Francesca Gino

Harvard University | Harvard · Harvard Business School

Reports an error in "The interpersonal costs of dishonesty: How dishonest behavior reduces individuals' ability to read others' emotions" by Julia J. Lee, Ashley E. Hardin, Bidhan Parmar, and Francesca Gino (Journal of Experimental Psychology: General, 2019[Sep], Vol 148[9], 1557-1574). Concerns were raised regarding the findings reported in Study...

Given the many contexts in which people have difficulty engaging with views that disagree with their own—from political discussions to workplace conflicts—it is critical to understand how conflictual conversations can be improved. Whereas previous work has focused on strategies to change individual-level mindsets (e.g., encouraging open-mindedness)...

This article examines how verbal authenticity influences person perception. Our work combines human judgments and natural language processing to suggest verbal authenticity is a positive predictor of interpersonal interest (Study 1: 294 dyadic conversations), engagement with speeches (Study 2: 2,655 TED talks), entrepreneurial success (Study 3: 478...

People sometimes avoid giving feedback to others even when it would help fix others' problems. For example, only 2.6% of individuals in a pilot field study provided feedback to a survey administrator who had food or lipstick on their face. Five experiments (N = 1,984) identify a possible reason for the lack of feedback: People underestimate how muc...

We examine whether narratives about, and the psychological consequences of, perceived gender discrimination differ between women and men. We argue that women and men have different dominant narratives about the reasons why people discriminate against people of their respective genders. While women attribute the majority of their perceptions of gend...

The many benefits of finding meaning in work suggest the importance of identifying activities that increase job meaningfulness. The current paper identifies one such activity: engaging in rituals with workgroups. Five studies (N = 1,099) provide evidence that performing group rituals can enhance the meaningfulness of work, and that in turn this mea...

In many spheres of life, from applying for a job to participating in an athletic contest to vying for a date, we face competition. Does the size of the competition pool affect our propensity to behave unethically in our pursuit of the prize? We propose that it does. Across four studies, we found that a larger (vs. smaller) number of competitors led...

From Catholics performing the sign of the cross since the 4th century to Americans reciting the Pledge of Allegiance since the 1890s, group rituals (i.e., predefined sequences of symbolic actions) have strikingly consistent features over time. Seven studies (N = 4,213) document the sacrosanct nature of rituals: Because group rituals symbolize sacre...

From Catholics performing the sign of the cross since the fourth century to Americans reciting the Pledge of Allegiance since the 1890s, group rituals (i.e., predefined sequences of symbolic actions) have strikingly consistent features over time. Seven studies (N = 4,213) document the sacrosanct nature of rituals: Because group rituals symbolize sa...

Across the globe, every workday people commute an average of 38 minutes each way, yet surprisingly little research has examined the implications of this daily routine for work-related outcomes. Integrating theories of boundary work, self-control, and work-family conflict, we propose that the commute to work serves as a liminal role transition betwe...

Social exclusion is a painful yet common experience in many people’s personal and professional lives. This research demonstrates that feeling authentic serves as a buffer against social rejection, leading people to experience less social pain. Across five studies, using different manipulations of authenticity, different paradigms to create social e...

We examine “conversational receptiveness” – the use of language to communicate one’s willingness to thoughtfully engage with opposing views. We develop an interpretable machine-learning algorithm to identify the linguistic profile of receptiveness (Studies 1A-B). We then show that in contentious policy discussions, government executives who were ra...

In four studies, we evaluated how corporate misconduct relates to language patterns, perceptions of immorality, and unethical behavior. First, we analyzed nearly 190 codes of conduct from S&P 500 manufacturing companies and observed that corporations with ethics infractions had more linguistically obfuscated codes than corporations without ethics i...

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 ownership leads to a boost in self-esteem, which encourages individuals to be more altruistic. In addition, we show that the effect o...

Networks are a key source of social capital for achieving goals in professional and personal settings. Yet, despite the clear benefits of having an extensive network, individuals often shy away from the opportunity to create new connections because engaging in instrumental networking can make them feel morally impure. In this article, we explore ho...

How individuals manage, organize, and complete their tasks is central to operations management. Recent research in operations focuses on how under conditions of increasing workload individuals can decrease their service time, up to a point, to complete work more quickly. As the number of tasks increases, however, workers may also manage their workl...

Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identified a surprising consequence to this common prescription. Through four studies in the field and laboratory (total N = 3,742), we explored...

Honest reporting is essential for society to function well. However, people frequently lie when asked to provide information, such as misrepresenting their income to save money on taxes. A landmark finding published in PNAS [L. L. Shu, N. Mazar, F. Gino, D. Ariely, M. H. Bazerman, Proc. Natl. Acad. Sci. U.S.A. 109, 15197–15200 (2012)] provided evid...

When approaching interpersonal first meetings (e.g., job interviews), people often cater to the target’s interests and expectations to make a good impression and secure a positive outcome such as being offered the job (pilot study). This strategy is distinct from other approaches identified in prior impression management research (Studies 1A, 1B an...

Many scholars have proposed factors that inhibit or facilitate organizational learning, yet few of these claims have been tested empirically. To measure differences in learning across organizations or work units within the same organization, this chapters draws on existing perspectives in the organizational learning literature to create and test a...

We conduct a field experiment involving 143, 9-years old children in their classrooms. Children are requested to flip a coin in private and receive a big or a small prize depending on the outcome they report. Comparing the actual and theoretical distribution of reported wins, we find evidence of cheating at the aggregate level. By using behavioral...

In a recent article published in Journal of Personality and Social Psychology (JPSP; Huang, Yeomans, Brooks, Minson, & Gino, 2017), we reported the results of 2 experiments involving "getting acquainted" conversations among strangers and an observational field study of heterosexual speed daters. In all 3 studies, we found that asking more questions...

Most companies use codes of conduct, ethical training and regular communication to assure employees know about rules to follow to avoid misconduct. This paper focuses on the type of language used in codes of conduct, and shows that impersonal language (“employees/members”) and personal, communal language (“we”) lead to different behaviors because t...

Five studies explore the self-presentational consequences of refusing to “back down” – that is, upholding a stance despite evidence of its inaccuracy. Using data from an entrepreneurial pitch competition, Study 1 shows that entrepreneurs tend not to back down even though investors are more impressed by entrepreneurs who do. Next, in two sets of exp...

Importance Few adults engage in recommended levels of physical activity. Financial incentives can promote physical activity, but little is known about how the structure of these incentives influences their effectiveness (eg, how incentives are disbursed over time). Objective To determine if it is more effective to disburse fixed total financial in...

When a person’s language appears to be political—such as being politically correct or incorrect—it can influence fundamental impressions of him or her. Political correctness is “using language or behavior to seem sensitive to others’ feelings, especially those others who seem socially disadvantaged.” One pilot study, 6 experiments, and 3 Supplement...

In this research, we examine the unintended consequences of dishonest behavior for one’s interpersonal abilities and subsequent ethical behavior. Specifically, we unpack how dishonest conduct can reduce one’s generalized empathic accuracy—the ability to accurately read other people’s emotional states. In the process, we distinguish these 2 construc...

When entering into a negotiation, individuals have the choice to enact a variety of communication styles. We test the differential impact of being “warm and friendly” versus “tough and firm” in a distributive negotiation when first offers are held constant and concession patterns are tracked. We train a natural language processing algorithm to prec...

In six studies, we show that after experiencing a threat to their abilities, individuals who misrepresent their performance as better than it actually is boost their feelings of competence. We situate these findings in the literature on self-protection. We show that this “counterfeit competence” effect holds when threat is measured (Study 1), manip...

Nudges have become a popular tool for behaviour change; but, some interventions fail to replicate, even when the identical, previously successful intervention is used. One cause of this problem is that people default to using some of or all of the previously-successful existing nudges for any problem—the “kitchen sink” approach. We argue that the s...

Prior advice research has focused on why people rely on (or ignore) advice and its impact on judgment accuracy. We expand the consideration of advice-seeking outcomes by investigating the interpersonal consequences of advice seekers’ decisions. Across nine studies, we show that advisors interpersonally penalize seekers who disregard their advice, a...

We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive interactions, a handshake is viewed as a signal of cooperative intent, increasing people...

Air pollution is a serious problem that affects billions of people globally. Although the environmental and health costs of air pollution are well known, the present research investigates its ethical costs. We propose that air pollution can increase criminal and unethical behavior by increasing anxiety. Analyses of a 9-year panel of 9,360 U.S. citi...

