Publications
Motivation, engagement and leadership | Creativity | Rituals | Advice, help and feedback | Ethics | Decision making | Gender differences | Impression management, interpersonal relations and collaboration
Motivation, engagement and leadership
Between home and work: Commuting as an opportunity for role transitions. Jachimowicz, J. M., Lee, J. J., Staats, B. R., Menges, J. I., & Gino, F. Organization Science, 32(1), 64-85. (2021).
During Covid-19, Why Are Workers So Disengaged? Blame the Boss. Gino, F., & Cable, D. Wall Street Journal, March 21. (2021).
Task selection and workload: A focus on completing easy tasks hurts performance. KC, D., Staats, B. Kouchaki, M., & Gino, F. Management Science, 66(10), 4397-4416. (2020).
The energizing nature of work engagement: Toward a new need-based theory of work motivation. Green, P., Finkel, E., Fitzsimons, G., & Gino, F. Research in Organizational Behavior, 37, 1-18 (2017).
Effective leadership of surgical teams: A mixed methods study of surgeon behaviors and functions. Stone, J., Aveling, E., Frean, M., Shields, M., Wright, C., Gino, F., Sundt, T., & Singer, S. J. The Annals of Thoracic Surgery, 104(2), 530-537 (2017).
The energizing nature of work engagement: Toward a new need-based theory of work motivation. Green, P., Finkel, E., Fitzsimons, G., & Gino, F. Research in Organizational Behavior, 37, 1-18 (2017).
Cognitive fatigue influences students’ performance on standardized tests. Henrik, S. H., Gino, F., & Piovesan, M. Proceedings of the National Academy of Sciences of the United States of America, 113(10) (2016).
Let your workers rebel. Gino, F. Harvard Business Review, The Big Idea, October (2016).
Why organizations don’t learn: Our traditional obsessions – success, taking action, fitting in, and relying on experts – undermine continuous improvement. Gino, F., & Staats, B. Harvard Business Review, November Issue (2015).
Rainmakers: Why bad weather means good productivity. Lee, J. J., Gino, F., & Staats, B. Journal of Applied Psychology, 99(3), 504-513 (2014).
Breaking them in or eliciting their best? Reframing socialization around newcomer's authentic self-expression. Cable, D. M., Gino, F., & Staats, B. Administrative Science Quarterly. 58(1), 1-36 (2013).
“I’ll have one of each”: How separating rewards into (meaningless) categories increases motivation. Wiltermuth, S., & Gino, F. Journal of Personality and Social Psychology. 104(1) 1-13 (2013).
Learning from my successes and from others' failure: Evidence from minimally invasive cardiac surgery. KC, D., Staats, B., & Gino, F. Management Science, 59(11), 2435-2449 (2013).
When power makes others speechless: The negative impact of leader power on team performance. Tost, L. P., Gino, F., & Larrick, R. Academy of Management Journal, 56(5), 1465-1486 (2013).
Reinventing the onboarding process. Cable, D., Gino, F., & Staats, B. MIT Sloan Management Review, Spring Issue, 23-28 (2013).
Specialization and variety in repetitive tasks: Evidence from a Japanese bank. Staats, B., & Gino, F. Management Science, 58(6), 1141-1159 (2012).
The psychological costs of pay-for-performance: Implications for the strategic compensation of employees. Larkin, I., Pierce, L., & Gino, F. Strategic Management Journal, 33(10), 1194-1214 (2012).
Reversing the extraverted leadership advantage: The role of employee proactivity. Grant, A., Gino, F., & Hofmann, D. Academy of Management Journal, 54(3), 528-550 (2011).
Why leaders fail to learn from success. Gino, F., & Pisano, G. Harvard Business Review, April, 68-74 (2011).
Stop stealing the spotlight: The perils of extraverted leadership. Grant, A., Gino, F., & Hofmann, D. European Business Review, May-June, 29-31 (2011).
A little thanks goes a long way: Explaining why gratitude expressions motivate prosocial behavior. Grant, A., & Gino, F. Journal of Personality and Social Psychology, 98(6), 946-955 (2010).
The hidden advantages of quiet bosses. Grant, A., Gino, F., & Hofmann, D. Harvard Business Review, December, 28 (2010).
Toward a theory of behavioral operations. Gino, F., & Pisano, G. Manufacturing and Service Operations Management, 10(4), 676-691 (2008).
