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Ann E. Tenbrunsel

Professor
Rex and Alice A. Martin Professor of Business Ethics & Director of the Institute for Ethical Business Worldwide

BIO

Ann E. Tenbrunsel (Ph.D., Northwestern University; M.B.A. Northwestern University; B.S.I.O.E. University of Michigan) is a professor in the College of Business Administration at the University of Notre Dame and is the Rex and Alice A. Martin Research Director of the Institute for Ethical Business Worldwide. Her current research interests focus on the psychology of ethical decision making, examining why employees, leaders and students behave unethically, despite their best intentions to behave to the contrary. Ann is the author, co-author, or co-editor of six books on this topic—including Blind Spots (with Max Bazerman), Behavioral Ethics: Shaping an Emerging Field (with David De Cremer), Codes of Conduct: Behavioral Research into Business Ethics (with David Messick)—and over 50 research articles and chapters. Her research has been featured in interviews airing on MSNBC and National Public Radio, and adaptations, excerptions and references to her work have appeared in a variety of publications, including the New York Times, US News and World Report, AP, NBC, ABC, Sports Illustrated, ESPN, The Guardian, The Chronicle of Higher Education, Harvard Business Review, Forbes, Huffington Post, Washington Post, Washington Examiner, The Globe and Mail, Ethisphere Magazine, Investor's Business Daily, and in blogs for Psychology Today and Freakonomics. Ann teaches at the executive, MBA, and undergraduate levels. Prior to entering academics, Ann worked as an engineer for S.C. Johnson & Son and and as a sales and marketing consultant for ZS Associates.

AREAS OF EXPERTISE

EDUCATION

TEACHING

  • Negotiations

PUBLICATIONS

""Just Think About It?" Cognitive Complexity and Moral Choice," (with Celia Moore, ), To appear in Organizational Behavior and Human Decision Processes, 123, 138-149.

"The Ethics "Fix": When Formal Systems Make a Difference," (with Kristin Smith-Crowe, Suzanne Chan-Serafin, Art Brief, Elizabeth Umphress, Joshua Joseph), To appear in Journal of Business Ethics, 2013.

"Effective Matrices, Decision Frames, and Cooperation in Volunteer Dilemmas: A Theoretical Perspective on Academic Peer Review ," (with Greg Northcraft, ),  Organization Science, 2011, 1277-1285.

"Ethical Breakdowns," (with Max Bazerman, ),  Harvard Business Review, 2011.

"Regulating ethical failures: Insights from Psychology," (with David De Cremer, M H van Dijke),  Journal of Business Ethics, 95, 2011, 1-6.

"Understanding Ethical Behavior and Decision Making in Management: A Behavioural Business Ethics Approach," (with David De Cremer, Rolf van Dick, Madan Pillutla, Keith Murnighan),  British Journal of Management, 22, 2011, S1-S4.

"Blind Spots in our Ethical Behavior: Part 2," (with Max H Bazerman),  Ethisphere, April (2nd Quarter/Spring), 2011.

"Stumbling Into Bad Behavior," (with Max H Bazerman, ),  New York Times, April (2nd Quarter/Spring)20, 2011.

"Blind Spots in our Ethical Behavior: Part 1," (with Max Bazerman),  Ethisphere, October (4th Quarter/Autumn), 2010.

"When Sacred Issues are at Stake," (with Max H. Bazerman, Kim Wade-Benzoni),  Negotiation Journal, January, 2008, 113-117.

"When you're tempted to deceive," (with Kristina A. Diekmann),  Negotiation, 10, 2008, 1-3.

"Today’s Ethical Issues: A Perspective from Accounting, Finance, Management and Marketing," (with ),  Journal of Business Ethics, 70, 2007, 1-3.

"Are you too powerful for your own good?"  Negotiation, 8, 2005, 4-Jan.

"Ethical fading: The role of self-deception in unethical behavior," (with D. M Messick),  Social Justice Research, 17, 2004, 223-236.

