Lisa D. Ordóñez
Eller College Vice Dean of Academic Programs
McClelland Professor of Management and Organizations
McClelland Professor of Marketing
McClelland Hall 417
1130 E. Helen St.
P.O. Box 210108
Tucson, Arizona 85721-0108
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
PhD, University of California at Berkeley, 1994
Lisa Ordóñez joined the Eller College of Management in 1994 after earning her PhD in Quantitative Psychology from the University of California at Berkeley. Her areas of expertise include judgment and decision making with applications to management and consumer behavior, ethical decision making, negative impact of goal setting systems and emotions and decision making. She is a member of the Academy of Management, the Arizona Association of Chicanos for Higher Education, Phi Beta Kappa, Management Faculty of Color, the Society for the Advancement of Chicanos and Native Americans in Science and the Society for Judgment and Decision Making.
- MGMT 562 Applied Business Statistics
- To, C, Kilduff, G., Ordóñez, L. D. and Schweitzer, M. (2018). Rivalry, competition, and risk taking in the NFL, The Academy of Management Journal, 61 (4), 1281-1306.
- Motro, D., Ordóñez, L.D., Pittarello, A, & Welsh, D., (2018) Investigating the Effects of Anger and Guilt on Unethical Behavior. Journal of Business Ethics, 133–148 (152).
- 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.
- 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. Society 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.
- 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.
- Journal of Behavioral Decision Making
- Judgment and Decision Making
- Journal of Marketing Behavior
- Organization Behavior and Human Decision Processes
- National Science Foundation, Decision Risk and Management Science, L. Ordóñez (PI), & S. Gilliland (Co- PI), “Ethics Hotlines: Investigating Decisions to Report Ethical Violations,” 2012-13. ($120,000).
- National Science Foundation, Decision Risk and Management Science, T. Kugler (PI), L. Ordóñez (Co-PI), & T. Connolly (Co-PI), “Emotions and Decision Making,” 2008-10. ($322,000).
Honors and Awards
- 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)
- Eller College Women Leadership Networking Event, Faculty award, May 2011.
- Executive MBA Teaching Award for business statistics module, Nov. 2010
- Levine Family Faculty Fellow, 2000-present ($10,000 per year).
- “Sales targets at Canadian banks should be scrapped, says former U.K. bank CEO”, Erica Johnson, April 6, 2017, http://www.cbc.ca/news/business/sales-targets-at-canadian-banks-often-inappropriate-1.4057581
- "Why Ethical People Make Unethical Choices", Ron Carucci, Harvard Business Review, December 16, 2016, https://hbr.org/2016/12/why-ethical-people-make-unethical-choices.
- “Why Companies Should Care About Angry Workers”, Christina Estes, KJZZ radio broadcast, November 14, 2016, http://kjzz.org/content/393465/why-companies-should-care-about-angry-workers
- “Attention, Bosses: Why Angry Employees Are Bad for Business”, UANews, November 10, 2016, https://uanews.arizona.edu/story/attention-bosses-why-angry-employees-are-bad-business?utm_source=uanow&utm_medium=email&utm_campaign=
- “Wells Fargo’s terrible, horrible, no-good, very bad week”, Jena McGregor, The Washington Post, September 16, 2016. https://www.washingtonpost.com/news/on-leadership/wp/2016/09/16/wells-fargos-terrible-horrible-no-good-very-bad-week/
- “Next Time Your Boss Sets a Crazy Sales Goal, Show Him This”, Suzanne Woolley, Bloomberg, September 14, 2016. http://www.bloomberg.com/news/articles/2016-09-14/how-sales-targets-encourage-wrongdoing-inside-america-s-companies
- “The Slippery Slope of Goals and Incentives.” Tim Askew, Inc.com, June 13, 2016. http://www.inc.com/tim-askew/the-slippery-slope-of-goals-and-incentives.html
- “My Ten Commandments of Goal Setting”. Richard Bistrong, The FCPA Blog, June 7, 2016. http://www.fcpablog.com/blog/2016/6/7/richard-bistrong-my-ten-commandments-of-goal-setting.html
- “Why CEO pay should be 100% fixed.” Dan Cable and Freek Vermeulen, London Business School Review, Mar 29, 2016. https://www.london.edu/faculty-and-research/lbsr/why-ceo-pay-should-be-100-percent-fixed#.Vx_C2Dbmoeh
- “Goals Vs. No-Goal Setters.” AZCentral. Christian Fisher. http://yourbusiness.azcentral.com/goal- vs-nogoal-setters-25204.html
- "Flipping for Success: Rewiring Business Strategy to the New Consumer Age". Galland, Paul. Australian eBook Publisher; 1st ed. (2015). https://books.google.com/books?id=lxNBCgAAQBAJ&pg=PT192&lpg=PT192&dq=lisa+d.+ordon ez&source=bl&ots=fd3MJifgHY&sig=i86lG4rUMstnK_l0NxxGsMKAGww&hl=en&sa=X&ved=0ahUKEwiOmsOl7prKAhUO72MKHWuMC- g4FBDoAQgqMAM#v=onepage&q=lisa%20d.%20ordonez&f=false
- “Applied Business Ethics: Power Living Through the Truth, Volume 1.” Keen, Brian, 2012. https://books.google.com/books?id=5W7TFx3OCbIC&pg=PA60&lpg=PA60&dq=lisa+d.+ordonez&source=bl&ots=l3fKOj9l-G&sig=j_Q2uBWV_aAYYqEPlPzTTPE9yyc&hl=en&sa=X&ved=0ahUKEwiOmsOl7prKAhUO72MKHWuMC-g4FBDoAQgnMAI#v=onepage&q=lisa%20d.%20ordonez&f=false
- “Your Goals are Overrated.” Mark Manson, Author, Thinker, Life Enthusiast, January 7, 2016. http://markmanson.net/goals?utm_campaign=mmnet-newsletter-2016-01-07&utm_medium=email&utm_source=mmnet-newsletter&utm_content=Read-Your-Goals
- “Gaming the System of Money-back Guarantees.” JD DiGiovanni, Hopes&Fears, July 2015. http://www.hopesandfears.com/hopes/now/business/215211-gaming-the-system-of-money-back- guarantees
- “101 Ways to Build Wealth.” Money Magazine, pp. 48. May 2015. http://time.com/money/3815579/trick-yourself-into-getting-rich/?iid=sr-link1
- "The Slippery-Slope Effect: Minor Misdeeds Lead to Major Ones." Psychological Science at Work, March 10, 2015. http://www.psychologicalscience.org/index.php/news/minds-business/the-slippery- slope-effect-minor-misdeeds-lead-to-major-ones.html.
- “The Slippery-Slope Effect: Minor Misdeeds Lead to Major Ones.” APS, March 10, 2015. http://www.psychologicalscience.org/index.php/news/minds-business/the-slippery-slope-effect- minor-misdeeds-lead-to-major-ones.html
- “Executive Compensation in Imperfect Financial Markets.” Cullen, Jay. 2014. https://books.google.com/books?id=W4K1BAAAQBAJ&pg=PA220&lpg=PA220&dq=lisa+d.+ord onez&source=bl&ots=aYe05GAr-h&sig=_3YLjBSihdI0sKz- e8B3hhLApPE&hl=en&sa=X&ved=0ahUKEwjOqo2v25rKAhVLwGMKHZVfDB84ChDoAQgzM AY#v=onepage&q=lisa%20d.%20ordonez&f=false
- “When Bribery Pays, People Bribe.” JDSupra Business Advisor, September 22, 2014. http://www.jdsupra.com/legalnews/when-bribery-pays-people-bribe-82662/
- “How unethical behavior becomes habit.” Harvard Business Review Blog Network, September 4, 2014. http://blogs.hbr.org/2014/09/how-unethical-behavior-becomes-habit/.
