Faculty Profiles - JEONG Martha | The Hong Kong University of Science and Technology

Martha JEONG

PhD in Organizational Behavior
Harvard University, 2019

Assistant Professor
Department of Management

(852) 2358 7735
marthajeong@ust.hk
Room LSK5054
Personal Web

ORCID

0000-0001-6370-664X

Scopus ID

57212150024

Research Interest Publications Projects Teaching Assignment RPG Supervision Space used

Research Interest

Human judgment and decision processes
Negotiations and conflict management
Managerial decision making
Managerial judgment
Organizational behavior

Publications

All Years 20 2024 0 2023 1 2022 1 2021 0 2020 2 2019 4 2018 12

2023 1

Asking “what not to do” can help solicit novel advice but people are seldom being asked in such a way

Jeong, Martha; Sol, Dong Min
Conference paper

2022 1

Learning from the best (and worst): Comparative learning improves performance but is undervalued

Jeong, Martha; Dong, Xiawei
Conference paper

2020 2

In Generous Offers I Trust: The Effect of First-Offer Value on Economically Vulnerable Behaviors

Psychological Science, v. 31, (6), June 2020, article number 0956797620916705, p. 644-653
Jeong, Martha; Minson, Julia A.; Gino, Francesca
Article

Psychological Shortcomings to Optimal Negotiation Behavior: Intrapersonal and Interpersonal Challenges

Social Psychology: Handbook of Basic Principles / Edited by Paul A.M. Van Lange, E. Tory Higgins & Arie W. Kruglanski. New York : The Guilford Press, 2020, 3rd ed., Ch. 27
Jeong, Martha; Minson, Julia; Gino, Francesca
Book chapter

2019 4

Being Nice in a Negotiation Can Backfire

Harvard Business Review, 6 September 2019
Jeong, Martha; Minson, Julia; Yeomans, Mike; Gino, Francesca
Article

Changing Your Mind Makes You Seem Intelligent

Harvard Business Review, 11 September 2019
Jeong, Martha; John, Leslie; Gino, Francesca; Huang, Laura
Article

Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive

Management Science, v. 65, (12), December 2019, p. 5813-5837
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Article

The self-presentational consequences of upholding one’s stance in spite of the evidence

Organizational Behavior and Human Decision Processes, v. 154, September 2019, p. 1-14
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura
Article

2018 4

Communicating with warmth in distributive negotiations is surprisingly counter-productive

Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Conference paper

Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process

Jeong, Martha; Minson, Julia; Soll, J.
Conference paper

2017 3

Communicating with warmth in distributive negotiations is surprisingly counter-productive

Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Conference paper

Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process

Jeong, Martha; Minson, Julia; Soll, J.
Conference paper

2016 4

Backing down: The self-presentational consequences of changing one’s mind

John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura
Conference paper

2010 1

Communicating with warmth in distributive negotiations is surprisingly counter-productive

Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Conference paper

Conference paper 1

Asking “what not to do” can help solicit novel advice but people are seldom being asked in such a way

Jeong, Martha; Sol, Dong Min

Conference paper 1

Learning from the best (and worst): Comparative learning improves performance but is undervalued

Jeong, Martha; Dong, Xiawei

Article 1

In Generous Offers I Trust: The Effect of First-Offer Value on Economically Vulnerable Behaviors

Psychological Science, v. 31, (6), June 2020, article number 0956797620916705, p. 644-653
Jeong, Martha; Minson, Julia A.; Gino, Francesca

Book chapter 1

Psychological Shortcomings to Optimal Negotiation Behavior: Intrapersonal and Interpersonal Challenges

Social Psychology: Handbook of Basic Principles / Edited by Paul A.M. Van Lange, E. Tory Higgins & Arie W. Kruglanski. New York : The Guilford Press, 2020, 3rd ed., Ch. 27
Jeong, Martha; Minson, Julia; Gino, Francesca

Article 4

Being Nice in a Negotiation Can Backfire

Harvard Business Review, 6 September 2019
Jeong, Martha; Minson, Julia; Yeomans, Mike; Gino, Francesca

Changing Your Mind Makes You Seem Intelligent

Harvard Business Review, 11 September 2019
Jeong, Martha; John, Leslie; Gino, Francesca; Huang, Laura

Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive

Management Science, v. 65, (12), December 2019, p. 5813-5837
Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca

The self-presentational consequences of upholding one’s stance in spite of the evidence

Organizational Behavior and Human Decision Processes, v. 154, September 2019, p. 1-14
John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura

Conference paper 4

Communicating with warmth in distributive negotiations is surprisingly counter-productive

Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca

Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process

Jeong, Martha; Minson, Julia; Soll, J.

Conference paper 3

Communicating with warmth in distributive negotiations is surprisingly counter-productive

Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca

Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process

Jeong, Martha; Minson, Julia; Soll, J.

Conference paper 4

Backing down: The self-presentational consequences of changing one’s mind

John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura

Conference paper 1

Communicating with warmth in distributive negotiations is surprisingly counter-productive

Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca

2018 4

Communicating with warmth in distributive negotiations is surprisingly counter-productive

Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Conference paper

Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process

Jeong, Martha; Minson, Julia; Soll, J.
Conference paper

2017 3

Communicating with warmth in distributive negotiations is surprisingly counter-productive

Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Conference paper

Do as I say, not as I do: Decision-makers choose to follow their own intuitive judgment, but recommend others adhere to a structured process

Jeong, Martha; Minson, Julia; Soll, J.
Conference paper

2016 4

Backing down: The self-presentational consequences of changing one’s mind

John, Leslie; Jeong, Martha; Gino, Francesca; Huang, Laura
Conference paper

2010 1

Communicating with warmth in distributive negotiations is surprisingly counter-productive

Jeong, Martha; Minson, Julia; Michael, Yeomans; Gino, Francesca
Conference paper

No Publications

Teaching Assignment

2024-25 Fall 1 2023-24 Summer 0 2023-24 Spring 1 2023-24 Winter 0 2023-24 Fall 0 2022-23 Summer 0

MGMT2110

Organizational Behavior

MGMT2110

Organizational Behavior

No Teaching Assignments

Research Postgraduate (RPG) Supervision

From January 2021 to December 2024 (As of 21 November 2024)

All Supervisions Current RPGs Graduated RPGs

Current RPGs

Doctor of Philosophy

DONG, Xiawei
Management

Graduated RPGs

Master of Philosophy

DONG, Xiawei
Management( Completed in 2022 )

Projects

From January 2022 to December 2024

All Projects 1

No Projects.
Asking about Successes versus Failures

成功學習 vs. 失敗學習 Leading

RGC - Early Career Scheme
Project Team (HKUST)
JEONG Martha (Lead)
2023 -

Research Interest

Publications

2023 1

2022 1

2020 2

2019 4

2018 4

2017 3

2016 4

2010 1

Conference paper 1

Conference paper 1

Article 1

Book chapter 1

Article 4

Conference paper 4

Conference paper 3

Conference paper 4

Conference paper 1

2018 4

2017 3

2016 4

2010 1

Teaching Assignment

Research Postgraduate (RPG) Supervision

From January 2021 to December 2024 (As of 21 November 2024)

Current RPGs

Graduated RPGs

Projects

From January 2022 to December 2024

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