Is yours a learning organization? Garvin, D., Edmondson, A., & Gino, F. Harvard Business Review, March, 109-116 (2008).
Creativity
Creativity in unethical behavior attenuates condemnation and breeds social contagion: When transgressions seem to create little harm. Wiltermuth, S., Vincent, L., and Gino, F. Organizational Behavior and Human Decision Processes, 139, 106-126 (2017).
The highest form of intelligence: Sarcasm increases creativity through abstract thinking for both expressers and recipients. Huang, L., Gino, F., & Galinsky, A. D. Organizational Behavior and Human Decision Processes, 131, 162-177 (2015).
Evil genius? How dishonesty can lead to greater creativity. Gino, F. & Wiltermuth, S. Psychological Science, 25(4), 973-981 (2014).
The dark side of creativity: original thinkers can be more dishonest. Gino, F., & Ariely, D. Journal of Personality and Social Psychology, 102(3), 445-459 (2012).
Paradoxical frames and creative sparks: Enhancing individual creativity through conflict and integration. Miron-Spektor, E., Gino, F., & Argote, L. Organizational Behavior and Human Decision Processes, 116(2), 229-240 (2011).
First, get your feet wet: The effects of learning from direct and indirect experience on team creativity. Gino, F., Argote, L., Miron-Spektor, E., & Todorova, G. Organizational Behavior and Human Decision Processes, 111(2), 93-101 (2010).
When and why prior task experience fosters team creativity. Gino, F., Todorova, G., Miron-Spektor, E. & Argote, L. In Research on Managing Groups and Teams: Creativity in Groups (pp. 87-110). Emerald Group Publishing Limited (2009).
Group learning. Argote, L., & Gino, F. Encyclopedia of Group Processes and Intergroup Relations. Sage Publications (2009).
Rituals
When alterations are violations: Moral outrage and punishment in response to (even minor) alterations to rituals. Stein, D. H., Schroeder, J., Hobson, N. M., Gino, F., & Norton, M. I. Journal of Personality and Social Psychology. In press. (2022).
Work group rituals enhance the meaning of work. Kim, T., Sezer, O., Schroeder, J., Risen, J., Gino, F., & Norton, M. Organizational Behavior and Human Decision Processes, 165, 197-212. (2021).
Handshaking promotes deal-making by signaling cooperative intent. Schroeder, J., Risen, J., Gino, F., & Norton, M. I. Journal of Personality and Social Psychology, 116(5), 743-768 (2019).
Enacting Rituals to Improve Self-control. Tian, D.A., Schroeder, J., Haubl, G., Risen, J., Norton, M.I., & Gino, F. Journal of Personality and Social Psychology, 114(6), 851-876 (2018).
When novel rituals lead to intergroup bias: Evidence from economic games and neurophysiology. Hobson, N., Gino, F., Norton, M., & Inzlicht, M. Psychological Science, 28(6), 733-750 (2017).
Family rituals improve the holidays. Sezer, O., Norton, M. I., Gino, F., & Vohs, K. D. Special Issue on the Science of Hedonistic Consumption, Journal of the Association for Consumer Research, 1(4), 509-526 (2016).
Don't stop believing: Rituals improve performance by decreasing anxiety. Brooks, A.W., Schroeder, J., Risen, J., Gino, F., Galinsky, A., Norton, M.I., & Schweitzer, M. Organizational Behavior and Human Decision Processes, 137, 71-85 (2016).
Rituals alleviate grieving for loved ones, lovers, and lotteries. Norton, M., & Gino, F. Journal of Experimental Psychology: General, 143(1). 266-272 (2014).
Rituals enhance consumption. Vohs, K., Wang, Y., Gino, F., & Norton, M. Psychological Science, 24(9), 1714-1721 (2013).
Advice, help, and feedback
“Just letting you know…” Underestimating others’ desire for constructive feedback. Abi-Esber, N., Abel, J. E., Schroeder, J., & Gino, F. Journal of Personality and Social Psychology. Conditionally accepted. In press. (2022)
Seeker beware: The costs of ignoring advice. Blunden, H., Logg, J., Brooks, A.W., John, L., & Gino, F. Organizational Behavior and Human Decision Processes, 150, 83-100 (2019).
Advice Giving: A Subtle Pathway to Power. Schaerer, M., Tost, L.P., Huang, L., Gino, F., and Larrick, R.P. Journal of Personality and Social Psychology, 44(5), 746-761 (2018).
