Too Optimistic About What the Future Holds?: How Greater Confidence Can Lead to Fewer Purchases

Francesca Gino, Harvard Business School, USA
Uriel Haran, Carnegie Mellon University, USA
Don Moore, University of California at Berkeley, USA
This research examines how managers might be inclined to engage in unethical behavior (e.g., by deceiving their customers or by offering low quality products that do not meet safety standards to consumers) because they are overconfident about their ability to perform and do better in the future.
[ to cite ]:
Francesca Gino, Uriel Haran, and Don Moore (2011) ,"Too Optimistic About What the Future Holds?: How Greater Confidence Can Lead to Fewer Purchases", in NA - Advances in Consumer Research Volume 39, eds. Rohini Ahluwalia, Tanya L. Chartrand, and Rebecca K. Ratner, Duluth, MN : Association for Consumer Research, Pages: 50.