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Francesca Gino

Harvard Business School

Professor

Soldiers Field Road

Morgan 270C

Boston, MA 02163

United States

  • Harvard Business School

SCHOLARLY PAPERS

49

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39,122

CITATIONS
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Top 9,569

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45

Scholarly Papers (49)

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1.

Making Experience Count: The Role of Reflection in Individual Learning

Harvard Business School NOM Unit Working Paper No. 14-093, Harvard Business School Technology & Operations Mgt. Unit Working Paper No. 14-093, HEC Paris Research Paper No. SPE-2016-1181
Number of pages: 37 Posted: 26 Mar 2014 Last Revised: 05 Dec 2016
Giada Di Stefano, Francesca Gino, Gary P. Pisano and Bradley R. Staats
HEC Paris, Harvard Business School, Harvard Business School and University of North Carolina Kenan-Flagler Business School
Downloads 10,128 (100)

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learning, codification, knowledge, self-efficacy, causal ambiguity, field experiment

2.

When Psychological Closeness Creates Distance from One’s Moral Compass

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 21 May 2010
Francesca Gino and Adam D. Galinsky
Harvard Business School and Columbia Business School - Management
Downloads 2,973 (3,101)
Citation 1

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3.

Humblebragging: A Distinct – and Ineffective – Self-Presentation Strategy

Harvard Business School Marketing Unit Working Paper No. 15-080, Harvard Business School NOM Unit Working Paper No. 15-080
Number of pages: 77 Posted: 28 Apr 2017 Last Revised: 30 Aug 2017
Ovul Sezer, Francesca Gino and Michael I. Norton
Harvard University, Harvard Business School, Students, Harvard Business School and Harvard Business School - Marketing Unit
Downloads 2,293 (2,178)

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humblebragging, impression management, self-presentation, interpersonal perception, competence, liking, sincerity

4.

Handshaking Promotes Cooperative Dealmaking

Downloads 1,319 ( 12,613)

Handshaking Promotes Cooperative Dealmaking

Harvard Business School NOM Unit Working Paper No. 14-117, Harvard Business School Marketing Unit Working Paper No. 14-117
Number of pages: 36 Posted: 31 May 2014
Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
University of Chicago - Booth School of Business, University of Chicago - Booth School of Business, Harvard Business School and Harvard Business School - Marketing Unit
Downloads 1,126 (15,801)

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Handshake, Negotiation, Cooperation, Integrative, Distributive

Handshaking Promotes Cooperative Dealmaking

Number of pages: 35 Posted: 31 May 2014
Juliana Schroeder, Jane Risen, Francesca Gino and Michael I. Norton
University of Chicago - Booth School of Business, University of Chicago - Booth School of Business, Harvard Business School and Harvard Business School - Marketing Unit
Downloads 193 (142,284)

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Handshake, Negotiation, Cooperation, Integrative, Distributive

5.

Morality Rebooted: Exploring Simple Fixes to Our Moral Bugs

Harvard Business School NOM Unit Working Paper No. 14-105
Number of pages: 55 Posted: 23 Apr 2014
Ting Zhang, Francesca Gino and Max H. Bazerman
Harvard Business School, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 1,115 (12,894)

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corruption, dishonesty, unethical behavior, interventions, structure, values

6.

See No Evil: When We Overlook Other People's Unethical Behavior

Harvard Business School NOM Working Paper No. 08-045
Number of pages: 29 Posted: 03 Jan 2008 Last Revised: 05 Aug 2009
Francesca Gino, Don A. Moore and Max H. Bazerman
Harvard Business School, University of California, Berkeley - Haas School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 674 (23,900)
Citation 4

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7.

The Contaminating Effects of Building Instrumental Ties: How Networking Can Make Us Feel Dirty

Harvard Business School NOM Unit Working Paper No. 14-108
Number of pages: 53 Posted: 30 Apr 2014
Tiziana Casciaro, Francesca Gino and Maryam Kouchaki
University of Toronto, Harvard Business School and Northwestern Kellogg School of Management
Downloads 661 (24,556)

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Networking, Morality, Dirtiness, Power

8.

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 (27,853)
Citation 6

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

9.

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, London Business School, Harvard Business School and University of Pennsylvania - Operations & Information Management Department
Downloads 531 (38,715)

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cheating, dishonesty, ethics, unethical behavior, affect

10.