Shopping for Confirmation: How Disconfirming Feedback Shapes Social Networks. Green, P., Gino, F., & Staats, B. Harvard Business School Working Paper, No. 18-028 (2017).
Smart people ask for (my) advice: Seeking advice boosts perceptions of competence. Brooks, A. W., Gino, F., & Schweitzer, M. Management Science, 61(6), 1421-1435 (2015).
Anxiety, advice, and the ability to discern: Feeling anxious motivates individuals to seek and use advice. Gino, F., Wood, A., & Schweitzer, M. Journal of Personality and Social Psychology, 102(3), 497-512 (2012).
Power, competitiveness, and advice taking: Why the powerful don't listen. Tost, L. P., Gino, F., & Larrick, R. Organizational Behavior and Human Decision Processes, 117(1), 53-65 (2012).
The impact of information from similar or different advisors on judgment. Gino, F., Shang, J., & Croson, R. C. Organizational Behavior and Human Decision Processes, 108(2), 287-302 (2009).
Blinded by anger or feeling the love: How emotions influence advice taking. Gino, F., & Schweitzer, M. Journal of Applied Psychology, 93(5), 1165-1173 (2008).
Do we listen to advice just because we paid for it? The impact of advice cost on its use. Gino, F. Organizational Behavior and Human Decision Processes, 107(2), 234-245 (2008).
Let me give you some advice. Gino, F. Forethought. Harvard Business Review, March (2006).
Ethics
The deception spiral: Corporate obfuscation leads to perceptions of immorality and cheating behavior. Markowitz, D. M., Kouchaki, M., Hancock, J. T., & Gino, F. Journal of Language and Social Psychology, 40(2), 277-296. (2021).
“Many others are doing it, so why shouldn’t I?”: How being in larger competitions leads to more cheating. Chui, C., Kouchaki, M., & Gino, F. Organizational Behavior and Human Decision Processes. 164, 102-115. (2021).
I own, so I help out: How psychological ownership increases prosocial behavior. Jami, A., Kouchaki, M., & Gino, F. Journal of Consumer Research, 47(5), 698-715. (2021).
Air pollution, state anxiety, and unethical behavior: A meta-analytic review. Lu, J., Lee, J., Galinsky, A., & Gino, F. Psychological Science, 31(6), 748-755. (2020).
Signing at the beginning vs. at the end does not decrease dishonesty. Kristal, A., Whillans, A., Bazerman, M., Gino, F., Shu, L., Mazar, N., Ariely, D. Proceedings of the National Academy of Sciences, 117(13), 7103–7107. (2020).
Signing at the beginning vs. at the end does not decrease dishonesty. Kristal, A., Whillans, A., Bazerman, M., Gino, F., Shu, L., Mazar, N., Ariely, D. Proceedings of the National Academy of Sciences, 117(13), 7103-7107 (2020).
Cheating, inequality aversion and appealing to social norms. Amato, C., Gino, F., Montinari, N., & Sacco, P. L. Journal of Economic Behavior & Organization. In press. (2020).
The interpersonal costs of dishonesty: How dishonest behavior reduces individuals’ ability to read others’ emotions. Lee, J. J., Hardin, H., Parmar, B., & Gino, F. Journal of Experimental Psychology: General, 148(9), 1557-1574 (2019).
The ethical perils of personal, communal relations: A language perspective. Kouchaki, M., Gino, F., & Feldman, Y. Psychological Science. 30(12):1745-1766 (2019).
A counterfeit competence: After threat, Cheating boosts one’s self-Image. Wakeman, W., Moore, C. & Gino, F. Journal of Experimental Social Psychology, 82, 253-265 (2019).
Does ‘Could’ Lead to Good? On the Road to Moral Insight. Zhang, T., Gino, F., & Margolis, J. Academy of Management Journal, 61(3), 857-895 (2018).
Polluted morality: Air pollution predicts criminal activity and unethical behavior. Lu, J. G., Lee, J. J., Gino, F., & Galinsky, A. D. Psychological Science, 29(3), 340-355 (2018).
Compromised ethics in hiring processes? How referrers' power affect employees' reactions to referral practices. Derfler-Rozin, R., Baker, B., & Gino, F. Academy of Management Journal, 61(2), 615-636 (2018).
