extinguish biases. We test for the presence of a fundamental bias, loss aversion, in high-stakes context: professional golfers' performance on PGA Tour. Golf provides natural setting to aversion because golfers are rewarded total number strokes they take during tournament, yet each individual hole has salient reference point,...
Across eight experiments, we describe the influence of anxiety on advice seeking and taking.We find that anxious individuals are more likely to seek rely than those in a neutral emotional state (Experiment 1), but this pattern results does not generalize other negatively-valenced emotions 2).The relationships between taking mediated by self-confidence; lowers selfconfidence, which increases reliance upon 3).Though also impairs information processing, impaired processing mediate relationship...
Although individuals can derive substantial benefits from exchanging information and ideas, many are reluctant to seek advice others. We find that people reticent for fear of appearing incompetent. This fear, however, is misplaced. demonstrate perceive those who as more competent than do not. effect moderated by task difficulty, advisor egocentrism, expertise. Individuals when the difficult rather it easy, them personally they others experts nonexperts or not at all. paper was accepted Yuval...
Significance Encouraging vaccination is a pressing policy problem. Our megastudy with 689,693 Walmart pharmacy customers demonstrates that text-based reminders can encourage and establishes what kinds of messages work best. We tested 22 different text using variety behavioral science principles to nudge flu vaccination. Reminder texts increased rates by an average 2.0 percentage points (6.8%) over business-as-usual control condition. The most-effective reminded patients shot was waiting for...
Across 2 experiments, the authors demonstrate that emotional states influence how receptive people are to advice. The focus of these experiments is on incidental emotions, emotions triggered by a prior experience irrelevant current situation. who feel gratitude more trusting and advice than in neutral state, state anger. In greater receptivity increased judgment accuracy. People felt were accurate results offer insight into use advice, identify conditions under which leaders, policy makers,...
This paper investigates the use of deception in two negotiation studies. Study 1 (N = 80) demonstrates that direct questions and solidarity curtail deception. 2 74 dyads) are particularly effective curtailing lies omission, but may actually increase incidence commission. These findings highlight importance misrepresentation to process suggest approaches for contending with
Many theories of moral behavior assume that unethical triggers negative affect. In this article, we challenge assumption and demonstrate can trigger positive affect, which term a "cheater's high." Across 6 studies, find even though individuals predict they will feel guilty have increased levels affect after engaging in (Studies 1a 1b), who cheat on different problem-solving tasks consistently experience more than those do not 2-5). We heightened does depend self-selection 3 4), it is due to...
Across 8 experiments, we demonstrate that humor can influence status, but attempting to use is risky. The successful of increase status in both new and existing relationships, unsuccessful attempts (e.g., inappropriate jokes) harm status. relationship between the mediated by perceptions confidence competence. signals competence, which turn increases joke teller's Interestingly, telling appropriate jokes, regardless outcome, confidence. Although signaling typically power, jokes low competence...
Abstract In this article, we describe how envy motivates deception. We find that individuals who a counterpart are more likely to deceive them than do not their counterpart. Across both scenario and laboratory study, explore the influence of in negotiation setting. Negotiations represent domain which social comparisons prevalent deception poses particularly important concern. our studies, induce by providing participants with upward comparison information. predictably trigger envy, promotes...
After a trust violation, some people are quick to forgive, whereas others never again. In this report, we identify key characteristic that moderates recovery: implicit beliefs of moral character. Individuals who believe character can change over time (incremental beliefs) more likely their counterpart following an apology and trustworthy behavior than individuals cannot (entity beliefs). We demonstrate simple but powerful message induce either entity or incremental about