“Do the Right Thing:” Diverging Effects of Accountability in a Managerial Context
Published Online:1 Aug 1999https://doi.org/10.1287/mksc.18.3.230
References
- Advertising Research Foundation The ARF copy research validity project: A topline report: Paper presented at the ARF 36th Annual Conference. (1990) (New York) Google Scholar
- The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical consideration. J. Personality Soc. Psych. (1986) 51 6 1173 1182 Crossref, Google Scholar
- . Stuck in the past: Why managers persist with new product failures. (1997) . Working paper, Duke University, Durham, NC Google Scholar
- Database models and managerial intuition: 50% model and 50% manager. Management Sci. (1990) 36 8 887 899 Link, Google Scholar
- . The Conceptual Framework of Psychology (1952) (University of Chicago Press, Chicago, IL) Google Scholar
- . Perception and the Representative Design of Psychological Experiments (1956) 2nd ed. (University of California Press, Berkeley, CA) Crossref, Google Scholar
- Hierarchical Linear Models: Applications and Data Analysis Methods (1992) (Sage Publications, Newbury Park, CA) Google Scholar
- Application of hierarchical linear models to assessing change. Psych. Bull. (1987) 101 1 147 158 Crossref, Google Scholar
- HLM: Hierarchical Linear and Nonlinear Modeling with the HLM/2L and HLM/3L Programs (1996) (Scientific Software International, Chicago, IL) Google Scholar
- . Confessions of an Advertising Man: Selections from the Speeches Articles, Memoranda, and Miscellaneous Writings of Leo Burnett (1961) (Leo Burnett Co., Chicago, IL) Google Scholar
- Selective perception: A note on the departmental identifications of executives. Sociometry (1958) 21 140 144 Crossref, Google Scholar
- The management of information and impressions: When employees behave opportunistically. Organ. Behavior and Human Decision Process. (1990) 45 1 140 158 Crossref, Google Scholar
- Information in organizations as sign and symbol. Admin. Sci. Quart. (1981) 26 2 171 186 Crossref, Google Scholar
- . The Transformation of Corporate Control (1991) (Harvard University Press, Cambridge, MA) Google Scholar
- . Interaction with others increases decision confidence but not decision quality: Evidence against information collection views of interactive decision making. Organ. Behavior and Human Decision Process. (1995) 61 3 305 326 Crossref, Google Scholar
- . Beyond discrete biases: Functional and dysfunctional aspects of judgmental heuristics. Psych. Bull. (1981) 90 2 197 217 Crossref, Google Scholar
- . Making the virtual office reality coast-to-coast. Advertising Age (1994) 65 38 S-12 Google Scholar
- Multilevel analysis methods. Sociological Methods and Res. (1994) 22 3 283 299 Crossref, Google Scholar
- Some methodological considerations in multiple-cue probability studies. Psych. Rev. (1964) 71 1 42 60 Crossref, Google Scholar
- Copywriters' implicit theories of communication: An exploration. J. Consumer Res. (1995) 21 4 596 611 Crossref, Google Scholar
- Why copywriters don't like advertising research—And what kind of research might they accept. J. Advertising Res. (1996) 36 2 RC8 RC10 Google Scholar
- The games copywriters play: Conflict, quasi-control, a new proposal. J. Advertising Res. (1995) 35 4 52 62 Google Scholar
- Evaluation and use of market research by decision makers: A behavioral simulation. J. Marketing Res. (1987) 24 2 187 195 Crossref, Google Scholar
- . Revolution sweeps ad agency offices. Marketing Week (1994) 17 30 25 Google Scholar
- Using judgment pro-files to compare advertising agencies' and clients' campaign values. J. Advertising Res. (1996) 36 2 19 27 Google Scholar
- A comparison of strategies for reducing interval over-confidence in group judgments. J. App. Psych. (1995) 80 4 443 454 Crossref, Google Scholar
- Effects of procedural and outcome accountability on judgment quality. Organ. Behavior and Human Decision Process. (1996) 65 1 1 17 Crossref, Google Scholar
- . Choice based on reasons: The case of attraction and compromise effects. J. Consumer Res. (1989) 16 2 158 174 Crossref, Google Scholar
- . The effect of accountability on susceptibility to decision errors. Organ. Behavior and Human Decision Process. (1992) 51 3 416 466 Crossref, Google Scholar
- Rationality and justification in organizational life. Res. Organ. Behavior (1980) 2 45 80 Google Scholar
- . The Americanization of “account planning.”. Internat. J. Advertising (1987) 6 1 85 90 Crossref, Google Scholar
- Accountability: A social check on the fundamental attribution error. Soc. Psych. Quart. (1985) 48 227 236 Crossref, Google Scholar
- An alternative metaphor in the study of judgment and choice: People as politicians. Theory & Psych. (1991) 1 4 451 475 Crossref, Google Scholar
- . Accountability: A social magnifier of the dilution effect. J. Personality Soc. Psych. (1989) 57 3 388 398 Crossref, Google Scholar
- Accountability and judgment processes in a personality prediction task. J. Personality Soc. Psych. (1987) 55 4 700 709 Crossref, Google Scholar
- . Social and cognitive strategies for coping with accountability: Conformity, complexity, and bolstering. J. Personality Soc. Psych. (1989) 57 4 632 640 Crossref, Google Scholar
- , Arkes Hal R. , Hammond Kenneth L. Judgment under uncertainty: Heuristics and biases. Judgment and Decision Making: An Interdisciplinary Reader (1986) (Cambridge University Press, Cambridge, England) 38 55 Google Scholar
- Thinking too much: Introspection can reduce the quality of preferences and decisions. J. Personality Soc. Psych. (1991) 60 2 181 192 Crossref, Google Scholar
- . CAA to produce bulk of Coke ads. Advertising Age (1992) 63 42 51 . 3 Sec. Google Scholar
- The social influence of confidence in group decision making. J. Experiment. Soc. Psych. (1997) 33 4 345 366 Crossref, Google Scholar

