Research Findings

Introducing New Products Researchers examine the Social Factors Theory of new product adoption and learn new rules for its use. Interfering with Ill Will Researchers examine supervisors who are skilled at offering justifications to disrupt feelings of being wronged. Improving Performance of Sales Reps Researchers resolve a contradiction between two theories involving goal difficulty. Women, Dominance, Competence, and Influence Research compares two explanations for influence in mixed gender task groups. Target on Your Back Research probes deep-seeded fears of embodied threats which can be aroused in our employees Witnesses to Abuse Research explores customer reactions to employee abuse. A Social Media Horror Story An example of emotional blindness harming an organization. Ad Reactance / Assaulted by Stereotypes Research explores one response to ad reactance. Selling Happiness New research reveals a missed opportunity. Surrender or Adapt Researcher suggests adapting to technological realities. Scraps of Meaning Researcher follows mediators and learns lessons for reducing negative emotions and resolving conflicts. Why Do I Do This? Research reveals typical career paths for people with a calling. Vulnerable Research reveals stereotype threat as an important impediment to learning. Happy: Vivid or Authentic? New research reveals differences in customer reactions to happy clerks. Customer Service Failure New findings help customer service employees keep control. Kicking the Dog Research explores the incidence of incivility at work. Matching Values Research discovers a new solution to the problem of employee misfits. Employee Flourishing Research discovers a new way to promote employee flourishing. Collecting Stories New research illuminates the transformation of consumer products into necessities. Provoking Novel Solutions Research discovers the value of a scarcity mindset. Flattery Will Get You . . . New research discovers a cure for the ingratiator's dilemma. That Little Competitive Edge Researchers explore a halo effect in product comparisons. The Failure Trap New research displays the futility of scapegoating. Product Positioning New research suggests new rules to align products with thinking preferences in purchase decisions. To Buy or Not to Buy New research explores the influence of self-view on purchasing decisions. Grumpy in the Afternoon Research explains a common occurrence in organizational life. Surrender, Double-down, or Transform Research discovers a pattern business founders should know. Keeping the Peace Research reveals new ways to manage values conflicts among employees. Leadership and Gender New findings offer a disturbing conclusion. The Right Pitch Research reveals a common retailing mistake when customers are feeling a loss of control. Servant Leadership Research reveals when and how servant leadership works. Fun at Work New finding points to improved customer experience. Bullying at Work New understandings of workplace bullying emerge from recent research. Attitude Researcher discovers one emotion employees can't conceal. Stress New research demonstrates a simple way to relieve the negative effects of work stress. The Experience of Power New research reveals two problems that come with power. Closing, Closing, and Closing Research offers new guidance for an old sales technique. What Are We Measuring? Selection tests are examined with some surprising findings. Mood-Altering Supervision Research discovers a way to influence other's moods. Starting a New Business Research arrives at a surprising conclusion. Avoiding Your Supervisor New research reveals a problem. What Not to Do New research focuses on the negative, but it does provide insights for managers. Temper, Temper New research reveals a way to reduce anger and aggression. Managing Failure New research offers guidance to managers when their people must work through failure. Blind in One Eye Research reveals the causes of a problem we share with our employees. Following Gender Rules for Talking, or Not New research reveals communication rules and their effect. To Hire the Right Person New research gives guidance for employment interviews. Selling Skill-based Products New research offers guidelines for sellers of skill-based products. Gratitude 101 Research offers new guidelines for an old rule. Do I Have Your Attention? Research offers advice for business owners. Dirty Work and Turnover Recent finding offers a new strategy for a difficult problem. Solving a Gift-Giving Dilemma New research offers a solution to a common customer problem. In the Presence of Power New research exposes a thought process that stifles employee contributions. Working Self Concept New findings in a business setting confirm the tactics of our parents. Customer Sabotage New research explores the causes of customer sabotage by service employees. To Lead a Group New research offers guidance to supervisors in their leadership roles. Looking at Chests New research points to performance costs for a common interpersonal