Vanessa K. Bohns

Cornell University

Assistant Professor

394 Ives Faculty Bldg

Ithaca, NY 14853

United States

SCHOLARLY PAPERS

15

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Scholarly Papers (15)

1.

For a Dollar, Would You...? How (We Think) Money Affects Compliance with Our Requests

Bohns, V. K., Newark, D. Xu, A. (2016). For a dollar, would you…? How (we think) money influences compliance with our requests. Organizational Behavior and Human Decision Processes, 134, 45-62.,
Posted: 02 May 2016
Vanessa K. Bohns, Daniel A. Newark and Amy Xu
Cornell University, Stanford University and University of Waterloo

Abstract:

Compliance, Money, Morality, Prosocial Behavior, Social Influence, Behavioral Economics, Unethical Behavior

2.

Implicit Theories of Attraction

Bohns, V. K., Scholer, A. S. & Rehman, U. (2015). Implicit theories of attraction. Social Cognition, 33, 284-307.
Posted: 03 Feb 2016
Vanessa K. Bohns and Abigail A. Scholer
Cornell University and Independent

Abstract:

3.

(Mis)Understanding Our Influence Over Others: A Review of the Underestimation-of-Compliance Effect

Current Directions in Psychological Science, 25, 119-123, 2016
Posted: 06 Jan 2016 Last Revised: 03 May 2016
Vanessa K. Bohns
Cornell University

Abstract:

4.

Underestimating Our Influence Over Others at Work

Bohns, V. K. & Flynn, F. J. (2013). Underestimating our influence over others at work. Research in Organizational Behavior, 33, 97-112.
Posted: 17 Oct 2013 Last Revised: 02 Feb 2016
Vanessa K. Bohns and Francis J. Flynn
Cornell University and Columbia University - Columbia Business School

Abstract:

5.

Underestimating Our Influence Over Others’ Unethical Behavior and Decisions

Bohns, V. K., Roghanizad, M. & Xu, A. (2014). Underestimating our influence over others’ unethical behavior and decisions. Personality and Social Psychology Bulletin, 40, 348-362.,
Posted: 17 Oct 2013 Last Revised: 02 Feb 2016
Vanessa K. Bohns, Mahdi Roghanizad and Amy Xu
Cornell University, University of Waterloo and University of Waterloo

Abstract:

6.

Once Bitten, Twice Shy: The Effect of a Past Refusal on Expectations of Future Compliance

Newark, D., Flynn, F. & Bohns, V. K. (2014). Once bitten, twice shy: The effect of a past refusal on expectations of future compliance. Social Psychological and Personality Science, 5, 218-225.
Posted: 20 Apr 2013 Last Revised: 02 Feb 2016
Daniel A. Newark, Francis J. Flynn and Vanessa K. Bohns
Stanford University, Columbia University - Columbia Business School and Cornell University

Abstract:

Helping, Help-seeking, Prosocial Behavior, Compliance, Egocentrism, Social Influence

7.

Regulatory Focus and Interdependent Economic Decision-Making

Journal of Experimental Social Psychology, Forthcoming, Rotman School of Management Working Paper No. 2177557
Posted: 20 Nov 2012
Vanessa K. Bohns, Jun Gu and Geoffrey J. Leonardelli
Cornell University, Monash University - Department of Management and University of Toronto

Abstract:

regulatory focus, economic outcomes, relative value, absolute value, interdependence, social orientations

8.

Guilt by Design: Structuring Organizations to Elicit Guilt as an Affective Reaction to Failure

Bohns, V. K. & Flynn, F. J. (2013). Guilt by design: Structuring organizations to elicit guilt as an affective reaction to failure. Organization Science, 24, 1157-1173.
Posted: 12 Jul 2012 Last Revised: 02 Feb 2016
Vanessa K. Bohns and Francis J. Flynn
Cornell University and Columbia University - Columbia Business School

Abstract:

9.

Opposites Fit: Regulatory Focus Complementarity and Relationship Well-Being

Social Cognition, Forthcoming
Posted: 26 Mar 2012
Vanessa K. Bohns
Cornell University

Abstract:

close relationships, complementarity, coordination, regulatory focus, self-regulation

10.

It Hurts When I Do this (or You Do that): Posture and Pain Tolerance

Bohns, V. K. & Wiltermuth, S. S. (2012). It hurts when I do this (or you do that): Posture and pain tolerance. Journal of Experimental Social Psychology, 48, 341-345.
Posted: 29 May 2011 Last Revised: 02 Feb 2016
Vanessa K. Bohns and Scott S. Wiltermuth
Cornell University and University of Southern California - Marshall School of Business

Abstract:

Complementarity, embodiment, power

11.

Are Social Prediction Errors Universal? Predicting Compliance with a Direct Request Across Cultures

Bohns, V. K., Handgraaf, M. J. J., Sun, J. M., Aaldering, H., Mao, C., & Logg, J. (2011). Are social prediction errors universal? Predicting compliance with a direct request across cultures. Journal of Experimental Social Psychology, 47, 676-680
Posted: 12 Feb 2011 Last Revised: 02 Feb 2016
Cornell University, Wageningen UR - Economics of Consumers and Households, Renmin University of China, University of Amsterdam, Renmin University of China and Columbia University

Abstract:

12.

Liking the Same Things, But Doing Things Differently: Outcome Versus Strategic Compatibility in Partner Preferences for Joint Tasks

Bohns, V. K. & Higgins, E. T. (2011). Liking the same things, but doing things differently: Outcome versus strategic compatibility in partner preferences for joint tasks. Social Cognition, 29, 497-527.
Posted: 12 Feb 2011 Last Revised: 02 Feb 2016
Vanessa K. Bohns and E. Tory Higgins
Cornell University and Columbia Business School - Management

Abstract:

13.

Good Lamps are the Best Police: Darkness Increases Dishonesty and Self-Interested Behavior

Zhong, C., Bohns, V. K. & Gino, F. (2010). Good lamps are the best police: Darkness increases self-interested behavior and dishonesty. Psychological Science, 21, 311-314.
Posted: 06 Feb 2010 Last Revised: 02 Feb 2016
Chen-Bo Zhong, Vanessa K. Bohns and Francesca Gino
University of Toronto - Rotman School of Management, Cornell University and Harvard University - Harvard Business School

Abstract:

14.

'Why Didn’t You Just Ask?' Underestimating the Discomfort of Help-Seeking

Bohns, V. K. & Flynn, F. J. (2010). Why didn’t you just ask? Underestimating the discomfort of help-seeking. Journal of Experimental Social Psychology, 46, 402-409.,
Posted: 06 Feb 2010 Last Revised: 02 Feb 2016
Vanessa K. Bohns and Francis J. Flynn
Cornell University and Columbia University - Columbia Business School

Abstract:

Help-seeking, Prosocial behavior, Egocentrism

15.

If You Need Help, Just Ask: Underestimating Compliance with Direct Requests for Help

Journal of Personality and Social Psychology, Vol. 95, No. 1, pp. 128-143, 2008
Posted: 05 Feb 2010
Francis J. Flynn and Vanessa K. Bohns
Columbia University - Columbia Business School and Cornell University

Abstract:

Helping Behavior, Help Seeking, Compliance, Interpersonal Relations