Academic Papers
Pierce, Lamar, Alex Rees-Jones, and Charlotte Blank. (2025) “The Negative Consequences of Loss-Framed Performance Incentives.” American Economic Journal: Economic Policy. 17(1): 505-539
Jansen, Mark, Hieu Nguyen, Lamar Pierce, and Jason Snyder (2024). “Product Sales Incentive Spillovers to the Lending Market.” Management Science. 70(8): 5463-5480
Wiltermuth, Scott, Timothy Gubler, and Lamar Pierce (2023) “Anchoring on Historical Round Number Reference Points: Evidence from Durable Goods Resale Prices.” Organization Science. 34(5): 1839-1863
Pierce, Lamar and Christopher I. Rider. (2022) “Supporting Mental Health at Work (Comment on Kensbock, Alkærsig, and Lomberg).” Administrative Science Quarterly. 67(1): 56-69.
Larkin, Ian, Lamar Pierce, Shaul Shalvi, and Ann Tenbrunsel. (2021) “The Opportunities and Challenges of Behavioral Field Research on Misconduct.” Organizational Behavior & Human Decision Processes. 166: 1-8.
Chan, Tat, Yijun Chen, Lamar Pierce, and Daniel Snow. (2021) “The Influence of Peers in Worker Misconduct: Evidence from Restaurant Theft.” Manufacturing & Service Operations Management 23(4): 952-973
Pierce, Lamar, Laura Wang, and Dennis J. Zhang. (2021) “Peer Bargaining and Productivity in Teams: Gender and the Inequitable Division of Pay.” Manufacturing & Service Operations Management 23(4): 933-951.
Pierce, Lamar, and Jason A. Snyder. (2020). “Historical Origins of Firm Ownership Structure: The Persistent Effects of the African Slave Trade.” Academy of Management Journal. 63(6): 1687-1713
Dahl, Michael S., and Lamar Pierce. (2020). "When Is an Effect Size Too Small? Response to Commentary on “Pay-for-Performance and Employee Mental Health”. Academy of Management Discoveries 6(1): 140-141
Dahl, Michael S., and Lamar Pierce. (2020) “Pay-for-Performance and Employee Mental Health: Large Sample Evidence Using Employee Prescription Drug Usage.” Academy of Management Discoveries 6(1): 12-38
Gartenberg, Claudine, and Lamar Pierce (2018) “Reflections on Subprime Governance” Strategic Management Journal. (Invited comment) 39: 3303-3304.
Gubler, Timothy, Ian Larkin, and Lamar Pierce. (2018) “Doing Well by Making Well: The Impact of Corporate Wellness Programs on Employee Productivity.” Management Science 64(11): 4967-4987.
Balasubramanian, Parasuram, Victor Bennett, and Lamar Pierce (2017) “The Wages of Dishonesty: The Supply of Cheating Under High-Powered Incentives.” Journal of Economic Behavior & Organization. 136: 428-444.
Gartenberg, Claudine, and Lamar Pierce. (2017). “Subprime Governance: Agency Costs in Vertically Integrated Banks and 2008 Mortgage Crisis” Strategic Management Journal 38(2): 300-321
Meier, Stephan, Lamar Pierce, Antonino Vaccaro, and Barbara La Cara. (2016). “Trust and In-Group Favoritism in a Culture of Crime” Journal of Economic Behavior & Organization. 132(A): 78-92.
Moore, Celia, and Lamar Pierce (2016). “Psychological Reactance to Transgressors: When Norms of Leniency Lead to Harsher Punishment” Frontiers in Psychology 7: 550.
Larkin, Ian and Lamar Pierce. (2016). “Compensation and Employee Misconduct: The Inseparability of Productive and Counterproductive Behavior in Firms.” in Organizational Wrongdoing. Palmer, D., R. Greenwood, and K. Smith-Crowe, (eds.). Cambridge University Press.
Gubler, Timothy, Ian Larkin, and Lamar Pierce. (2016). “Motivational Spillovers from Awards: Crowding Out in a Multitasking Environment.” Organization Science 27(2): 286-303.
Pierce, Lamar and Parasuram Balasubramanian. (2015) “Behavioral Field Evidence on Psychological and Social Factors in Dishonesty and Misconduct”. Current Opinion in Psychology. 6: 70-76. (Invited Contribution)
Pierce, Lamar, Daniel Snow, and Andrew McAfee. (2015). “Cleaning House: The Impact of Information Technology on Employee Corruption and Productivity” Management Science 61(10): 2299-2319.
Pierce, Lamar and Jason Snyder. (2015). “Unethical Demand and Employee Turnover” Journal of Business Ethics 131(4): 853-869.
Chan, Tat, Jia Li, and Lamar Pierce. (2014). “Learning from Peers: Knowledge Transfer and Sales Force Productivity Growth” Marketing Science 33(4): 463-484.
Chan, Tat Y., Jia Li, and Lamar Pierce. (2014). “Compensation and Peer Effects in Competing Sales Teams” (with Tat Chan and Jia Li) Management Science. 60(8): 1965-1984.
Wiltermuth, Scott, Victor Bennett, and Lamar Pierce. (2013). “Doing as They Would Do: How the Ethical Preferences of Third-Party Beneficiaries Impact Ethical Decision-Making” Organizational Behavior and Human Decision Processes 122(2): 280-290.
Bennett, Victor, Lamar Pierce, Jason Snyder, and Michael Toffel. (2013). “Customer-Driven Misconduct: How Competition Corrupts Business Practices” Management Science 59(8): 1725-1742. (Lead Article)
Pierce, Lamar and Michael Toffel. (2013). “The Role of Organizational Scope and Governance in Strengthening Private Regulatory Monitoring” Organization Science. 24(5): 1558-1584.
Pierce, Lamar, Michael S. Dahl, and Jimmi Nielsen. (2013). “In Sickness and in Wealth: Psychological and Sexual Costs of Income Comparison in Marriage” Personality and Social Psychology Bulletin 39(3): 360-375.
Pierce, Lamar and Jason Snyder (2012) “Discretion and Manipulation by Experts: Evidence from a Vehicle Emissions Policy Change” B.E. Journal of Economic Analysis & Policy (Special Issue on Forensic Economics) 13(3).
Larkin, Ian, Lamar Pierce, and Francesca Gino. (2012). “The Psychological Costs of Pay-For-Performance: Implications for the Strategic Compensation of Employees.” Strategic Management Journal 33(10): 1194-1214.
Pierce, Lamar (2012) “Organizational Structure and the Limits of Knowledge Sharing: Incentive Conflict and Agency in Car Leasing.” Management Science 58(6): 1106-1121.
Gino, Francesca and Lamar Pierce. (2010). “Lying to Level the Playing Field: Why People May Dishonestly Help or Hurt Others to Restore Equity.” Journal of Business Ethics 95 (1): 89-103.
Gino, Francesca and Lamar Pierce. (2010). “Robin Hood Under the Hood: Wealth-Based Discrimination in Illicit Customer Help” Organization Science 21 (6): 1176-1194.
Gino, Francesca and Lamar Pierce. (2009). “Dishonesty in the Name of Equity.” Psychological Science 20 (9): 1153-1160
Gino, Francesca and Lamar Pierce. (2009). “The Abundance Effect: Unethical Behavior in the Presence of Wealth.” Organizational Behavior and Human Decision Processes 109, 142-155.
Pierce, Lamar and Jason Snyder. (2008). “Ethical Spillovers in Firms: Evidence from Vehicle Emissions Testing.” Management Science 54 (11): 1891-1903.