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New Articles for 2006

Starting low but ending high: A reversal of the anchoring effect in auctions. Journal of Personality and Social Psychology, 90: 975-986. (with Gillian Ku, Adam Galinsky)

Some of the ancient history of experimental economics and social psychology: Reminiscences and analysis of a fruitful collaboration. (with Alvin Roth) in De Cremer, D., Zeelenberg, M., & Murnighan, J.K. (Eds.) Social Psychology and Economics, pages 321-334. Lawrence Erlbaum Associates, Inc.: Mahwah, NJ.

Speaking the same language: The cooperative effects of labeling in the prisoners' dilemma.(with Jeffrey Loewenstein and Chen-Bo Zhong)

Getting off on the wrong foot: exploring the restoration of trust.(with Robert B. Lount,  Niro Sivanathan, Jr. Chen-Bo Zhong)

Power lost, power gained (with Niro Sivanathan, Madan Pillutla)

Suckers no more: Consistent contributors solve the cooperation problem. (with J.Mark Weber)

Causal Forces in Risky Decisions: Identity and Task Competence Trump Rational Choice. (with M.Kennedy)

Compensatory ethics.( with Chen-Bo Zhong, Gillian Ku, Robert B. Lount)

Cross-cultural norms and values in competitive decision making . (with Mary Kern,Gillian Ku)

2005

Interactions within groups and subgroups: The dynamic effects of demographic faultlines. Academy of Management Journal, 48, 645-660 (with Dora C. Lau)

Toward a competitive arousal model of decision-making: a study of auction fever in live and internet auctions. Organizational Behavior and Human Decision Processes, 96, 89-103. (Lead Article-with Gillian Ku, Deepak Malhotra)

Normal acts of irrational trust, motivated attributions, and the process of trust development. (with Deepak Malhotra, J.Mark Weber) In B. M. Staw and R. M. Kramer (Eds.), In Research in Organizational Behavior, Volume 26. NY: Elsevier, 75-102.