Many decisions are made based on persuasion. In the persuasion process, self-interested agents produce information to convince an evaluator to approve their proposals. Whether an evaluator will discount the agents' suggestions and reject their proposal is neither clear nor obvious. We highlight...

We examine the association between managers' expertise and their discretionary bonus decisions in a hospital setting. We hypothesize that high-expertise managers make decisions that encourage cooperation among their subordinates. However, low-expertise managers cannot do so because their lower...