Stanford GSB Faculty Publications
The Faculty Publications collection allows you to explore a growing corpus of GSB research in one place, with the ability to perform searches by title, author, abstract, supplied keywords, and (when available) full text. The collection indexes journal articles, case studies, working papers, books and book chapters, and white papers published by GSB faculty members from 2000 to the present. Output from the Corporate Governance Research Initiative, the Corporations and Society Initiative, and the Value Chain Innovation Initiative is also included.
This collection will grow over time as new publications are continually added, additional Research Hub Labs and Initiatives are incorporated, and librarians add entries for pre-2000 articles and other content.
Photo: Monuments to the Unknown Variables by Peter Wegner. Located in the McCoy Family Courtyard of Knight Management Center at the GSB, the ‘x’ structure offers a place to ponder indefinite change—and plan new discoveries.
Showing 1 - 25 of 26 Records
Fifteen Reasons You Should Read This Paper: How Providing Many Arguments Increases Perceptions of Both Expertise and Persuasive Intent
- GSB Authors: Zakary Tormala
- Date: 2025-09-24
- Publication Type: Articles
- Publication: Personality and Social Psychology Bulletin
How AI Sources Can Increase Openness to Opposing Views
- GSB Authors: Zakary Tormala
- Date: 2025-05-17
- Publication Type: Articles
- Publication: Scientific Reports
The Allure of Consensus: People (Over)seek Consensus in Selecting Group Persuasion Strategies
- GSB Authors: Zakary Tormala
- Date: 2024-02-15
- Publication Type: Articles
- Publication: Journal of Personality and Social Psychology
Ideological Competition
- GSB Authors: Gregory Martin | Steven Callander
- Date: 2023-01-12
- Publication Type: Articles
- Publication: American Journal of Political Science
The Effect of Auditory and Visual Recommendations on Choice
- GSB Authors: Jonathan Levav
- Date: 2022-10-25
- Publication Type: Articles
- Publication: Psychological Science
Belief in the Utility of Cross-Partisan Empathy Reduces Partisan Animosity and Facilitates Political Persuasion
- GSB Authors: Robb Willer
- Date: 2022-08-30
- Publication Type: Articles
- Publication: Psychological Science
The Dynamics of Concealment
- GSB Authors: Ivan Marinovic
- Date: 2021-11-26
- Publication Type: Articles
- Publication: Journal of Financial Economics
Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion
- GSB Authors: Zakary Tormala
- Date: 2021-04-03
- Publication Type: Articles
- Publication: Personality and Social Psychology Review
Perspective Taking and Self-Persuasion: Why "Putting Yourself in Their Shoes" Reduces Openness to Attitude Change
- GSB Authors: Zakary Tormala
- Date: 2019-01-29
- Publication Type: Articles
- Publication: Psychological Science
Tailored Cheap Talk: The Effects of Privacy Policy on Ad Content and Market Outcomes
- GSB Authors: Pedro Gardete
- Date: 2018-10-18
- Publication Type: Articles
- Publication: Marketing Science
Psychological Targeting as an Effective Approach to Digital Mass Persuasion
- GSB Authors: Michal Kosinski
- Date: 2017-11-13
- Publication Type: Articles
- Publication: Proceedings of the National Academy of Sciences
On the Pursuit of Desired Attitudes: Wanting a Different Attitude Affects Information Processing and Behavior
- GSB Authors: S. Wheeler
- Date: 2017-01-23
- Publication Type: Articles
- Publication: Journal of Experimental Social Psychology
The Curvilinear Relationship Between Attitude Certainty and Attitudinal Advocacy
- GSB Authors: Zakary Tormala
- Date: 2016-11-12
- Publication Type: Articles
- Publication: Personality and Social Psychology Bulletin
Belief in the Immutability of Attitudes Both Increases and Decreases Advocacy
- GSB Authors: S. Wheeler
- Date: 2016-10-01
- Publication Type: Articles
- Publication: Journal of Personality and Social Psychology
Persuading the Principal to Wait
- GSB Authors: Andrzej Skrzypacz
- Date: 2016-04-20
- Publication Type: Working Papers
Attitude Certainty and Attitudinal Advocacy: The Unique Roles of Clarity and Correctness
- GSB Authors: Zakary Tormala
- Date: 2015-09-03
- Publication Type: Articles
- Publication: Personality and Social Psychology Bulletin
Persuasion, Interrupted: The Effect of Momentary Interruptions on Message Processing and Persuasion
- GSB Authors: Zakary Tormala
- Date: 2015-05-28
- Publication Type: Articles
- Publication: Journal of Consumer Research
The Allure of Unknown Outcomes: Exploring the Role of Uncertainty in the Preference for Potential
- GSB Authors: Zakary Tormala
- Date: 2014-07-15
- Publication Type: Articles
- Publication: Journal of Experimental Social Psychology
Weak > Strong: The Ironic Effect of Argument Strength on Supportive Advocacy
- GSB Authors: Zakary Tormala
- Date: 2013-06-24
- Publication Type: Articles
- Publication: Personality and Social Psychology Bulletin
How to Harness Stories in Business
- GSB Authors: Jennifer Aaker
- Date: 2012-08-21
- Publication Type: Cases
Inviting Questions
- GSB Authors: Uzma Khan | Zakary Tormala
- Date: 2011-09-03
- Publication Type: Articles
- Publication: Journal of Consumer Psychology
Cognitive and Affective Matching Effects in Persuasion: An Amplification Perspective
- GSB Authors: Zakary Tormala
- Date: 2011-07-06
- Publication Type: Articles
- Publication: Personality and Social Psychology Bulletin
A Match Made in the Laboratory: Persuasion and Matches to Primed Traits and Stereotypes
- GSB Authors: S. Wheeler
- Date: 2008-03-29
- Publication Type: Articles
- Publication: Journal of Experimental Social Psychology
Note on Power and Social Interaction
- GSB Authors: Jeffrey Pfeffer
- Date: 2008-01-24
- Publication Type: Cases
Can Mixed Emotions Peacefully Coexist?
- GSB Authors: Jennifer Aaker
- Date: 2002-03-01
- Publication Type: Articles
- Publication: Journal of Consumer Research