"Ethical Issues in Business: Perspectives from the Business Academic Community,"  Journal of Business Ethics, 52, 2, 2004, 141.

"Building houses on rocks: The role of the ethical infrastructure in organizations," (with K. Smith-Crowe, E. E Umphress),  Social Justice Research, 16, 2003, 285-307.

"Flattery may get you somewhere: The strategic implications of providing positive vs. negative feedback about ability vs. ethicality in negotiation," (with P. H. Kim, K. A Diekmann),  Organizational Behavior and Human Decision Processes, 90, 2003, 225-243.

"From self-prediction to self-defeat: Behavioral forecasting, self-fulfilling prophecies, and the effect of competitive expectation," (with K. A. Diekmann, A. D. Galinsky),  Journal of Personality and Social Psychology, 85, 2003, 672-683.

"Cognitions and behavior in asymmetric social dilemmas: a comparison of two cultures," (with K. A. Wade-Benzoni, J. M. Brett, D. M. Moore, M. H. Bazerman),  Journal of Applied Psychology, 87, 2002, 87-95.

"Job decision inconsistencies involving social comparison information: The role of dominating alternatives," (with K. A. Diekmann),  Journal of Applied Psychology, 87, 2002, 1149-1158.

"Mutability and propensity in the causal selection process," (with A. L. McGill),  Journal of Personality and Social Psychology, 79, 2000, 677-689.

"Understanding the influence of environmental standards on judgments and choices," (with K. A. Wade-Benzoni, D. M Messick, M. H Bazerman),  Academy of Management Journal, 43, 2000, 854-866.

"Explaining how preferences change across joint versus separate evaluation," (with M. H. Bazerman, D. A Moore, S. A. Blount),  Journal of Economic Behavior and Organization, 39, 1999, 41-58.

"Sanctioning systems, cooperation and decision construals," (with D. M. Messick),  Academy of Management Proceedings, 44, 1999, 684-707.

"Sanctioning systems, decision frames, and cooperation," (with D. M. Messick),  Academy of Management Proceedings, 1999.

"The negotiation matching process: Relationships and partner selection," (with K. A. Wade-Benzoni, J. Moag, M. H Bazerman),  Organizational Behavior and Human Decision Processes, 80, 1999, 252-283.

"Trust as an obstacle in environmental-economic disputes,"  American Behavioral Scientist, 1999.

"Misrepresentation and expectations of misrepresentation in an ethical dilemma: The role of incentives and Temptation,"  Academy of Management Journal, 41, 1998, 330-339.

"The role of social context on decisions: Integrating social cognition and behavioral decision research," (with M. H. Bazerman),  Basic and Applied Social Psychology, 1998.

"What I want to do versus what I should do: A theoretical explanation for preference reversals," (with M. H. Bazerman, K. A Wade-Benzoni),  Academy of Management Review, 23, 1998, 225-241.

"Auditor independence,"  Sloan Management Review, Fall, 1997.

"Egocentric interpretations of fairness in enviornmental asymmetic social dilemmas: Explaining harvesting behavior and the role of communication," (with K. A. Wade-Benzoni, M. H. Bazerman),  Organizational Behavior and Human Decision Processes, 67, 1996, 111-126.

"Integrating behavioral research and business ethics," (with D. M. Messick),  Social Justice Research, 9, 1996, 6-Jan.

"The allocation of benefits and burdens: Does it really matter what we allocate?" (with G. B. Northcraft, M. A. Neale, M. C. Thomas),  Social Justice Research, 9, 1996, 27-45.

"The descriptive and prescriptive use of previous purchase price in negotiations," (with K. A. Diekmann, P. P. Shah, H. A. Schroth, M. H. Bazerman),  Organizational Behavior and Human Decision Processes, 66, 1996, 179-191.

"Dynamic and static work-family relationships," (with J. M. Brett, E. Maoz, L. K. Stroh, A. H. Reilly),  Organizational Behavior and Human Decision Processes, 63, 1995, 233-246.

