Lisa D. Ordóñez

McClelland Professor of Management and Organizations
McClelland Professor of Marketing
Eller College Vice Dean

Degrees

Ph.D., University of California at Berkeley, 1994

Areas of Expertise

  •  Judgment and decision making with applications to management and consumer behavior
  •  Ethical decision making
  •  Negative impact of goal setting systems
  •  Emotions and decision making

Courses

MGMT 562 Applied Business Statistics
MGMT 444 Managing Groups and Teams

Publications

Ordóñez, L. D., Benson, L., & Pittarello, A. (2016). Time Pressure Perception and Decision Making. In G. Keren and G. Wu (Eds): The Wiley-Blackwell Handbook of Judgment and Decision Making. 

Ordóñez, L.D, & Welsh, D.T. (2015). Immoral Goals: How Goal Setting May Lead to Unethical Behavior.  Current Opinion in Psychology. (Special issue on behavioral ethics), 6, 93-96. 

Welsh, D.T., Ordóñez, L.D., Snyder, D.G., & Christian, M.S. (2015). The slippery slope: A self- regulatory examination of the cumulative effect of minor ethical transgressions. Journal of Applied Psychology, 100, 114-127. 

Welsh, D., & Ordóñez, L. D. (2014). The dark side of consecutive high performance goals: Linking goal setting, depletion, and unethical behavior. Organizational Behavior and Human Decision Process, Special Issue on Behavioral Ethics, 123, 79-89. 

Welsh, D., & Ordóñez, L. D. (2014). Conscience without cognition: The effects of subconscious priming on automatic ethical behavior. Academy of Management Journal, 57, 723-742. 

Ordóñez, L. D., & Wu, G. (2013). Goals and decision making. In S. Highhouse, E. Salas and R. S. Dalal (Eds): Judgment and Decision Making, SIOP Organizational Frontiers Series, pp. 123-139. 

Connolly, T., Ordóñez, L. D., & Barker, S. (2013). Judgment and decision making. In N. Schmitt & S. Highhouse (Eds): Comprehensive Handbook of Psychology, Volume 12: Industrial and Organizational Psychology. New York: John Wiley.

Janakiraman, N., & Ordóñez, L. D. (2012). Effect of effort and deadlines on consumer product returns. Journal of Consumer Psychology, 22, 260–271. 

Kugler, T., Connolly, T. and Ordóñez, L. D. (2012). Emotion, decision and risk: betting on gambles vs. betting on people, Journal of Behavioral Decision Making, 25, 123-134. 

Ordóñez, L. D., Schweitzer, M. E., Galinsky, A. D., & Bazerman, M. H. (2009). On Good

Scholarship, Goal Setting, and Scholars Gone Wild, Academy of Management Perspectives, 23(1), 6-16. 

Ordóñez, L. D., Schweitzer, M. E., Galinsky, A. D., & Bazerman, M. H. (2009). Goals Gone Wild: The Systematic Side Effects of Overprescribing Goal Setting, Academy of Management Perspectives, 23(3), 82-87. 

Schweitzer, M., Ordóñez, L. D., & Douma, B. (2004). The Dark Side of Goal Setting: The Role of Goals in Motivating Unethical Behavior. The Academy of Management Journal, 47, 422-432. 

Cherry, B., Ordóñez, L. D., & Gilliland, S. (2003).  Grade Expectations: The effects of expectations on fairness and satisfaction perceptions of grades.  Journal of Behavioral Decision Making,

16, 375-395. 

Connolly, T., & Ordóñez, L. D. (2003). Judgment and decision making. In W.C Borman., D. R.

Ilgen, & R. J. Klimoski (Eds): Comprehensive Handbook of Psychology, Volume 12: Industrial and Organizational Psychology. New York: John Wiley.

Rapoport, A., Seale, D. A., & Ordóñez, L. D. (2002).  Tacit coordination in choice between certain outcomes and endogenously determined lotteries. Journal of Risk and Uncertainty. 25, 21-

45. 

Schweitzer, M., Ordóñez, L. D., & Douma, B (2002). The Dark Side of Goal Setting: The Role of Goals in Motivating Unethical Behavior, The Best Paper Proceedings of the Academy of Management Conference, Denver, Co. 

Ordóñez, L. D., Connolly, T., & Coughlan, R. (2000).  Multiple reference points in pay satisfaction assessment. Journal of Behavioral Decision Making, 13, 329-344. 

Ordóñez, L. D., & Connolly, T.  (2000). Regret and responsibility: A reply to Zeelenberg et al. Organizational Behavior and Human Decision Processes, 81, 132-142. 

Ordóñez, L. D., Benson, L., & Beach, L. R. (1999). Testing the compatibility test: How instructions, accountability, and anticipated regret affect prechoice screening of options, Organizational Behavior and Human Decision Processes, 78, 63-80. 

Ordóñez, L. D. (1998). The effect of correlation between price and quality on consumer choice. Organizational Behavior and Human Decision Processes, 75, 258-273. 

Ordóñez, L. D. & Benson III, L. (1997). Decisions under time pressure: How time constraints affect risky decision making strategies. Organizational Behavior and Human Decision Processes, 71, 121-140. 

Connolly, T., Ordóñez, L., & Coughlan, R. D. (1997). Regret and Responsibility in the Evaluation of Decision Outcomes. Organizational Behavior and Human Decision Processes, 70, 73-85. 

Ordóñez, L. D., Mellers, B. A., Chang, S, & Roberts, J. (1995). Are preference reversals reduced when made explicit? Journal of Behavioral Decision Making, 8, 265-278. 

Mellers, B. A., Weber, E. U., Ordóñez, L. D., & Cooke, A. D. J. (1995). Utility invariance despite labile preferences.  In J. R. Busemeyer, R. Hastie, & D. L. Medin (Eds.), Psychology of Learning and Motivation: Vol. 32. Decision Making from the Perspective of Cognitive Psychology. 

Mitchell, G., Tetlock, P., Mellers, B. A., & Ordóñez, L. D. (1993). Judgments of social justice: Compromise between equality and efficiency. Journal of Personality and Social Psychology, 65, 629-639. 

Ordóñez, L. D., & Mellers, B. A. (1993). Tradeoffs in fairness and preference judgments. In B. A. Mellers and J. Baron (Eds.), Psychological Perspectives on Justice: Theory and Applications. New York: Cambridge University Press.Mellers, B. A., Ordóñez, L. D., & Birnbaum, M. H. (1992).  A change-of-process theory for contextual effects and preference reversals in risky decision making. Organizational Behavior and Human Decision Processes, 52, 319-330. 

Mellers, B. A., Chang, S., Birnbaum, M. H., & Ordóñez, L. D. (1992). Preferences, prices, and ratings in risky decision making. Journal of Experimental Psychology: Human Processes and Performance, 18, 347-361.

 

Presentations

Professional Presentations

 