behavior. To Resist a Power Stereotype New research reveals resistance to stereotypes in some organizations. In Times of Great Distress Research reveals a new strategy to help struggling employees. The Dumbest Mistakes New research offers a strategy to reduce mistakes. Bargaining With Men New research sheds a fresh light on negotiating between genders. Rousing the Troops Research reveals a surprising way supervisors can stimulate employee vigor. Change Your Mind, Please! New findings in preference reversal research. The Persuasiveness of Uncertainty In three experiments, Karmarkar studied three elements of a typical consumer persuasive message. Deviance and Self-Esteem New research solves a puzzle and offers a new way to reduce deviant acts. To Provoke Cooperation A group of studies sheds light on leadership effectiveness. The Mating Mindset New research increases our understanding of risk tolerance. The Irony of Punishment New research measures the impact of reward and punishment. Ability, Permission, and Profit New research explores customer service performance and profit outcomes. For Safety Sake A review of 20 years of safety research leads to 3 recommendations. Going to the Extreme School study has broad implications for the workplace. Strengthening the Core Recent findings offer a new way to stimulate performance. Involving Family in the Business, or Not New research reveals both opportunity and danger. Knowledge Intensive Service Research reveals an emphasis in service that strongly impacts customer satisfaction. Overqualified: In or Out? Research demonstrates new solutions to an old problem. Fairness Rules Research reveals new ways to influence employee perceptions of fairness. Present at the Birth New research reveals the origin of strong preferences. Shut Up For Good Research discovers factors that stifle improvement suggestions from supervisors. More Variety Please Discoveries concerning customer perceptions of variety offer business owners a new choice. Thieving New research explores the role of anticipation in impulse control. Abusive Supervision Research explores ways to derail the negative impact of abusive supervision. A Curse and a Blessing Researcher explores reactions to advanced technology. The Path to Preference New research examines the effect of correct product framing. The Language of Buyers New research examines the effect of correct product framing. The Persuasive Role of Mimicry Researchers discover a surprising potency in a simple action. The Tightwad Scale Researcher explores tightwads, spendthrifts, ways to identify them, and ways to modify their behavior. Emotional Regulation on the Job New research explores the need to control emotions on the job and the costs of doing so. The Contribution of Bad Moods Research discovers a contribution that negative moods can make and reveals ways to tap it. Turning up the Heat New research reveals what happens when we increase job stress. Creating Legitimacy New research explores how entrepreneurs mold perceptions to acquire resources for their businesses. The Unforgiving New research sheds light on persistently irritable employees. To Be Well-liked Researcher gains valuable insights into ingratiation as a social influence tactic. Thwarted Desire Researcher investigates disappointment and discovers a new direction of causality. The Perfect Predictor Researcher explores the limits of attention blocking. Getting in the Way Researcher explores client sexual harassment. What Matters? Research tests a performance appraisal improvement. Selling With Stories New Research explores the use of self-referencing within the context of stories. To Normalize Dirty Work New research describes how managers help employees feel good about stigmatized jobs. Emotional Intelligence New findings in emotional intelligence point to uses in the workplace. Helping, or Not Helping New findings challenge a long-held belief about the contribution of our best employees. Loafing on the Job New research helps explain loafing in work groups and offers guidance on how to reduce it. Restoring Trust New research offers guidance to business owners who have lost the trust of their customers. Workplace Feuds A new finding offers a way to prevent feuds from taking root. No Shirt, No Shoes, No Fat People Research reveals a way to overcome a triggering mechanism for the expression of prejudice. Encouraging Deviance New research measures an impact supervisors do not want to have. Making Sure Training. Can they learn it? Will they use it? Does it work? Will it prevail in competition? Cutthroat Cooperation New finding provides guidance for improving compensation systems. Something from Nothing Researcher discovers the dark side of "making do." After Event Reviews Researcher modifies a review technique and explores its value. Purchasing and Self Identity New research reveals important connections between purchasing behavior and managing one’s self-identity. The Chain of Performance Improvement Recent experiments reveal best practices in providing performance