"The inconsistent role of social comparison and procedural justice in reactions to hypothetical job descriptions: Implications for job acceptance decisions," (with M. H. Bazerman, H. A. Schroth, P. P. Shah, K. A. Diekmann),  Organizational Behavior and Human Decision Processes, 60, 1994, 326-352.

Book Articles and Chapters

Fairness in ethics and bargaining, (with Kristina A Diekmann, Andrew T Soderberg, ), Handbook of Research on Negotiation (2013).

Bounded Ethicality and Conflicts of Interest, Cambridge University Press (2005).

The battle between self-interest and fairness: Evidence from ultimatum, dictator, and delta games, (with E. van Dijk, ), Research in Social Issues in Management (2004).

Why am I here? The influence of group and relational attributes on member-initiated team selection, (with Z. I. Barsness, J. H. Michael, L. Lawson), Research on Managing Groups and Teams (2002).

Power, asymmetries, and the ethical climate in negotiations, (with D. M. Messick), Social Influences on Ethical Behavior in Organizations (2001).

A behavioral perspective on codes of conduct: The ambiguity-specificity paradox, Global Codes of Conduct (2000).

Escalation and negotiation: Two central themes in the work of Jeffrey Z. Rubin, (with K. A. Diekmann, M. H. Bazerman), Negotiation Eclectics (1999).

A psychological perspective on fairness, justifiability and dispute resolution, (with K. A. Diekmann, M. H. Bazerman), Frontiers in Dispute Resolution in Labor Relations and Human Resources (1997).

Egocentric interpretations of fairness as an obstacle to just resolution of environmental conflict, (with K. A. Wade-Benzoni, M. H. Bazerman), Research on Negotiation in Organization (1997).

Sara Lee corporation and corporate citizenship: Unity in diversity, (with Z. I. Barsness, P. M. Hirsch), Corporate Global Citizenship: Doing Business in the Public Eye (1997).

The dysfunctional aspect of environmental standards, (with K. A. Wade-Benzoni, D. M. Messick, M. H Bazerman), Environment, Ethics, and Behavior (1997).

Behavioral research and business ethics: An introduction, (with D. M. Messick), Codes of conduct: Behavioral research into business ethics (1996).

Cognitions in Organizations, (with T. L. Galvin, M. H Bazerman), Handbook of Organization Studies - Sage Publications (1996).

Books

Antietico, eu? (with Max Bazerman, ), Elsevier (2011).

Behavioral Business Ethics: Ideas Shaping an Emerging Field, (with David DeCremer, ), Psychology Press/Routledge (2011).

Blind Spots: Why You Don't Do What is Right and What to Do About It, (with Max H. Bazerman, ), Princeton University Press (March2011).

Social Decision Making: Social Dilemmas, Social Values and Ethical Judgements, (with Rod Kramer, Max Bazerman, ), Psychology Press/Routledge/Taylor and Francis Group (June2009).

Research on Managing Groups and Teams: Ethics, (with E. A. Mannix, M. A. Neale, ), Elsevier Science Press (2005).

Environment, ethics, and behavior, (with M. H. Bazerman, D. M. Messick, K. A. Wade-Benzoni), The New Lexington Press (1997).

Codes of conduct: Behavioral research into business ethics, (with D. M. Messick), Russell Sage (1996).

PRESENTATIONS

Ann E Tenbrunsel, Social Capital Conference, Unversity of Notre Dame, University of Notre Dame, "Ethics and networks in the context of social capital," (April 2006).

Ann E Tenbrunsel, University of Illinois, Urbana-Champaign, "Ethical fading: The bleaching of morality," (February 2006).

Ann E Tenbrunsel, Murphy Institute, The Center for Ethics and Public Affairs, Tulane University, "The organization made me do it: Situational influences on unethical behavior," ( 2002).

Ann E Tenbrunsel, Academy of Management, All-Academy Symposium, Toronto, Canada, "The ethical dimensions of power," ( 2000).

Ann E Tenbrunsel, Groups and Small Teams Conferences, Stanford University, Palo Alto, CA, "Why am I here? The influence of group and relational attributes on member-initiated team selection," ( 2000).

Ann E Tenbrunsel, Academy of Management, Organizational Behavior Division, Chicago, "Sanctioning systems, decision frames, and cooperation," ( 1999).

Ann E Tenbrunsel, Academy of Management, Conflict Management Division, San Diego, "Harvesting behavior in asymmetric social dilemmas: A comparison of two cultures," ( 1998).

Ann E Tenbrunsel, International Association of Conflict Management Meeting, "Technologically mediated communication and negotiation: Do relationships matter?" ( 1998).

Ann E Tenbrunsel, San Antonio Mentorship Association Workshop, "Organizational impact of corporate volunteerism," ( 1998).

Ann E Tenbrunsel, Social Influence and Ethics, Northwestern University, "Power, asymmetries, and the ethical climate in negotiations," ( 1998).

Ann E Tenbrunsel, Academy of Management, OB Division, Boston, "The attraction effect: Preference reversals involving social comparison revisted," ( 1997).

Ann E Tenbrunsel, Conference on the interaction between Psychology and Experimental Economics, Vancouver, "Joint versus separate preference reverals: Alternative explanations," ( 1997).

Ann E Tenbrunsel, Global Codes of Conduct Conference, University of Notre Dame, "A behavioral perspective on codes of conduct: The ambiguity-specificity paradox," ( 1997).

Ann E Tenbrunsel, Academy of Management, OB Division, Cincinnati, "An eye for an eye: A look at the influence of temptation on misrepresentation and expectations of misrepresentation," ( 1996).

Ann E Tenbrunsel, OB Conference, Wharton School, University of Pennsylvania, PA, "When is a friend not a friend? A look at relationships and partner selection in negotiations," ( 1996).

Ann E Tenbrunsel, The Jeff Rubin Memorial Conference, Program on Negotiation at Harvard Law School, Boston, "Escalation and negotiation: Two central themes in the work of Jeffrey Z. Rubin," ( 1996).

Ann E Tenbrunsel, 5th Annual Conference on Social Justice Research, University of Nevada, Reno, "Asymmetric envrionmental social dilemmas: Egocentric interpretations of fairness, expectations of other's and the role of neutral parties," ( 1995).

Ann E Tenbrunsel, 5th Annual Conference on Social Justice Research, University of Nevada, Reno, "Justifying unethical behavior: The role of expectations of others' behavior," ( 1995).

Ann E Tenbrunsel, Academy of Management, OB Division, Vancouver, "Descriptive and prescriptive use of sunk costs in negotiations," ( 1995).

Ann E Tenbrunsel, Academy of Management, OB Division, Vancouver, "Egocentric interpretations of fairness in asymmetric social dilemmas: Explaining harvesting behavior and the role of communication," ( 1995).

Ann E Tenbrunsel, Psychological Perspectives to Environmental and Ethical Issues in Management, Northwestern University, Evanston, IL, "The dysfunctional aspect of environmental standards," ( 1995).

Ann E Tenbrunsel, Academy of Management Conference, "When is a friend not a friend? The effects of strong ties on matching efficiency, individual effectiveness and barriers to learning," ( 1994).

Ann E Tenbrunsel, RMD Conference on Casual Modeling, "Work and family involvement," ( 1994).

Ann E Tenbrunsel, TIMS/ORSA Conference, "The prescriptive and descriptive use of historical costs in hypothetical real estate negotiations," ( 1994).

Ann E Tenbrunsel, Academy of Management Conference, "Inconsistent influence of procedural justic on job choice," ( 1992).

Ann E Tenbrunsel, Behavioral Decision Research in Management Conference, "Reversals of preference in interpersonal contexts: The difference between judging an alternative and choosing between multiple alternatives," ( 1992).

Ann E Tenbrunsel, Fifth Conference of the International Association for Conflict Management, "The inconsistent role of social comparison in individual's evaluation of job offers," ( 1992).