People at ILR
Vanessa BohnsAssociate Professor
Department of Organizational Behavior
Professor Bohns received her PhD in Social Psychology from Columbia University and her BA in Psychology from Brown University. Prior to joining Cornell, she taught at the University of Toronto and the University of Waterloo in Canada. Her research focuses broadly on social influence and compliance. In particular, she examines the extent to which people recognize the influence they have over others in various interpersonal interactions, including when asking for help, encouraging one’s peers to engage in questionable behaviors, and making romantic advances. Some of her additional research interests include prosocial behavior, perspective-taking, and self-conscious emotions. Her research has been published in top academic journals in psychology (Psychological Science, Journal of Personality and Social Psychology, Journal of Experimental Social Psychology), management (Organization Science, Organizational Behavior and Human Decision Processes), and law (Yale Law Journal) and has been covered by media outlets such as The New York Times, The Wall Street Journal, and NPR. She is an associate editor at the Journal of Experimental Social Psychology and sits on three editorial boards. Professor Bohns teaches Introduction to Organizational Behavior (ILROB 1220), Morality at Work (ILROB 4760), and Negotiations (ILROB 5790).
- Roseanna Sommers, Vanessa K. Bohns. 2019. The Voluntariness of Voluntary Consent: Consent Searches and the Psychology of Compliance, Yale Law Journal . 128(Forthcoming).
- Sebastian Deri, Daniel Stein, Vanessa K. Bohns. 2019. With a little help from my friends (and strangers): Closeness as a moderator of the underestimation-of-compliance effect, Journal of Experimental Social Psychology . (82):6-15. (DOI:10.1016/j.jesp.2018.11.002)
- Vanessa K. Bohns, Daniel Newark. 2019. Power and perceived influence: I caused your behavior, but I’m not responsible for it, Social and Personality Psychology Compass . (DOI:10.1111/spc3.12427)
- Vanessa K. Bohns, Lauren DeVincent. 2018. Rejecting unwanted romantic advances is more difficult than suitors realize, Social Psychological and Personality Science . (DOI:10.1177/1948550618769880)
- Vanessa K. Bohns, Daniel Newark, Erica Boothby. 2018. When do we feel responsible for other people's behaviors and attitudes?, Advances in Group Processes . 35:159 - 179. (DOI:10.1108/S0882-614520180000035007)
- Vanessa K. Bohns, Lauren DeVincent. 2018. To reduce sexual misconduct, help people understand how their advances might be received, Harvard Business Review .
- Vanessa K. Bohns. 2017. A face-to-face request is 34 times more successful than an email, Harvard Business Review .
- M. Roghanizad, Vanessa K. Bohns. 2017. Ask in person: You're less persuasive than you think over email, Journal of Experimental Social Psychology . 69:223-226. (DOI:10.1016/j.jesp.2016.10.002)
- D. Newark, Vanessa K. Bohns, F. Flynn. 2017. A helping hand is hard at work: Help-seekers’ underestimation of helper effort. , Organizational Behavior & Human Decision Processes . 139:18-29. (DOI:10.1016/j.obhdp.2017.01.001)
- Vanessa K. Bohns. 2016. (Mis)understanding our influence over others: A review of the underestimation of compliance effect, Current Directions in Psychological Science . 25:119-123. (DOI:10.1177/0963721415628011)
- Vanessa K. Bohns, Daniel Newark, Amy Xu. 2016. For a dollar, would you..? How (we think) money influences compliance with our requests., Organizational Behavior & Human Decision Processes . 134:45-62. (DOI:10.1016/j.obhdp.2016.04.004)
- Vanessa K. Bohns. 2015. You’re already more persuasive than you think., Harvard Business Review .