Is the moral domain unique? A social influence perspective for the study of moral cognition. Lees, J., & Gino, F. Social and Personality Psychology Compass 11, no. 8 (2017).
Creativity in unethical behavior attenuates condemnation and breeds social contagion: When transgressions seem to create little harm. Wiltermuth, S., Vincent, L., and Gino, F. Organizational Behavior and Human Decision Processes, 139, 106-126 (2017).
The dark side of going abroad: How broad foreign experiences increase immoral behavior. Lu, J., Galinsky, A., Maddux, W., Chakroff, A., Quoidbach, J., & Gino, F. Journal of Personality and Social Psychology, 112(1), 1-16 (2017).
Memories of unethical actions become obfuscated over time. Kouchaki, M., & Gino, F. Proceedings of the National Academy of Sciences of the United States of America, 113(22), 6166-6171 (2016).
Envy and interpersonal corruption: Social comparison processes and unethical behavior in organizations. Lee, J. J., & Gino, F. In U. Merlone, M. Duffy, M. Perini, & R. Smith (Eds.), Envy at Work and in Organizations: Research, Theory, and Applications, Oxford University Press (2016).
Motivated Bayesians: Feeling moral while acting egoistically. Gino, F., Norton, M. I., & Weber, R. A. Journal of Economic Perspectives. 30(3), 189-212 (2016).
Blind loyalty? How group loyalty makes us see evil or engage in it. Hildreth, J. A. D., Gino, F., & Bazerman, M. Organizational Behavior and Human Decision Processes, 132, 16-36 (2016).
The moral virtue of authenticity: How inauthenticity produces feelings of immorality and impurity. Gino, F., Kouchaki, M., & Galinsky, A. D. Psychological Science, 26(7), 983-996 (2015).
The slow decay and quick revival of self-deception. Chance, Z., Gino, F., Norton, M. I., & Ariely, D. Frontiers in Psychology, 6 (Art 1075), 1-6 (2015).
Hormones and ethics: Understanding the biological basis of unethical conduct. Lee, J. J., Gino, F., Shuo Jin, E., Rice, L. K., & Josephs, R. A. Journal of Experimental Psychology: General, 144(5), 891-897 (2015).
Reducing bounded ethicality: How to help individuals notice and avoid unethical behavior. Zhang, T., Fletcher, P. O., Gino, F., & Bazerman, M. Organizational Dynamics, 44(4), 310-317 (2015).
Understanding ordinary unethical behavior: Why people who value morality act immorally. Gino, F. Current Opinion in Behavioral Sciences, Volume 3, 107-111 (2015).
Ethical blind spots: Explaining unintentional unethical behavior. Sezer, O., Gino, F., & Bazerman, M. H. Special Issue on Morality and Ethics edited by Francesca Gino and Shaul Salvi, Current Opinion in Psychology, 6, 77-81 (2015).
How moral flexibility constrains our moral compass. J. W. van Prooijen & P. A. M. Van Lange (Eds.). Gino, F. Cheating, corruption, and concealment: The roots of dishonest behavior. Cambridge University Press (2015).
Dishonesty explained: What leads moral people to act immorally. Gino, F., & Ariely, D. In A. G. Miller (Ed.), The Social Psychology of Good and Evil. The Guilford Press (2015).
Three principles to REVISE people’s unethical behavior. Ayal, S., Gino, F., Barkan, R., & Ariely, D. Perspectives on Psychological Science, 10(6), 738-741 (2015).
Dirty deeds unwanted: The use of biased memory processes in the context of ethics. Kouchaki, M., & Gino, F. Special Issue on Morality and Ethics edits by Francesca Gino and Shaul Salvi, Current Opinion in Psychology, 6, 82-86 (2015).
Approach, Ability, Aftermath: A Psychological Framework of Unethical Behavior at Work. Moore, C., & Gino F. Academy of Management Annals, 9, 235-289 (2015).
Poker-faced morality: Concealing emotions leads to utilitarian decision making. Lee, J. J., & Gino, F. Organizational Behavior and Human Decision Processes, 126, 49-64 (2015).
Prosocial norms in the classroom: The role of self-regulation in following norms of giving. Blake, P. R., Piovesan, M., Montinari, N., Werneken, F., & Gino, F. Journal of Economic Behavior & Organization, Special Issue on the behavioral economics of education, 115(issue C), 18-29 (2015).
