Maurice E. Schweitzer

University of Pennsylvania - Operations & Information Management Department

Professor

Philadelphia, PA 19104

United States

SCHOLARLY PAPERS

39

DOWNLOADS
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Top 2,841

in Total Papers Downloads

13,512

SSRN CITATIONS
Rank 7,793

SSRN RANKINGS

Top 7,793

in Total Papers Citations

85

CROSSREF CITATIONS

58

Scholarly Papers (39)

1.

I Didn’t Want to Offend You: The Cost of Avoiding Sensitive Questions

Number of pages: 49 Posted: 19 Aug 2019
Einav Hart, Eric VanEpps and Maurice E. Schweitzer
University of Pennsylvania, University of Utah - Department of Marketing and University of Pennsylvania - Operations & Information Management Department
Downloads 3,556 (3,001)

Abstract:

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Conversation; Questions; Strategic Information Exchanges

2.

Goals Gone Wild: The Systematic Side Effects of Over-Prescribing Goal Setting

Harvard Business School NOM Unit Working Paper No. 09-083
Number of pages: 28 Posted: 23 Jan 2009 Last Revised: 08 May 2012
Lisa D. Ordonez, Maurice E. Schweitzer, Adam D. Galinsky and Max H. Bazerman
University of Arizona, University of Pennsylvania - Operations & Information Management Department, Columbia Business School - Management and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 1,741 (10,030)
Citation 16

Abstract:

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3.

Is Tiger Woods Loss Averse? Persistent Bias in the Face of Experience, Competition, and High Stakes

Number of pages: 48 Posted: 17 Jun 2009
Devin G. Pope and Maurice E. Schweitzer
University of Chicago - Booth School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 1,437 (13,625)
Citation 28

Abstract:

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Loss Aversion, Behavioral Economics

4.

The Imbibing Idiot Bias: Consuming Alcohol Can Be Hazardous to Your (Perceived) Intelligence

Forthcoming, Journal of Consumer Psychology
Number of pages: 23 Posted: 11 Jun 2010 Last Revised: 13 Jun 2012
Scott Rick and Maurice E. Schweitzer
University of Michigan, Stephen M. Ross School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 727 (36,817)

Abstract:

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alcohol, intelligence, person perception, impression formation, job interviews

5.

The Cheater's High: The Unexpected Affective Benefits of Unethical Behavior

Number of pages: 49 Posted: 19 Jul 2012
Nicole Ruedy, Celia Moore, Francesca Gino and Maurice E. Schweitzer
University of Washington, Imperial College Business School, Harvard University - Business School (HBS) and University of Pennsylvania - Operations & Information Management Department
Downloads 652 (42,645)
Citation 4

Abstract:

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cheating, dishonesty, ethics, unethical behavior, affect

6.

Who is Trustworthy? Predicting Trustworthy Intentions and Behavior

Forthcoming, Journal of Personality and Social Psychology
Number of pages: 87 Posted: 09 Mar 2017 Last Revised: 05 Aug 2018
Emma Levine, T. Bradford Bitterly, Taya R. Cohen and Maurice E. Schweitzer
University of Chicago - Booth School of Business, University of Michigan, Carnegie Mellon University, Tepper School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 535 (55,169)
Citation 2

Abstract:

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trust, trustworthiness, guilt, guilt-proneness, responsibility, Rely-or-Verify game

7.

Getting Less: When Negotiating Harms Post-Agreement Performance

Number of pages: 54 Posted: 20 Sep 2017
Einav Hart and Maurice E. Schweitzer
University of Pennsylvania and University of Pennsylvania - Operations & Information Management Department
Downloads 529 (55,837)
Citation 1

Abstract:

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negotiation, productivity, conflict, reciprocity

8.

When Better is Worse: Envy and the Use of Deception in Negotiations

Number of pages: 43 Posted: 22 Sep 2005
Simone Moran and Maurice E. Schweitzer
Ben-Gurion University of the Negev - Department of Management and University of Pennsylvania - Operations & Information Management Department
Downloads 499 (60,068)
Citation 1

Abstract:

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Deception, envy, negotiations, emotions, social comparison, ethics

9.

Organizational Anger Contexts and Their Relationship to Outcomes of Anger Expressions in the Workplace

16th Annual IACM Conference Melbourne, Australia
Number of pages: 31 Posted: 07 Jun 2003
Utah State University - Huntsman School of Business, Pennsylvania State University - Center for Research in Conflict and Negotiation (CRCN), University of Pennsylvania - Operations & Information Management Department, Fairfield University - Charles F. Dolan School of Business and Nanyang Technological University (NTU)
Downloads 282 (116,053)

Abstract:

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Anger, Emotions, Organizational Culture/Norms

10.

