Affiliation: London Business School
- Starting low but ending high: a reversal of the anchoring effect in auctionsGillian Ku
London Business School, England
J Pers Soc Psychol 90:975-86. 2006..By broadening the understanding of anchors to extended social interactions and open markets, the authors identify when and why starting prices anchor...
- When winning is everythingDeepak Malhotra
Harvard Business School, Boston, USA
Harv Bus Rev 86:78-86, 129. 2008..Decision makers will be most successful when they focus on winning contests in which they have a real advantage--and take a step back from those in which winning exacts too high a cost...
- Before escalation: behavioral and affective forecasting in escalation of commitmentGillian Ku
Organisational Behaviour Department, London Business School, London, United Kingdom
Pers Soc Psychol Bull 34:1477-91. 2008..The discussion focuses on the theoretical and practical importance of forecasting on escalation and on the importance of understanding both behavioral and affective forecasting effects simultaneously...
- The effects of perspective-taking on prejudice: the moderating role of self-evaluationAdam D Galinsky
Department of Management and Organizations, Kellogg School of Management, Northwestern University, Evanston, IL 60208, USA
Pers Soc Psychol Bull 30:594-604. 2004..The discussion focuses on how debiasing intergroup thought is often best accomplished by working through the very processes that produced the bias in the first place...