Francesca Gino

Refereed Articles

Judgment and Decision Making

• Gino, F., Wood, A., & Schweitzer, M. (2012). Anxiety, advice, and the ability to discern: Feeling anxious motivates individuals to seek and use advice. Journal of Personality and Social Psychology. Forthcoming.
• Tost, L. P., Gino, F., & Larrick, R. (2012). Power, competitiveness, and advice taking: Why the powerful don't listen. Organizational Behavior and Human Decision Processes, 117(1), 53-65.
• Gino, F., & Flynn, F. (2011). Give them what they want: The benefits of explicitness in gift exchange. Journal of Experimental Social Psychology, 47(5), 915-922.
• Gino, F., Sharek, Z., & Moore, D. A. (2011). Keeping the illusion of control under control: Ceilings, floors, and imperfect calibration. Organizational Behavior and Human Decision Processes, 114(2), 104-114.
• Moore, D. A., Swift, S. A., Sharek, Z. & Gino, F. (2010). Correspondence bias in performance evaluation: Why grade inflation works. Personality and Social Psychology Bulletin, 36(6), 843-852.
• Gino, F., Shang, J., & Croson, R. C. (2009). The impact of information from similar or different advisors on judgment. Organizational Behavior and Human Decision Processes, 108(2), 287-302.
• Gino, F., & Schweitzer, M. (2008). Blinded by anger or feeling the love: How emotions influence advice taking. Journal of Applied Psychology, 93(5), 1165-1173.
• Gino, F. (2008). 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(2), 234-245.
• Gino, F., & Moore, D. A. (2008b). Using final deadlines strategically in negotiation. Negotiation and Conflict Management Research, 1(4), 371-389.
• Gino, F., & Moore, D. A. (2008a). Why negotiators should reveal their deadlines: Disclosing weaknesses can make you stronger. Negotiation and Conflict Management Research, 1(1), 77-96.
• Gino, F., & Moore, D. A. (2007). Effects of task difficulty on use of advice. Journal of Behavioral Decision Making, 20(1), 21-35.

Morality, Ethics and Prosocial Behavior

• Malhotra, D., & Gino, F. (2012). The pursuit of power corrupts: How investing in outside options motivates opportunism in relationships. Administrative Science Quarterly. Special Issue on "Social Psychological Perspectives on Power and Hierarchy." Forthcoming.
• Shu, L., & Gino, F. (2012). Sweeping dishonesty under the rug: How unethical actions lead to forgetting of moral rules. Journal of Personality and Social Psychology. Forthcoming.
• Barkan, R., Ayal, S., Gino, F., & Ariely, D. (2012). The pot calling the kettle black: Contrast response to ethical dissonance. Journal of Experimental Psychology: General. Forthcoming.
  
• Gino, F., & Desai, S. (2012). Memory lane and morality: How childhood memories promote prosocial behavior. Journal of Personality and Social Psychology. Forthcoming.
• Gino, F., & Ariely, D. (2012). The dark side of creativity: original thinkers can be more dishonest. Journal of Personality and Social Psychology. Forthcoming.
• Gino, F., Schweitzer, M., Mead, N., & Ariely, D. (2011). Unable to resist temptation: How self-control depletion promotes unethical behavior. Organizational Behavior and Human Decision Processes, 115(2), 191-203.
• Chance, Z., Norton, M., Gino, F., & Ariely, D. (2011). Temporal view of the costs and benefits of self-deception. Proceedings of the National Academy of Sciences, 108(3), 15655-15659.
  
• Gino, F., & Margolis, J. (2011). Bringing ethics into focus: How regulatory focus and risk preferences influence (un)ethical behavior. Organizational Behavior and Human Decision Processes, 115(2), 145-156.
• Caruso, E. M., & Gino, F. (2011). Blind ethics: Closing one's eyes polarizes moral judgment and discourages dishonest behavior. Cognition, 118(2), 280-285.
• Shu, L. L., Gino, F., & Bazerman, M. H. (2011). Dishonest deed, clear conscience: When cheating leads to moral disengagement and motivated forgetting. Personality and Social Psychology Bulletin, 37(4), 330-349.
• Bazerman, M. H., Gino, F., Shu, L. L., & Tsay, C. (2011). Joint evaluation as a real world tool for managing emotional assessment of morality. Emotion Review, 3(3), 290-292. Special Issue on "Morality and emotion."
• Gino, F., Shu, L. L., & Bazerman, M. H. (2010). Nameless + Harmless = Blameless: When seemingly irrelevant factors influence judgment of (un)ethical behavior. Organizational Behavior and Human Decision Processes, 111(2), 102-115.
• Gino, F., Norton, M., & Ariely, D. (2010). The counterfeit self: The deceptive costs of faking it. Psychological Science, 21(5), 712-720.
• Gino, F., & Pierce, L. (2010). Lying to level the playing field: Why people may dishonestly help or hurt others to create equity. Journal of Business Ethics. Special Issue on “Regulating ethical failures: Insights from Psychology.” 95(1), 89-103.
• Grant, A., & Gino, F. (2010). A little thanks goes a long way: Explaining why gratitude expressions motivate prosocial behavior. Journal of Personality and Social Psychology, 98(6), 946-955.
• Gino, F., & Pierce, L. (2010). Robin Hood under the hood: Wealth-based discrimination in illicit customer help. Organization Science, 21(6), 1176-1194.
  
