Browsing by Author "Gino, Francesca"

Now showing items 21-40 of 48

    • It doesn’t hurt to ask: Question-asking increases liking. 

      Huang, Karen; Yeomans, Michael H; Brooks, Alison Wood; Minson, Julia A; Gino, Francesca (American Psychological Association (APA), 2017)
      Conversation is a fundamental human experience, one that is necessary to pursue intrapersonal and interpersonal goals across myriad contexts, relationships, and modes of communication. In the current research, we isolate ...

    • "I’ll Have One of Each": How Separating Rewards into (Meaningless) Categories Increases Motivation 

      Wiltermuth, Scott S.; Gino, Francesca (American Psychological Association, 2012-12-07)
      We propose that separating rewards into categories can increase motivation, even when those categories are meaningless. Across six experiments, people were more motivated to obtain one reward from one category and another ...

    • Learning from My Successes and from Others' Failures: Evidence from Minimally Invasive Cardiac Surgery 

      KC, Diwas; Staats, Bradley R.; Gino, Francesca (INFORMS, 2013-09-03)
      Learning from past experience is central to an organization's adaptation and survival. A key dimension of prior experience is whether an outcome was successful or unsuccessful. While empirical studies have investigated the ...

    • License to Cheat: Voluntary Regulation and Ethical Behavior 

      Gino, Francesca; Krupka, Erin L.; Weber, Roberto A. (INFORMS, 2013-09-03)
      While monitoring and regulation can be used to combat socially costly unethical conduct, their intended targets are often able to avoid regulation or hide their behavior. This surrenders at least part of the effectiveness ...

    • License to Cheat: Voluntary Regulation and Ethical Behavior 

      Gino, Francesca; Krupka, Erin L.; Weber, Roberto A. (2012-09-10)
      While monitoring and regulation can be used to combat socially costly unethical conduct, their intended targets are often able to avoid regulation or hide their behavior. This surrenders at least part of the effectiveness ...

    • Memory Lane and Morality: How Childhood Memories Promote Prosocial Behavior 

      Gino, Francesca; Desai, Sreedhari (American Psychological Association, 2012)
      Four experiments demonstrated that recalling memories from one's own childhood lead people to experience feelings of moral purity and to behave prosocially. In Experiment 1, participants instructed to recall memories from ...

    • The Microstructure of Work: How Unexpected Breaks Let You Rest, but Not Lose Focus 

      Pendem, Pradeep; Green, Paul Isaac; Staats, Bradley R.; Gino, Francesca (2017-01-18)
      How best to structure the work day is an important operational question for organizations. A key structural consideration is the effective use of breaks from work. Breaks serve the critical purpose of allowing employees ...

    • The Personal and Interpersonal Benefits of Rediscovery 

      Zhang, Ting (2015-05-01)
      Individuals commonly fail to document their current experiences such that they often forget about these experiences altogether. In the context of learning, for example, experts may have difficulty remembering the experience ...

    • The Pot Calling the Kettle Black: Distancing Response to Ethical Dissonance 

      Barkan, R.; Ayal, S.; Gino, Francesca; Ariely, D. (American Psychological Association, 2013-11-14)
      Six studies demonstrate the "pot calling the kettle black" phenomenon whereby people are guilty of the very fault they identify in others. Recalling an undeniable ethical failure, people experience ethical dissonance between ...

    • Power, Competitiveness, and Advice Taking: Why the Powerful Don't Listen 

      Tost, Leigh Plunkett; Gino, Francesca; Larrick, Richard P. (Elsevier, 2012)
      Four experiments test the prediction that feelings of power lead individuals to discount advice received from both experts and novices. Experiment 1 documents a negative relationship between subjective feelings of power ...

    • Preparing the Self for Team Entry: How Relational Affirmation Improves Team Performance 

      Lee, Julia J; Gino, Francesca; Cable, Daniel M.; Staats, Bradley R. (2016-03-24)
      Working in teams often leads to productivity loss because the need to feel accepted prevents individual members from making a unique contribution to the team in terms of the information or perspective they can offer. Drawing ...

    • Rainmakers: Why Bad Weather Means Good Productivity 

      Lee, Jooa Julia; Gino, Francesca; Staats, Bradley R. (2012-07-25)
      People believe that weather conditions influence their everyday work life, but to date, little is known about how weather affects individual productivity. Most people believe that bad weather conditions reduce productivity. ...

    • Reducing Bounded Ethicality: How to Help Individuals Notice and Avoid Unethical Behavior 

      Zhang, Ting; Fletcher, Pinar O.; Gino, Francesca; Bazerman, Max H. (Elsevier, 2015)
      Research on ethics has focused on the factors that help individuals act ethically when they are tempted to cheat. However, we know little about how best to help individuals notice unethical behaviors in others and in ...

    • Rituals Alleviate Grieving for Loved Ones, Lovers, and Lotteries 

      Norton, Michael Irwin; Gino, Francesca (2013-05-31)
      Three experiments explored the impact of mourning rituals after losses—of loved ones, lovers, and lotteries—on mitigating grief. Participants who were directed to reflect on past rituals or who were assigned to complete ...

    • Rituals Enhance Consumption 

      Vohs, Kathleen D.; Wang, Yajin; Gino, Francesca; Norton, Michael Irwin (2013-05-31)
      Four experiments tested the novel hypothesis that ritualistic behavior potentiates and enhances the enjoyment of ensuing consumption—an effect found for chocolates, lemonade, and even carrots. Experiment 1 showed that ...

    • Seeking to Belong: How the Words of Internal and External Beneficiaries Influence Performance 

      Green, Paul Isaac; Gino, Francesca; Staats, Bradley R. (2017-03-21)
      In this paper, we examine how connecting to beneficiaries of one’s work increases performance, and argue that beneficiaries internal to an organization (i.e., one’s own colleague) can serve as an important source of ...

    • The Self-presentational Consequences of Upholding One’s Stance in Spite of the Evidence 

      John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura (Elsevier BV, 2019-09)
      Five studies explore the self-presentational consequences of refusing to “back down” – that is, upholding a stance despite evidence of its inaccuracy. Using data from an entrepreneurial pitch competition, Study 1 shows ...

    • Self-serving Altruism? The Lure of Unethical Actions That Benefit Others 

      Gino, Francesca; Ayal, Shahar; Ariely, Dan (Elsevier, 2013-09-03)
      In three experiments, we propose and find that individuals cheat more when others can benefit from their cheating and when the number of beneficiaries of wrongdoing increases. Our results indicate that people use moral ...

    • Self-Serving Altruism? When Unethical Actions That Benefit Others Do Not Trigger Guilt 

      Gino, Francesca; Ayal, Shahar; Ariely, Dan (2012-09-12)
      In three experiments, we examine whether individuals cheat more when other individuals can benefit from their cheating (they do) and when the number of beneficiaries of wrongdoing is larger (they do). Our results indicate ...

    • Signing at the Beginning Makes Ethics Salient and Decreases Dishonest Self-reports in Comparison to Signing at the End 

      Shu, L.; Mazar, N.; Gino, Francesca; Ariely, D.; Bazerman, Max H. (2012)
      Many written forms required by businesses and governments rely on honest reporting. Proof of honest intent is typically provided through signature at the end of the document, e.g., tax returns or insurance policy forms. ...