Browsing HBS Scholarly Articles by Author "Gino, Francesca"

Now showing items 1-20 of 47

    • Anxiety, Advice, and the Ability to Discern: Feeling Anxious Motivates Individuals to Seek and Use Advice 

      Gino, Francesca; Brooks, Alison Wood; Schweitzer, Maurice E. (American Psychological Association, 2012)
      Across eight experiments, we describe the influence of anxiety on advice seeking and advice taking. We find that anxious individuals are more likely to seek and rely on advice than are those in a neutral emotional state ...

    • Behavioral Ethics: Toward a Deeper Understanding of Moral Judgment and Dishonesty 

      Bazerman, Max H.; Gino, Francesca (2012)
      Early research and teaching on ethics focused on either a moral development perspective or philosophical approaches, and used a normative approach by focusing on the question of how people should act when resolving ethical ...

    • Blinded by Experience: Prior Experience, Negative News and Belief Updating 

      Staats, Bradley R.; KC, Diwas S.; Gino, Francesca (2015-08-17)
      Traditional models of operations management involve dynamic decision-making assuming optimal (Bayesian) updating. However, behavioral theory suggests that individuals exhibit bias in their beliefs and decisions. We conduct ...

    • Breaking Them In or Revealing Their Best? Reframing Socialization Around Newcomer Self-expression 

      Cable, Daniel M.; Gino, Francesca; Staats, Brad (Cornell University, The Johnson School, 2013)
      Socialization theory has focused on enculturating new employees such that they develop pride in their new organization and internalize its values. Drawing on authenticity research, we propose that the initial stage of ...

    • The Burden of Guilt: Heavy Backpacks, Light Snacks, and Enhanced Morality 

      Kouchaki, Maryam; Gino, Francesca; Jami, Ata (American Psychological Association, 2013-09-06)
      Drawing on the embodied simulation account of emotional information processing, we argue that the physical experience of weight is associated with the emotional experience of guilt and thus that weight intensifies the ...

    • Children Develop a Veil of Fairness 

      Shaw, A.; Montinari, N.; Piovesan, M.; Olson, K.R.; Gino, Francesca; Norton, Michael Irwin (American Psychological Association, 2012-12-07)
      Previous research suggests that children develop an increasing concern with fairness over the course of development. Research with adults suggests that the concern with fairness has at least two distinct components: a ...

    • Children Develop a Veil of Fairness 

      Shaw, Alex; Montinari, Natalia; Piovesan, Marco; Olson, Kristina R.; Gino, Francesca; Norton, Michael Irwin (2012-07-25)
      Previous research suggests that children develop an increasing concern with fairness over the course of development. Research with adults suggests that the concern with fairness has at least two distinct components: a ...

    • Commuting with a Plan: How Goal-Directed Prospection Can Offset the Strain of Commuting 

      Jachimowicz, Jon M.; Lee, Julia J.; Staats, Bradley R.; Menges, Jochen I.; Gino, Francesca (2016-02-23)
      To get to work, employees need to commute. Across the globe, the average commute is 38 minutes each way per day. It is well known that longer commutes have negative effects on employees’ well-being and job-related outcomes. ...

    • The Contaminating Effects of Building Instrumental Ties: How Networking Can Make Us Feel Dirty 

      Casciaro, Tiziana; Gino, Francesca; Kouchaki, Maryam (Cornell University, The Johnson School, 2014-10-28)
      To create social ties to support their professional or personal goals, people actively engage in instrumental networking. Drawing from moral psychology research, we posit that this intentional behavior has unintended ...

    • Daily Horizons: Evidence of Narrow Bracketing in Judgments from 9,000 MBA Admission Interviews 

      Simonsohn, Uri; Gino, Francesca (SAGE Publications, 2013)
      Many professionals, from auditors and lawyers, to clinical psychologists and journal editors, divide a continuous flow of judgments into subsets. College admissions interviewers, for instance, evaluate but a handful of ...

    • The Dark Side of Creativity: Original Thinkers Can Be More Dishonest 

      Gino, Francesca; Ariely, Dan (American Psychological Association, 2012)
      Creativity is a common aspiration for individuals, organizations, and societies. Here, however, we test whether creativity increases dishonesty. We propose that a creative personality and a creative mindset promote ...

    • Does "Could" Lead to Good? Toward a Theory of Moral Insight 

      Zhang, Ting; Gino, Francesca; Margolis, Joshua D. (2014-12-09)
      We introduce the construct of moral insight and study how it can be elicited when people face ethical dilemmas—challenging decisions that feature tradeoffs between competing and seemingly incompatible values. Moral insight ...

    • The energizing nature of work engagement: Toward a new need-based theory of work motivation 

      Green, Paul Isaac; Finkel, Eli J.; Fitzsimons, Grainne M.; Gino, Francesca (Elsevier BV, 2017)
      We present theory suggesting that experiences at work that meet employees’ expectations of need fulfillment drive work engagement. Employees have needs (e.g., a desire to be authentic) and they also have expectations for ...

    • Ethically Adrift: How Others Pull Our Moral Compass from True North, and How We Can Fix It 

      Moore, Celia; Gino, Francesca (2013-09-03)
      This chapter is about the social nature of morality. Using the metaphor of the moral compass to describe individuals' inner sense of right and wrong, we offer a framework to help us understand social reasons why our moral ...

    • Guilt Enhances the Sense of Control and Drives Risky Judgments 

      Kouchaki, M.; Oveis, C.; Gino, Francesca (American Psychological Association, 2014-10-28)
      The present studies investigate the hypothesis that guilt influences risk-taking by enhancing one's sense of control. Across multiple inductions of guilt, we demonstrate that experimentally induced guilt enhances optimism ...

    • Handshaking Promotes Cooperative Dealmaking 

      Schroeder, Juliana; Risen, Jane; Gino, Francesca; Norton, Michael Irwin (2014-12-09)
      Humans use subtle sources of information—like nonverbal behavior—to determine whether to act cooperatively or antagonistically when they negotiate. Handshakes are particularly consequential nonverbal gestures in negotiations ...

    • Humblebragging: A Distinct – and Ineffective – Self-Presentation Strategy 

      Sezer, Ovul; Gino, Francesca; Norton, Michael Irwin (2015-04-24)
      Humblebragging – bragging masked by a complaint – is a distinct and, given the rise of social media, increasingly ubiquitous form of self-promotion. We show that although people often choose to humblebrag when motivated ...

    • I Own, So I Help Out: How Psychological Ownership Increases Prosocial Behavior 

      Jami, Ata; Kouchaki Nejad Eramsadati, Maryam; Gino, Francesca (Oxford University Press (OUP), 2020-07-20)
      This article explores the consequences of psychological ownership going beyond the specific relationship with the possession to guide behavior in unrelated situations. Across seven studies, we find that psychological ...

    • Inflated Applicants: Attribution Errors in Performance Evaluation by Professionals 

      Swift, Samuel A.; Moore, Don A.; Sharek, Zachariah S.; Gino, Francesca (Public Library of Science, 2013-09-03)
      When explaining others' behaviors, achievements, and failures, it is common for people to attribute too much influence to disposition and too little influence to structural and situational factors. We examine whether this ...

    • 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 ...