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Recent research on joint or dyadic decision making has received renewed attention from behavioral scientists. This interest is due mostly to the advances in analytic and conceptual models used to study interaction processes. A number of related disciplines have used distinctive paradigms to study the same focal problem: namely, the processes by which two people interact, come to resolve a problem and, finally, reach a decision. Dyadic Decision Making presents in a single, integrated volume the conceptual and analytic strategies developed in communications research, marketing, psychology and sociology to investigate joint decision making

This paper advances novel theory and evidence on the emergence of informal leadership networks in groups that feature no formally designated leaders or authority hierarchies. We integrate insights from relational schema and network theory to develop and empirically test a three-step process model. The model's first hypothesis is that people use a "linear ordering schema" to process information about leadership relations. The second hypothesis argues that when an individual experiences a particular leadership attribution to be inconsistent with the linear ordering schema, that individual will tend to reduce the ensuing cognitive inconsistency by modifying that leadership attribution. Finally, the third hypothesis builds on this inconsistency-reduction mechanism to derive implications about a set of network structural features (asymmetry, acyclicity, transitivity, popularity, and inverse popularity) that are predicted to emerge endogenously as a group's informal leadership network evolves. We find broad support for our proposed theoretical model using a multi-method, multi-study approach combining experimental and observational data. Our study contributes to the organizational literature by illuminating a socio-cognitive dynamics underpinning the evolution of informal leadership structures in groups where formal authority plays a limited role. The e-companion is available at https://doi.org/10.1287/orsc.2017.1171 .

The relationship between clients and their health care providers has an important impact on health promotion and disease prevention. Perhaps the most important element of patients' relationships with their health care providers is trust. Enhancing clients' trust in their health care provider has been shown to lead to greater adherence to medical advice, continuity of care, and better overall health outcomes. Pharmacists are beginning to take on the role of primary health care providers to meet the increasing need for affordable, quality medical care. As pharmacists begin to dispense medical advice as well as medicine, there is an increased need for research on the determinants of trust in the pharmacist-client relationship. In this article, we conduct in-depth interviews and a large-scale field survey to develop a social marketing campaign to increase clients' trust in their pharmacists. We implement the campaign through a randomized field experiment and find evidence that emphasizing relational benefits in the developing stages of the pharmacist–client relationship increases trust.

A positive youth development program focusing on HIV prevention, alcohol abuse prevention, conflict resolution skills, and managing peer pressure was developed and implemented in the Eastern Cape of South Africa. Participatory action research methods were combined with a social marketing approach to generate and implement a narrative-based curriculum. A posttest-only control group field experiment was used to evaluate the impact of a classroom intervention on adolescents' knowledge and attitudes related to the topics covered. The narrative-based curriculum was more effective than the standard, government-endorsed curriculum in increasing knowledge and changing attitudes toward sexual behavior and conflict resolution. The implications of implementing a narrative-based curriculum using a social marketing approach are discussed.