Quitting When the Going Gets Tough: A Downside of High Performance Expectations

Dai, H., Dietvorst, B., Tuckfield, B., Milkman, K.L., & Schweitzer, M.E. Quitting when the going is tough: The downside of high performance expectations. Academy of Management Journal, Forthcoming
Number of pages: 86 Posted: 23 Aug 2017
University of California, Los Angeles (UCLA) - Anderson School of Management, The University of Chicago Booth School of Business, Independent, University of Pennsylvania - The Wharton School and University of Pennsylvania - Operations & Information Management Department
Downloads 279 (117,383)

Abstract:

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Performance Expectations, Persistence, Quitting, Impression Management, Embarrassment

11.

Promises and Lies: Restoring Violated Trust

Number of pages: 40 Posted: 05 Apr 2004
Maurice E. Schweitzer, John C. Hershey and Eric Bradlow
University of Pennsylvania - Operations & Information Management Department, University of Pennsylvania - Operations & Information Management Department and University of Pennsylvania - Marketing Department
Downloads 240 (137,099)
Citation 17

Abstract:

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Trust, deception, trust recovery

12.

Are Liars Ethical? On the Tension between Benevolence and Honesty

Journal of Experimental Social Psychology, 53, 107-117.
Number of pages: 51 Posted: 09 Mar 2017
Emma Levine and Maurice E. Schweitzer
University of Chicago - Booth School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 217 (152,393)
Citation 4

Abstract:

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lying, deception, unethical behavior, ethical dilemmas, moral judgment

13.

On Good Scholarship, Goal Setting, and Scholars Gone Wild

Harvard Business School NOM Unit Working Paper No. 09-122
Number of pages: 12 Posted: 16 Apr 2009 Last Revised: 08 May 2012
Lisa D. Ordonez, Maurice E. Schweitzer, Adam D. Galinsky and Max H. Bazerman
University of Arizona, University of Pennsylvania - Operations & Information Management Department, Columbia Business School - Management and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 214 (153,051)
Citation 1

Abstract:

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14.

Mad and Misleading: Incidental Anger Promotes Deception

Forthcoming in Organizational Behavior and Human Decision Processes
Number of pages: 49 Posted: 12 Aug 2014 Last Revised: 19 Oct 2016
Jeremy Yip and Maurice E. Schweitzer
University of Pennsylvania - Operations & Information Management Department and University of Pennsylvania - Operations & Information Management Department
Downloads 207 (157,956)
Citation 1

Abstract:

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Lying, Unethical Behavior, Dishonesty, Emotion, Anger, Empathy, Negotiations, Advice, Self-Interest

15.

Exploring the Relationship between Emotion Display Rules and Social Norms and Their Influence on Anger Expressions in Organizations

IACM 2007 Meetings Paper
Number of pages: 31 Posted: 25 Jan 2008
Utah State University - Huntsman School of Business, Pennsylvania State University - Center for Research in Conflict and Negotiation (CRCN), Fairfield University - Charles F. Dolan School of Business, University of Pennsylvania - Operations & Information Management Department and Nanyang Technological University (NTU)
Downloads 204 (160,097)

Abstract:

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16.

Trash-Talking: Competitive Incivility Motivates Rivalry, Performance, and Unethical Behavior

Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 85 Posted: 25 Feb 2016 Last Revised: 06 Jul 2017
Jeremy Yip, Maurice E. Schweitzer and Samir Nurmohamed
University of Pennsylvania - Operations & Information Management Department, University of Pennsylvania - Operations & Information Management Department and University of Michigan at Ann Arbor
Downloads 195 (166,977)

Abstract:

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Incivility, Rivalry, Unethical Behavior, Creativity, Competition, Performance, Motivation

17.

Trust But Verify: Monitoring in Interdependent Relationships

Number of pages: 31 Posted: 05 Apr 2004
Maurice E. Schweitzer and Teck Ho
University of Pennsylvania - Operations & Information Management Department and University of California, Berkeley - Haas School of Business
Downloads 194 (167,768)
Citation 2

Abstract:

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Trust, monitoring, trust game

18.

Prosocial Lies: When Deception Breeds Trust

Number of pages: 80 Posted: 18 May 2013 Last Revised: 16 Jan 2017
Emma Levine and Maurice E. Schweitzer
University of Chicago - Booth School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 193 (168,573)
Citation 7

Abstract:

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deception, trust, experiments

19.