The Dark Side of Creativity: Original Thinkers Can Be More Dishonest

Harvard Business School NOM Unit Working Paper No. 11-064
Number of pages: 47 Posted: 12 Jan 2011
Francesca Gino and Dan Ariely
Harvard Business School and Duke University - Fuqua School of Business
Downloads 501 (39,253)
Citation 1

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creativity, creative thinking, dishonesty, intelligence, unethical behavior

11.

No Harm, No Foul: The Outcome Bias in Ethical Judgments

Harvard Business School NOM Working Paper No. 08-080
Number of pages: 52 Posted: 03 Mar 2008 Last Revised: 05 Aug 2009
Francesca Gino, Don A. Moore and Max H. Bazerman
Harvard Business School, University of California, Berkeley - Haas School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 499 (34,273)
Citation 5

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outcome bias, unethical behavior, judgment, ethical decision making

12.

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 (45,410)
Citation 2

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unethical behavior, envy, money, wealth, stealing

13.

Thick as Thieves? Dishonest Behavior and Egocentric Social Networks

Harvard Business School NOM Unit Working Paper No. 15-064
Number of pages: 28 Posted: 12 Feb 2015
Jooa Julia Lee, Dong Kyun Im, Bidhan L. Parmar and Francesca Gino
University of Michigan, Stephen M. Ross School of Business, University of Seoul, University of Virginia - Darden School of Business and Harvard Business School
Downloads 390 (53,954)

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social network structure; network density; dishonesty; ethics; self-affirmation

14.

Dishonest Deed, Clear Conscience: Self-Preservation Through Moral Disengagement and Motivated Forgetting

Harvard Business School NOM Unit Working Paper No. 09-078
Number of pages: 53 Posted: 08 Jan 2009 Last Revised: 14 Apr 2013
Lisa L. Shu, Francesca Gino and Max H. Bazerman
Harvard Business School, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 372 (66,237)
Citation 4

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dishonesty, ethics, ethics codes, moral disengagement, unethical behavior

15.

Dangerous Expectations: Breaking Rules to Resolve Cognitive Dissonance

Harvard Business School NOM Unit Working Paper No. 15-012
Number of pages: 42 Posted: 26 Aug 2014
Celia Moore, S. Wiley Wakeman and Francesca Gino
London Business School, London Business School and Harvard Business School
Downloads 353 (54,486)

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Rule breaking, Unethical Behavior, Expectancy Disconfirmation, Cognitive Dissonance, Misattribution

16.

Behavioral Causes of the Bullwhip Effect in a Single Echelon

Number of pages: 30 Posted: 01 Apr 2007
Francesca Gino, Robert J. Bloomfield and Susan Cohen Kulp
Harvard Business School, Cornell University - Samuel Curtis Johnson Graduate School of Management and George Washington University - Department of Accountancy
Downloads 334 (71,244)
Citation 1

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Behavioral Operations, Newsvendor Problem, Decision Biases, Durability, Time Lags, Demand Shock, Ordering Decisions, Inventory Management, Supply Chain Management

17.

Daily Horizons: Evidence of Narrow Bracketing in Judgment from 10 Years of MBA-Admission Interviews

Psychological Science, Forthcoming
Number of pages: 18 Posted: 31 May 2012
Uri Simonsohn and Francesca Gino
University of Pennsylvania - The Wharton School and Harvard Business School
Downloads 239 (96,706)

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Judgment, decision making, interviews, narrow bracketing, choice

18.

Nameless Harmless = Blameless: When Seemingly Irrelevant Factors Influence Judgment of (Un)ethical Behavior

Harvard Business School NOM Working Paper No. 09-020
Number of pages: 39 Posted: 20 Aug 2008 Last Revised: 14 Apr 2013
Francesca Gino, Lisa L. Shu and Max H. Bazerman
Harvard Business School, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 215 (121,377)
Citation 7

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ethics, identifiability, judgment, outcome bias, unethical behavior

19.

Bringing Ethics into Focus: How Regulatory Focus and Risk Preferences Influence (Un)ethical Behavior

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 20 May 2010
Francesca Gino and Joshua D. Margolis
Harvard Business School and Harvard University
Downloads 188 (123,559)

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20.

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 171 (158,819)
Citation 5

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

21.

Effects of Revealing Final Deadlines on Negotiation Outcomes

IACM 2007 Meetings Paper
Number of pages: 29 Posted: 05 Dec 2007
Francesca Gino and Don A. Moore
Harvard Business School and University of California, Berkeley - Haas School of Business
Downloads 168 (136,966)

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Social prediction, Negotiation, Time pressure, Deadlines

22.

