Lamar Pierce

Washington University, Saint Louis - John M. Olin School of Business

Assistant Professor of Strategy

One Brookings Drive

Campus Box 1133

St. Louis, MO 63130-4899

United States

SCHOLARLY PAPERS

29

DOWNLOADS
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12,890

SSRN CITATIONS
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SSRN RANKINGS

Top 6,143

in Total Papers Citations

189

CROSSREF CITATIONS

26

Scholarly Papers (29)

1.

Motivational Spillovers from Awards: Crowding Out in a Multitasking Environment

Forthcoming in Organization Science, Harvard Business School NOM Unit Working Paper No. 13-069
Number of pages: 41 Posted: 12 Feb 2013 Last Revised: 29 Dec 2015
Timothy Gubler, Ian Larkin and Lamar Pierce
Brigham Young University, University of California, Los Angeles (UCLA) - Anderson School of Management and Washington University, Saint Louis - John M. Olin School of Business
Downloads 4,846 (2,102)
Citation 16

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Motivation, Compensation, Strategic Human Resources Management, Organizational Economics, Behavioral Economics

2.

Doing Well by Making Well: The Impact of Corporate Wellness Programs on Employee Productivity

Forthcoming, Management Science
Number of pages: 55 Posted: 21 Jul 2016 Last Revised: 01 Jul 2017
Timothy Gubler, Ian Larkin and Lamar Pierce
Brigham Young University, University of California, Los Angeles (UCLA) - Anderson School of Management and Washington University, Saint Louis - John M. Olin School of Business
Downloads 999 (27,424)
Citation 11

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Worker Productivity, Health, Wellness Program, Presenteeism, Corporate Social Responsibility

3.

The Behavioral and Evolutionary Roots of Dynamic Capabilities

Number of pages: 30 Posted: 17 Jul 2008 Last Revised: 27 Jul 2017
Felix Arndt, Lamar Pierce and David Teece
University of Roehampton, Washington University, Saint Louis - John M. Olin School of Business and Institute for Business Innovation
Downloads 967 (28,700)
Citation 1

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dynamic capabilities, behavioral theory, routines

4.

The Psychological Costs of Pay-for-Performance: Implications for the Strategic Compensation of Employees

Harvard Business School NOM Unit Working Paper No. 11-056
Number of pages: 45 Posted: 10 May 2011 Last Revised: 21 Feb 2013
Ian Larkin, Lamar Pierce and Francesca Gino
University of California, Los Angeles (UCLA) - Anderson School of Management, Washington University, Saint Louis - John M. Olin School of Business and Harvard University - Business School (HBS)
Downloads 936 (30,089)
Citation 12

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compensation, pay, incentives, principal-agent models, motivation, psychology

5.

Compensation and Peer Effects in Competing Sales Teams

Forthcoming at Management Science
Number of pages: 36 Posted: 25 Mar 2009 Last Revised: 04 Jan 2016
Tat Y. Chan, Jia Li and Lamar Pierce
Washington University in St. Louis - John M. Olin Business School, Purdue University - Krannert School of Management and Washington University, Saint Louis - John M. Olin School of Business
Downloads 737 (41,841)
Citation 24

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peer effects, social influence, compensation, sales force, marketing

6.

The Abundance Effect: Unethical Behavior in the Presence of Wealth

Number of pages: 54 Posted: 09 Jul 2008 Last Revised: 21 Aug 2008
Francesca Gino and Lamar Pierce
Harvard University - Business School (HBS) and Washington University, Saint Louis - John M. Olin School of Business
Downloads 584 (56,805)
Citation 4

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unethical behavior, envy, money, wealth, stealing

7.

Cleaning House: The Impact of Information Technology Monitoring on Employee Theft and Productivity

MIT Sloan Research Paper No. 5029-13
Number of pages: 52 Posted: 01 Sep 2013 Last Revised: 16 Oct 2014
Lamar Pierce, Daniel C. Snow and Andrew McAfee
Washington University, Saint Louis - John M. Olin School of Business, Brigham Young University - J. Willard and Alice S. Marriott School of Management and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 533 (63,607)
Citation 25

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information technology, monitoring, misconduct, employee theft

8.

Customer-Driven Misconduct: How Competition Corrupts Business Practices

Management Science 59 (8), 1725-1742
Number of pages: 33 Posted: 16 Feb 2012 Last Revised: 11 Dec 2013
Duke University - Fuqua School of Business, Washington University, Saint Louis - John M. Olin School of Business, University of California, Los Angeles (UCLA) - Anderson School of Management and Harvard Business School
Downloads 360 (101,480)
Citation 21

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9.

