Although many virtuous leaders are guided by the ideal of prioritizing the need and welfare of their subordinates, others advance their self-interest at the expense of the people they purport to serve. In this article, we discuss the relationship between leadership and the spread of conspiracy...

Does competition affect moral behavior? This fundamental question has been debated among leading scholars for centuries, and more recently, it has been tested in experimental studies yielding a body of rather inconclusive empirical evidence. A potential source of ambivalent empirical results on...

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 a high-stakes context: professional golfers’...

We demonstrate that implicit beliefs influence trust. In an experiment, we induced one of two types of implicit beliefs: entity beliefs about negotiation ability (a belief that negotiation ability is fixed over time), and incremental beliefs about negotiation ability (a belief that negotiation...

In this paper, we disentangle the effects of new information from the effects of personal experience to describe how personal experience changes behavior. We examine personal experience with one of the most ubiquitous managerial and policy tools: the monetary fine. We demonstrate that experience...

A substantial literature has examined negotiation problems. Throughout this literature, scholars have assumed that participants approach negotiations with the intent of reaching a deal and that negotiation participants cannot be significantly harmed by the negotiation process. In this paper, we...

This is a qualitative theory-building study that examines the relationship between organizational display rules and social norms (e.g. occupational, status and personal norms) and their influence on anger expressions in the workplace. The emotional labor literature has focused on the impact of...

Philosophers, psychologists, and economists have long asserted that deception harms trust. We challenge this claim. We break new ground by demonstrating that some types of deception increase trust. Across five studies, we demonstrate that prosocial lying increases both behavioral and attitudinal...

The incidence of obesity in the United States has tripled over the past fifty years. A substantial literature has explored the health consequences of this epidemic, but little is known about the social consequences of obesity. Across five studies, we demonstrate that obesity signals low...

We demonstrate that some lies are perceived to be more ethical than honest statements. Across three studies, we find that individuals who tell prosocial lies, lies told with the intention of benefitting others, are perceived to be more moral than individuals who tell the truth. In Study 1, we...