Trust Promotes Unethical Behavior: Excessive Trust, Opportunistic Exploitation, and Strategic Exploitation

Current Opinion in Psychology, Volume 6, December 2015, Pages 216-220
Number of pages: 15 Posted: 06 Jun 2015 Last Revised: 04 Dec 2016
Jeremy Yip and Maurice E. Schweitzer
University of Pennsylvania - Operations & Information Management Department and University of Pennsylvania - Operations & Information Management Department
Downloads 189 (171,756)
Citation 2

Abstract:

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Trust, Ethics, Exploitation, Morality, Negotiations

20.

Stretching the Truth: Elastic Justification and Motivated Communication of Uncertain Information

Journal of Risk and Uncertainty, Vol. 25, No. 2, pp. 185-201, 2002
Number of pages: 17 Posted: 11 Oct 2006
Maurice E. Schweitzer and Christopher K. Hsee
University of Pennsylvania - Operations & Information Management Department and University of Chicago - Booth School of Business
Downloads 189 (171,756)
Citation 3

Abstract:

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elastic justification, deception, ambiguity

21.

What Makes Negotiators Happy? The Differential Effects of Internal and External Social Comparisons on Negotiator Satisfaction

IACM 17th Annual Conference Paper
Number of pages: 40 Posted: 05 Apr 2004
Nathan Novemsky and Maurice E. Schweitzer
Yale School of Management and University of Pennsylvania - Operations & Information Management Department
Downloads 183 (176,820)
Citation 4

Abstract:

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Negotiation, Satisfaction, Social Comparison

22.

Gender Differences in Trust Dynamics: Women Trust More than Men Following a Trust Violation

Haselhuhn, M. P., Kennedy, J. A., Kray, L. J., Van Zant, A., & Schweitzer, M. E. (2014). Gender differences in trust dynamics: Women trust more than men following a trust violation. Journal of Experimental Social Psychology, 56, 104-109., Vanderbilt Owen Graduate School of Management Research Paper No. 2532683
Number of pages: 24 Posted: 03 Dec 2014 Last Revised: 02 Nov 2015
University of Pennsylvania - Operations & Information Management Department, Vanderbilt University - Organizational Behavior, Berkeley-Haas Management of Organizations, University of California, Berkeley and University of Pennsylvania - Operations & Information Management Department
Downloads 172 (186,734)
Citation 4

Abstract:

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23.

Beyond Belief: How Implicit Beliefs Influence Trust

Number of pages: 31 Posted: 24 Apr 2008
Michael P. Haselhuhn, Maurice E. Schweitzer and Laura Kray
University of Pennsylvania - Operations & Information Management Department, University of Pennsylvania - Operations & Information Management Department and Berkeley-Haas Management of Organizations
Downloads 169 (189,614)
Citation 4

Abstract:

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trust, implicit beliefs, negotiation

24.

Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others

HKS Working Paper No. RWP14-045
Number of pages: 45 Posted: 22 Nov 2014 Last Revised: 16 Dec 2014
Harvard University - Harvard Kennedy School (HKS), Harvard University - Harvard Kennedy School (HKS), Harvard University - Business School (HBS), University of Pennsylvania - Operations & Information Management Department and Harvard Business School - Marketing Unit
Downloads 160 (198,776)
Citation 5

Abstract:

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Negotiation; Deception; Paltering; Risk; Lying

25.

Perceptions of High Integrity Can Persist after Deception: How Implicit Beliefs Moderate Trust Erosion

Journal of Business Ethics, Forthcoming, Vanderbilt Owen Graduate School of Management Research Paper No. 2689093
Number of pages: 34 Posted: 13 Nov 2015
Michael Haselhuhn, Maurice E. Schweitzer, Laura Kray and Jessica Kennedy
University of California, Riverside (UCR), University of Pennsylvania - Operations & Information Management Department, Berkeley-Haas Management of Organizations and Vanderbilt University - Organizational Behavior
Downloads 145 (215,594)

Abstract:

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Trust; Implicit Beliefs; Deception; Trust erosion; Ethics; Negotiation

26.

The Economic and Interpersonal Consequences of Deflecting Direct Questions

Number of pages: 56 Posted: 03 Nov 2017
T. Bradford Bitterly and Maurice E. Schweitzer
University of Michigan and University of Pennsylvania - Operations & Information Management Department
Downloads 107 (274,619)
Citation 2

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Deflection, Trust, Deception, Negotiation, Disclosure

27.

Size Matters (and so Does Experience): How Personal Experience with a Fine Influences Behavior

Number of pages: 31 Posted: 22 Sep 2008
Michael P. Haselhuhn, Devin G. Pope and Maurice E. Schweitzer
University of Pennsylvania - Operations & Information Management Department, University of Chicago - Booth School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 92 (299,551)
Citation 4

Abstract:

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experience, decision making, learning

28.

