We inform the policy debate on whether management earnings guidance fosters managerial myopia by examining whether firms providing earnings guidance exhibit less firm innovation. At the core of the debate is whether guidance impedes long-term value creation, and evidence on the association...

We investigate the effect of managers’ rank & file employee coordination costs on real activities manipulation (RAM). We identify exogenous variation in managers’ rank & file employee coordination costs using the adoption of 99 wrongful dismissal laws across 47 U.S. states between 1970 and...

Accumulating evidence suggests that targets' displays of emotion shape perceivers' impression of those targets. Prior research has highlighted generalization effects, such as an angry display prompting an impression of hostility. In two studies, we went beyond generalization to examine the...

The purpose of this research was to conduct an exploratory study comparing email to face-to-face negotiations primarily focusing on emotions across the two negotiation environments. We used a bargaining task with a negative bargaining zone for the negotiation and pre- and post-negotiation...

How do people react to those who have helped them? The authors propose that a recipient's evaluation of a helper's intentions and the recipient's own attitudes about future interactions with the helper depend partly on the recipient's perceptions of how the helper decided to assist: on the basis...

The present study explored various ways in which listening relates to organization members' success in influencing others. Based on the notion that listening is positively related to influence through informational and relational mechanisms, we found that: (1) how well organizational members...

In social dilemmas, negotiations, and other forms of strategic interaction, mind-reading – intuiting another party’s preferences and intentions – has an important impact on an actor’s own behavior. In this paper, we present a model of how perceivers shift between social projection (using...

We explore the questions of whether and why Real Estate Investment Trusts (REITs) pay more for real estate than non-REIT buyers, consequently breaking the law of one price. We develop a model where REITs optimally pay more for property because (1) they are able, due to capital access advantages...