VITA
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Wm.
Michael Lynn
Cornell University
School of Hotel
Administration
Ithaca, NY 14853-6902
(607) 255-8271
420 Hanshaw Rd.
Ithaca, NY 14850
(607) 257-4757
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EDUCATION
Ph.D. Social Psychology. Minors in Statistics, Philosophy and
Sociology.
Ohio State
University, Columbus, Ohio,
1987.
Dissertation:
“The Effects of Scarcity on Perceived Value: Investigations of Commodity
Theory”, Dr. Timothy C. Brock,
Chair.
M.A. Social Psychology. Minors in Statistics and Philosophy.
Ohio State
University, Columbus, Ohio,
1983.
Thesis:
“The Psychology of Restaurant Tipping”, Dr. Bibb Latane, Chair.
B.A. Psychology.
University of Texas,
Austin, Texas,
1979. Also completed requirements for a B.A. in Economics.
PROFESSIONAL
EXPERIENCE
Full Professor of Consumer Behavior and Marketing,
School of Hotel
Administration, Cornell University, 2008-present.
Associate Professor of Consumer Behavior and Marketing,
School of Hotel
Administration, Cornell University, 1995-2007.
Assistant Professor of Marketing,
College of Business
Administration, University of Houston,
1990-1995.
Visiting Assistant Professor of
Marketing,
School
of Business, University
of Missouri - Columbia, 1988-1990.
Visiting Assistant Professor of
Psychology,
College of Arts and
Science, University of Missouri - Columbia,
1987-1988.
PUBLICATIONS
Tipping Research
Lynn, M.
(forthcoming). Determinants and consequences of female attractiveness and
sexiness: Realistic tests with restaurant waitresses. Archives of Sexual
Behavior.
Lynn, M. &
Withiam, G. (forthcoming). Tipping and its alternatives: Business
considerations and directions for research. Journal of Services Marketing.
Lynn, M., et.
al. (2008). Consumer racial
discrimination in tipping: A replication and extension. Journal of Applied
Social Psychology, 38 (4), 1045-1060.
Lynn, M.
(2008). Personality effects on tipping attitudes, self-reported behaviors and customs:
A multi-level inquiry. Personality and Individual Differences, 44,
989-999.
Leodoro, G. & Lynn, M. (2007). The effect of server
posture on the tips of Whites and Blacks. Journal of Applied Social
Psychology, 7 (2), 201-209.
Lynn, M.
(2006). Race differences in restaurant tipping: A literature review and
discussion of practical implications. Journal of Foodservice Business
Research, 9(4), 99-113.
Lynn, M.
(2006). Geo-demographic differences in knowledge about the restaurant tipping
norm. Journal of Applied Social Psychology, 36 (3), 740-750.
Lynn, M.
(2006). Tipping in restaurants and around the globe: An Interdisciplinary
review. Chapter 31, pp. 626-643. In Morris Altman
(Ed.) Handbook of Contemporary Behavioral Economics: Foundations and Developments, M.E. Sharpe Publishers.
Lynn, M.
(2005). Increasing servers’ tips: What managers can do and why they should do
it. Journal of Foodservice Business Research, 8 (4), 89-98.
Lynn, M.
(2004). Black-White differences in tipping various service providers. Journal
of Applied Social Psychology, 34 (11), 2261-2271.
Lynn, M.
(2004). Restaurant tips and service quality: A commentary on Bodvarsson,
Luksetich and McDermott (2003). Applied Economics Letters, 11, 975-978.
Lynn, M.
(2004). Ethnic differences in tipping: A matter of familiarity with tipping
norms. Cornell Hotel and Restaurant Administration Quarterly,45 (1),
12-22.
Lynn, M. &
Lynn, A. (2004). National values and tipping customs: A replication and extension. Journal of
Hospitality and Tourism Research, 28, 356-364.
Lynn, M. &
Thomas-Haysbert, C. (2003). Ethnic
differences in tipping: Evidence, explanations and implications. Journal of
Applied Social Psychology, 33, 1747-1772. [Winner of the 2004 W. Bradford Wiley
Memorial Research Award for the best hospitality research by a CHRIE member
published the previous year.]
Conlin, M., Lynn,
M. & O’Donoghue, T. (2003). The norm of restaurant tipping. Journal of
Economic Behavior and Organization, 52, 297-321.
Lynn, M.
(2003). Tip levels and service: An update, extension and reconciliation. Cornell
Hotel and Restaurant Administration Quarterly, 42, 139-148.
Lynn, M.
