Rellie Derfler-Rozin

Assistant Professor

Management & Organization
4510 Van Munching Hall
Ph.D., London Business School

Rellie Derfler-Rozin is an Assistant Professor of Management & Organization at the Robert H. Smith School of Business at the University of Maryland. She received her PhD in Organizational Behavior from London Business School.

She studies decision making in the social context. In her research she looks at how people may deviate from decisions/behaviors that are rational from a pure profit maximization (traditional economics) perspective to satisfy needs that relate to their social world (e.g. the need to belong to a group, the need to have status in the group). Within this broad umbrella she is studying managerial decision making (e.g. looking at how managers may be averse to use their discretion in allocation decisions to satisfy belongingness needs to their group of employees), trust and ethics (e.g. looking at how group members who are at risk of social exclusions may show higher trusting behaviors and unethical behaviors that serve the group in an effort to promote re-inclusion in the group). More theme-related topics of interest to her are emotions, ethics, status and hiring decision biases.

Primary Research Areas

- psychological motives

- social exclusion

- fairness and justice

- ethical behavior

- emotions

Selected Publications

Thau, S., Derfler-Rozin, R., Pitesa, M., Mitchell, M., & Pillutla, M. (2015) Unethical for the sake of the group: Risk of exclusion and pro-group unethical behavior. Journal of Applied Psychology, 100(1), 98-113.

Rafaeli, A., Erez, A., Ravid, S., Derfler-Rozin, R., Efrat, D., & Rozilio, R. (2012). When customers exhibit verbal aggression employees pay the cognitive costs. Journal of Applied Psychology, 97(5), 931-950

Derfler-Rozin, R., Pillutla, M., & Thau, S. (2010). Social reconnection revisited: The effects of social exclusion risk on reciprocity, trust, and general risk-taking. Organizational Behavior and Human Decision Processes, 112(2), 140-150

Rafaeli, A., Sagy, Y., & Derfler-Rozin, R. (2008). Logos and initial compliance: A strong case of mindless trust. Organization Science, 19(6), 845-859