Organizational Structure and the Limits of Knowledge Sharing: Incentive Conflict and Agency in Car Leasing

Number of pages: 33 Posted: 19 Mar 2010 Last Revised: 03 Oct 2011
Lamar Pierce
Washington University, Saint Louis - John M. Olin School of Business
Downloads 298 (124,838)
Citation 6

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knowledge-based view, signaling, leasing, agency theory, automotive industry

10.

The Role of Organizational Scope and Governance in Strengthening Private Monitoring

Forthcoming, Organization Science
Number of pages: 59 Posted: 16 Jul 2010 Last Revised: 15 Oct 2012
Lamar Pierce and Michael W. Toffel
Washington University, Saint Louis - John M. Olin School of Business and Harvard Business School
Downloads 262 (142,603)
Citation 3

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Organizational structure, scope, corruption, ethics, auditing, regulation, governance, environmental, pollution, automobile, outsourcing

11.

The Historical Roots of Firm Access to Finance: Evidence from the African Slave Trade

Number of pages: 69 Posted: 05 Dec 2012 Last Revised: 29 Aug 2014
Lamar Pierce and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 260 (143,736)
Citation 14

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Trust, Social Capital, Finance, Africa, Growth, Development

12.

Learning from Peers: Knowledge Transfer and Sales Force Productivity Growth

Forthcoming at Marketing Science
Number of pages: 50 Posted: 29 Jun 2011 Last Revised: 04 Jan 2016
Tat Y. Chan, Jia Li and Lamar Pierce
Washington University in St. Louis - John M. Olin Business School, Purdue University - Krannert School of Management and Washington University, Saint Louis - John M. Olin School of Business
Downloads 227 (164,059)
Citation 12

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Learning, social learning, peer-based learning, sales management, personal selling, retailing, knowledge transfer, social interactions

13.

Big Losses in Ecosystem Niches: How Core Firm Decisions Drive Complementary Product Shakeouts

Number of pages: 50 Posted: 09 Jul 2008 Last Revised: 24 Jul 2008
Lamar Pierce
Washington University, Saint Louis - John M. Olin School of Business
Downloads 222 (167,613)
Citation 17

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Business Ecosystems, Dynamic Capabilities, Leasing, Automotive Industry, Forecasting, Organizational Ecology

14.

Manufacturer Lease Pricing and Adverse Selection

Number of pages: 32 Posted: 09 Jul 2008 Last Revised: 19 Aug 2008
Lamar Pierce
Washington University, Saint Louis - John M. Olin School of Business
Downloads 200 (184,850)

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adverse selection, automotive industry, durable goods, leasing

15.

Robin Hood Under the Hood: Wealth-Based Discrimination in Illicit Customer Help

Number of pages: 45 Posted: 08 Jul 2008 Last Revised: 23 Jan 2009
Francesca Gino and Lamar Pierce
Harvard University - Business School (HBS) and Washington University, Saint Louis - John M. Olin School of Business
Downloads 190 (193,570)
Citation 10

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Unethical behavior; Empathy; Envy; Fraud; Robin-Hood; Wealth-based discrimination

16.

Peer Bargaining and Productivity in Teams: Gender and the Inequitable Division of Pay

Number of pages: 41 Posted: 27 Feb 2018 Last Revised: 23 Feb 2019
Lamar Pierce, Laura W. Wang and Dennis Zhang
Washington University, Saint Louis - John M. Olin School of Business, University of Illinois at Urbana-Champaign and Washington University in St. Louis - John M. Olin Business School
Downloads 184 (199,147)
Citation 5

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Productivity, Bargaining, Gender, Negotiation, Equity, Fairness, Compensation

17.

In Sickness and in Wealth: Psychological and Sexual Costs of Income Comparison in Marriage

Number of pages: 46 Posted: 08 Dec 2012
Lamar Pierce, Michael S. Dahl and Jimmi Nielsen
Washington University, Saint Louis - John M. Olin School of Business, Aalborg University Business School and Aarhus University - Aarhus University Hospital
Downloads 158 (226,924)
Citation 3

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Social comparison, marriage, intimacy, happiness, family, gender roles, sexual identity, sexuality, emotion in relationships, family, romantic relationships, regression discontinuity

18.

Doing as They Would Do: How the Perceived Ethical Preferences of Third-Party Beneficiaries Impact Ethical Decision-Making

Organizational Behavior and Human Decision Processes 122, 280-290
Number of pages: 44 Posted: 13 Oct 2013 Last Revised: 11 Dec 2013
University of Southern California - Marshall School of Business, Duke University - Fuqua School of Business and Washington University, Saint Louis - John M. Olin School of Business
Downloads 147 (240,821)
Citation 2

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Ethics, Prosocial, Decision-Making, Moral Orientation, Ethical Predisposition

19.

Ethical Spillovers in Firms: Evidence from Vehicle Emissions Testing

Number of pages: 29 Posted: 12 Jul 2008
Lamar Pierce and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 112 (295,380)
Citation 12

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peer effects, spillovers, fraud, corruption, productivity, ethics

20.

