Judgment, Decision Making and Negotiation
The human mind is capable of remarkable accomplishments, but it also can be swayed in the wrong direction, predictably and by seemingly irrelevant factors. My research probes imperfections of human judgment and decision-making and traces their consequences for individual, group, and organizational outcomes. My work in this area attempts to improve our understanding of the predictable failures of the human mind and fill the gaps in our knowledge of the ways in which human judgments, decisions, and behavior can be improved, or at least nudged in the right direction.
One of the areas I explored is advice taking. Advice taking requires people to weigh their own opinions and judgments against those of others. Before making an important decision - such as choosing an investment, launching a product, or selecting members for a new team - people often consult others for their opinions. Once they receive the advice, do they use it wisely? Over the years, my research on this topic has identified when and why people overweight bad advice, and when and why they discount good recommendations (e.g., Gino, 2006, 2008; Gino & Moore, 2007; Gino & Schweitzer, 2008).
Staats, B. R., KC, D. S., & Gino, F. (2018). Maintaining beliefs in the face of negative news: The moderating role of experience. Management Science, 64(2), 804-824.
Consiglio, I., Kupor, D., Norton, M. I., & Gino, F. (2018). Brand (in)fidelity: When flirting with the competition strengthens brand relationships. Journal of Consumer Psychology, 28(1), 5-22.
Bellezza, S., Ackerman, J. M., & Gino, F. (2017). ‘Be careless with that !’ Availability of product upgrades increases cavalier behavior toward possessions. Journal of Marketing Research, 54(5), 768-784.
Zhang, T., Gino, F., & Norton, M. I. (2017). The surprising effectiveness of hostile mediators. Management Science, 63(6), 1972-1992.
Henrik, S. H., Gino, F., & Piovesan, M. (2016). Cognitive fatigue influences students’ performance on standardized tests. Proceedings of the National Academy of Sciences of the United States of America, 113(10).
Sezer, O., Zhang, T., Gino, F., & Bazerman, M. (2016). Overcoming the outcome bias: making intentions matter. Organizational Behavior and Human Decision Processes, 137, 13-26.
Cavanaugh, L. A., Gino, F., & Fitzsimons, G. J. (2015). When doing good is bad in gift-giving: Mis-predicting appreciation of socially responsible gifts. Organizational Behavior and Human Decision Processes, 131, 178-189.
Brooks, A. W., Gino, F., & Schweitzer, M. (2015). Smart people ask for (my) advice: Seeking advice boosts perceptions of competence. Management Science, 61(6), 1421-1435.
Zhang, T., Tami, K., Brooks, A., Gino, F., & Norton, M. (2014). A “present” for the future: The unexpected value of rediscovery. Psychological Science, 25(10), 1851–1860.
Kouchaki, M., Oveis, C., & Gino, F. (2014). Guilt enhances the sense of control and drives risky judgments. Journal of Experimental Psychology: General, 143(6), 2103-2110.
Bellezza, S., Gino, F., & Keinan, A. (2013). The Red Sneakers effect: Inferring status and competence from signals of nonconformity. Journal of Consumer Research, 41(1), 35-54.
Swift, S. A., Moore, D. A., Sharek, Z., & Gino, F. (2013). Inflated applicants: Attribution errors in performance evaluation by professionals. PLoS one, 8(7), e69258.
Vohs, K., Wang, Y., Gino, F., & Norton, M. (2013). Rituals enhance consumption. Psychological Science, 24(9), 1714-1721.
Norton, M., & Gino, F. (2013). Rituals alleviate grieving for loved ones, lovers, and lotteries. Journal of Experimental Psychology: General, 143(1). 266-272.
Simonsohn, U., & Gino, F. (2013). Daily horizons: Evidence of narrow bracketing in judgments from 9000 MBA admission interviews. Psychological Science, 24(2), 219-224.
Gino, F., Wood, A., & Schweitzer, M. (2012). Anxiety, advice, and the ability to discern: Feeling anxious motivates individuals to seek and use advice. Journal of Personality and Social Psychology, 102(3), 497-512.
Tost, L. P., Gino, F., & Larrick, R. (2012). Power, competitiveness, and advice taking: Why the powerful don't listen. Organizational Behavior and Human Decision Processes, 117(1), 53-65.
Gino, F., & Flynn, F. (2011). Give them what they want: The benefits of explicitness in gift exchange. Journal of Experimental Social Psychology, 47(5), 915-922.
Gino, F., Sharek, Z., & Moore, D. A. (2011). Keeping the illusion of control under control: Ceilings, floors, and imperfect calibration. Organizational Behavior and Human Decision Processes, 114(2), 104-114.
Moore, D. A., Swift, S. A., Sharek, Z. & Gino, F. (2010). Correspondence bias in performance evaluation: Why grade inflation works. Personality and Social Psychology Bulletin, 36(6), 843-852.
Gino, F., Shang, J., & Croson, R. C. (2009). The impact of information from similar or different advisors on judgment. Organizational Behavior and Human Decision Processes, 108(2), 287-302.
Gino, F., & Schweitzer, M. (2008). Blinded by anger or feeling the love: How emotions influence advice taking. Journal of Applied Psychology, 93(5), 1165-1173.
Gino, F. (2008). Do we listen to advice just because we paid for it? The impact of advice cost on its use. Organizational Behavior and Human Decision Processes, 107(2), 234-245.
Gino, F., & Moore, D. A. (2008b). Using final deadlines strategically in negotiation. Negotiation and Conflict Management Research, 1(4), 371-389.
Gino, F., & Moore, D. A. (2008a). Why negotiators should reveal their deadlines: Disclosing weaknesses can make you stronger. Negotiation and Conflict Management Research, 1(1), 77-96.
Gino, F., & Moore, D. A. (2007). Effects of task difficulty on use of advice. Journal of Behavioral Decision Making, 20(1), 21-35.
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