  • Kilduff, G., To, C., Ordóñez, L.D., Schweitzer, M. (2016). Going for It on Fourth Down: Rivalry Increases Risk-Taking, Physiological Arousal, and Promotion Focus. 29th Annual Conference of the International Association for Conflict Management, NYC, NY.         
  • Kilduff, G., To, C., and Ordóñez, L.D. (2015). Going for it on fourth down: The consequences of rivalry for risk taking. Paper presented at the seventy-fifth annual meeting of the Academy of Management, Vancouver, Canada.
  • Ordóñez, L.D., Motro, D., Podsakoff, N., and Yoon, M.J. (2015). The dark side of motivation: The negative effects of pursuing desired ends. Paper presented at the seventy-fifth annual meeting of the Academy of Management, Vancouver, Canada.
  • Motro, D., Ordóñez, L.D., Pittarello, A. & Welsh, D. (2014). Emotions and Ethics: Understanding the role of self-regulation in examining the effects of anger and guilt on unethical behavior. Paper presented at the seventy-fourth annual meeting of the Academy of Management, Philadelphia, PA and honored in the Best Paper Proceedings (2104).
  • Welsh, D.T., Ordóñez, L.D., Snyder, D.G., & Christian, M.S. (2013) The slippery slope: A self- regulatory examination of the cumulative effect of minor ethical transgressions. Paper presented at the seventy-third annual meeting of the Academy of Management, Orlando, FL.
  • Welsh, D., & Ordóñez, L. (2013). The Dark Side of Overprescribed Goals: Linking Consecutive Performance Goals, Depletion, and Unethical Behavior. Paper presented at the seventy-third annual meeting of the Academy of Management, Orlando, FL.
  • Welsh, D., & Ordóñez, L. (2012). Without Cognition: The Effects of Subconscious Priming on Automatic Ethical Behavior. Behavioral Decision Research in Management. Boulder, Co.
  • Ordóñez, L. (2012). Goals and Decision Making. Society for Industrial/Organizational Psychology. San Diego.
  • Ordóñez, L. (2012). The Impact of Goals on Ethical Behavior.  Rady Conference on Deception. UC San Diego.
  • Welsh, D., & Ordóñez, L. (2011). Without Cognition: The Effects of Subconscious Priming on Automatic Ethical Behavior. Society for Judgment and Decision Making. Seattle, WA.
  • Welsh, D., & Ordóñez, L. (2011). The moderating effect of subconscious priming on goal setting and unethical behavior. Academy of Management Conference, San Antonio, Tx.
  • Kugler, T., Connolly, T., & Ordóñez, L. (2010). The Role of Incidental Emotions in Decision Making Under Risk. Soceity of Experimental Social Psychology.  Minneapolis, MN. 
  • Kugler, T., Ordóñez, L., & Connolly (2008). The Role of Incidental Emotions in Decision Making Under Risk. Society of Judgment and Decision Making conference. Chicago, IL.
  • Janakiramin, N., & Ordóñez, L. (2007). Stricter Return Policies: The Effect of Time to Return an Item on Product Returns.  Society of Consumer Psychology. Memphis, TN.
  • Schweitzer, M, & Ordóñez, L. D. (2005).  Unsportsmanlike Conduct: The Role of Goals in Motivating Penalties and Injuries in Professional Football. Academy of Management Meeting. Hawaii.
  • Ordóñez, L. D., Benson, L., Bearden, J. N., & Murphy, R. (2004). It’s about time!: A Comparison of Three Models of Time Pressure. The 4th Tucson Interdisciplinary Workshop on Decision Making. Tucson, AZ.
  • Schweitzer, M., Ordóñez, L. D., & Douma, B. (2002). The Dark Side of Goal Setting: The Role of Goals in Motivating Unethical Behavior. Academy of Management Meeting.  Denver, Co. 
  • Ordóñez, L. D., Douma, B., & Irwin, J. (2001). Passing the Buck: Individuals, Groups, and the Strength of Regret.  Subjective Probability, Utility, and Decision Making Conference. Amsterdam, The Netherlands.
  • Ordóñez, L. D., Schweitzer, M., & Douma, B. (2000). The Dark Side of Goal Setting: The Role of Goals in Motivating Unethical Behavior. Society for Judgment and Decision Making.  New Orleans, LA.
  • Douma, B., Ordóñez, L. D., & Irwin, J. (2000). Passing the Buck: Individuals, Groups, and the Strength of Regret. Society for Judgment and Decision Making.  New Orleans, LA.
  • Schweitzer, M., Ordóñez, L. D., & Douma, B. (2000). The Dark Side of Goal Setting: The Role of Goals in Motivating Unethical Behavior.  Behaviora Decision Research in Management Conference, Tucson, AZ.
  • Ordóñez, L. D., Benson, L., & Beach, L. R. (1999) Testing the compatibility test: How instructions, accountability, and anticipated regret affect prechoice screening of options, Subjective Probability, Utility, and Decision Making (SPUDM), Hamburg, Germany.
  • Ordóñez, L. D., Connolly, T., & Coughlan, R. (1998). Multiple reference points in pay satisfaction assessment. Academy of Management Meetings, San Diego, CA.
  • Benson, L., Ordóñez, L. D., Thompson, V., & Gutek, B. A. (1998). Using realistic stimulus materials to study sexual harassment decisions: Some expected and unexpected outcomes. Academy of Management Meetings, San Diego, CA.
  • Ordóñez, L. D., Connolly, T., & Coughlan, R. (1998). Multiple reference points in pay satisfaction assessment. Behavioral Decision Research in Management, Miami, FL.
  • Cherry, B., Ordóñez, L.D., Gilliland, S. W. (1998). The effects of expectation on fairness and satisfaction perceptions. Behavioral Decision Research in Management, Miami, FL.
  • Connolly, T., Ordóñez, L. D., & Coughlan, R. (1996). Regret and responsibility in the evaluation of decision outcomes. Judgment and Decision Making Society Meetings, Chicago, IL.
  • Cherry, B., Ordóñez, L.D., Heckler, S., & Sheppard, B. (1996). Visual positioning and the relationship to consumer decision making. Judgment and Decision Making Society Meetings, Chicago, IL.
  • Benson, L. III, & Ordóñez, L. D. (1995).  Decision making under fire: How time constraints affect decision making strategies. Subjective Probability, Utility, and Decision Making (SPUDM), Jerusalem, Israel.
  • Ordóñez, L. D. (1994). Expectations in consumer decision making: A model of reference price formation.  Behavioral Decision Research in Management, Boston.
  • Ordóñez, L. D. (1993) An empirical investigation of the reference price concept. The Judgment and Decision Making Society Meetings, Washington, DC
  • Ordóñez, L. D., Weber, E., Mellers, B. A. (1993). The dating game. Bayesian Research Conference, Los Angeles.
  • Ordóñez, L. D., & Mellers, B. A. (1991). Equality-efficiency tradeoffs in fairness and preference judgments.  The Judgment and Decision Making Society Meetings, San Francisco.
  • Mellers, B. A., & Ordóñez, L. D. (1991) A foolish consistency is the hobgoblin of little minds. The Psychonomic Society Meetings, San Francisco.
  • Ordóñez, L. D., & Mellers, B. A. (1991).  A foolish consistency is the hobgoblin of little minds. Bayesian Research Conference, Los Angeles.

