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We examine experimentally the impact of communication on trust and cooperation. Our design admits observation of promises, lies, and beliefs. The evidence is consistent with people striving to live up to others’ expectations so as to avoid guilt, as can be modeled using psychological game theory. When players exhibit such guilt aversion, communication may(More)
This paper compares how managers value knowledge from internal and external sources. Although many theories account for favoritism toward insiders, we find that preferences for knowledge obtained from outsiders are also prevalent. Two complementary case studies and survey data from managers demonstrate the phenomenon of valuing external knowledge more(More)
Many tendencies in social perceivers’ judgments about individuals and groups can be integrated in terms of the premise that perceivers rely on implicit theories of agency acquired from cultural traditions. Whereas American culture primarily conceptualizes agency as a property of individual persons, other cultures conceptualize agency primarily in terms of(More)
W develop a dynamic cognitive model of network activation and show that people at different status levels spontaneously activate, or call to mind, different subsections of their networks when faced with job threat. Using a multimethod approach (General Social Survey data and a laboratory experiment), we find that, under conditions of job threat, people with(More)
We propose that even-sized small groups often experience lower cohesion than odd-sized small groups. Studies 1 and 2 demonstrate this effect within threeto six-person groups of freshman roommates and sibling groups, respectively. Study 3 replicates the basic even/odd effect among threeto five-person groups in a laboratory experiment that examines underlying(More)
Using a dynamic cognitive model, we experimentally test two competing hypotheses that link identity and cognitive network activation during times of change. On one hand, affirming people's sense of power might give them confidence to think beyond the densest subsections of their social networks. Alternatively, if such power affirmations conflict with(More)
While most of the previous literature interprets trust as an action, we adopt a view that trust is represented by a belief that the other party will return a fair share. The agent’s action is then a commitment device that signals this belief. In this paper we propose and test a conjecture that economic agents use trust strategically. That is, the agents(More)