We propose that interpersonal behaviors can activate feelings of power, and we examine this idea in the context of advice giving. Specifically, we show a) that advice giving is an interpersonal behavior that enhances individuals’ sense of power and b) that those who seek power are motivated to engage in advice giving. Four studies, including two ex...

We document the existence and consequences of brand flirting: a short-lived experience in which a consumer engages with and/or indulges in the alluring qualities of a brand without committing to it. We propose that brand flirting is exciting, and that when consumers flirt with a brand other than their typically preferred brand in the same product c...

Self-presentation is a fundamental aspect of social life, with myriad critical outcomes dependent on others' impressions. We identify and offer the first empirical investigation of a prevalent, yet understudied, self-presentation strategy: humblebragging. Across 9 studies, including a week-long diary study and a field experiment, we identify humble...

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Across many spheres of life, from applying for a job to participating in a sports contest to vying for a date, we face competition. Does the number of competitors affect our propensity to behave unethically in our pursuit of the prize? We propose that it does and, across five studies, we investigate the effects of smaller and larger number of compe...

Conversation is a fundamental human experience that is necessary to pursue intrapersonal and interpersonal goals across myriad contexts, relationships, and modes of communication. In the current research, we isolate the role of an understudied conversational behavior: question-asking. Across 3 studies of live dyadic conversations, we identify a rob...

Long-established rituals in preexisting cultural groups have been linked to the cultural evolution of group cooperation. We tested the prediction that novel rituals-arbitrary hand and body gestures enacted in a stereotypical and repeated fashion-can inculcate intergroup bias in newly formed groups. In four experiments, participants practiced novel...

Across six studies, people judged creative forms of unethical behavior to be less unethical than less creative forms of unethical behavior, particularly when the unethical behaviors imposed relatively little direct harm on victims. As a result of perceiving behaviors to be less unethical, people punished highly creative forms of unethical behavior...

Many models in operations management involve dynamic decision making that assumes optimal updating in response to information revelation. However, behavioral theory suggests that rather than updating their beliefs, individuals may persevere in their prior beliefs. In particular, we examine how individuals’ prior experiences and the experiences of t...

Long-established rituals in pre-existing cultural groups have been linked to the cultural evolution of group cooperation. Here we test the prediction that novel rituals – arbitrary hand and body gestures enacted in a stereotypical and repeated fashion – can impact intergroup bias in newly formed groups. In four studies, participants practiced novel...

Because of the unprecedented pace of globalization, foreign experiences are increasingly common and valued. Past research has focused on the benefits of foreign experiences, including enhanced creativity and reduced intergroup bias. In contrast, the present work uncovers a potential dark side of foreign experiences: increased immoral behavior. We p...

Paltering is the active use of truthful statements to convey a misleading impression. Across 2 pilot studies and 6 experiments, we identify paltering as a distinct form of deception. Paltering differs from lying by omission (the passive omission of relevant information) and lying by commission (the active use of false statements). Our findings reve...

Consumers are often faced with the opportunity to purchase a new, enhanced product, such as a new phone, even though the product they currently own is still fully functional. The authors propose that consumers act more recklessly with their current products when in the presence of appealing, though not yet attained, product upgrades (not just mere...

Rituals are central to family life. Three studies (N = 1,098) tested the relationship between family rituals and holiday enjoyment and demonstrated that family rituals improve the holidays because they amplify family closeness and involvement in the experience. In study 1, participants who reported having family rituals on Christmas were more likel...

Research yields ample evidence that individual's behavior often reflects an apparent concern for moral considerations. A natural way to interpret evidence of such motives using an economic framework is to add an argument to the utility function such that agents obtain utility both from outcomes that yield only personal benefits and from acting kind...

Contrary to the tendency of mediators to defuse negative emotions between adversaries by treating them kindly, we demonstrate the surprising effectiveness of hostile mediators in resolving conflict. Hostile mediators generate greater willingness to reach agreements between adversaries (Experiment 1). Consequently, negotiators interacting with hosti...

Significance We identify a consistent reduction in the clarity and vividness of people’s memory of their past unethical actions, which explains why they behave dishonestly repeatedly over time. Across nine studies using diverse sample populations and more than 2,100 participants, we find that, as compared with people who engaged in ethical behavior...

