Отвлекающие факторы, или Почему наши планы идут под откос

Gino Francesca. Do We Listen to Advice Just Because We Paid for It? The Impact of Advice Cost on Its Use, Organizational Behavior and Human Decision Processes 107 (2008). P. 234–245.

Gino Francesca and Don A. Moore. Effects of Task Difficulty on Use of Advice//Journal of Behavioral Decision Making. 20. 2007. P. 21–35.

Tost Leigh Plunkett, Francesca Gino and Richard P. Larrick. Power, Competitiveness, and Advice Taking: Why the Powerful Don’t Listen. Organizational Behavior and Human Decision Processes. 117. 2012. P. 53–65.

Дополнительное чтение:

Arkes Hal R., Catherine Blumer. The Psychology of Sunk Cost, Organizational Behavior and Human Decision Processes. 35. 1985. P. 124–140.

Moore Don A., Tai Gyu Kim. Myopic Social Prediction and the Solo Comparison Effect//Journal of Personality and Social Psychology. 85. 2003. 1121–1135.

Yaniv Ilan, Eli Kleinberger. Advice Taking in Decision Making: Egocentric Discounting and Reputation Formation, Organizational Behavior and Human Decision Processes. 83. 2000. 26. P. 281.

Глава 2

Gino Francesca, Alison Wood Brooks, Maurice E. Schweitzer. Anxiety, Advice, and the Ability to Discern: Feeling Anxious Motivates Individuals to Seek and Use Advice//Journal ofPersonality and Social Psychology. 102. 2012. P. 497–512.

Gino Francesca, Maurice E. Schweitze. Blinded by Anger or Feeling the Love: How Emotions Influence Advice Taking//Journal of Applied Psychology. 93. 2008. P. 1165–1173.

Gino Francesca, Maurice E. Schweitzer. Seeing and Believing: How Expressed Emotions Influence Trust and Advice Taking. 2011.

Grant Adam M., Francesca Gino. A Little Thanks Goes a Long Way: Explaining Why Gratitude Expressions Motivate Prosocial Behavior// Journal of Personality and Social Psychology. 98. 2010. P. 946–955.

Дополнительное чтение:

Mattes Kyle, Michael Spezio, Hackjin Kim, Alexander Todorov, Ralph Adolphs, R. Michael Alvarez. Predicting Election Outcomes from Positive and Negative Trait Assessments of Candidate Images//Political Psychology. 31. 2010. P. 41–58.

Schwarz Norbert, Gerald L. Clore. Mood, Misattribution, and Judgments of Well-Being: Informative and Directive Functions of Affective States// Journal of Personality and Social Psychology. 45. 1983. P. 513–523.

Wiltermuth Scott S., Larissa Z. Tiedens Incidental Anger and the Desire to Evaluate. Organizational Behavior and Human Decision Processes. 116. 2011. P. 55–65.

Глава 3

Gino Francesca, Max H. Bazerman. When Misconduct Goes Unnoticed: The Acceptability of Gradual Erosion in Others’ Unethical Behavior//Journal of Experimental Social Psychology. 45. 2009. P. 708–719.

Gino Francesca, Don A. Moore. Why. Negotiators Should Reveal Their Deadlines: Disclosing Weaknesses Can Make You Stronger//Negotiation and Conflict Management Research. 1. 2008a. P. 77–96.

Gino Francesca, Don A. Moore. Using Final Deadlines Strategically in Negotiation//Negotiation and Conflict Management Research. 1. 2008b. P. 371–389.

Дополнительное чтение:

Kruger Justin, Nicholas Epley, Jason Parker, Zhi-Wen Ng. Egocentrism Over E-Mail: Can We Communicate as Well as We Think?//Journal of Personality and Social Psychology. 89. 2005. P. 925–936.

Глава 4

Brooks Alison Wood, Francesca Gino, Maurice E. Schweitzer. Smart People Ask for (My) Advice: The Surprising Benefits of Advice Seeking. (готовится к публикации).

Cavanaugh Lisa A., Francesca Gino, Gavan J. Fitzsimons Mirror… Mirror on the Wall, Who’s the Greenest Giver of Them All? Understanding When and Why Men and Women Gift Ethically Made Products//Paper presented at the Association for Consumer Research Annual Conference. Pittsburgh, PA, October, 2009. P. 22–25.

Cavanaugh, Lisa A., Francesca Gino, and Gavan J. Fitzsimons. When Going Good Is Bad for You: Effects of Socially Responsible Gifts on Recipients’ Appreciation (готовится к публикации), 2011.

Gino Francesca, Francis J. Flynn Give. Them What They Want: The Benefits of Explicitness in Gift Exchange//Journal of Experimental Social Psychology. 47. 2011. P. 915–922.

Дополнительное чтение: