Faculty Directory

David F. Sally

Visiting Associate Professor of Business Administration

E-Maildavid.f.sally@tuck.dartmouth.edu

Phone603-646-8825

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

AREAS OF EXPERTISEEconomics, organizational behavior

Current Research Topics

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

Selected Publications

  • With E. Hill, "The Development of Interpersonal Strategy: Autism, Theory-of-Mind, Cooperation and Fairness," Journal of Economic Psychology, 2007
  • "Can I Say, 'Bobobo' and Mean, 'There's No Such Thing as Cheap Talk'?" Journal of Economic Behavior and Organization, 2005
  • "Yearn for Paradise, Live in Limbo: Optimal Frustration for ADR," Penn State Law Review, 2003
  • "'What an Ugly Baby!': Risk Dominance, Sympathy, and the Coordination of Meaning," Rationality and Society, 2002
  • "Two Economic Applications of Sympathy," Journal of Law, Economics, and Organization, 2002
  • "Co-Leadership: Lessons from Republican Rome," California Management Review, 2002
  • "On Sympathy and Games," Journal of Economic Behavior and Organization, 2001
  • "Into the Looking Glass: Discerning the Social Mind Through the Mindblind," Advances in Group Processes, 2001
  • "A General Theory of Sympathy, Mind-Reading, and Social Interaction, with an Application to the Prisoners' Dilemma," Social Science Information, 2000
  • "I, Too, Sail Past: Odysseus and the Logic of Self-Control," Kyklos, 2000
  • "Conversation and Cooperation in Social Dilemmas: A Meta-Analysis of Experiments from 1958 to 1992," Rationality and Society, 1995

Working Papers

  • 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

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

Nonacademic positions

  • Manager, Strategic Planning and Corporate Development, Avon Products, 1986–89
  • Consultant, Bain & Company, 1982–85