• Zhong, C., Bohns, V. K., & Gino, F. (2010). A good lamp is the best police: Darkness increases self-interested behavior and dishonesty. Psychological Science, 21(3), 311-314.
• Gino, F., Gu, J., & Zhong, C. B. (2009). Contagion or restitution? When bad apples can motivate ethical behavior. Journal of Experimental Social Psychology, 45(6), 1299-1302.
• Gino, F., & Pierce, L. (2009). Dishonesty in the name of equity. Psychological Science, 20(9), 1153-1160.
• Gino, F., & Bazerman, M. H. (2009). When misconduct goes unnoticed: The acceptability of gradual erosion in others' unethical behavior. Journal of Experimental Social Psychology, 45(4), 708-719.
• Gino, F., & Pierce, L. (2009). The abundance effect: Unethical behavior in the presence of wealth. Organizational Behavior and Human Decision Processes, 109(2), 142-155.
• Mead, N., Baumeister, R. F., Gino, F., Schweitzer, M., & Ariely, D. (2009). Too tired to tell the truth: Self-control resource depletion and dishonesty. Journal of Experimental Social Psychology, 45(3), 594-597.
• Gino, F., Ayal, S., & Ariely, D. (2009). Contagion and differentiation in unethical behavior: The effect of one bad apple on the barrel. Psychological Science, 20(3), 393-398.

Motivation, Productivity, and Creativity

• Gardner, H., Gino, F., & Staats, B. (2012). Dynamically integrating knowledge in teams: A resource-based view of team performance. Academy of Management Journal. Forthcoming.
  
• Staats, B., & Gino, F. (2012). Specialization and variety in repetitive tasks: Evidence from a Japanese bank. Management Science. Forthcoming.
  
• Larkin, I., Pierce, L., & Gino, F. (2012). The psychological costs of pay-for-performance: Implications for the strategic compensation of employees. Strategic Management Journal. Forthcoming.
• Grant, A., Gino, F., & Hofmann, D. (2011). Reversing the extraverted leadership advantage: The role of collective employee proactivity. Academy of Management Journal, 54(3), 528-550.
• Miron-Spektor, E., Gino, F., & Argote, L. (2011). Paradoxical frames and creative sparks: Enhancing individual creativity through conflict and integration. Organizational Behavior and Human Decision Processes, 116(2), 229-240.
  
• Gino, F., Argote, L., Miron-Spektor, E., & Todorova, G. (2010). First, get your feet wet: The effects of learning from direct and indirect experience on team creativity. Organizational Behavior and Human Decision Processes, 111(2), 93-101.
• Gino, F., & Pisano, G. (2008). Toward a theory of behavioral operations. Manufacturing and Service Operations Management, 10(4), 676-691.

Business Articles

• Gino, F. (2011). In hiring and promoting, look beyond results. Wall Street Journal, October 24, R7.
  
• Gino, F., & Pisano, G. (2011). Why leaders fail to learn from success. Harvard Business Review, April, 68-74.
  
• Grant, A., Gino, F., & Hofmann, D. (2011). Stop stealing the spotlight: The perils of extraverted leadership. European Business Review, May-June, 29-31.
• Grant, A., Gino, F., & Hofmann, D. (2010). The hidden advantages of quiet bosses. Harvard Business Review, December, 28.
  
• Garvin, D., Edmondson, A., & Gino, F. (2008). Is your organization a learning organization? Harvard Business Review , March, 109-116.
• Gino, F. (2006). Let me give you some advice. Forethought. Harvard Business Review, March.

Books

• Gaio, L., Gino, F., & Zaninotto, E. (2002). Production Systems. Handbook of operations management (in Italian), Roma, Carocci Editore.

Other Publications

• Gino, F., & Shea, C. (2012). Deception in negotiations: The role of emotions. In R. Croson & G. Bolton (Eds.), Handbook of Conflict Resolution. Oxford University Press.
  
• Ayal, S., & Gino, F. (2011). Honest rationales for dishonest behavior. In M. Mikulincer & P. R. Shaver (Eds.), The Social Psychology of Morality: Exploring the Causes of Good and Evil. Washington, DC: American Psychological Association.
• Shu, L. L., Gino, F., & Bazerman, M. H. (2011). Ethical discrepancy: Changing our attitudes to resolve moral dissonance. In D. De Cremer and A. E. Tenbrunsel (Ed.), Behavioral Business Ethics: Ideas on an Emerging Field. Taylor and Francis Publishing.
• Gino, F., Moore, D. A. & Bazerman, M. H. (2009). See no evil: Why we fail to notice unethical behavior. In R. M. Kramer, A. E. Tenbrunsel andM. H. Bazerman (Ed.), Social Decision Making: Social Dilemmas, Social Values, and Ethical Judgments (pp. 241-263). Psychology Press.
• Gino, F., Todorova, G., Miron-Spektor, E. & Argote, L. (2009). When and why prior task experience foster team creativity. In Research on Managing Groups and Teams: Creativity in Groups (pp. 87-110). Emerald Group Publishing Limited.
• Argote, L., & Gino, F. (2009). Group learning. Encyclopedia of Group Processes and Intergroup Relations. Sage Publications.

Note: All articles are the sole copyright of the respective publishers. Materials are provided for educational use only. Downloading of materials constitutes an agreement that the materials are for personal use only.