(2003). Restaurant tips and service quality: A weak relationship or just weak
measurement? International Journal of Hospitality Management, 22,
321-325.
Lynn, M. &
Sturman, M. (2003). It’s simpler than it seems: An alternative explanation for
the magnitude effect in tipping. International Journal of Hospitality
Management, 22, 103-110.
Lynn, M.
(2002). Turnover’s relationships with sales, tips and service across
restaurants in a chain. International Journal of Hospitality Management,
21, 443-447.
Strohmetz, D., Rind, B., Fisher, R. & Lynn, M.
(2002). Sweetening the til: The use of candy to increase restaurant tipping. Journal
of Applied Social Psychology, 32, 300-309.
Lynn, M.
(2001). Restaurant tipping and service quality: A tenuous relationship. Cornell
Hotel and Restaurant Administration Quarterly, 42,
14-20. [A managerial version of Lynn
& McCall, 2000].
Lynn, M. &
Gregor, R. (2001). Tipping and service: The case of hotel bellmen. International
Journal of Hospitality Management, 20, 299-303.
Lynn, M.
(2000). National character and tipping customs: The needs for achievement,
affiliation and power as predictors of the prevalence of tipping. International
Journal of Hospitality Management, 19, 205-210.
Lynn, M.
(2000). The relationship between tipping
and service quality: A comment on Bodvarsson and Gibson's article. Social
Science Journal, 37, 131-135.
Lynn, M.
(2000). National personality and tipping customs. Personality and Individual
Differences, 28, 395-404.
Lynn, M. &
McCall, M. (2000). Gratitude and gratuity: A meta-analysis of research on the
service-tipping relationship. Journal
of Socio-Economics, 29, 203-214.
Lynn, M. &
Simons, T. (2000). Predictors of male and female servers’ average tip earnings.
Journal of Applied Social Psychology, 30, 241-252. [Reprinted in
Derek Soles, 2004, Essentials of Academic Writing, Houghton Mifflin Co.]
Lynn, M., Le,
J. & Sherwyn, D. (1998). Reach out and touch your customer. Cornell
Hotel and Restaurant Administration Quarterly, 39, 60-65.
Lynn, M.
(1997). Tipping customs and status
seeking: A cross-country study. International Journal of Hospitality
Management,16, 221-224.
Lynn, M.
(1996). Seven ways to increase your
servers’ tips. Cornell Hotel and Restaurant Administration Quarterly, 37
(June), 24-29. [Translated into Spanish and reprinted in Alta Hoteleria,
Septiembre-Octubre 1996, pp. 17-23.]
Lynn, M. &
Graves, J. (1996). Restaurant tipping: An incentive/reward for service? Hospitality
Research Journal, 20, 1-14.
Lynn, M.
(1994). Neuroticism and the prevalence of tipping: A cross-country study. Personality
and Individual Differences, 17, 137-138.
Lynn, M.,
Zinkhan, G. & Harris, J. (1993). Consumer tipping: A cross-country study. Journal
of Consumer Research, 20, 478-488.
Lynn, M. &
Mynier, K. (1993). The effects of server posture on restaurant tipping. Journal
of Applied Social Psychology, 23, 678-685. [Data was selected for
inclusion in Bill Notz, Dennis Pearl and Elizabeth Stasny, Ed.s, 2004, the Electronic
Encyclopedia of Statistical Examples and Exercises, W.H. Freeman.]
Lynn, M. &
Bond, C.F. (1992). Conceptual meaning and spuriousness in ratio correlations:
The case of restaurant tipping. Journal of Applied Social Psychology, 22,
327-341.
Lynn, M. &
Grassman, A. (1990). Restaurant tipping:
An examination of three "rational" explanations. Journal of
Economic Psychology, 11, 169-181.
Lynn, M. (1988).
The effects of alcohol consumption on restaurant tipping. Personality and Social Psychology Bulletin,
14, 87-91.
Lynn, M. &
Latane, B. (1984). The psychology of
restaurant tipping. Journal of Applied Social Psychology, 14, 551‑563.
Scarcity and Related Research
Lynn, M. &
Snyder, C.R. (2002). Uniqueness seeking. In C.R. Snyder & S. Lopez (Eds.) Handbook
of Positive Psychology, Oxford: Oxford University
Press, pgs. 395-410.
Catrett, J. & Lynn, M. (1999). Managing status in the
hotel industry: How Four Seasons came to the fore. Cornell Hotel and
Restaurant Administration Quarterly, 40, 26-39. [Translated into
Japanese and reprinted in The Hotel Management, Nov. 1999.]
