Research
We Expect to Be Rewarded for Results, Not Hard Work
Prof. Corey Cusimano and his co-authors ran a series of experiments to understand when people think they deserve to be paid more for completing a task. They found that people felt entitled to a reward when they delivered top results and less so when they invested effort.
Can AI Help Identify Persuasive Salespeople?
For a new study, Yale SOM’s K. Sudhir and his co-authors used machine learning to break down effective persuasion into elements like body language, vocal inflection, and spoken words. The work could help companies consider a wider range of candidates when they are hiring for a sales role.
Having Your Performance Misjudged Distorts How You Assess Others
A new study co-authored by Yale SOM’s Tristan Botelho found that if we are overlooked when we perform well or praised when we perform poorly, we tend to pass that misrecognition on when we evaluate others.
When Crises Hit, Shovel-Ready Ideas Can Get Greenlighted Quickly
Frontline staff and managers often face years of resistance and red tape when they try to improve organizational processes. But a Yale SOM study suggests that crises can create windows of opportunity to get those changes implemented—if advocates move fast and demonstrate the short- and long-term value of their ideas.
When Is It OK to Use Connections to Land a Job?
New research co-authored by Yale SOM’s Laura Adler explores how people reconcile conflicting beliefs about the roles of social capital and merit in the job search. Their results show that widely held attitudes about when it’s acceptable to make use of connections can help perpetuate inequality.
When AI Is the Editor, Consumer Complaints Are More Likely to Succeed
An analysis of complaints submitted to the Consumer Financial Protection Bureau reveals that consumers are using tools like ChatGPT to help them articulate their concerns. Those AI-edited grievances have a higher likelihood of receiving relief, according to new research co-authored by Yale SOM’s Jiwoong Shin.
Companies That Receive State Subsidies Are More Likely to Break Workplace Laws
In a new study, Yale SOM’s Aneesh Raghunandan finds that state officials are then less likely to penalize companies that receive subsidies for corporate misconduct—and their leniency seems to encourage firms to ignore regulations.
Free Pre-K Gives Parents’ Income a Long-Lasting Boost
Prof. Seth Zimmerman and his co-authors found that parents with kids in New Haven’s lottery-based pre-K program earn thousands of dollars more per year than their peers, likely because they are able to work longer hours and make more progress in their careers.
A Simple Thumbs Up or Down Eliminates Racial Bias in Online Ratings
Yale SOM’s Tristan Botelho and his co-authors found that the ubiquitous five-star rating system could subtly propagate discrimination. But they also found a surprisingly simple fix: switching to a two-point scale (thumbs up or thumbs down) eliminated subtle racial bias in customer ratings of gig workers.
A Partisan Mismatch with State Government Means Higher Borrowing Costs for Cities
Are red cities marooned in blue states—and blue cities in red states—at a financial disadvantage because of partisan politics? A new study co-authored by Yale SOM’s Anya Nakhmurina finds that cities whose leaders are from the opposite political party as their state governors are penalized in the bond market.
