Wie treffen Personalleiter die Entscheidung, welche Kandidaten zum Vorstellungsgespräch eingeladen werden? Personalleiter können die Produktivität ihrer Bewerber nicht direkt beobachten, sondern müssen Schlüsse aus den Signalen schriftlicher Bewerbungen ziehen.1 In einer neuen Studie...

Emile Durkheim said that when all of the members of a tribe or clan come together, they can sanctify the sacred and experience a spiritual “effervescence.” Friedrich Hayek suggested that certain genes and instincts still dispose us toward the ethos and mentality of the hunter-gatherer band,...

Receiving a gift can create an impulse to reciprocate, even when doing so may be inefficient and potentially harmful to a third party. For instance, after receiving bribes, people may exhibit impulses to reciprocate. This paper provides a theoretical framework for a pure gift effect on...

We study how one person may shape the way another person interprets objective information. They do this by proposing a sense-making explanation (or narrative). Using a theory-driven experiment, we investigate the mechanics of such narrative persuasion. Our results reveal several insights. First,...