Lynn, M. &
Harris, J. (1997). Individual differences in the pursuit of uniqueness through
consumption. Journal of Applied Social Psychology, 27, 1861-1883.
Lynn, M. &
Harris, J. (1997). The desire for unique consumer products: A new individual
differences scale. Psychology & Marketing, 14, 601-616. [A
synopsis of this article is included in: W.O. Bearden & R.G. Netemeyer,
Eds. ,1999, Handbook of Marketing Scales, 2nd edition,
pgs 100-101, London:
Sage.]
Lynn, M. &
Bogert, P. (1996). The effect of scarcity on anticipated price appreciation. Journal
of Applied Social Psychology, 26, 1978-1984.
Lynn, M.
(1992). The psychology of
unavailability: Explanations for scarcity and cost effects on value. Basic
and Applied Social Psychology, 13, 3-7.
Lynn, M.
(1992). Scarcity's enhancement of
desirability: The role of naive economic theories. Basic and Applied Social Psychology, 13,
67-78.
Lynn, M. (1991). Scarcity effects on value: A quantitative review of the commodity theory
literature. Psychology and Marketing,
8, 43-57.
Harris, J., Lynn,
M. & Clair, S. (1991). Scarcity's polarization of evaluations: Current
theories and null results. Representative Research in Social Psychology,
19, 121-135.
Lynn, M.
(1989). Scarcity effects on
desirability: Mediated by assumed expensiveness? Journal of Economic
Psychology, 10, 257-274.
Other Research
Lynn, M. &
Steele, P. (2006). National differences in subjective well-being: The
interactive effects of extraversion and neuroticism. Journal of Happiness
Studies, 7, 155-165.
Lynn, A. &
Lynn, M. (2003). Experiments and quasi-experiments: Methods for evaluating marketing options. Cornell
Hotel and Restaurant Administration Quarterly , 44(2), 75-84.
Straughan, R. & Lynn, M. (2002). The effects of
salesperson compensation on perceptions of salesperson honesty. Journal of
Applied Social Psychology, 32 (4), 719-731.
Lynn, M. Kampschroeder, K. & Periera, A. (1999).
Evolutionary perspectives on consumer behavior: An introduction. Advances in
Consumer Research, 26, 226-230.
Lynn,M. &
Mullen, B. (1998). A rebuttal to Borchgrevink’s criticism of our meta-analytic
recommendations. Journal of Hospitality & Tourism Research, 21,
102-105.
Lynn, M. &
Mullen, B. (1997). The quantitative integration of research: An introduction to
meta-analysis. Journal of Hospitality
& Tourism Research, 21, 121-139.
Lynn, M. &
Gelb, B. (1996). Identifying innovative national markets for technical consumer
goods. International Marketing Review,
13, 43-57.
Lynn, M.
(1990). Choose your own price: An
exploratory study requiring an expanded view of price's functions. Advances
in Consumer Research, 17, 710-714.
Lynn, M.
(1989). Race differences in sexual
behavior: A critique of Rushton and Bogaert's evolutionary hypothesis. Journal
of Research in Personality, 23, 1-6.
Lynn, M.
(1989). Criticisms of an evolutionary
hypothesis about race differences: A rebuttal to Rushton's reply. Journal of
Research in Personality, 23, 21-34.
Lynn, M. &
Oldenquist, A. (1986). Egoistic and non‑egoistic motives in social
dilemmas. American Psychologist, 41, 529‑534.
Lynn, M.,
Shavitt, S., & Ostrom, T. (1985). The effects of pictures on the
organization and recall of social information. Journal of Personality and
Social Psychology, 49, 1160‑1168.
Lynn, M. &
Bolig, R. (1985). Personal advertisements: Sources of data about relationships.
Journal of Social and Personal Relationships, 2, 377‑383.
Lynn, M. &
Shurgot, B. (1984). Responses to lonely
hearts advertisements: Effects of reported physical attractiveness, physique,
and coloration. Personality and
Social Psychology Bulletin, 10, 349‑357.
Lynn, M. &
Oldenquist, A. (1984). American social
psychologists: The children of Hobbes. Academic
Psychology Bulletin, 6, 43‑47.
EDITED VOLUMES
Lynn, M. (Ed.)
(1992). The Psychology of Unavailability: Explanations for Scarcity and Cost
Effects on Value. Special issue of Basic and Applied Social Psychology,
Vol. 13, No. 1, Hillsdale, NJ: Lawrence Erlbaum Associates.
Lynn, M. &
Jackson, J.M. (Eds.)(1991). Proceedings of the Society for Consumer
Psychology. Madison, WI: Omnipress.
