Research Areas
Deception and trust; negotiations; behavioral decision research
Current Projects
The influence of emotions on trust; Trust recovery; Envy and unethical behavior
Representative Publications
(with J. Hershey and E. Bradlow)
"Promises and lies: Restoring violated trust." Organizational Behavior and Human Decision Processes 101(1), 1-19 (2006).
(with J. Dunn)
"Feeling and Believing: The Influence of Emotion on Trust." Journal of Personality and Social Psychology 88(6), 736-748 (2005).
(with L. Ordonez and B. Douma)
"Goal setting as a motivator of unethical behavior." Academy of Management Journal 47(3), 422-432 (2004).
Education
PhD, University of Pennsylvania, 1993; MA, University of Pennsylvania, 1991; BA, University of California, 1989
Career and Recent Professional Awards; Teaching Awards
Published in Academy of Management Best Paper Proceedings (with J. Dunn) “Too good to be trusted? Relative performance, envy and trust,” August 2004; Best Paper Award, Academy of Management: Conflict Management, published in Academy of Management Best Paper Proceedings,(with J. Dunn) "Feeling and Believing: The Influence of Emotion on Trust", August 2003; Published in Academy of Management Best Paper Proceedings, (with L. Ordonez and B. Douma) "The Dark Side of Goal Setting: The Role of Goals in Motivating Unethical Decision Making", August 2002; Nominated for the 2001 Dean Conley Article of the Year (with J. Kerr) "Bargaining under the Influence: The Role of Alcohol in Negotiations." Academy of Management Executive, 2000. David Hauck Award for Excellence in Teaching, (Undergraduate Division) 2002; Outstanding Teaching Award (Undergraduate Division), 2002; Whitney Award for Distinguished Undergraduate Teaching, 2000
Academic Positions Held
Wharton: 1998-present. Previous appointment: University of Miami
Professional Leadership 2005-2009
Associate Editor, Organizational Behavior and Human Decision Processes; Associate Editor, Negotiation and Conflict Management Research; Board Member, International Association for Conflict Management, 2003-2005; International Association for Conflict Management, Program Chair 2006