 

Invited Addresses

  • Ordóñez, L. D, & Hodak, M. (2016). Walking the Tightrope: Balancing incentives to perform vs. incentives to cheat. Ethics by Design: How to Use Nudges, Norms, and Laws to Improve Business Ethics. Ethical Systems, NYC.
    • Link to video presentation of session: https://youtu.be/R00Gj9Ik3-c
    • Or search Youtube for “Plenary 4: Walking the Tightrope: Balancing incentives to perform vs. incentives to cheat”
  • Ordóñez, L. D (2016). Goals: The good, the bad, and the ugly. The University of Amsterdam,The Netherlands.
  • Ordóñez, L. D (2016). Goals: The good, the bad, and the ugly. The University of Gronigen,The Netherlands.
  • Ordóñez, L. D, & Welsh, D. (2011). Productivity vs. Ethics: Winning at Both. EthicsPoint (Webinar).
  • Ordóñez, L. D. (2009). The Dark Side of Aggressive Goal Setting in the Workplace: A Shortcut to Unethical Behavior. EthicsPoint (Webinar).
  • Ordóñez, L. D. (2009). Goals Gone Wild: Managing Inherent Risks in Goal Setting. Hewlett Packard Project Management Roundtable (Webinar).
  • Ordóñez, L. D. (2009). Incidental Emotions and Decision Making. University of British Columbia. Ordóñez, L. D. (2008). Incidental Emotions and Risk: Somewhere in between fear and anger, there is happiness! UCLA Anderson School of Business.
  • Ordóñez, L. D. (2006). “Fourth Down and Goal to Go”: The Role of Goals in Motivating Running Plays in Professional Football. University of Texas, El Paso.
  • Ordóñez, L. D. (2003). Reference Point Effects in Satisfaction and Fairness Judgments. University of Pennsylvania, Wharton College, Philadelphia, PA.
  • Ordóñez, L. D., Connolly, T., & Coughlan, R. (1999). Multiple reference points in satisfaction and fairness assessment. Duke University, College of Business, Durham, NC.
  • Ordóñez, L. D., Connolly, T., & Coughlan, R. (1999). Multiple reference points in satisfaction and fairness assessment. The Ohio State University, Psychology Department, Columbus, OH.

Editorial Boards

  • Journal of Behavioral Decision Making
  • Judgment and Decision Making
  • Journal of Marketing Behavior
  • Organization Behavior and Human Decision Processes

Honors, Awards, Fellowships and Grants

  • Committee on the Status of Women Emergent Visionary Award, 2016
  • Kalt Prize for the Best PhD Placement in the Eller College, 2014
  • Eller MBA Outstanding Teaching Award, 2014
  • Outstanding Undergraduate Teaching Award, Department of Management and Organizations, 2014
  • UA Center for Leadership Ethics Faculty Research Award, 2012 and 2013
  • Eller MBA Outstanding Teaching Award, 2012
  • UA Black Alumni Association 2012 Phenomenal Woman Faculty Award (first recipient of this award)
  • National Science Foundation, Decision Risk and Management Science, Ordóñez (PI), & Gilliland (Co- PI), “Ethics Hotlines: Investigating Decisions to Report Ethical Violations,” 2012-13. ($120,000).
  • Eller College Women Leadership Networking Event, Faculty award, May 2011.
  • Executive MBA Teaching Award for business statistics module, Nov. 2010
  • National Science Foundation, Decision Risk and Management Science, Kugler (PI), Ordóñez (Co-PI), & Connolly (Co-PI), “Emotions and Decision Making,” 2008-10. ($322,000).
  • Levine Family Faculty Fellow, 2000-present ($10,000 per year).
  • Tom Moses Award for outstanding Student Organization Advisor for the Eller College, Spring 2005
  • Eller MBA Faculty Leadership Award, Spring 2005
  • Best Instructor in the Undergraduate Cohort, Spring 2002
  • L. Ordóñez, Principal Investigator, University of Arizona, BPA Summer Salary, 1996-2005 ($11,000-15,000)
  • S. Thatcher, L. Zhao, & L. Ordóñez, University of Arizona, E-Commerce Grant, 2002-2003 ($15,000).
  • L. Ordóñez, Principal Investigator, National Science Foundation, 1999-2000 ($69,636).
  • Rapoport, L. Ordóñez, & L. Benson, Co-principal Investigators, from University of Arizona, New Learning Environments & Instructional Technology Grants Program, 1997 ($22,000).
  • L. Ordóñez, Principal Investigator, University of Arizona, Small Grants Program, 1996. ($3,500)
  • University of California Affirmative Action Dissertation-Year Fellowship, 1993-1994.
  • Ford Foundation Dissertation Fellowship for Minorities, 1992-1993.
  • Ford Foundation Predoctoral Fellowship for Minorities, 1989-1992.
  • National Science Foundation, Human Cognition and Perception (Predoctoral Research Grant), 1990-1992.

Citations/Media Citations/Interviews/Blogs