Sunita Sah

The burden of disclosure: Increased compliance with distrusted advice.

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Abstract Professionals often face conflicts of interest that give them an incentive to provide biased advice, and disclosure (informing advisees about the conflict) is frequently proposed as a solution to the problem. We present 6 experiments that reveal a previously unrecognized perverse effect of disclosure: Although disclosure can decrease advisees’ trust in the advice, it […]

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Cheap talk and credibility: The consequences of confidence and accuracy on advisor credibility and persuasiveness.

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Abstract Is it possible to increase one’s influence simply by behaving more confidently? Prior research presents two competing hypotheses: (1) the confidence heuristic holds that more confidence increases credibility, and (2) the calibration hypothesis asserts that overconfidence will backfire when others find out. Study 1 reveals that, consistent with the calibration hypothesis, while accurate advisors

Cheap talk and credibility: The consequences of confidence and accuracy on advisor credibility and persuasiveness. Read More »

The unintended consequences of conflict of interest disclosure.

Journal Publication /

Abstract Conflicts of interest, both financial and nonfinancial, are ubiquitous in medicine, and the most commonly prescribed remedy is disclosure. The Medicare Payment Advisory Commission and the Accountable Care Act impose a range of disclosure requirements for physicians, and almost all medical journals now require authors to disclose conflicts of interest (although these requirements may

The unintended consequences of conflict of interest disclosure. Read More »