feedback. Loyal Customers New research explores identification as a basis for loyalty and makes a provocative claim. Creativity and Service Research reveals new understandings of creativity and adherence to standard procedures in a service setting. Cooperation or Competition? New research reveals a natural process that we can encourage that will help people work together. Broken Promises New research reveals how to correct a common employee disappointment. What Does it Mean? Research explores the effect of sensemaking on action. Deciding with Your Emotions New research reveals a weakness in decision making. One of the Guys New research finds an antidote for the doubt and suspicion that sometimes greets new supervisors. Turover and Performance New research explores links between turnover and performance and discovers new ways to influence both. In the Aid of Empathy Researcher explores customer emotions as they make purchases. What he learned will help salespeople be more empathetic. Mood and Persuasion Research reveals an unexpected influence of mood on the acquisition of attitudes. Trust and Business Success New research explores factors important in business success. Punishment for Success New research reveals how to correct a common employee disappointment. Negative Customers Research demonstrates the impact of negative customers on service delivery. Mistreatment at Work Research refutes a common fear of using a grievance system. Giving Instructions Recent research in goal setting gives supervisors new insights when making assignments. An Antidote for Strain New research into job stress reveals a skill that protects people from suffering strain. A Test for Resisting Change New research offers an explanation for resistance to change that troubles some people. Increased Attention for Work Researcher finds a therapeutic exercise that frees attention, promotes mental health, and improves performance. Crowded Lives A new life-management model offers guidance for people with crowded lives. The Fine Points of Cohesion Researcher explores the link between close knit work groups and performance. Losing Control Researcher discovers a surprising effect when changes are introduced. The Question of Fit Recent finding challenges a long-standing tenet of hiring. Explaining Disappointment New research points to a physiological explanation for the disappointment that follows rewards. Managing Snapshot Feedback Research explores the role employees play in controlling supervisors' informal feedback. The Pain of Deciding Research reveals feelings aroused by the act of deciding and explores their impact. Fooling Us in the Interview Research reveals a type of interview question that prompts favor seeking answers. Unconscious Mind Sets Research reveals new understandings of how we make decisions. Don't Use the Telephone! New research reveals the weakness of using the phone to try to reach agreements. When the Going Gets Tough Recent findings about human performance reveal new ways supervisors can help their best employees. The Contribution of Social Regard Research reveals a contribution to customer satisfaction that can exceed the core service. Running on Three Cylinders Research discovers a superior technique for managing important meetings. The Psychology of Giving Up Researcher discovers two reasons managers give up on improvement efforts. Emotional Eavesdropping New research reveals a skill that burdens supervisors and lowers their performance. Supporting Customer Service A simple, supportive practice demonstrates a profound impact. The Tall Poppy Syndrome Researcher explores the destructive action of envy in the workplace. The Social Costs of Seeking Help New research reveals two ways to reduce social costs for people seeking help. Emotional Balancing New research reveals the emotional needs of two groups that must be met for rapid change to occur. Reducing Mistakes Researcher discovers problems in our perceptions of our progress toward goals. Acting Out at Work Researcher explores the link between emotions and actions at work. Maintaining Championship Performance Researcher explores the factors that lead to sustained competitive advantage. Fitting In Research reveals new ways managers can help new employees "fit in." Goal Priming Works! New research in customer psychology reveals ways to be more persuasive. Self-Regulation Researcher explores the impact on performance of three, common, self-regulation attitudes. Real Men and Shopping A new study offers suggestions to attract and retain male customers in retail settings. Real Job Effectiveness New research reveals a problem we create for ourselves. Certification Contests New research discovers an overlooked factor that contributes to business survival. Helping People Embrace Change Research discovers ways leaders can help employees make change. Good Money After Bad Research reveals three ways to correct the urge to risk too much. The Second Half Research reveals a mid-point intervention that doubles the productivity of task groups. Loving the