Driven by Social Comparisons: How Feedback about Coworkers’ Effort Influences Individual Productivity

Harvard Business School NOM Unit Working Paper No. 11-078
Number of pages: 36 Posted: 07 Feb 2011
Francesca Gino and Bradley R. Staats
Harvard Business School and University of North Carolina Kenan-Flagler Business School
Downloads 164 (104,473)

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Feedback, Framing, Learning, Motivation, Persistence, Productivity, Social comparison

23.

Correspondence Bias in Performance Evaluation: Why Grade Inflation Works

Number of pages: 43 Posted: 24 May 2005
Francesca Gino, Don A. Moore, Samuel A. Swift and Zachariah S. Sharek
Harvard Business School, University of California, Berkeley - Haas School of Business, Carnegie Mellon University and Carnegie Mellon University
Downloads 149 (163,827)
Citation 1

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correspondence bias, grade inflation, admissions decisions

24.

Dynamically Integrating Knowledge in Teams: Transforming Resources into Performance

Academy of Management Journal, 55:998-1022
Number of pages: 56 Posted: 23 Nov 2011 Last Revised: 08 Apr 2013
Heidi K. Gardner, Francesca Gino and Bradley R. Staats
Harvard Law School, Harvard Business School and University of North Carolina Kenan-Flagler Business School
Downloads 92 (188,055)
Citation 2

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25.

Specialization and Variety in Repetitive Tasks: Evidence from a Japanese Bank

Harvard Business School NOM Unit Working Paper No. 11-015
Number of pages: 34 Posted: 18 Aug 2010 Last Revised: 22 Sep 2012
Bradley R. Staats and Francesca Gino
University of North Carolina Kenan-Flagler Business School and Harvard Business School
Downloads 91 (229,129)
Citation 5

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Job Design, Learning, Productivity, Specialization, Turnover, Variety, Work Fragmentation

26.

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
Todd Rogers, Richard J. Zeckhauser, Francesca Gino, Maurice E. Schweitzer and Michael I. Norton
Harvard University - Harvard Kennedy School (HKS), Harvard University - Harvard Kennedy School (HKS), Harvard Business School, University of Pennsylvania - Operations & Information Management Department and Harvard Business School - Marketing Unit
Downloads 66 (175,719)

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Negotiation; Deception; Paltering; Risk; Lying

27.

Envy and Interpersonal Corruption: Social Comparison Processes and Unethical Behavior in Organizations

Edmond J. Safra Working Papers, No. 67
Number of pages: 43 Posted: 12 Jun 2015
Jooa Julia Lee and Francesca Gino
University of Michigan, Stephen M. Ross School of Business and Harvard Business School
Downloads 58 (150,979)

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Institutional corruption, unethical behavior, cheating, envy, social comparison, interpersonal corruption

28.

Blinded by Experience: Prior Experience, Negative News and Belief Updating

Harvard Business School NOM Unit Working Paper No. 16-015
Number of pages: 37 Posted: 12 Aug 2015
Bradley R. Staats, Diwas Singh KC and Francesca Gino
University of North Carolina Kenan-Flagler Business School, Emory University - Goizueta Business School and Harvard Business School
Downloads 35 (216,240)

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Behavioral Operations, Egocentric Bias, Experience, Healthcare Operations

29.

When Doing Good Is Bad in Gift Giving: Mis-Predicting Appreciation of Socially Responsible Gifts

Organizational Behavior and Human Decision Processes, Vol. 131, pp. 178-189, November 2015
Number of pages: 12 Posted: 09 Jul 2015 Last Revised: 02 Jun 2016
Lisa A. Cavanaugh, Francesca Gino and Gavan J. Fitzsimons
University of Southern California - Marshall School of Business, Harvard Business School and Duke University - Fuqua School of Business
Downloads 9 (208,303)

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Gifts, Gift giving, Donations, Social responsibility, Ethical decision making, Appreciation, Mis-prediction

30.

The Energizing Nature of Work Engagement: Toward a New Need-Based Theory of Work Motivation

Green, Paul, Eli Finkel, Grainne Fitzsimons, and Francesca Gino. "The Energizing Nature of Work Engagement: Toward a New Need-Based Theory of Work Motivation." Research in Organizational Behavior 37 (2017): 1–18.,
Number of pages: 63 Posted: 01 Feb 2018
Paul Green, Eli Finkel, Grainne Fitzsimons and Francesca Gino
Harvard Business School, Northwestern University - Department of Psychology, University of Waterloo and Harvard Business School
Downloads 0 (483,565)

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needs, motivation, work engagement, disengagement, authenticity, self-expression

31.

