David F. Sally

Visiting Associate Professor of Business Administration

E-Mail: david.f.sally@tuck.dartmouth.edu Phone:

AB, Harvard University, 1982; PhD, The University of Chicago, 1995

Areas of expertise

Economics, organizational behavior

Current research topics

Neuroeconomics of cooperation and fairness, individual differences in hyperbolic discounting, behavioral compensation theory, psychology of entrepreneurship

Selected Publications

"Conversation and Cooperation in Social Dilemmas: A Meta-Analysis of Experiments from 1958 to 1992," Rationality and Society, 1995; "I, Too, Sail Past: Odysseus and the Logic of Self-Control," Kyklos, 2000; "A General Theory of Sympathy, Mind-Reading, and Social Interaction, with an Application to the Prisoners' Dilemma," Social Science Information, 2000; "Into the Looking Glass: Discerning the Social Mind Through the Mindblind," Advances in Group Processes, 2001; "On Sympathy and Games," Journal of Economic Behavior and Organization, 2001; "Co-Leadership: Lessons from Republican Rome," California Management Review, 2002; "Two Economic Applications of Sympathy," Journal of Law, Economics, and Organization, 2002; "'What an Ugly Baby!': Risk Dominance, Sympathy, and the Coordination of Meaning," Rationality and Society, 2002; "Yearn for Paradise, Live in Limbo: Optimal Frustration for ADR," Penn State Law Review, 2003; "Can I Say, 'Bobobo' and Mean, 'There's No Such Thing as Cheap Talk'?" Journal of Economic Behavior and Organization, forthcoming

Working Papers

With E. Hill, "The Development of Interpersonal Strategy: Autism, Theory-of- Mind, Cooperation and Fairness"; with J. Ericksen, "A Goal in Mind: Using Mental Accounting to Move Toward a Complete Behavioral Compensation Theory"; with K. O’Connor, "The Psychology of Entrepreneurship: Spanning the Structural Hole in Network Research"

Awards

Class of 1992 Award for Teaching Excellence, Johnson Graduate School of Management, Cornell University, 1996

Professional Activities

Academic positions: Assistant Professor of Organizational Studies, 1994–99, Assistant Professor of Economics and Organizational Behavior, 1999–2001, Assistant Professor of Economics and Management and Organizations, 2001–03, Contract Associate Professor of Economics and Management and Organizations, 2003–04, Johnson Graduate School of Management, Cornell University; Tuck School of Business, 2004–present

Nonacademic positions: Consultant, Bain & Company, 1982–85; Manager, Strategic Planning and Corporate Development, Avon Products, 1986–89