Lamar Pierce

Washington University, Saint Louis - John M. Olin School of Business

Assistant Professor of Strategy

One Brookings Drive

Campus Box 1133

St. Louis, MO 63130-4899

United States

SCHOLARLY PAPERS

25

DOWNLOADS
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9,554

CITATIONS
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SSRN RANKINGS

Top 11,855

in Total Papers Citations

34

Scholarly Papers (25)

1.

Motivational Spillovers from Awards: Crowding Out in a Multitasking Environment

Forthcoming in Organization Science, Harvard Business School NOM Unit Working Paper No. 13-069
Number of pages: 41 Posted: 12 Feb 2013 Last Revised: 29 Dec 2015
Timothy Gubler, Ian Larkin and Lamar Pierce
University of California, Riverside (UCR), University of California, Los Angeles (UCLA) - Anderson School of Management and Washington University, Saint Louis - John M. Olin School of Business
Downloads 3,077 (1,754)

Abstract:

Motivation, Compensation, Strategic Human Resources Management, Organizational Economics, Behavioral Economics

2.

Compensation and Peer Effects in Competing Sales Teams

Forthcoming at Management Science
Number of pages: 36 Posted: 25 Mar 2009 Last Revised: 04 Jan 2016
Tat Y. Chan, Jia Li and Lamar Pierce
Washington University in St. Louis - John M. Olin Business School, Purdue University - Krannert School of Management and Washington University, Saint Louis - John M. Olin School of Business
Downloads 647 (29,041)
Citation 5

Abstract:

peer effects, social influence, compensation, sales force, marketing

3.

The Behavioral and Evolutionary Roots of Dynamic Capabilities

Number of pages: 42 Posted: 17 Jul 2008 Last Revised: 26 Jun 2014
Felix Arndt, Lamar Pierce and David Teece
University of Nottingham, Ningbo, Washington University, Saint Louis - John M. Olin School of Business and Institute for Business Innovation
Downloads 576 (29,197)

Abstract:

dynamic capabilities, behavioral theory, routines

4.

The Psychological Costs of Pay-for-Performance: Implications for the Strategic Compensation of Employees

Harvard Business School NOM Unit Working Paper No. 11-056
Number of pages: 45 Posted: 10 May 2011 Last Revised: 21 Feb 2013
Ian Larkin, Lamar Pierce and Francesca Gino
University of California, Los Angeles (UCLA) - Anderson School of Management, Washington University, Saint Louis - John M. Olin School of Business and Harvard Business School
Downloads 565 (29,477)
Citation 6

Abstract:

compensation, pay, incentives, principal-agent models, motivation, psychology

5.

The Abundance Effect: Unethical Behavior in the Presence of Wealth

Number of pages: 54 Posted: 09 Jul 2008 Last Revised: 21 Aug 2008
Francesca Gino and Lamar Pierce
Harvard Business School and Washington University, Saint Louis - John M. Olin School of Business
Downloads 456 (42,894)
Citation 2

Abstract:

unethical behavior, envy, money, wealth, stealing

6.

Cleaning House: The Impact of Information Technology Monitoring on Employee Theft and Productivity

MIT Sloan Research Paper No. 5029-13
Number of pages: 52 Posted: 01 Sep 2013 Last Revised: 16 Oct 2014
Lamar Pierce, Daniel C. Snow and Andrew McAfee
Washington University, Saint Louis - John M. Olin School of Business, Brigham Young University - J. Willard and Alice S. Marriott School of Management and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 288 (58,212)

Abstract:

information technology, monitoring, misconduct, employee theft

7.

Organizational Structure and the Limits of Knowledge Sharing: Incentive Conflict and Agency in Car Leasing

Number of pages: 33 Posted: 19 Mar 2010 Last Revised: 03 Oct 2011
Lamar Pierce
Washington University, Saint Louis - John M. Olin School of Business
Downloads 255 (89,407)
Citation 1

Abstract:

knowledge-based view, signaling, leasing, agency theory, automotive industry

8.

