Alice Lee

Alice Lee is an Assistant Professor of Organizational Behavior in the ILR School at Cornell University. Her research examines key features of social influence, where one person makes an overture toward another in the hopes of achieving a particular economic or subjective outcome. In three intersecting lines of research, she explores 1) how people approach acts of influence, 2) who uses and conforms to selected influence strategies, and 3) when certain sources of social influence matter the most. Overall, her work reveals the importance of understanding the social meaning that targets of influence attach to influencers’ overtures and behavior to understand how and when social influence is or isn’t effective in a given situation. Her work has been published in journals such as Organizational Behavior and Human Decision Processes, Journal of Experimental Social Psychology, Personality and Social Psychology Bulletin, and Psychological Science.

Alice holds a Ph.D. in Management from Columbia Business School and a B.S. in Finance from the Stern School of Business at New York University. Prior to academia, she worked in asset management at J.P. Morgan.

Articles

• Anicich, E. M., Lee, A. J., Liu, S (in press). Thanks, but No Thanks: Unpacking the Relationship between Power and Gratitude. Personality and Social Psychology Bulletin.
• Lee, A. J., Loschelder, D. D., Schweinsberg, M., Mason, M. F., Galinsky, A. G. (2018). Too Precise to Pursue: How Precise First Offers Create Barriers-to-Entry in Negotiations and Markets. Organizational Behavior and Human Decision Processes, 148, 87-100.
• Lee, A. J., Ames, D. R. (2017). “I can’t pay more” versus “It’s not worth more”: Divergent effects of constraint and disparagement rationales in negotiations. Organizational Behavior and Human Decision Processes, 141, 16-28.
• Ames, D. R., Lee, A. J., & Wazlawek, A. S. (2017). Interpersonal Assertiveness: Inside the Balancing Act. Social and Personality Psychology Compass, 11(6), e12317.
• Kuwabara, K., Yu, S., Lee, A. J., & Galinsky, A. D. (2015). Status Decreases Dominance in the West but Increases Dominance in the East. Psychological Science, 27, 127-137.
• Ames, D. R. & Lee, A. J. (2015). Tortured beliefs: How and when prior support for torture skews the perceived value of coerced information. Journal of Experimental Social Psychology, 60, 86-92.
• Mason, M. F., Lee, A. J., Wiley, E. A., & Ames, D. R. (2013). Precise offers are potent anchors: Conciliatory counteroffers and attributions of knowledge in negotiations. Journal of Experimental Social Psychology, 49, 759-763.

Book Chapters

• Schaerer, M., Lee, A. J., Galinsky, A. D., & Thau, S. (2018). Contextualizing social power research within organizational behavior. In Ferris, D. L., Johnson, R. E., & Sedikides, C. (Eds.), The Self at Work: Fundamental Theory and Research. Organizational Frontiers Series of the Society for Industrial and Organizational Psychology. New York: Routledge.
• Galinsky, A. D. & Lee, A. J. (2016). When Perspective-Takers Turn Unethical. The Social Psychology of Morality, 126.