Work Research reveals the best choices in giving employees performance feedback. Competition Counts Research reveals industry conditions that favor new businesses. The Happy Worker Research corrects a mistake and rediscovers a long-lost principle. Group Memory Research reveals the benefits of group memory and ways managers can use it. Comparison Advertising Research settles the question of the effectiveness of comparison ads. Bad Advice Research reveals ways to improve decisions by improving the advice we receive. Learning and Forgetting A careful balance of learning and forgetting leads to improved performance. The Endowment Effect Research investigates a thinking pattern that affects decisions. Business Planning and Performance Researcher explores business planning and finds relationships with success. An Improved Reformed-Sinner Strategy Researcher discovers the best pattern of force and problem solving that resolves conflicts. Employee Assertiveness and Manager Performance Research discovers a new benefit of assertive employee behavior. Capturing the Essence of Performance Researcher demonstrates an improved performance appraisal system. Sharing the Wealth Researcher investigates the effects of two popular pay plans on performance. Outstanding Problem Solvers Research identifies several thought processes of high performers. The Second Law of Bureaucracy Researcher explores rule-making in business. Variety for Sale = Mass Confusion A marketing strategy with a flaw and a research study that reveals how to correct it. Improving Morale A simple plan with a big payoff. Humor in Product Ads Researcher finds an interaction effect that can spoil ads. Repeating Ads Bad news for a common advertising tactic. Decoys and Market Share Researcher explores the limits of a new marketing tactic. Organizational Politics Research reveals that molding values corrects the damage of politics. Secretarial "Bitching" Research provides a better understanding of complaining. Performance and Age of the Firm Researcher learns of tradeoffs in business strategy and their effects on performance. Skill-Based Pay A new pay plan reveals a remarkable impact. Price Framing and Purchase Intentions Research explores the interactions of price framing and couponing. Loyal Customers Research reveals a vulnerability and an opportunity. Framing Techniques in Print Ads Researcher explores the effects of combining framing techniques in a single print ad. Predicting Sales Performance Research examines 129 studies searching for patterns that predict sales success. Lowering Expectations Research reveals a technique that improves the adjustment of new employees. The Shifting Sands of Customer Preferences Research reveals yet another principle to guide business owners. Customer Loyalty Researcher discovers some new connections that impact customer loyalty. Culture Clash An analysis of cultural traits explains differences in conflict resolution strategies. Listening Posts A new finding reveals an old management principle at work in customer service settings. Making it Simple Research highlights the need to help people translate intentions into actions. The Status Quo Bias Research explores the status quo bias and reveals a way to overcome it. One Person as a Time High quality relationships reveal striking benefits. Just-Because Gifts Researcher explores gift-giving and finds new markets retailers can explore. Tough Times Make Tough Bosses A simple precaution saves much misery when managers must deliver bad news. A Cure for Fixed-Sum Reasoning Researcher demonstrates a surprising antidote for fixed-sum reasoning. Cooperative Business Ventures Researcher explores the practice of cooperation between firms. Effective Customer Service New research identifies crucial factors in establishing effective customer relationships. Fighting at Work Researcher explores workplace conflict and finds ways to manage it. Every Day Low Pricing Research explores the merits and demerits of every-day-low-pricing. Creating Memories Researcher demonstrates a way to create positive, enduring attitudes with product ads that receive only minimal attention. Hurt on the Job Research reveals ways we can make workplaces safer. Helping Customers "Get Along" Research reveals damage to customer satisfaction inflicted by other customers and offers suggestions for improvement. Improving Memory A new mental exercise improves memory and displays benefits for managers and employees. Slacking Off Researcher discovers ways to structure work that discourage loafing. Firing Employees is No Fun! Research reveals new insights into performance feedback. A Matter of Trust Researcher discovers a connection between initial trust and later job performance. Buying Customers Researchers find a problem with entertainment promotions and suggest a way to correct it. Leveraging Brains Researchers discover a company that has perfected group brainstorming. Effective Price Cues Researchers resolve questions surrounding reference prices and provide guidance for retailers. Passing the