CENTER for
HOSPITALITY RESEARCH REPORTS & TOOLS
Lynn, M.
(2007). Brand Segmentation in the
Hotel and Cruise Industries: Fact or Fiction? CHR Report, Vol. 7, No. 4.
Wang, S. & Lynn, M. (2007). The Effects on Perceived
Restaurant Expensiveness of Tipping and Its Alternatives. CHR Report,
Vol. 7, No. 3.
Lynn, M.
(2006). Tipping Quiz. CHR Tool.
Lynn, M.
(2006). Tipping and Its Alternatives: When and Why to Choose Voluntary Tipping,
Service Charges or Service-Inclusive Pricing Policies. CHR Report, Vol.
6, No. 5.
Lynn, M.
(2006). Race Differences in Tipping: Questions and Answers for the Restaurant
Industry. CHR Report, Vol. 6, No. 1.
Lynn, M. (2004).
Increasing Servers’ Tips: What Managers Can Do and Why They Should Do It. CHR
Report, Vol. 4, No. 5.
Lynn, M.
(2004). Mega Tips: Scientifically Tested Ways to Increase Your Tips. CHR
Tool.
CONVENTION
PRESENTATIONS
Industry Conventions
Lynn, M.
(1997). Seven ways to increase servers’ tips.
HOSTEX 97: Annual trade show of the Canadian Restaurant and Foodservices
Association, Toronto, Ontario, October.
Lynn, M.
(1997). Tips for the taking: Techniques to increase tips at your restaurant.
78th Annual Restaurant Hotel-Motel Show of National Restaurant Association, Chicago, IL,
May.
Lynn, M.
(2002). Minorities don’t tip: Fact or fiction? Participant in a major session
panel discussion at the Multi-Cultural Foodservice & Hospitality Alliance
Conference, San Diego, CA, August.
Lynn, M.
(2004). Minorities don’t tip: Fact or fiction? Part 2. Participant in a
workshop panel discussion at the Multi-Cultural Foodservice & Hospitality
Alliance Conference, Washington,
D.C. August.
Academic Conventions
Lynn, M.
(2007). Invited member of a panel on
“Emerging Research in Service Management and Marketing” QUIS 10: International research
Symposium on Service Excellence in Managment,
June 14-17.
Kwortnik, R. & Lynn, M. (2004). The effect of tipping
policy on perceived service quality in the cruise industry. Frontiers in
Services Conference, October 30.
Lynn, M.
(2001). Restaurant tips and service quality: Evidence of a weak relationship.
CU2 Joint Conference in Hospitality and Tourism, Hong Kong,
January 12-14.
Lynn, M.
(1997). The determinants of restaurant tipping: A meta-analytic review. Annual Conference of the Society for the
Advancement of Behavioral Economics, Lexington,
VA, June.
Lynn, M.
(1996). The effects of scarcity on anticipated price appreciation. Winter
Marketing Educator’s Conference, Hilton Head, SC, February.
Harris, J. & Lynn, M. (1996). Manifestations of the pursuit of uniqueness
through consumption. Winter Marketing Educator’s Conference, Hilton Head, SC, February.
Harris, J. & Lynn, M. (1994). The manifestations and
measurement of the desire to be a unique consumer. Annual Convention of the
Society for Consumer Psychology, St.
Petersburg, FL,
February.
Straughan, R.D. & Lynn, M. (1994). Consumer
evaluation of retail salespeople:
Dimensionality and relationship to salesperson compensation. Association for Consumer Research, Boston,
MA, October.
Lynn, M.
(1993). The tendency to downward compare
scale. Annual Meeting of Social Psychologists in Texas,
Dallas, TX,
January.
Lynn, M.
(1990). Unavailability effects on
desirability: The role of implicit economic theories. Annual Meeting of the
American Psychological Association (Division 23),
Boston, MA, August.
Lynn, M.
(1988). Scarcity effects on psychological
value: Mediated by perceived expensiveness?
60th Annual Meeting of the Midwestern Psychological Association, Chicago, IL,
April.
Lynn, M. &
Bond, C. F. (1988). Spuriousness in
ratio correlations: The case of restaurant tipping. 60th Annual Meeting of the Midwestern
Psychological Association, Chicago,
IL, April.
Lynn, M.
(1987). Commodity theory: A quantitative literature review. 59th Annual
Meeting of the Midwestern Psychological Association, Chicago, IL,
May.
Lynn, M.
(1987). Playing hard to get: Does it work and why? 59th Annual Meeting of the Midwestern
Psychological Association, Chicago,
IL, May.