Self-serving justifications: Doing wrong and feeling moral. Shalvi, S., Gino, F., Barkan, R., & Ayal, S. Current Directions in Psychological Science, 24(2), 125-130 (2015).
Morality rebooted: Exploring simple fixes to our moral bugs. Zhang, T., Gino, F., & Bazerman, M. H. Research in Organizational Behavior, Volume 34, 63-79 (2014).
Evil genius? How dishonesty can lead to greater creativity. Gino, F. & Wiltermuth, S. Psychological Science, 25(4), 973-981 (2014).
The burden of guilt: Heavy backpacks, light snacks, and enhanced morality. Kouchaki, M., Gino, F., & Jami, A. Journal of Experimental Psychology: General, 143(1), 414-424 (2014).
Children develop a veil of fairness. Shaw, A., Montinari, N., Piovesan, M., Olson, K. R., Gino, F., & Norton, M. I. Journal of Experimental Psychology: General, 143(1), 363-375 (2014).
Time, money, and morality. Gino, F., & Mogilner, C. Psychological Science, 25(2), 414-421 (2014).
The power of the cognition/emotion distinction for morality. Bazerman, M. H., Gino, F., Shu, L. L., & Tsay, C. Emotion Review, 6, 87-88 (2013).
The cheater’s high: The unexpected affective benefits of unethical behavior. Ruedy, N. E., Moore, C., Gino, F., & Schweitzer, M. Journal of Personality and Social Psychology, 105(4), 531-548 (2013).
License to cheat: Voluntary regulation and ethical behavior. Gino, F., Krupka, E., & Weber, R. Management Science, 59(10), 2187-2203 (2013).
Self-serving altruism? The lure of unethical actions that benefit others. Gino, F., Ayal, S., & Ariely, D. Journal of Economic Behavior and Organization. Special Issue on “Deception, Incentives and Behavior”, 93, 285-292 (2013).
Ethically adrift: How others pull our moral compass from true north, and how we can fix it. Moore, C., & Gino, F. Research in Organizational Behavior, 33, 53-77 (2013).
Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end. Shu, L., Mazar, N., Gino, F., Ariely, D. & Bazerman, M. Proceedings of the National Academy of Sciences, 109(38), 15197-15200 (2012).
Behavioral ethics: Toward a deeper understanding of moral judgment and dishonesty. Bazerman, M. H., & Gino, F. Annual Review of Law and Social Science, Volume 8, December. In Press (2012).
Deception in negotiations: The role of emotions. Gino, F., & Shea, C. In R. Croson & G. Bolton (Eds.), Handbook of Conflict Resolution. Oxford University Press (2012).
Vicarious dishonesty: When psychological closeness creates distance from one's own moral compass. Gino, F., & Galinsky, A. Organizational Behavior and Human Decision Processes, 119(1), 15-26 (2012).
Sweeping dishonesty under the rug: How unethical actions lead to forgetting of moral rules. Shu, L., & Gino, F. Journal of Personality and Social Psychology, 102(6), 1164-1177 (2012).
Memory lane and morality: How childhood memories promote prosocial behavior. Gino, F., & Desai, S. Journal of Personality and Social Psychology, 102(4), 743-758 (2012).
The dark side of creativity: original thinkers can be more dishonest. Gino, F., & Ariely, D. Journal of Personality and Social Psychology, 102(3), 445-459 (2012).
The pot calling the kettle black: Distancing response to ethical dissonance. Barkan, R., Ayal, S., Gino, F., & Ariely, D. Journal of Experimental Psychology: General, 141(4), 757-773 (2012).
Unable to resist temptation: How self-control depletion promotes unethical behavior. Gino, F., Schweitzer, M., Mead, N., & Ariely, D. Organizational Behavior and Human Decision Processes, 115(2), 191-203 (2011).
Bringing ethics into focus: How regulatory focus and risk preferences influence (un)ethical behavior. Gino, F., & Margolis, J. Organizational Behavior and Human Decision Processes, 115(2), 145-156 (2011).
Honest rationales for dishonest behavior. Ayal, S., & Gino, F. In M. Mikulincer & P. R. Shaver (Eds.), The Social Psychology of Morality: Exploring the Causes of Good and Evil. Washington, DC: American Psychological Association (2011).
Behavioral Business Ethics: Shaping an Emerging Field. Shu, L. L., Gino, F., & Bazerman, M. H. In D. De Cremer and A. E. Tenbrunsel (Ed.), Behavioral Business Ethics: Ideas on an Emerging Field. Taylor and Francis Publishing (2011).