Customer-Driven Misconduct: How Competition Corrupts Business Practices

Management Science 59 (8), 1725-1742
Number of pages: 33 Posted: 16 Feb 2012 Last Revised: 11 Dec 2013
Duke University - Fuqua School of Business, Washington University, Saint Louis - John M. Olin School of Business, University of California, Los Angeles (UCLA) - Anderson School of Management and Harvard Business School
Downloads 247 (79,985)
Citation 1

Abstract:

9.

The Role of Organizational Scope and Governance in Strengthening Private Monitoring

Forthcoming, Organization Science
Number of pages: 59 Posted: 16 Jul 2010 Last Revised: 15 Oct 2012
Lamar Pierce and Michael W. Toffel
Washington University, Saint Louis - John M. Olin School of Business and Harvard Business School
Downloads 246 (100,118)
Citation 2

Abstract:

Organizational structure, scope, corruption, ethics, auditing, regulation, governance, environmental, pollution, automobile, outsourcing

10.

The Historical Roots of Firm Access to Finance: Evidence from the African Slave Trade

Number of pages: 69 Posted: 05 Dec 2012 Last Revised: 29 Aug 2014
Lamar Pierce and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 180 (126,751)

Abstract:

Trust, Social Capital, Finance, Africa, Growth, Development

11.

Robin Hood Under the Hood: Wealth-Based Discrimination in Illicit Customer Help

Number of pages: 45 Posted: 08 Jul 2008 Last Revised: 23 Jan 2009
Francesca Gino and Lamar Pierce
Harvard Business School and Washington University, Saint Louis - John M. Olin School of Business
Downloads 165 (149,600)
Citation 5

Abstract:

Unethical behavior; Empathy; Envy; Fraud; Robin-Hood; Wealth-based discrimination

12.

Manufacturer Lease Pricing and Adverse Selection

Number of pages: 32 Posted: 09 Jul 2008 Last Revised: 19 Aug 2008
Lamar Pierce
Washington University, Saint Louis - John M. Olin School of Business
Downloads 161 (141,990)

Abstract:

adverse selection, automotive industry, durable goods, leasing

13.

Learning from Peers: Knowledge Transfer and Sales Force Productivity Growth

Forthcoming at Marketing Science
Number of pages: 50 Posted: 29 Jun 2011 Last Revised: 04 Jan 2016
Tat Y. Chan, Jia Li and Lamar Pierce
Washington University in St. Louis - John M. Olin Business School, Purdue University - Krannert School of Management and Washington University, Saint Louis - John M. Olin School of Business
Downloads 159 (122,134)

Abstract:

Learning, social learning, peer-based learning, sales management, personal selling, retailing, knowledge transfer, social interactions

14.

Big Losses in Ecosystem Niches: How Core Firm Decisions Drive Complementary Product Shakeouts

Number of pages: 50 Posted: 09 Jul 2008 Last Revised: 24 Jul 2008
Lamar Pierce
Washington University, Saint Louis - John M. Olin School of Business
Downloads 158 (126,751)
Citation 4

Abstract:

Business Ecosystems, Dynamic Capabilities, Leasing, Automotive Industry, Forecasting, Organizational Ecology

15.

Ethical Spillovers in Firms: Evidence from Vehicle Emissions Testing

Number of pages: 29 Posted: 12 Jul 2008
Lamar Pierce and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 94 (230,903)
Citation 4

Abstract:

peer effects, spillovers, fraud, corruption, productivity, ethics

16.

In Sickness and in Wealth: Psychological and Sexual Costs of Income Comparison in Marriage

Number of pages: 46 Posted: 08 Dec 2012
Lamar Pierce, Michael S. Dahl and Jimmi Nielsen
Washington University, Saint Louis - John M. Olin School of Business, University of Aarhus - School of Business and Social Sciences and Aarhus University Hospital
Downloads 87 (190,458)
Citation 1

Abstract:

Social comparison, marriage, intimacy, happiness, family, gender roles, sexual identity, sexuality, emotion in relationships, family, romantic relationships, regression discontinuity

17.