Losing Hurts: The Happiness Impact of Partisan Electoral Loss

HKS Working Paper No. RWP14-051
Number of pages: 53 Posted: 22 Nov 2014 Last Revised: 13 Mar 2015
Lamar Pierce, Todd Rogers and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business, Harvard University - Harvard Kennedy School (HKS) and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 102 (315,040)
Citation 1

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Partisanship, Political Psychology, Happiness, Elections, Identity, Well-Being, Obama

21.

The Wages of Dishonesty: The Supply of Cheating under High-Powered Incentives

Balasubramanian, Parasuram, Victor M. Bennett, and Lamar Pierce. "The wages of dishonesty: The supply of cheating under high-powered incentives." Journal of Economic Behavior & Organization 137 (2017): 428-444.
Number of pages: 47 Posted: 13 Jul 2016 Last Revised: 05 Aug 2020
Washington University in St. Louis, Duke University - Fuqua School of Business and Washington University, Saint Louis - John M. Olin School of Business
Downloads 99 (321,258)
Citation 3

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Incentives, Dishonesty, Cheating, Ethics, Reference Points, Prospect Theory

22.

Unethical Demand and Employee Turnover

Number of pages: 47 Posted: 05 May 2013
Lamar Pierce and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 95 (329,849)

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Unethical Behavior, Fraud, Corruption, Prosocial Behavior, Ethics, Deviance, Person-Organization Fit

23.

Anchoring on Historical Round Number Reference Points: Expert Experience Corrects for Pricing Bias while Market Forces Do Not

Number of pages: 52 Posted: 19 Aug 2020 Last Revised: 08 Apr 2021
University of Southern California - Marshall School of Business, Brigham Young University and Washington University, Saint Louis - John M. Olin School of Business
Downloads 91 (338,915)

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Anchoring, Real Estate, Reference Points, Experience, Negotiations

24.

Motivation Matters: Corporate Scope and Competition in Complementary Product Markets

Strategic Management Journal. 37(7): 1304-1315, 2016
Number of pages: 29 Posted: 11 Dec 2014 Last Revised: 24 Oct 2018
Victor Manuel Bennett and Lamar Pierce
Duke University - Fuqua School of Business and Washington University, Saint Louis - John M. Olin School of Business
Downloads 82 (361,194)
Citation 2

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25.

Subprime Governance: Agency Costs in Vertically Integrated Banks and the 2008 Mortgage Crisis

Forthcoming in Strategic Management Journal
Number of pages: 40 Posted: 09 Dec 2015
Claudine Madras Gartenberg and Lamar Pierce
Wharton School, University of Penn and Washington University, Saint Louis - John M. Olin School of Business
Downloads 55 (445,665)
Citation 2

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Vertical integration, Corporate governance, Transaction cost economics, Mortgage securitization, Boundaries of the firm

26.

Discretion and Manipulation by Experts: Evidence from a Vehicle Emissions Policy Change

Number of pages: 29 Posted: 08 May 2011 Last Revised: 28 Mar 2012
Lamar Pierce and Jason Snyder
Washington University, Saint Louis - John M. Olin School of Business and University of California, Los Angeles (UCLA) - Anderson School of Management
Downloads 54 (449,277)
Citation 5

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Fraud, Corruption, Forensic Economics, Environmental Policy, Moral Hazard, Regulation

27.

Trust and In-Group Favoritism in a Culture of Crime

IZA Discussion Paper No. 8169
Number of pages: 67 Posted: 24 May 2014
Stephan Meier, Lamar Pierce and Antonino Vaccaro
Federal Reserve Bank of Boston, Washington University, Saint Louis - John M. Olin School of Business and University of Navarra - IESE Business School
Downloads 50 (464,757)
Citation 3

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organized crime, trust, in-group favoritism, Mafia

28.

Product Sales Incentive Spillovers to the Lending Market

Number of pages: 48 Posted: 28 Jan 2021 Last Revised: 20 Apr 2021
Mark Jansen, Hieu Nguyen, Lamar Pierce and Jason Snyder
University of Utah - Department of Finance, University of Utah - David Eccles School of Business, Washington University, Saint Louis - John M. Olin School of Business and University of California, Berkeley - Haas School of Business - Business and Public Policy
Downloads 33 (542,342)

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household finance, incentives, auto loans, subprime, agency problems

29.

The Negative Consequences of Loss-Framed Performance Incentives

NBER Working Paper No. w26619
Number of pages: 59 Posted: 06 Jan 2020 Last Revised: 16 Jun 2021
Lamar Pierce, Alex Rees-Jones and Charlotte Blank
Washington University, Saint Louis - John M. Olin School of Business, Cornell University - Department of Economics and Maritz Holdings Inc.
Downloads 7 (718,340)
Citation 2
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