- “How unethical behavior becomes habit.” OrthoSpineNews, April 9, 2014. http://www.orthospinenews.com/how-unethical-behavior-becomes-habit
- “Leaders! What Traditional Goal Setting Really Allows You to do.” Leadership Intelligence. Bob McCulloch. February 5, 2014. http://leadershipintelligence.com/leadership/traditional-goal-setting- allows-you-to-do/
- “A series of unconscionable events: Why do injustices snowball? Research explains.” Psychology Today, pp. 18-19, October 2014. https://www.psychologytoday.com/articles/201409/series-unconscionable-events
- “Performance Mismanagement: To get results, stop measuring people by them”. The Conference Board Review.
- "Dirty Business" WUNC. July 10, 2014. http://wunc.org/post/dirty-business.
- “When Tiny Fibs Create Big Risks For Businesses.” BloombergBusinessWeek, June 26, 2014. http://www.businessweek.com/articles/2014-06-26/how-telling-little-lies-eventually-leads-to-major-ethical- breaches.
- “Stealing a pen at work could turn you on to much bigger crimes.” Omaha Sun Times, June 26, 2014. http://omahasuntimes.com/2014/06/stealing-a-pen-at-work-could-turn-you-on-to-much-bigger-crimes/.
- “Stealing a pen at work could turn you on to much bigger crimes.” Huffington Post, June 26, 2014. http://www.huffingtonpost.com/2014/06/25/stealing-from-work-corporate-fraud_n_5530999.html
- “Small ethical lapses lead to slippery slope, study shows.” WMBB.com: Northwest Florida Homepage, June 25, 2014. http://www.wmbb.com/story/25868744/small-ethical-lapses-lead-to-slippery-slope-study-shows.
- “Performance Mismanagement: How an Unrealistic Goal Fueled VA Scandal.” NBCNews, June 25, 2014. http://www.nbcnews.com/storyline/va-hospital-scandal/performance-mismanagement-how-unrealistic-goal- fueled-va-scandal-n139906.
- “Just before they cheated: How a lofty objective fueled VA Woes.” Insurangle. June 25, 2014. http://www.insurangle.com/just-before-they-cheated-how-a-lofty-objective-fueled-va-woes.html.
- “Caution: small ethical lapses lead to a slippery slope.” UNC Kenan-Flagler Business School, June 25, 2014.
- “University of Arizona Leader Spotlight: influential Women in Higher Education.” Blog posted by Emmi Edwards. Prism Global Marketing Solutions, June 3, 2014. https://www.prismglobalmarketing.com/blog/the-university-of-arizona-spotlight-influential-women-higher-education
- “Managers – think twice before setting negotiation goals.” Blog. Harvard Law School: Program on Negotiation, May 5, 2014. http://www.pon.harvard.edu/daily/business-negotiations/managers-think-twice- before-setting-negotiation-goals/.
- “Eller Experts: Dr. Lisa Ordóñez on big data (Part 1).” YouTube. February 24, 2014. http://www.youtube.com/watch?v=Be_1j003Jrk
- “Eller Experts: Dr. Lisa Ordóñez on big data (Part 3).” YouTube. February 24, 2014. http://www.youtube.com/watch?v=5RxRwN_gP5I
- “Goals gone wild.” Blog. Ruby Star Associates, September 16, 2013. http://rubystarassociates.co.uk/goals- gone-wild
- “Finer points of greenhouse gas goal setting.” Coppervale, September 12, 2013. http://www.coppervale.org/index.php/supply-side-energy-management/item/46-finer-points-of-greenhouse- gas-goal-setting/46-finer-points-of-greenhouse-gas-goal-setting.
- “Goal Rush: Why goal-setting isn’t always a good thing.” CNN, February 8, 2013. http://edition.cnn.com/2013/02/07/business/goals-business-management-route-to-the-top/.
- “Why setting goals can do more harm than good.” Forbes, January 2, 2013. http://www.forbes.com/sites/hbsworkingknowledge/2013/01/02/why-setting-goals-can-do-more-harm-than- good/.
- “Goals Gone Wild.” WaterRemarks. 2012.
