People who were encouraged to identify with a selfish individual became more selfish, keeping 11% more cash when they were asked to divide money between themselves and another person, say Francesca Gino of Harvard Business School and Adam D. Galinsky of Northwestern University's Kellogg School. The reason for the effect: When people feel psychologically close to someone who behaves selfishly, they're more likely to consider the behavior to be less shame-worthy and less unethical, the researchers found
Read more in the Journal of Organizational Behavior and Human Decision Process.
Read more in the Journal of Organizational Behavior and Human Decision Process.
