Maurice E. Schweitzer

University of Pennsylvania - Operations & Information Management Department

Professor

Philadelphia, PA 19104

United States

SCHOLARLY PAPERS

46

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Top 2,690

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16,066

SSRN CITATIONS
Rank 7,727

SSRN RANKINGS

Top 7,727

in Total Papers Citations

79

CROSSREF CITATIONS

90

Scholarly Papers (46)

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
George Mason University - School of Business, University of Utah - Department of Marketing and University of Pennsylvania - Operations & Information Management Department
Downloads 4,490 (2,413)

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 1,829 (10,865)
Citation 18

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 1,460 (15,565)
Citation 4

Abstract:

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Loss Aversion, Behavioral Economics

4.

A Mega-Study of Text-Message Nudges Encouraging Patients to Get Vaccinated at their Pharmacy

Number of pages: 30 Posted: 19 Feb 2021 Last Revised: 24 May 2021
University of Pennsylvania - The Wharton School, University of Pennsylvania - Perelman School of Medicine, Department of Medicine, University of Pennsylvania, University of Pennsylvania, University of Pennsylvania, University of Pennsylvania - Operations & Information Management Department, University of Pennsylvania, University of Pennsylvania, University of California, Los Angeles (UCLA), Anderson School of Management, Students, University of California, Los Angeles (UCLA), Geisinger Health System, University of Pennsylvania, The Wharton School, Operations & Information Management Department, Students, Rutgers, The State University of New Jersey, Stanford University, University of California, Los Angeles (UCLA) - Anderson School of Management, Geisinger Health System, University of California, Los Angeles (UCLA) - Marketing Area, University of Pennsylvania, University of Pennsylvania - The Wharton School, Carnegie Mellon University, Northwestern University, Harvard University, The Wharton School, Geisinger Health System, Center for Translational Bioethics and Health Care Policy, University of Pennsylvania, University of Pennsylvania - Operations & Information Management Department, Geisinger Health System, Carnegie Mellon University, University of Arizona, Harvard University, University of Pennsylvania, Harvard Business School, University of Pennsylvania - The Wharton School, University of Pennsylvania - Perelman School of Medicine, University of Pennsylvania - Perelman School of Medicine, University of Hawaii at West O'ahu, University of Pennsylvania - Marketing Department, University of Pennsylvania - Perelman School of Medicine, Department of Medicine and University of Pennsylvania - Department of Psychology
Downloads 1,229 (20,248)

Abstract:

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vaccination, COVID-19, nudge, influenza, field experiment

5.

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 733 (42,188)

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

6.

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 669 (47,721)
Citation 6

Abstract:

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cheating, dishonesty, ethics, unethical behavior, affect

7.

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, The Hong Kong University of Science and Technology, Carnegie Mellon University, Tepper School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 588 (56,370)
Citation 2

Abstract:

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

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 510 (67,250)
Citation 1

Abstract:

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

9.

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 383 (94,617)
Citation 7

Abstract:

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

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 321 (115,385)

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Performance Expectations, Persistence, Quitting, Impression Management, Embarrassment

11.

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 295 (126,174)

Abstract:

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Anger, Emotions, Organizational Culture/Norms

12.

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 246 (151,943)
Citation 21

Abstract:

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Trust, deception, trust recovery

13.

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 229 (162,775)
Citation 2

Abstract:

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

14.

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 229 (162,775)
Citation 12

Abstract:

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deception, trust, experiments

15.

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 220 (169,141)
Citation 1

Abstract:

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16.

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 208 (178,298)

Abstract:

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17.

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 207 (179,097)

Abstract:

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

18.

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 204 (181,574)
Citation 4

Abstract:

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elastic justification, deception, ambiguity

19.

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 200 (184,983)
Citation 2

Abstract:

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Trust, monitoring, trust game

20.

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 194 (190,075)
Citation 2

Abstract:

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Trust, Ethics, Exploitation, Morality, Negotiations

21.

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

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 185 (198,349)
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 182 (201,186)
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 173 (210,205)
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 170 (213,407)
Citation 5

Abstract:

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Negotiation; Deception; Paltering; Risk; Lying

25.

The Economic and Interpersonal Consequences of Deflecting Direct Questions

Number of pages: 56 Posted: 03 Nov 2017
T. Bradford Bitterly and Maurice E. Schweitzer
The Hong Kong University of Science and Technology and University of Pennsylvania - Operations & Information Management Department
Downloads 166 (217,705)
Citation 2

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Deflection, Trust, Deception, Negotiation, Disclosure

26.