Getting to NO: Theory and Evidence for Instrumental Negotiations

Number of pages: 33 Posted: 07 May 2008
Krishnan S. Anand, Pnina Feldman and Maurice E. Schweitzer
affiliation not provided to SSRN, Questrom School of Business, Boston University and University of Pennsylvania - Operations & Information Management Department
Downloads 91 (301,572)

Abstract:

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29.

The Affective and Interpersonal Consequences of Obesity

Number of pages: 67 Posted: 02 May 2013 Last Revised: 24 Aug 2016
Emma Levine and Maurice E. Schweitzer
University of Chicago - Booth School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 87 (310,207)
Citation 1

Abstract:

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Stereotype Content Model, obesity, interpersonal affect

30.

Relational Concerns and the Economic Value of Negotiated Agreements

Number of pages: 43 Posted: 19 Aug 2019
Einav Hart and Maurice E. Schweitzer
University of Pennsylvania and University of Pennsylvania - Operations & Information Management Department
Downloads 27 (515,399)

Abstract:

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Negotiation; Dual Concern Theory; Negotiators’ Concerns; Service Negotiation

31.

How Financial News Affects Prosocial Behavior

Posted: 20 May 2020
Polly Kang, David Daniels and Maurice E. Schweitzer
Wharton School (University of Pennsylvania), Stanford Graduate School of Business and University of Pennsylvania - Operations & Information Management Department

Abstract:

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prosocial behavior; warm glow; prospect theory; financial markets

32.

Extreme Harm Demotivates Prosocial Behavior

Posted: 19 Feb 2020
Polly Kang, David Daniels and Maurice E. Schweitzer
Wharton School (University of Pennsylvania), Stanford Graduate School of Business and University of Pennsylvania - Operations & Information Management Department

Abstract:

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Prosocial behavior, Natural experiment, Big data

33.

Holding People Responsible for Ethical Violations: The Trust Benefits of Accusing Others

Vanderbilt Owen Graduate School of Management Research Paper No. 3028328
Posted: 30 Aug 2017
Jessica Kennedy and Maurice E. Schweitzer
Vanderbilt University - Organizational Behavior and University of Pennsylvania - Operations & Information Management Department

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Ethics; Ethical Violations; Accusations; Trust

34.

The Impression Management Benefits of Humorous Self-Disclosures: How Humor Influences Perceptions of Veracity

The Impression Management Benefits of Humorous Self-Disclosures: How Humor Influences Perceptions of Veracity. Organizational Behavior and Human Decision Processes 151C (2019) pp. 73-89
Posted: 03 Mar 2017 Last Revised: 01 Feb 2019
T. Bradford Bitterly and Maurice E. Schweitzer
University of Michigan and University of Pennsylvania - Operations & Information Management Department

Abstract:

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Humor; Disclosure; Impression management; Interpersonal perception; Communication; Truth

35.

Risky Business: When Humor Increases and Decreases Status

Journal of Personality and Social Psychology, Forthcoming
Posted: 09 Sep 2015 Last Revised: 28 Sep 2016
T. Bradford Bitterly, Alison Wood Brooks and Maurice E. Schweitzer
University of Michigan, University of Pennsylvania - Operations & Information Management Department and University of Pennsylvania - Operations & Information Management Department

Abstract:

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Status; Humor; Competence; Confidence; Interpersonal Perception; Power

36.

Bliss is Ignorance: The Interpersonal Costs of Being Very Happy

Posted: 20 Sep 2013
Alixandra Barasch, Emma Levine and Maurice E. Schweitzer
New York University, University of Chicago - Booth School of Business and University of Pennsylvania - Operations & Information Management Department

Abstract:

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emotion and social judgment, trait inferences, naiveté, conflict of interest

37.

How Monitoring Influences Trust: A Tale of Two Faces

Posted: 24 Jul 2012
Maurice E. Schweitzer and Teck Ho
University of Pennsylvania - Operations & Information Management Department and University of California, Berkeley - Haas School of Business

Abstract:

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trust, monitoring

38.

The Affect Deception Model: A Review of Deception in Negotiation and the Role of Emotion in Deception

Posted: 13 May 2012 Last Revised: 27 Aug 2015
Joseph Gaspar and Maurice E. Schweitzer
Rutgers University - Department of Management and Global Business and University of Pennsylvania - Operations & Information Management Department

Abstract:

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deception, lying, emotions, behavioral ethics, negotiations, trust

39.

Curtailing Deception: The Impact of Direct Questions on Lies and Omissions

International Journal of Conflict Management, Vol. 10, No. 3, pp. 225-248, July 1999
Posted: 07 Jan 2002
Maurice E. Schweitzer and Rachel T. A. Croson
University of Pennsylvania - Operations & Information Management Department and Michigan State University

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