Lynn, M.
(1986). Effects of alcohol on restaurant
tipping. 58th Annual Meeting of the
Midwestern Psychological Association, Chicago,
IL, May.
Lynn, M. &
Oldenquist, A. (1983). Egotistic, group
egotistic, and moral motives in social dilemmas. 2nd Annual Conference on Prosocial Behavior,
Nags Head, NC, May.
Shavitt, S., Lynn,
M., & Ostrom, T. (1983). Effects of
pictures on the organization and recall of person information. 55th Annual Meeting of the Midwestern
Psychological Association, Chicago,
IL, May.
Lynn, M. &
Shurgot, B. (1983). Physical appearance
and responses to lonely hearts advertisements.
55th Annual Meeting of the Midwestern Psychological Association, Chicago, IL,
May.
Lynn, M. &
Latane, B. (1982). Tipping as normative,
prosocial behavior. 1st Annual
International Conference on Prosocial Behavior, Nags Head, NC, May.
Lynn, M. &
Latane, B. (1982). The psychology of
tipping. 53rd Annual Meeting of the
Eastern Psychological Association, Baltimore, MD,
April.
Scarlett, S., Lynn, M. & Latane,
B. (1982). Social
impact theory: Turning the tables on tipping.
53rd Annual Meeting of the Eastern Psychological Association, Baltimore, MD,
April.
RESEARCH IN PROGRESS
Does tipping improve service
quality? (w/ Robert Kwortnik)
Are race differences in tipping
moderated by SES? (w/ Jerome
Williams)
Does price partitioning affect
perceived expensiveness? (w/ Shuo Wang)
Why do we tip some service providers and not others?
RESEARCH INTERESTS
General
Interest: Consumer psychology – especially consumers' use of money, goods
and services to satisfy their needs for self-identity, social-acceptance and
social-status.
Theoretical Approaches:
Information processing, rational choice, social exchange and evolutionary psychology perspectives.
Current
Focus: Determinants of tipping behavior and customs.
TEACHING
EXPERIENCE
|
Marketing Courses
Advertising (UG)
Consumer Behavior (M & UG)
Marketing Management (M & UG)
Marketing Research (UG)
Personal Selling (UG)
|
Psychology Courses
Introductory Psychology (UG)
Social Psychology (UG)
Research Methods Seminar (PhD)
Social Exchange Theories Seminar (PhD)
Literature Review Seminar (PhD)
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DISSERTATION
& THESIS COMMITTEES
2007 Dissertation Committee of Kelly
McGuire (School of Hotel Administration, Cornell
University)
2004 External Dissertation Examiner
of Mark Starbuck (Dept. of Sociology, Oxford University)
2004 Dissertation Committee of
Brefni Noone (School of Hotel Administration, Cornell University)
1995 Dissertation Committee of
Robert Straughan (Dept. of Marketing, U.
of Houston)
1994
Dissertation Committee of Samantha Williams (Dept. of Psychology, U. of Houston)
1993 Thesis Committee of Scott Clair
(Dept. of Psychology, U. of Houston)
1992 Thesis Committee of Samantha
Williams (Dept. of Psychology, U.
of Houston)
1991 Dissertation Committee of Mark
Sharp (Dept. of Psychology, U.
of Houston)
PROFESSIONAL
SERVICE
Editorial Review Board for Journal
of the Academy of Marketing Science, 2003 – present.
(given “Outstanding
Reviewer Award” in 2006)
Editorial Review Board for Journal
of Advertising, 1993 - 2006.
Editorial Review Board for Praxis,
1998 - present.
Editorial Review Board for Cornell
H.R.A. Quarterly, 2002 – 2003.
Editor of Cornell H.R.A.
Quarterly, 2001 – 2002 (July).
Editorial Review Board for Journal
of Socio-Economics, 2000 - 2001.
Chair of the Membership Committee
for the Society for Consumer Psychology, 1995 & 1996.
Co-Chair of
the APA Convention Program for the Society for Consumer Psychology, 1991.
Ad Hoc
Reviewer for:
Basic and Applied Social Psychology
Canadian Journal of Economics
Contemporary Economic Policy
Economic Journal
Hospitality Research Journal
International Journal of Hospitality Management
Journal of Applied Social Psychology
Journal of Consumer Psychology
Journal of Consumer Research
Journal of Economic Behavior and Organization
Journal of Economic Psychology
Journal of Experimental Social Psychology
Journal of Marketing Research
Journal of Personality and Social Psychology
Psychological Bulletin