Van Zant, A. B. & Moore, D. A. (in press). Leaders' use of moral justifications increases policy support. Psychological Science.
Data and Materials Pre-Registrations
Tenney, E. R., Logg, J. M., & Moore, D. A. (in press). Too optimistic about optimism: The belief that optimism improves performance. Journal of Personality and Social Psychology.
Benoit, J.P., Dubra, J., Moore, Don A. (in press). Does the better-than-average effect show that
people are overconfident?: Two experiments. Journal of the European Economic Association.
Data and Materials
Hildreth, J. A. D., Moore, D. A., & Blader, S. L. (in press). Revisiting the instrumentality of voice: Having voice in the process makes people think they will get what they want. Social Justice Research.
Cain, D. M., Moore, D. A., & Haran, U. (in press). Making sense of overconfidence in market
entry. Strategic Management Journal.
Data and Materials
Mellers, B., Ungar, L., Baron, J., Ramos, J., Gurcay, B., Fincher, K., Scott, S. E., Moore, D. A., Atanasov, P., Swift, S. A., Murray, T., Stone, E., & Tetlock, P. E. (2014). Psychological strategies for winning geopolitical forecasting tournaments. Psychological Science, 24(5).
Kennedy, J. A., Anderson, C. A., & Moore, D. A. (2013). When overconfidence is revealed to
others: Testing the status-enhancement theory of overconfidence. Organizational Behavior and
Human Decision Processes, 122, 266-279.
Data and Materials
Radzevick, J. R. & Moore, D. A. (2013). Just how comparative are comparative judgments? Organizational Behavior and Human Decision Processes, 122, 80-91.
Swift, S. A., Moore, D. A., Sharek, Z., & Gino, F. (2013). Inflated applicants: Attribution errors
in performance evaluation by professionals. PLoS ONE, 8(7): e69258.
doi:10.1371/journal.pone.0069258
Data and Materials
Mannes, A. E. & Moore, D. A. (2013). A behavioral demonstration of overconfidence in
judgment. Psychological Science, 24(7), 1190-1197.
Data and Materials, including failed studies
Sah, S., Moore, D. A., & MacCoun, R. (2013). Cheap talk and credibility: The consequences of
confidence and accuracy on advisor credibility and persuasiveness. Organizational Behavior and
Human Decision Processes, 121, 246-255.
This paper won a Best Paper Award from the Managerial and Organizational Cognition
division of the Academy of Management, 2011.
Moore, D. A., & Tenney, E. R. (2012). Why scientific advancement demands the move to open access publishing. Psychological Inquiry, 23, 285-286.
Anderson, C., Brion, S., Moore, D. A., & Kennedy, J. A. (2012). A status-enhancement account of overconfidence. Journal of Personality and Social Psychology, 103(4), 718-735.
Eisenberg, J. D., Harvey, H. B., Moore, D. A., Gazelle, G. S., & Pandharipande, P. V. (2012). Falling prey to the sunk cost bias: A potential harm of patient radiation dose histories. Radiology, 263(3), 626-628.
Bazerman, M. H. & Moore, D. A. (2011). Is it time for auditor independence yet? Accounting, Organizations, and Society, 36, 310-312.
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, 104-114.
An extended abstract of this paper was published in the Advances in Consumer Research,
2008.
Radzevick, J. R., & Moore, D. A. (2011). Competing to be certain (but wrong): Market dynamics
and excessive confidence in judgment. Management Science, 57, 93-106.
A short version of this paper was published in the Academy of Management Best Papers
Proceedings, 2009.
Haran, U., Moore, D. A., and Morewedge, C. (2010). A simple remedy for overprecision in judgment. Judgment and Decision Making, 5(7), 467-476.
Cain, D. M., Loewenstein, G., & Moore, D. A. (2010). When sunlight fails to disinfect: Understanding the perverse effects of disclosing conflicts of interest. Journal of Consumer Research, 37(5), 836-857.
Moore, D. A., Swift, S. A., Sharek, Z. S., & Gino, F. (2010). Correspondence bias in performance evaluation: Why grade inflation works. Personality and Social Psychology Bulletin, 36(6), 843- 852.