Temporal view of the costs and benefits of self-deception. Chance, Z., Norton, M., Gino, F., & Ariely, D. Proceedings of the National Academy of Sciences, 108(3), 15655-15659 (2011).
Blind ethics: Closing one's eyes polarizes moral judgment and discourages dishonest behavior. Caruso, E. M., & Gino, F. Cognition, 118(2), 280-285 (2011).
Dishonest deed, clear conscience: When cheating leads to moral disengagement and motivated forgetting. Shu, L. L., Gino, F., & Bazerman, M. H. Personality and Social Psychology Bulletin, 37(4), 330-349 (2011).
Joint evaluation as a real world tool for managing emotional assessment of morality. Bazerman, M. H., Gino, F., Shu, L. L., & Tsay, C. Emotion Review, 3(3), 290-292. Special Issue on “Morality and emotion.” (2011).
Nameless + Harmless = Blameless: When seemingly irrelevant factors influence judgment of (un)ethical behavior. Gino, F., Shu, L. L., & Bazerman, M. H. Organizational Behavior and Human Decision Processes, 111(2), 102-115 (2010).
The counterfeit self: The deceptive costs of faking it. Gino, F., Norton, M., & Ariely, D. Psychological Science, 21(5), 712-720 (2010).
Lying to level the playing field: Why people may dishonestly help or hurt others to create equity. Gino, F., & Pierce, L. Journal of Business Ethics. Special Issue on “Regulating ethical failures: Insights from Psychology.” 95(1), 89-103 (2010).
Robin Hood under the hood: Wealth-based discrimination in illicit customer help. Gino, F., & Pierce, L. Organization Science, 21(6), 1176-1194 (2010).
Good lamps are the best police: Darkness Increases Dishonesty and Self-Interested Behavior. Zhong, C., Bohns, V. K., & Gino, F. Psychological Science, 21(3), 311-314 (2010).
Contagion or restitution? When bad apples can motivate ethical behavior. Gino, F., Gu, J., & Zhong, C. B. Journal of Experimental Social Psychology, 45(6), 1299-1302 (2009).
See no evil: When we overlook other people’s unethical behavior. Gino, F., Moore, D. A. & Bazerman, M. H. In R. M. Kramer, A. E. Tenbrunsel and M. H. Bazerman (Ed.), Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments (pp. 241-263). Psychology Press (2009).
Dishonesty in the name of equity. Gino, F., & Pierce, L. Psychological Science, 20(9), 1153-1160 (2009).
When misconduct goes unnoticed: The acceptability of gradual erosion in others' unethical behavior. Gino, F., & Bazerman, M. H. Journal of Experimental Social Psychology, 45(4), 708-719 (2009).
The abundance effect: Unethical behavior in the presence of wealth. Gino, F., & Pierce, L. Organizational Behavior and Human Decision Processes, 109(2), 142-155 (2009).
Too tired to tell the truth: Self-control resource depletion and dishonesty. Mead, N., Baumeister, R. F., Gino, F., Schweitzer, M., & Ariely, D. Journal of Experimental Social Psychology, 45(3), 594-597 (2009).
Contagion and differentiation in unethical behavior: The effect of one bad apple on the barrel. Gino, F., Ayal, S., & Ariely, D. Psychological Science, 20(3), 393-398 (2009).
Decision making
Income Inequality and Consumer Preference for Private Labels versus National Brands. Kurt, D., & Gino, F. Journal of the Academy of Marketing Science. In press. (2022)
How trust and distrust shape perception and memory. Posten, A. C., & Gino, F. Journal of Personality and Social Psychology, 121(1), 43-58. (2021).
In generous offers I trust: The effect of first-offer value on economically vulnerable behaviors. Jeong, M., Minson, J., & Gino, F. Psychological Science. In press. (2020).
Effect of different financial incentive structures for promoting physical activity among adults: A randomized clinical trial. JAMA Network Open, 2(8), e199863. (2019).
Religious shoppers spend less money. Kurt, D., Inman, J., & Gino, F. Journal of Experimental Social Psychology, 78, 116-124 (2018).
Budging beliefs, nudging behavior. Hauser, O. P., Gino, F., & Norton, M. I. Mind & Society, 17, 15-26. (2018).