- "Exploring Management." Schermerhorn, John. John Wiley & Sons, 2012. https://books.google.com/books?id=qNVP2L6iKi0C&pg=SL149-PA14&lpg=SL149- PA14&dq=lisa+d.+ordonez&source=bl&ots=k05SVmOarh&sig=OYEAg7JufhAGQunP31- UbPIiw3c&hl=en&sa=X&ved=0ahUKEwjOqo2v25rKAhVLwGMKHZVfDB84ChDoAQgqMAQ# v=onepage&q=lisa%20d.%20ordonez&f=false
- “Management.” 12ed. Kreitner, Cassidy. South-Western College Pub., 2012.
- “The Power of Negative Thinking.” The Wall Street Journal, December 7, 2012.
- “Goals Gone Wild.” Blog posted by Jon Picoult for Customer Think, October 10, 2012.
- “Experts’ Advice to the Goal-Oriented: Don’t Overdo It.” The New York Times, October 5, 2012. http://www.nytimes.com/2012/10/06/your-money/the-perils-of-setting-goals...
- “A downside to goals? While important, goals can be dangerous if used improperly.” Desert News, September 24, 2012. http://www.deseretnews.com/article/865563093/A-downside-to-goals-While-important- goals-can-be-dangerous-if-used-improperly.html?pg=all.
- “Letting go of Goals.” Blog. The Psychological Wellbeing. August 21, 2012. http://psychologyofwellbeing.com/201208/letting-go-of-goals.html.
- “Goals gone wild.” Blog posted by Keith Lutz. Harvard Law School: Program on Negotiation, June 13, 2012. http://www.pon.harvard.edu/daily/negotiation-skills-daily/goals-gone-wild/.
- “Why Goal Setting Doesn’t Work.” Financial Post, April 13, 2011. http://business.financialpost.com/2011/04/13/why-goal-setting-doesnt-work/.
- “Why goal setting doesn’t work.” Blog posted by Ray Williams in Wired for Success. Psychology Today, April 11, 2011.
- “Performance Goals – Great if you use them wisely.” Blog for Stevehackingblog, January 7, 2011. http://stevehacking.blogspot.com/2011/01/performance-goals-great-if-you-use-them.html.
- “Musing on strategic investigation, performance, improvement, and rhetoric.” Blog posted for Latitude, January 7, 2011. http://www.latitude.co.uk/page2/index.php?id=4843262080872791567.
- “Goals gone wild: the paradox of stretch goals.” Blog. Orgtheory.net, January 1, 2011. http://orgtheory.wordpress.com/2011/01/01/goals-gone-wild/.
- “Goals gone wild: the systematic side effect of over-prescribing goal setting.” Blog by Etsko Schuitema, August 27, 2010. http://careandgrowth.com/care-and-growth-leadership/goals-gone-wild-the-systematic- side-effects-of-over-prescribing-goal-setting-2009-lisa-d-ordonez-maurice-e-schweitzer-adam-d-galinsky- max-h-bazerman/.
- “Goals under attack!” Blog by Canidium, January 15, 2010. http://canidium.com/goals-under-attack/.
- “It’s not always good to create goals.” News broadcast. NPR News. January 14, 2010. http://www.mprnews.org/story/2010/01/14/pm-no-goal.
- “It’s not always good to create goals.” NPR/Marketplace. American Public Media, January 14, 2010. http://www.marketplace.org/topics/life/its-not-always-good-create-goals.
- “Ready, aim…fail.” Boston.com, March 15, 2009. http://www.boston.com/bostonglobe/ideas/articles/2009/03/15/ready_aim fail/?page=full.
- “Shooting at goals: Why setting performance targets can backfire.” The Economist, March 10, 2009. http://www.economist.com/node/13256293.
- “Goals Gone Wild: How goal setting can lead to disaster.” Knowledge @ Wharton, February 18, 2009. http://knowledge.wharton.upenn.edu/article/goals-gone-wild-how-goal-setting-can-lead-to-disaster/.
- “Goals gone wild: the systematic side effects of over-prescribing goal setting.” Harvard Business School: Working Knowledge, February 11, 2009. http://hbswk.hbs.edu/item/6114.html.
- “Goals gone wild – a bracing indictment of the business objectives culture”. Blog by John Caddell. February 2009.