Klein, W. M. P., Cerully, J. L., Monin, M. M., & Moore, D. A. (2010). Ability, chance, and ambiguity aversion: Revisiting the competence hypothesis. Judgment and Decision Making, 5(3), 192-199.
Moore, D. A., Tanlu, L., & Bazerman, M. H. (2010). Conflict of interest and the intrusion of bias. Judgment and Decision Making, 5(1), 37-53.
Moore, D. A., & Healy, P. J. (2008). The trouble with overconfidence. Psychological Review,
115(2), 502-517.
Data and Materials
-A short version of this paper was published in the Academy of Management Best Papers
Proceedings, 2007.
-This paper won the Weil Prize at Carnegie Mellon University.
Radzevick, J. R., & Moore, D. A. (2008). Myopic biases in competitions. Organizational Behavior and Human Decision Processes, 107(2), 206-218.
Moore, D. A. & Klein, W. M. P. (2008). The use of absolute and comparative performance feedback in absolute and comparative judgments and decisions. Organizational Behavior and Human Decision Processes, 107, 60-74.
Gino, F. & Moore, D. A. (2008). Using final deadlines strategically in negotiation. Negotiation and Conflict Management Research, 1(4), 371-388.
Gino, F. & Moore, D. A. (2008). Why negotiators should reveal their deadlines: Disclosing weaknesses can make you stronger. Negotiation and Conflict Management Research, 1(1), 77- 96.
Moore, D. A. (2007). When good = better than average. Judgment and Decision Making, 2(5), 277-291.
Moore, D. A., Oesch, J. M., & Zietsma, C. (2007). What competition? Myopic self focus in market entry decisions. Organization Science, 18(3), 440-454.
Moore, D. A., & Small, D. A. (2007). Error and bias in comparative judgment: On being both
better and worse than we think we are. Journal of Personality and Social Psychology, 92(6),
972-989.
Data and Materials
Moore, D. A. & Cain, D. M. (2007). Overconfidence and underconfidence: When and why
people underestimate (and overestimate) the competition. Organizational Behavior and Human
Decision Processes, 103, 197-213.
Data and Materials
Gino, F., & Moore, D. A. (2007). Effects of task difficulty on use of advice. Journal of Behavioral Decision Making, 20(1), 21-35.
Moore, D. A. (2007). Not so above average after all: When people believe they are worse than average and its implications for theories of bias in social comparison. Organizational Behavior and Human Decision Processes, 102(1), 42-58.
Loewenstein, G., Moore, D. A., & Weber, R. (2006). Paying $1 to lose $2: Misperceptions of the
value of information in predicting the performance of others. Experimental Economics, 9(3),
281-295.
A short version of this paper was published in the Academy of Management Best Papers
Proceedings, 2003.
Moore, D. A., Tetlock, P. E., Tanlu, L., & Bazerman, M. H. (2006). Conflict of interest and the
case of auditor independence: Moral seduction and strategic issue cycling. Academy of
Management Review, 31(1), 10-29.
This paper was a runner-up for the Best Paper Award for papers published in the Academy of
Management Review in 2006.
Reprinted in T. Clark & S. Avakian, (Eds.). (2009). Management consulting. Cheltenham,
England: Edward Elgar.
Bazerman, M. H., Moore, D. A., Tetlock, P. E., & Tanlu, L. (2006). Reports of solving the conflicts of interest in auditing are highly exaggerated. Academy of Management Review, 31(1) 43-49.
Moore, D. A. (2005). Myopic biases in strategic social prediction: Why deadlines put everyone under more pressure than everyone else. Personality and Social Psychology Bulletin,31(5), 668- 679.
Cain, D. M., Loewenstein, G., & Moore, D. A. (2005). The dirt on coming clean: Perverse
effects of disclosing conflicts of interest. Journal of Legal Studies, 34, 1-25.
Reprinted in Hooker, J. & Madsen, P. (Eds.). (2005). International Corporate Responsibility.
Pittsburgh, PA: Carnegie Mellon University Press.
Reprinted again in Arlen, J. H., & Talley, E. L. (Eds.). (2008). Experimental Law and
Economics. Chicago: University of Chicago Law School.
Moore, D. A. (2004). Myopic prediction, self-destructive secrecy, and the unexpected benefits of revealing final deadlines in negotiation. Organizational Behavior and Human Decision Processes, 94(2), 125-139.