Brand (in)fidelity: When flirting with the competition strengthens brand relationships. Consiglio, I., Kupor, D., Norton, M. I., & Gino, F. Journal of Consumer Psychology, 28(1), 5-22 (2018).
‘Be careless with that !’ Availability of product upgrades increases cavalier behavior toward possessions. Bellezza, S., Ackerman, J. M., & Gino, F. Journal of Marketing Research, 54(5), 768-784 (2017).
Maintaining beliefs in the face of negative news: The moderating role of experience. Staats, B. R., KC, D. S., & Gino, F. Management Science, 64(2), 804-824 (2017).
The surprising effectiveness of hostile mediators. Zhang, T., Gino, F., & Norton, M. I. Management Science, 63(6), 1972-1992 (2017).
Overcoming the outcome bias: making intentions matter. Sezer, O., Zhang, T., Gino, F., & Bazerman, M. Organizational Behavior and Human Decision Processes, 137, 13-26 (2016).
When doing good is bad in gift-giving: Mis-predicting appreciation of socially responsible gifts. Cavanaugh, L. A., Gino, F., & Fitzsimons, G. J. Organizational Behavior and Human Decision Processes, 131, 178-189 (2015).
Leaders as decision architects: Structure your organization’s work to encourage wise choices. Beshears, J., & Gino, F. Harvard Business Review, May Issue, 52-62 (2015).
Guilt enhances the sense of control and drives risky judgments. Kouchaki, M., Oveis, C., & Gino, F. Journal of Experimental Psychology: General, 143(6), 2103-2110 (2014).
A “present” for the future: The unexpected value of rediscovery. Zhang, T., Tami, K., Brooks, A., Gino, F., & Norton, M. Psychological Science, 25(10), 1851–1860 (2014).
Why our decisions get derailed and how to get back on track. Gino, F. European Business Review, March-April, 60-62 (2013).
Fighting a government threat. Gino, F. Harvard Business Review, March, 123-125 (2013).
Inflated applicants: Attribution errors in performance evaluation by professionals. Swift, S. A., Moore, D. A., Sharek, Z., & Gino, F. PLoS one, 8(7), e69258 (2013).
Daily horizons: Evidence of narrow bracketing in judgments from 9000 MBA admission interviews. Simonsohn, U., & Gino, F. Psychological Science, 24(2), 219-224 (2013).
The microwork solution: A new approach to outsourcing can support economic development -- and add to your bottom line. Gino, F., & Staats, B. Harvard Business Review, December, 92-96 (2012).
Give them what they want: The benefits of explicitness in gift exchange. Gino, F., & Flynn, F. Journal of Experimental Social Psychology, 47(5), 915-922 (2011).
In hiring and promoting, look beyond results. Gino, F. Wall Street Journal, October 24, R7 (2011).
Keeping the illusion of control under control: Ceilings, floors, and imperfect calibration. Gino, F., Sharek, Z., & Moore, D. A. Organizational Behavior and Human Decision Processes, 114(2), 104-114 (2011).
Correspondence bias in performance evaluation: Why grade inflation works. Moore, D. A., Swift, S. A., Sharek, Z. & Gino, F. Personality and Social Psychology Bulletin, 36(6), 843-852 (2010).
Effects of task difficulty on use of advice. Gino, F., & Moore, D. A. Journal of Behavioral Decision Making, 20(1), 21-35 (2007).
Gender differences
Divergent psychological consequences of gender discrimination in the workplace among men and women. Tost, L. P., Hardin, A. E., & Gino, F. Academy of Management Journal. In press. (2022)
Compared to men, women view professional advancement as equally attainable, but less desirable. Gino, F., Wilmuth, C. A., & Brooks, A. W. Proceedings of the National Academy of Sciences of the United States of America, 112(40) (2015).
Impression management, interpersonal relations and collaboration
Underestimating counterparts’ learning goals impairs conflictual conversations. Collins, H., Dorison, C.A., Minson, J.A., & Gino, F. Psychological Science. In press. (2022)
Authentic first impressions relate to interpersonal, social, and entrepreneurial success. Markowitz, D. M., Boyd, R., Kouchaki, M., Hancock, J. T., & Gino, F. Social Psychological and Personality Science. In press. (2022)
Seeing oneself as a valued contributor: Social worth affirmation improves team information sharing. Lee Cunningham, J., Gino, F., Cable, D., & Staats, B.Academy of Management Journal, 64(6), 1816-1841. (2021).
