Doctor of Philosophy

dissertationThis dissertation explores the role of professional self-conceptions on ethical behavior. Relying on recent literature on licensing, contrary to conventional wisdom, I suggest that professional self-conceptions lead individuals to engage in unethical behaviors. The results of Study 1 demonstrated that professional self-conceptions license individuals to act unethically. Study 2 tested for differential effect of accessibility of professional self-conceptions versus concept of professionalism and showed that seeing oneself as a professional, and not the accessibility of the concept of professionalism per se, is needed to license unethical acts. Study 3, a field study, showed that membership in occupations traditionally associated with professions compared to other occupations led to higher unethical behaviors and professional selfconceptions mediated the effect of occupational membership on unethical behaviors. Together, the results of three studies demonstrate that professional self-conceptions, either measured or manipulated, can license individuals to act unethically. The theoretical and practical implications of these findings are discussed

The Contaminating Effects of Building Instrumental Ties: How Networking Can Make Us Feel Dirty

To create social ties to support their professional or personal goals, people actively engage in instrumental networking. Drawing from moral psychology research, we posit that this intentional behavior has unintended consequences for an individual's morality. Unlike personal networking in pursuit of emotional support or friendship, and unlike social ties that emerge spontaneously, instrumental networking in pursuit of professional goals can impinge on an individual's moral purity—a psychological state that results from viewing the self as clean from a moral standpoint—and thus make an individual feel dirty. We theorize that such feelings of dirtiness decrease the frequency of instrumental networking and, as a result, work performance. We also examine sources of variability in networking-induced feelings of dirtiness by proposing that the amount of power people have when they engage in instrumental networking influences how dirty this networking makes them feel. Three laboratory experiments and a survey study of lawyers in a large North American law firm provide support for our predictions. We call for a new direction in network research that investigates how network-related behaviors associated with building social capital influence individuals' psychological experiences and work outcomes

The Burden of Guilt: Heavy Backpacks, Light Snacks, and Enhanced Morality

Drawing on the embodied simulation account of emotional information processing, we argue that the physical experience of weight is associated with the emotional experience of guilt and thus that weight intensifies the experience of guilt. Across four studies, we found that participants who wore a heavy backpack experienced higher levels of guilt as compared to those who wore a light backpack. Additionally, wearing a heavy backpack affected participants' behavior. Specifically, it led them to be more likely to choose healthy snacks over guilt-inducing ones and boring tasks over fun ones. It also led participants to cheat less. Importantly, self-reported guilt mediated the effect of wearing a heavy backpack on these behaviors. Our studies also examined the mechanism behind these effects and demonstrated that participants processed guilty stimuli more fluently when experiencing physical weight

The ethical identity of law students

This paper uses measures of values, moral outlook and professional identity to explore the ethical and professional identity of law students. We do so in two jurisdictions, surveying 441 students studying in England and Wales and 569 students studying in the US. The survey covers the first and final years of an undergraduate law degree and the postgraduate vocational stage in England and Wales, as well as students in all years of the JD programme in the US. We explore whether law students towards the end of their legal education have ethical identities predictive of less ethical conduct than those at the beginning of their legal education; whether law students intending careers in business law have values and profiles consistent with less ethical conduct than those intending to work for government or individuals; and what factors might explain these differences in ethical outlook. Our findings suggest that ethical identity is strongly associated with gender and career intentions. They also suggest weaker moral identities for students intending to practice business law. Ultimately, our findings support a conclusion that is more nuanced than the predominant theses about the impact of legal education on student ethicality which tend to suggest legal education diminishes ethicality

Task Selection and Workload: A Focus on Completing Easy Tasks Hurts Long-Term Performance

How individuals manage, organize, and complete their tasks is central to operations management. Recent research in operations focuses on how under conditions of increasing workload individuals can increase their service time, up to a point, in order to complete work more quickly. As the number of tasks increases, however, workers may also manage their workload by a different process – task selection. Drawing on research on workload, individual discretion, and behavioral decision making we theorize and then test that under conditions of increased workload individuals may choose to complete easier tasks in order to manage their load. We label this behavior Task Completion Bias (TCB). Using two years of data from a hospital emergency department we find support for TCB and also show that it improves short-term productivity. However, although it improves performance in the short-term we find that an overreliance on this task selection strategy hurts performance – as measured both by speed and revenue – in the long run. We then turn to the lab to replicate conceptually the task selection effect and show that it occurs due to the positive feelings individuals get from task completion. These findings provide an alternative mechanism for the workload-speedup effect from the literature. We also discuss implications for both research and the practice of operations in building systems to help people succeed in both the short and long run

Authentic First Impressions Relate to Interpersonal, Social, and Entrepreneurial Success

This paper examines how verbal authenticity influences person perception. Our work combines human judgments and natural language processing to suggest verbal authenticity is a positive predictor of interpersonal interest (Study 1: 294 dyadic conversations), engagement with speeches (Study 2: 2,655 TED talks), entrepreneurial success (Study 3: 478 Shark Tank pitches), and social media engagements (Studies 4a-c; N = 387,039 Tweets). We find that communicating authenticity is associated with increased interest in and perceived connection to another person, more comments and views for TED talks, receiving a financial investment from investors, and more social media likes and retweets. Our work is among the first to evaluate how authenticity relates to person perception and manifests naturally using verbal data