Moore, D. A. & Loewenstein, G. (2004). Self-interest, automaticity, and the psychology of conflict of interest. Social Justice Research, 17(2), 189-202.
Loewenstein, G. & Moore, D. A. (2004). When ignorance is bliss: Information exchange and
inefficiency in bargaining. Journal of Legal Studies, 33(1), 37-58.
Reprinted in Arlen, J. H., & Talley, E. L. (Eds.). (2008). Experimental Law and Economics.
Chicago: University of Chicago Law School.
Moore, D. A. (2004). The unexpected benefits of final deadlines in negotiation. Journal of
Experimental Social Psychology, 40(1), 121-127.
A short version of this paper was published in the Academy of Management Best Papers
Proceedings, 2000.
Moore, D. A. & Kim, T. G. (2003). Myopic social prediction and the solo comparison effect. Journal of Personality and Social Psychology, 85(6), 1121-1135.
Wade-Benzoni, K. A., Hoffman, A., Thompson, L. L., Moore, D. A., Gillespie, J. J., &
Bazerman, M. H. (2002). Barriers to resolution in ideologically-based negotiations: The role of
values and institutions. Academy of Management Review, 27(1), 41-57.
This paper was a finalist for the Best Paper Award for papers published in the Academy of
Management Review in 2002.
Wade-Benzoni, K. A., Okumura, T., Brett, J. M., Moore, D. A., Tenbrunsel, A. E., & Bazerman, M. H. (2002). Cognitions and behavior in asymmetric social dilemmas: A comparison of two cultures. Journal of Applied Psychology, 87(1), 87-95.
Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000). Negotiation. Annual Review of Psychology, 51, 279-314.
Bazerman, M. H., Moore, D. A., & Gillespie, J. J. (1999). The human mind as a barrier to wiser environmental agreements. American Behavioral Scientist, 42(8), 1277-1300.
Bazerman, M. H., Moore, D. A., Tenbrunsel, A. E., Wade-Benzoni, K. A., & Blount, S. (1999).
Explaining how preferences change across joint versus separate evaluation. Journal of Economic
Behavior and Organization, 39, 41-58.
Reprinted in Bazerman, M. H. (Ed.). (2005). Negotiation, Decision Making, and Conflict
Management (Vol. 1). Cheltenham, England: Elgar.
Hoffman, A., Gillespie, J. J., Moore, D. A., Wade-Benzoni, K. A., Thompson, L., & Bazerman, M. H. (1999). A mixed-motive perspective on the economics versus environment debate. American Behavioral Scientist, 42(8), 1254-1276.
Moore, D. A. (1999). Order effects in preference judgments: Evidence for context-dependence in the generation of preferences. Organizational Behavior and Human Decision Processes, 78(2), 146-165.
Moore, D. A., Kurtzberg, T. R., Fox, C., & Bazerman, M. H. (1999). Positive illusions and
biases of prediction in mutual fund investment decisions. Organizational Behavior and Human
Decision Processes, 79(2), 95-114.
Reprinted in De Bondt, W. (Ed.). (2005). The Psychology of World Equity Markets.
Camberly, England: Edward Elgar.
Moore, D. A., Kurtzberg, T. R., Thompson, L., & Morris, M. W. (1999). The long and short routes to success in electronically-mediated negotiations: Group affiliations and good vibrations. Organizational Behavior and Human Decision Processes, 77(1), 22-43.
Moore, D. A., & Murnighan, J. K. (1999). Alternative models of the future of negotiation research. Negotiation Journal, October, 341-347.
Messick, D. M., Moore, D. A., & Bazerman, M. H. (1997). Ultimatum bargaining with a group: Underestimating the importance of the decision rule. Organizational Behavior and Human Decision Processes, 69(2), 87-101.
Bazerman, M. H. & Moore, D. A. (2012). Judgment in managerial decision making (8th Edition). New York: Wiley.
Behavioral decision research provides many important insights into managerial behavior. From negotiation to investment decisions, the authors weave behavioral decision research into the organizational realm by examining judgment in a variety of managerial contexts.Embedded with the latest research and theories, Managerial Decision Making 8th Edition gives students the opportunity to understand their own decision-making tendencies, learn strategies for overcoming cognitive biases, and become better decision makers.