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 includes links to all available journal articles dating back to 2012, and we have added case studies, working papers, books and book chapters, and white papers published since 2023. Output from the Corporate Governance Research Initiative, the Corporations and Society Initiative, and the Value Chain Innovation Initiative is also included.

The collection’s scope currently encompasses:

  • Journal Articles - 2012 to present
  • Working Papers - 2023 to present
  • Books - 2023 to present
  • Case Studies - 2023 to present

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-2012 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 - 20 of 20 Records

Title (A-Z) Title (Z-A) Date (Ascending) Date (Descending)
25 50 100
Miniature of How AI Sources Can Increase Openness to Opposing Views
How AI Sources Can Increase Openness to Opposing Views
  • GSB Authors: Zakary Tormala
  • Date: 2025-05-17
  • Publication Type: Articles
  • Publication: Scientific Reports
Miniature of The Allure of Consensus: People (Over)seek Consensus in Selecting Group Persuasion Strategies
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
Miniature of Ideological Competition
Ideological Competition
  • GSB Authors: Gregory Martin | Steven Callander
  • Date: 2023-01-12
  • Publication Type: Articles
  • Publication: American Journal of Political Science
Miniature of The Effect of Auditory and Visual Recommendations on Choice
The Effect of Auditory and Visual Recommendations on Choice
  • GSB Authors: Jonathan Levav
  • Date: 2022-10-25
  • Publication Type: Articles
  • Publication: Psychological Science
Miniature of The Effect of Auditory and Visual Recommendations on Choice
The Effect of Auditory and Visual Recommendations on Choice
  • GSB Authors: Jonathan Levav
  • Date: 2022-10-25
  • Publication Type: Articles
  • Publication: Psychological Science
Miniature of Belief in the Utility of Cross-Partisan Empathy Reduces Partisan Animosity and Facilitates Political Persuasion
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
Miniature of Belief in the Utility of Cross-Partisan Empathy Reduces Partisan Animosity and Facilitates Political Persuasion
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
Miniature of The Dynamics of Concealment
The Dynamics of Concealment
  • GSB Authors: Ivan Marinovic
  • Date: 2021-11-26
  • Publication Type: Articles
  • Publication: Journal of Financial Economics
Miniature of Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion
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
Miniature of Perspective Taking and Self-Persuasion: Why "Putting Yourself in Their Shoes" Reduces Openness to Attitude Change
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
Miniature of Perspective Taking and Self-Persuasion: Why "Putting Yourself in Their Shoes" Reduces Openness to Attitude Change
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
Miniature of Tailored Cheap Talk: The Effects of Privacy Policy on Ad Content and Market Outcomes
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
Miniature of Psychological Targeting as an Effective Approach to Digital Mass Persuasion
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
Miniature of On the Pursuit of Desired Attitudes: Wanting a Different Attitude Affects Information Processing and Behavior
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
Miniature of The Curvilinear Relationship Between Attitude Certainty and Attitudinal Advocacy
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
Miniature of Belief in the Immutability of Attitudes Both Increases and Decreases Advocacy
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
Miniature of Persuasion, Interrupted: The Effect of Momentary Interruptions on Message Processing and Persuasion
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
Miniature of The Allure of Unknown Outcomes: Exploring the Role of Uncertainty in the Preference for Potential
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
Miniature of The Preference for Potential
The Preference for Potential
  • GSB Authors: Zakary Tormala
  • Date: 2012-10-01
  • Publication Type: Articles
  • Publication: Journal of Personality and Social Psychology
Miniature of Inviting Questions
Inviting Questions
  • GSB Authors: Uzma Khan | Zakary Tormala
  • Date: 2011-09-03
  • Publication Type: Articles
  • Publication: Journal of Consumer Psychology
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Keywords: persuasion   Remove all  

About this Collection

Collection Name:
Stanford GSB Faculty Publications
Collection Type:
GSB Publications and Research

20 Articles

9 persuasion (psychology) 6 attitudes 6 open data 6 open materials 6 preregistered 4 attitude change 4 attitude change (psychology) 4 receptiveness 2 achievement 2 advocacy 2 attitude certainty 2 cheap talk 2 consumer attitudes 2 decision-making 2 emotions 2 empathy 2 information processing 2 intergroup dynamics 2 intergroup relations 2 judgment 2 modality 2 need 2 partisanship 2 perspective taking 2 political psychology 2 resistance 2 source perceptions 2 speech reveals 2 spoken 2 thoughtful mind 2 uncertainty 2 value congruence 1 analytic models 1 artificial intelligence 1 behavior 1 bias 1 certainty 1 cognitive dissonance 1 comparison (psychology) 1 comprehension 1 consensus 1 consumer behavior 1 consumer preferences 1 decision making 1 desired attitudes 1 digital mass communication 1 disclosure 1 earnings forecasting 1 earnings management 1 everyday life 1 goal pursuit 1 group persuasion 1 human information processing 1 implicit attitudes 1 implicit theories 1 influence 1 influence tactics 1 intentions 1 internet advertising 1 interpersonal communication 1 interruption 1 interruption (psychology) 1 involvement 1 likes & dislikes 1 manipulation checks (research) 1 marketing & psychology 1 marketing strategy 1 metaanalysis 1 openness 1 personality 1 polarization 1 possibility 1 potential 1 preferences 1 privacy 1 privacy policy 1 psychological targeting 1 psychology 1 public companies 1 questions 1 questions & answers 1 recipient 1 reputations 1 similarity 1 social advocacy 1 social influence 1 statistical correlation 1 structural estimation 1 targeted marketing 1 voluntary disclosure