Shopping for Confirmation: How Disconfirming Feedback Shapes Social Networks

Harvard Business School NOM Unit Working Paper No. 18-028
Number of pages: 68 Posted: 20 Sep 2017
Paul Green, Francesca Gino and Bradley R. Staats
Harvard Business School, Harvard Business School and University of North Carolina Kenan-Flagler Business School
Downloads 0 (323,201)

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Developmental feedback, Self-concept, Positive illusions, Social network, Threat

32.

Task Selection and Workload: A Focus on Completing Easy Tasks Hurts Long-Term Performance

Harvard Business School NOM Unit Working Paper No. 17-112, Kenan Institute of Private Enterprise Research Paper No. 18-6
Number of pages: 36 Posted: 27 Jun 2017
Diwas Singh KC, Bradley R. Staats, Maryam Kouchaki and Francesca Gino
Emory University - Goizueta Business School, University of North Carolina Kenan-Flagler Business School, Northwestern Kellogg School of Management and Harvard Business School
Downloads 0 (180,690)

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Healthcare, Knowledge Work, Decision Making, Discretion, Workload

33.

Seeking to Belong: How the Words of Internal and External Beneficiaries Influence Performance

Harvard Business School NOM Unit Working Paper No. 17-073, Harvard PON Working Paper
Number of pages: 54 Posted: 06 Feb 2017
Paul Green, Francesca Gino and Bradley R. Staats
Harvard Business School, Harvard Business School and University of North Carolina Kenan-Flagler Business School
Downloads 0 (197,105)

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Prosocial motivation, belongingness, motivation, job design, field experiment

34.

The Microstructure of Work: How Unexpected Breaks Let You Rest, But Not Lose Focus

Harvard Business School NOM Unit Working Paper No. 17-058
Number of pages: 53 Posted: 22 Dec 2016
Pradeep Pendem, Paul Green, Bradley R. Staats and Francesca Gino
University of North Carolina (UNC) at Chapel Hill - Operations Area, Harvard Business School, University of North Carolina Kenan-Flagler Business School and Harvard Business School
Downloads 0 (170,997)

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Breaks, Productivity, Attention, Workload, Harvesting

35.

When novel rituals impact intergroup bias: Evidence from economic games and neurophysiology

Number of pages: 43 Posted: 08 Sep 2016 Last Revised: 27 Mar 2017
Nicholas Hobson, Francesca Gino, Michael I. Norton and Michael Inzlicht
University of Toronto, Harvard Business School, Harvard Business School - Marketing Unit and University of Toronto
Downloads 0 (218,956)

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Ritual; Intergroup Dynamics; Intergroup Bias; Cooperation; Neural Reward Processing

36.

Preparing the Self for Team Entry: How Relational Affirmation Improves Team Performance

Harvard Business School NOM Unit Working Paper No. 16-111
Number of pages: 55 Posted: 23 Mar 2016
Jooa Julia Lee, Francesca Gino, Daniel Cable and Bradley R. Staats
University of Michigan, Stephen M. Ross School of Business, Harvard Business School, London Business School and University of North Carolina Kenan-Flagler Business School
Downloads 0 (118,804)

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relational self-affirmation; team entry; team creative performance; information exchange; social worth.

37.

Commuting as Role Transitions: How Trait Self-Control and Work-related Prospection Offset Negative Effects of Lengthy Commutes

Harvard Business School NOM Unit Working Paper No. 16-077, Columbia Business School Research Paper No. 16-7
Number of pages: 55 Posted: 14 Jan 2016 Last Revised: 20 May 2017
Jon Jachimowicz, Jooa Julia Lee, Bradley R. Staats, Jochen Menges and Francesca Gino
Columbia University - Columbia Business School, University of Michigan, Stephen M. Ross School of Business, University of North Carolina Kenan-Flagler Business School, WHU - Otto Beisheim School of Management and Harvard Business School
Downloads 0 (85,902)

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Commuting, Role Transition, Boundary Work, Job Satisfaction

38.

Expressive Effects of Ethical Codes: An Experimental Survey of U.S Employees' Interpretation, Understanding and Implementation of Institutional Ethical Policies

Inequality, Trust and Ethics Conference: London 2015
Posted: 18 May 2015 Last Revised: 25 Dec 2015
Maryam Kouchaki, Yuval Feldman and Francesca Gino
Northwestern Kellogg School of Management, Bar-Ilan University - Faculty of Law and Harvard Business School

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39.

