For organizations to be effective, their employees need to rely upon each other even when they do not trust each other. One tool managers can use to promote trust-like behavior is monitoring. In this article we report results from a laboratory study that describes the relationship between...

Trust is critical for effective management, yet trust violations in organizations are common. Prior work has often assumed trust to be fragile - easily broken and difficult to repair. We investigate this proposition and find that trust harmed by untrustworthy behavior can be effectively...

To receive credit and to create favorable impressions, individuals need to share information about their past accomplishments. Claiming credit to demonstrate competence, however, can harm perceptions of warmth and likability. In fact, prior work has conceptualized self-promotion as a hydraulic...

When evaluating alternatives, individuals often view options in an ordered sequence. Prior studies investigating order effects have yielded conflicting results. In some cases, consumers prefer the first product they evaluate in a sequence (primacy effects); in others, they prefer the last...

Organizations operate more effectively when managers trust their employees. In many cases, however, managers and their employees have divergent interests. One common managerial approach to address the problem of misaligned incentives involves monitoring employee behavior. In this paper, we...

Goal setting is one of the most replicated and influential paradigms in the management literature. Hundreds of studies conducted in numerous countries and contexts have consistently demonstrated that setting specific, challenging goals can powerfully drive behavior and boost performance....

Although many virtuous leaders are guided by the ideal of prioritizing the need and welfare of their subordinates, others advance their self-interest at the expense of the people they purport to serve. In this article, we discuss the relationship between leadership and the spread of conspiracy...

Across four experimental studies, individuals who were depleted of their self-regulatory resources by an initial act of self-control were more likely to "impulsively cheat" than individuals whose self-regulatory resources were intact. Our results demonstrate that individuals depleted of...

In the newsvendor problem a decision maker orders inventory before a one period selling season with stochastic demand. If too much is ordered, stock is left over at the end of the period, whereas if too little is ordered, sales are lost. The expected profit-maximizing order quantity is well...