Prosocial lending in the form of micro-financing, small uncollateralized loans to entrepreneurs in the developing world, has recently emerged as a leading contender as a cure for world poverty. Our research investigates, in a field setting with real world and consequential data, the...

Marketers distinguish between three types of media: paid (e.g., advertising), owned (e.g., company website), and earned (e.g., publicity). The effects of paid media on sales have been extensively covered in the marketing literature. The effects of earned media, however, have received limited...

We draw out implications of the identifiable victim effect - the greater sympathy shown toward identifiable than statistical victims - for public finance. We first review research showing (1) that people respond more strongly to identifiable than statistical victims even when identification...

Unlike typical negotiation experiments, we investigate when people initiate negotiations when there are no overt prescriptions to negotiate. In a novel paradigm, participants played a word game and were subsequently offered the lowest compensation possible by the experimenter. Consistently,...

Despite well-meaning intentions, people rarely allocate their charitable donations in the most cost-effective way possible. The manner in which cost-effectiveness information is presented can be a contributing factor. In four studies (N = 2,725), when we inform participants of the cost of a unit...

Over the last two decades, there has been an upsurge in research in social psychology on the relationships among gender, cognition, and social behavior. Over the same period, studies of gender in negotiation have declined, and the field has largely abandoned the gender variable as an...