'Be Careless with That!' Availability of Product Upgrades Increases Cavalier Behavior Toward Possessions

Harvard Business School NOM Unit Working Paper No. 15-077
Posted: 08 Apr 2015
Silvia Bellezza, Joshua Ackerman and Francesca Gino
Harvard Business School - Marketing Unit, University of Michigan at Ann Arbor and Harvard Business School

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carelessness, product upgrade, ownership, justification

40.

Behavioral Ethics: Toward a Deeper Understanding of Moral Judgment and Dishonesty

Annual Review of Law and Social Science, Vol. 8, pp. 85-104, 2012
Posted: 31 Oct 2012
Max H. Bazerman and Francesca Gino
Harvard Business School - Negotiations, Organizations and Markets Unit and Harvard Business School

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41.

Signing at the Beginning Makes Ethics Salient and Decreases Dishonest Self-Reports in Comparison to Signing at the End

Shu, Lisa L., Nina Mazar, Francesca Gino, Dan Ariely, and Max H. Bazerman (2012), Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end, Proceedings of the National Academy of Sciences, 109 (38), 15197-15200.
Posted: 30 Aug 2012 Last Revised: 28 May 2013
Lisa L. Shu, Nina Mazar, Francesca Gino, Dan Ariely and Max H. Bazerman
Harvard Business School, Boston University - Questrom School of Business, Harvard Business School, Duke University - Fuqua School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit

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ethics, signature, honesty, cheating, morality, nudge, policy-making, fraud

42.

Poles Apart on PZU (C)

Downloads 0 (601,812)

Poles Apart on PZU (C)

Harvard Business School NOM Unit Case No. 912-015
Posted: 09 Apr 2012
Francesca Gino, Vincent Dessain, Karol Misztal and Michael Khayyat
Harvard Business School, Harvard Business School - Finance Unit; European Research Center, Harvard Business School and Harvard University

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Poles Apart on PZU (B)

Harvard Business School NOM Unit Case No. 912-014
Posted: 09 Apr 2012
Francesca Gino, Vincent Dessain, Karol Misztal and Michael Khayyat
Harvard Business School, Harvard Business School - Finance Unit; European Research Center, Harvard Business School and Harvard University

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Poles Apart on PZU (A)

Harvard Business School NOM Unit Case No. 912-013
Posted: 09 Apr 2012
Francesca Gino, Vincent Dessain, Karol Misztal and Michael Khayyat
Harvard Business School, Harvard Business School - Finance Unit; European Research Center, Harvard Business School and Harvard University

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43.

Fiji versus FIJI: Negotiating Over Water

Harvard Business School NOM Unit Case No. 912-030
Posted: 05 Apr 2012
Francesca Gino, Michael W. Toffel and Stephanie van Sice
Harvard Business School, Harvard Business School and Harvard Business School

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44.

Samasource: Give Work, Not Aid

Harvard Business School NOM Unit Case No. 912-011, UNC Kenan-Flagler Research Paper No. 2013-12
Posted: 01 Mar 2012 Last Revised: 12 Mar 2013
Francesca Gino and Bradley R. Staats
Harvard Business School and University of North Carolina Kenan-Flagler Business School

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45.

FIJI Water: Carbon Negative?

Harvard Business School Technology & Operations Mgt. Unit Case No. 611-049
Posted: 01 Mar 2012
Francesca Gino, Michael W. Toffel and Stephanie van Sice
Harvard Business School, Harvard Business School and Harvard Business School

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46.

The Future of Biopasteur

Harvard Business School Strategy Unit Case No. 711-508
Posted: 28 Feb 2012
Giovanni Gavetti and Francesca Gino
Dartmouth College - Tuck School of Business and Harvard Business School

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47.

The Future of Biopasteur - Supplement

Harvard Business School Strategy Unit Case No. 711-509
Posted: 28 Feb 2012
Giovanni Gavetti and Francesca Gino
Dartmouth College - Tuck School of Business and Harvard Business School

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48.

Biopasteur: Instructions for the Group Discussion

Harvard Business School Strategy Unit Case No. 711-510
Posted: 28 Feb 2012
Giovanni Gavetti and Francesca Gino
Dartmouth College - Tuck School of Business and Harvard Business School

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49.

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 Business School

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