Significance We identify one potential source of bias that influences children’s performance on standardized tests and that is predictable based on psychological theory: the time at which students take the test. Using test data for all children attending Danish public schools between school years 2009/10 and 2012/13, we find that, for every hour la...

Working in teams often leads to productivity loss because the need to feel accepted prevents individual members from making a unique contribution to the team in terms of the information or perspective they can offer. Drawing on self-affirmation theory, we propose that pre-team relational self-affirmation can prepare individuals to contribute to tea...

Dishonesty and unethical behavior are widespread in the public and private sectors and cause immense annual losses. For instance, estimates of U.S. annual losses indicate $1 trillion paid in bribes, $270 billion lost due to unreported income, and $42 billion lost in retail due to shoplifting and employee theft. In this article, we draw on insights...

Significance We identify a profound and consistent gender gap in people’s core life goals. Across nine studies using diverse sample populations (executives in high-power positions, recent graduates of a top MBA program, undergraduate students, and online panels of working adults) and over 4,000 participants, we find that, compared to men, women hav...

People demonstrate an impressive ability to self-deceive, distorting misbehavior to reflect positively on themselves—for example, by cheating on a test and believing that their inflated performance reflects their true ability. But what happens to self-deception when self-deceivers must face reality, such as when taking another test on which they ca...

Globally, fraud has been rising sharply over the last decade, with current estimates placing financial losses at greater than $3.7 trillion annually. Unfortunately, fraud prevention has been stymied by lack of a clear and comprehensive understanding of its underlying causes and mechanisms. In this paper, we focus on an important but neglected topic...

Sarcasm is ubiquitous in organizations. Despite its prevalence, we know surprisingly little about the cognitive experiences of sarcastic expressers and recipients or their behavioral implications. The current research proposes and tests a novel theoretical model in which both the construction and interpretation of sarcasm lead to greater creativity...

The five experiments reported here demonstrate that authenticity is directly linked to morality. We found that experiencing inauthenticity, compared with authenticity, consistently led participants to feel more immoral and impure. This link from inauthenticity to feeling immoral produced an increased desire among participants to cleanse themselves...

One's dishonest behavior is an unwelcome and unwanted memory and can become relatively inaccessible to consciousness over time. We review research that provides support for the active role that people have in shaping their memory of unethical actions. We argue that in service of social-advancement and self-enhancement, people are likely to use bias...

People view themselves as more ethical, fair, and objective than others, yet often act against their moral compass. This paper reviews recent research on unintentional unethical behavior and provides an overview of the conditions under which ethical blind spots lead good people to cross ethical boundaries. First, we present the psychological proces...

Many of the scandalous organizational practices to have come to light in the last decade—rigging LIBOR, misselling payment protection insurance, rampant Wall Street insider trading, large-scale bribery of foreign officials, the packaging and sale of toxic securities to naïve investors—require ethically problematic judgments and behaviors. However,...

Cheating, deception, organizational misconduct, and many other forms of unethical behavior are among the greatest challenges in today's society. As regularly highlighted by the media, extreme cases and costly scams are common. Yet, even more frequent and pervasive are cases of ‘ordinary’ unethical behavior — unethical actions committed by people wh...

Although individuals can derive substantial benefits from exchanging information and ideas, many individuals are reluctant to seek advice from others. We find that people are reticent to seek advice for fear of appearing incompetent. This fear, however, is misplaced. We demonstrate that individuals perceive those who seek advice as more competent t...

People are far too reluctant to ask for help, research shows

Previous research on unethical behavior in organizations suggests that employees who engage in such behavior are motivated by the desire to advance their own self-interest, often acting selfishly at the expense of their own organizations. However, such behaviors also may be motivated by potential benefits or costs to other employees within the same...

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 to make a good impression, it is an ineffective self-promotional strategy. Five studies offer both correlational and causal eviden...

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 both a field study and two laboratory studies to examine the phenomena in the context of health. In particular, we examine how...

People experience a threat to their moral self-concept in the face of discrepancies between their moral values and their unethical behavior. We theorize that people’s need to restore their view of themselves as moral activates thoughts of a high-density personal social network. Such thoughts also lead people to be more likely to engage in further u...

It may be possible to offer people a new understanding of their best-self concepts, leading to positive personal and social change. We developed theory about how best-self activation can lead to both immediate and long-term outcomes through recursion, interaction, and subjective construal between the self concept and the social system. In two lab e...