- Vanessa K. Bohns, Abigail A Scholer, Uzma Rehman. 2015. Implicit theories of attraction, Social Cognition . 33:284-307. (DOI:10.1521/soco.2015.33.4.284)
- D. Newark, F. J. Flynn, Vanessa K. Bohns. 2014. Once bitten, twice shy: The effect of a past refusal on expectations of future compliance, Social Psychological and Personality Science . 5:218-225. (DOI:10.1177/1948550613490967)
- Vanessa K. Bohns, M. Roghanizad, A. Xu. 2014. Underestimating our influence over others’ unethical behavior and decisions, Personality and Social Psychology Bulletin . 40:348-362. (DOI:10.1177/0146167213511825)
- Vanessa K. Bohns, F.J. Flynn. 2013. Guilt by design: Structuring organizations to elicit guilt as an affective reaction to failure, Organization Science . 24:1157-1173. (DOI:10.1287/orsc.1120.0787)
- Vanessa K. Bohns, K. Lucas, G.M. Molden, D.C. Finkle, E.J. Coolsen, M.K. Kumashiro, C.E. Rusbult, C.E. Higgins. 2013. Opposites fit: Regulatory focus complementarity and relationship well-being, Social Cognition . 31:1-14. (DOI:10.1521/soco.2013.31.1.1)
- J. Gu, Vanessa K. Bohns, G.J. Leonardelli. 2013. Regulatory focus and interdependent economic decision-making, Journal of Experimental Social Psychology . 49:692-698. (DOI:10.1016/j.jesp.2012.11.008)
- Vanessa K. Bohns, F.J. Flynn. 2013. Underestimating our influence over others at work, Research in Organizational Behavior . 33:97-112. (DOI:doi.org/10.1016/j.riob.2013.10.002)
- Vanessa K. Bohns, S.S. Wiltermuth. 2012. It hurts when I do this (or you do that): Posture and pain tolerance, Journal of Experimental Social Psychology . 48:341-345. (DOI:10.1016/j.jesp.2011.05.022)
- Vanessa K. Bohns, M.J.J. Handgraaf, J.M. Sun, H. Aaldering, C. Mao, J. Logg. 2011. Are social prediction errors universal? Predicting compliance with a direct request across cultures, Journal of Experimental Social Psychology . 47:676-680. (DOI:10.1016/j.jesp.2011.01.001)
- Vanessa K. Bohns, E.T. Higgins. 2011. Liking the same things, but doing things differently: Outcome versus strategic compatibility in partner preferences for joint tasks, Social Cognition . 29:497-527. (DOI:10.1521/soco.2011.29.5.497)
- C. Zhong, Vanessa K. Bohns, F. Gino. 2010. Good lamps are the best police: Darkness increases self-interested behavior and dishonesty, Psychological Science . 21:311-314. (DOI:10.1177/0956797609360754)
- Vanessa K. Bohns, F.J. Flynn. 2010. Why didn’t you just ask? Underestimating the discomfort of help-seeking, Journal of Experimental Social Psychology . 46:402-409. (DOI:10.1016/j.jesp.2009.12.015)
- F.J. Flynn, Vanessa K. Bohns. 2008. If you need help, just ask: Underestimating compliance with direct requests for help, Journal of Personality and Social Psychology . 95:128-143. (DOI:10.1037/0022-35220.127.116.11)
- Vanessa K. Bohns, F.j. Flynn. 2015. Empathy gaps between helpers and help-seekers: Implications for cooperation. in Emerging Trends in the Social and Behavioral Sciences. Hoboken, New Jersey, United States: Wiley, 2015. Robert A. Scott, Stephen M. Kosslyn.
- G. Leonardelli, Vanessa K. Bohns, J. Gu. 2015. Security seeking in a regulatory focus whodunit: The case of the relative orientation in behavioral economics. in The Handbook of Personal Security. New York, United States: Taylor & Francis, 2015. P.J. Carroll, R.M. Arkin, A. Wichman.
- F.J. Flynn, Vanessa K. Bohns. 2012. Underestimating one’s influence in help-seeking. in Six Degrees of Social Influence: Science, application, and the psychology of Robert Cialdini. New York, New York, United States: Oxford University Press, 2012. D.T. Kenrick, N. Goldstein, S.L. Braver. (14-26)
- When do we feel responsible for other people’s behavior and attitudes?. Presented to Academy of Management. Chicago, IL. 2018.
- The voluntariness of voluntary consent: Consent searches and the psychology of compliance. Presented to American Law and Economics Association Annual Meeting. Boston, MA. 2018.
- Judging consent for self, other, and the reasonable person: Behavioral and psychological responses to digital privacy violations. Presented to Society for Judgment and Decision Making. Vancouver, BC. 2017.
- Judging the voluntariness of consent: A psychological critique of the Fourth Amendment standard. Presented to Conference on Empirical Legal Studies. Ithaca, NY. 2017.
- Empathy gaps in social influence: Underestimating the awkwardness of saying “no”. Presented to Association for Psychological Science Annual Conference. Boston, MA. 2017.
- The value of a helping hand: Do help-seekers accurately predict help quality?. Presented to Academy of Management. Anaheim, CA. 2016.
- For a dollar, would you..? How (we think) money influences compliance with our requests. Presented to Academy of Management. Vancouver, BC. 2015.
- I can't believe you agreed to that! Underestimating our influence over others’ unethical behavior. Presented to Academy of Management. Philadelphia, PA. 2014.
- The “Asking Tax”: Different expectations for requested versus volunteered favors and concessions. Presented to Academy of Management. Philadelphia, PA. 2014.
- Under- and over-estimating our influence over others at work (chaired symposium). Presented to Academy of Management. Philadelphia, PA. 2014.
- Guilt by design: Structuring organizations to promote guilt as an affective reaction to failure. Presented to Academy of Management. Boston, MA. 2012.
- Embodied power and complementarity in interpersonal interactions. Presented to Society for Personality and Social Psychology. San Diego, CA. 2012.
Honors and Awards
- Provost Research Innovation Award in Social Sciences (2018), Cornell University.
- Nominee, McIntyre Teaching Award (2016, 2017, 2018), Cornell University, ILR School .
- Elected Fellow (2013), Society for Experimental Social Psychology.