Why connect? Moral consequences of networking with a promotion or prevention focus. Gino, F., Casciaro, T., & Kouchaki, M. Journal of Personality and Social Psychology, 119(6), 1221–1238. (2020).
Tell it like it is: When politically incorrect language promotes authenticity. Schroeder, J., Rosenblum, M. & Gino, F. Journal of Personality and Social Psychology, 119(1), 75–103. (2020).
Psychological Shortcomings to Optimal Negotiation Behavior: Intrapersonal & Interpersonal Challenges. Jeong, M., Minson, J., & Gino, F. In E.T. Higgins & A.W. Kruglanski (Eds.), Handbook of Basic Principles (3rd Edition). New York: The Guilford Press. (2020).
Conversational receptiveness: Improving engagement with opposing views. Minson, J., Yeomans, M., Collins, H., Chen, F., & Gino, F. Organizational Behavior and Human Decision Processes, 160, 131-148 (2020).
To be or not to be your authentic self? Catering to others’ expectations and interests hinders performance. Gino, F., Sezer, O., & Huang, L. Organizational Behavior and Human Decision Processes. In press. (2020).
Feeling authentic serves as a buffer against rejections. Gino, F., & Kouchaki, M. Organizational Behavior and Human Decision Processes, 160, 36-50 (2020).
The self-presentational consequences of upholding one’s stance in spite of the evidence. John, L., Jeong, M., Gino, F., & Huang, L. Organizational Behavior and Human Decision Processes, 154, 1-14 (2019).
It helps to ask: The cumulative benefits of asking follow-up questions. Yeomans, M., Brooks, A.W., Huang, K., Minson, J., & Gino, F. Journal of Personality and Social Psychology, 117(6), 1139-1144 (2019).
Communicating warmth in distributive negotiations is surprisingly counter-productive. Jeong, M., Minson, J., Yeomans, M., & Gino, F. Management Science, 65(12), 5813-5847 (2019).
Handshaking promotes deal-making by signaling cooperative intent. Schroeder, J., Risen, J., Gino, F., & Norton, M. I. Journal of Personality and Social Psychology, 116(5), 743-768 (2019).
Humblebragging: A distinct—and ineffective—self-presentation strategy. Sezer, O., Gino, F., & Norton, M.I. Journal of Personality and Social Psychology, 114(1), 52-74 (2017).
It doesn't hurt to ask: Question-asking increases liking. Huang, K., Yeomans, M., Brooks, A. W., Minson, J., & Gino, F. Journal of Personality and Social Psychology, 113(3), 430-452 (2017).
Artful paltering: The risks and rewards of using truthful statements to mislead others. Rogers, T., Zeckhauser, R., Gino, F., Norton, M., & Schweitzer, M. Journal of Personality and Social Psychology, 112(3), 456-473 (2017).
Learn to love networking. Even people who find it repugnant can do it effectively. Casciaro, T., Gino, F., & Kouchaki, M. Harvard Business Review, May Issue, 94, 104-107 (2016).
The contaminating effects of building instrumental ties: How networking can make us feel dirty. Casciaro, T., Gino, F., & Kouchaki, M. Administrative Science Quarterly, 59(4), 705-735 (2014).
The surprising benefits of nonconformity. Bellezza, S., Gino, F., & Keinan, A. MIT Sloan Management Review, Spring Issue, 10-11 (2014).
The Red Sneakers effect: Inferring status and competence from signals of nonconformity. Bellezza, S., Gino, F., & Keinan, A. Journal of Consumer Research, 41(1), 35-54 (2013).
Dynamically integrating knowledge in teams: A resource-based view of team performance. Gardner, H., Gino, F., & Staats, B. Academy of Management Journal, 55(4), 998-1022 (2012).
The pursuit of power corrupts: How investing in outside options motivates opportunism in relationships. Malhotra, D., & Gino, F. Administrative Science Quarterly. Special Issue on “Social Psychological Perspectives on Power and Hierarchy,” 56(4), 559-592 (2011).
Using final deadlines strategically in negotiation. Gino, F., & Moore, D. A. Negotiation and Conflict Management Research, 1(4), 371-389 (2008).
Why negotiators should reveal their deadlines: Disclosing weaknesses can make you stronger. Gino, F., & Moore, D. A. Negotiation and Conflict Management Research, 1(1), 77-96 (2008).
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