Doing as They Would Do: How the Perceived Ethical Preferences of Third-Party Beneficiaries Impact Ethical Decision-Making

Organizational Behavior and Human Decision Processes 122, 280-290
Number of pages: 44 Posted: 13 Oct 2013 Last Revised: 11 Dec 2013
University of Southern California - Marshall School of Business, Duke University - Fuqua School of Business and Washington University, Saint Louis - John M. Olin School of Business
Downloads 78 (196,620)

Abstract:

Ethics, Prosocial, Decision-Making, Moral Orientation, Ethical Predisposition

18.

Discretion and Manipulation by Experts: Evidence from a Vehicle Emissions Policy Change

Number of pages: 29 Posted: 08 May 2011 Last Revised: 28 Mar 2012
Lamar Pierce and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 40 (335,612)
Citation 1

Abstract:

Fraud, Corruption, Forensic Economics, Environmental Policy, Moral Hazard, Regulation

19.

Unethical Demand and Employee Turnover

Number of pages: 47 Posted: 05 May 2013
Lamar Pierce and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 30 (341,738)

Abstract:

Unethical Behavior, Fraud, Corruption, Prosocial Behavior, Ethics, Deviance, Person-Organization Fit

20.

Motivation Matters: Corporate Scope and Competition in Complementary Product Markets

Forthcoming, Strategic Management Journal
Number of pages: 29 Posted: 11 Dec 2014 Last Revised: 27 Aug 2015
Victor Manuel Bennett and Lamar Pierce
Duke University - Fuqua School of Business and Washington University, Saint Louis - John M. Olin School of Business
Downloads 19 (282,883)

Abstract:

21.

Losing Hurts: The Happiness Impact of Partisan Electoral Loss

HKS Working Paper No. RWP14-051
Number of pages: 53 Posted: 22 Nov 2014 Last Revised: 13 Mar 2015
Lamar Pierce, Todd Rogers and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business, Harvard University - Harvard Kennedy School (HKS) and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 19 (413,279)

Abstract:

Partisanship, Political Psychology, Happiness, Elections, Identity, Well-Being, Obama

22.

Trust and In-Group Favoritism in a Culture of Crime

IZA Discussion Paper No. 8169
Number of pages: 67 Posted: 24 May 2014
Stephan Meier, Lamar Pierce and Antonino Vaccaro
Federal Reserve Bank of Boston, Washington University, Saint Louis - John M. Olin School of Business and University of Navarra - IESE Business School
Downloads 18 (357,843)

Abstract:

organized crime, trust, in-group favoritism, Mafia

23.

Doing Well by Making Well: The Impact of Corporate Wellness Programs on Employee Productivity

Forthcoming, Management Science
Number of pages: 55 Posted: 21 Jul 2016 Last Revised: 01 Jul 2017
Timothy Gubler, Ian Larkin and Lamar Pierce
University of California, Riverside (UCR), University of California, Los Angeles (UCLA) - Anderson School of Management and Washington University, Saint Louis - John M. Olin School of Business
Downloads 0 (90,860)

Abstract:

Worker Productivity, Health, Wellness Program, Presenteeism, Corporate Social Responsibility

24.

The Wages of Dishonesty: The Supply of Cheating under High-Powered Incentives

Duke I&E Research Paper No. 2016-34
Number of pages: 47 Posted: 13 Jul 2016 Last Revised: 04 Aug 2016
Washington University in St. Louis, Duke University - Fuqua School of Business and Washington University, Saint Louis - John M. Olin School of Business
Downloads 0 (282,883)

Abstract:

Incentives, Dishonesty, Cheating, Ethics, Reference Points, Prospect Theory

25.

Subprime Governance: Agency Costs in Vertically Integrated Banks and the 2008 Mortgage Crisis

Forthcoming in Strategic Management Journal
Number of pages: 40 Posted: 09 Dec 2015
Claudine Madras Gartenberg and Lamar Pierce
New York University (NYU) - Leonard N. Stern School of Business and Washington University, Saint Louis - John M. Olin School of Business
Downloads 0 (379,382)

Abstract:

Vertical integration, Corporate governance, Transaction cost economics, Mortgage securitization, Boundaries of the firm