Torch Researchers find reasons for concern in a study comparing CEO succession in family and nonfamily firms. How Long Should You Give Them? Researchers study demonstration periods and discover a way to calculate the optimum length for any product. Supervisors Who Notice New research offers a way to help supervisors and reveals a mistake we can correct. Constructive Conflict Researchers explore the factors that encourage both destructive and constructive conflict. Managing Customer Complaints Researchers discover new connections between dissatisfaction and complaining. Team-Based Management Researchers examine a new management system and discover its warts. Self-Managed Teams Researchers explore the factors that make work teams successful when they manage themselves. Funny Ads An Investigation into humor reveals a new factor that helps explain its affect on advertising response. The Heart of the Pep Talk Researchers demonstrate performance benefits for preparatory information in high stress settings. Performance Review Effectiveness Researchers find surprising results when comparing survey results across several cultures. Emphasizing the Negative Research demonstrates new principles of group decision making that will change persuasion tactics. Keeping the Fire Alive New understandings of motivation stimulate performance even if it's already good. Mothers in Need An in-depth examination of working mothers reveals insights that should help us design products to meet their needs. Managing Core Incompetencies Simple rules and administrative habits display a destructive impact on the development of new projects. The Lost Customer Dilemma Researchers explore customers' thinking as they navigate a complex shopping environment. Getting the Right Mix Researchers explore the effects of gender on the performance of decision making groups. The Benefits of Membership New research measures the benefits of association membership. New Business Formation Researcher identifies factors that spur the formation of specialized small companies. Prized Possessions Researchers learn why people form attachments to possessions. Life on the Tightrope Researchers explore ways managers can enhance their reputations. How to Stop the Bleeding Researchers study business turnarounds and reveal the secrets of the executives in charge. Jumping Ship - A Business Virus Researcher discovers a new way businesses can get themselves into trouble. Guilt Ads Researches explore the effect of guilt ads on attitudes and purchase intentions Satisfied Business Customers Research reveals practices to follow and practices to avoid to enhance the satisfaction of business customers. A New Marketing Metaphor California researcher contributes a fresh insight that compels marketers to reconsider their approach when introducing innovations. Starving for Quality A review of total quality management reveals ways to check its progress and discovers signs of trouble. Listen While You Work? Researchers discover a simple personnel practice that boosts both performance and satisfaction for some employees. Just Do It! Research discovers the best tactics to accelerate product development. Freud in the Workplace An examination of Freud's theories reveal striking insights into how subordinates relate to authority. The Dirty House Problem New research reveals a striking improvement in certain judgments if they are delayed. Marketplace Injustice Improved understanding of repeat purchasing offers new ways to protect markets and increase sales. Something Women Can't Do New research reveals a striking gender difference but fails to explain what it means. Relationship Signaling in Service Industries An experiment reveals a strong, unrecognized influence on perceptions of quality. Debunking T.V. Advertising Myths Research reveals new rules for using T.V. advertising to influence sales. Leading People into a Rut New research reveals a common mistake involving performance feedback and demonstrates what happens when it's corrected. Building Trust Recent discoveries on trust offer new ways to influence it. Something Employees Know Some employees carefully nurture images of being poor employees to manipulate managers and other employees. This research explores their motives and tactics. Delivering Motivated Workers Motivating employees requires that we call attention to the success of work groups. Lessons from the Midville Farmers' Market A field study discovers powerful drivers for retail purchasing behavior. Managing Race Relations Researcher explores a hot topic. Bored at Work Research identifies new ways to help employees cope with boredom. Customer Response to Touch Amazing reactions to touch offer new ways to influence decisions. Influencing Voluntary Turnover Research identifies simple ways to influence voluntary turnover. Increasing Sales of Company Brands A store couponing tactic that increases market share. A New Buying Motive Self-giving reveals itself to be a buying motive for some customers.

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