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 157 (228,313)

Abstract:

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

27.

Humor and Coping in a Pandemic

HKUST Business School Research Paper No. 2021-012
Number of pages: 30 Posted: 02 Feb 2021 Last Revised: 04 Jun 2021
T. Bradford Bitterly and Maurice E. Schweitzer
The Hong Kong University of Science and Technology and University of Pennsylvania - Operations & Information Management Department
Downloads 127 (270,050)

Abstract:

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humor, anxiety, emotion, COVID-19

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 100 (319,373)

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 95 (330,059)
Citation 1

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Stereotype Content Model, obesity, interpersonal affect

30.

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 95 (330,059)
Citation 4

Abstract:

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experience, decision making, learning

31.

Exponential Numeracy

Number of pages: 31 Posted: 11 Dec 2020
T. Bradford Bitterly, Eric VanEpps and Maurice E. Schweitzer
The Hong Kong University of Science and Technology, University of Utah - Department of Marketing and University of Pennsylvania - Operations & Information Management Department
Downloads 63 (417,665)

Abstract:

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Numeracy; Exponential Numeracy Scale; Forecasting; COVID-19

32.

Relational Concerns and the Economic Value of Negotiated Agreements

Number of pages: 43 Posted: 19 Aug 2019
Einav Hart and Maurice E. Schweitzer
George Mason University - School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 57 (438,581)

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

33.

To Reveal or Not to Reveal a Secret: Navigating the Conflict between Honesty and Loyalty

Number of pages: 43 Posted: 26 Apr 2021
Eric VanEpps, Einav Hart and Maurice E. Schweitzer
University of Utah - Department of Marketing, George Mason University - School of Business and University of Pennsylvania - Operations & Information Management Department
Downloads 31 (553,302)

Abstract:

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Secrets, Honesty, Loyalty, Disclosing information, Morality judgments

34.

Emotions and Control: The Importance of Valence

Number of pages: 70 Posted: 09 Dec 2020
T. Bradford Bitterly, Polly Kang and Maurice E. Schweitzer
The Hong Kong University of Science and Technology, Wharton School (University of Pennsylvania) and University of Pennsylvania - Operations & Information Management Department
Downloads 21 (615,991)

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Emotions, Valence, Power, Social Influence, Guilt-Proneness

35.

When Self-Serving Deception Seems Ethical

Posted: 14 Sep 2020
Polly Kang and Maurice E. Schweitzer
Wharton School (University of Pennsylvania) and University of Pennsylvania - Operations & Information Management Department

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negortiation, deception, emotion

36.

Predictability and the Logic of Perceived Appropriateness: How Expressed Emotions Influence Trust

Posted: 06 Aug 2020
Polly Kang and Maurice E. Schweitzer
Wharton School (University of Pennsylvania) and University of Pennsylvania - Operations & Information Management Department

Abstract:

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Trust, Emotions, Affect

37.

Warm Glow Gambles: How Risk Fundamentally Transforms Prosocial Behavior

Posted: 20 May 2020 Last Revised: 27 Feb 2021
Polly Kang, David Daniels and Maurice E. Schweitzer
Wharton School (University of Pennsylvania), National University of Singapore (NUS) and University of Pennsylvania - Operations & Information Management Department

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prosocial behavior; warm glow; prospect theory

38.

Do major disasters motivate prosocial behavior?

Posted: 19 Feb 2020 Last Revised: 03 Aug 2020
Polly Kang, David Daniels and Maurice E. Schweitzer
Wharton School (University of Pennsylvania), National University of Singapore (NUS) and University of Pennsylvania - Operations & Information Management Department

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Prosocial behavior, Natural experiment, Big data

39.

Getting Less: When Negotiating Harms Post-Agreement Performance

Posted: 20 Sep 2017
Einav Hart and Maurice E. Schweitzer
George Mason University - School of Business and University of Pennsylvania - Operations & Information Management Department

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negotiation, productivity, conflict, reciprocity

40.

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

41.

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
The Hong Kong University of Science and Technology and University of Pennsylvania - Operations & Information Management Department

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

42.

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
The Hong Kong University of Science and Technology, University of Pennsylvania - Operations & Information Management Department and University of Pennsylvania - Operations & Information Management Department

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

43.

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

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

44.

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

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trust, monitoring

45.

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

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

46.

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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