Journal ArticleTechnology in Society · December 1, 2024
In an era of transformation fueled by Artificial Intelligence (AI), human resistance to adopt this powerful technology has emerged as one of its most critical barriers. In a series of four studies involving almost 4,000 consumers, this research explores fa ...
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Journal ArticleNature human behaviour · October 2024
Dishonest behaviours such as tax evasion impose significant societal costs. Ex ante honesty oaths-commitments to honesty before action-have been proposed as interventions to counteract dishonest behaviour, but the heterogeneity in findings across operation ...
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Journal ArticleJournal of experimental social psychology · September 2024
[This corrects the article DOI: 10.1016/j.jesp.2024.104614.]. ...
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Journal ArticleJournal of Experimental Social Psychology · July 1, 2024
Authorities and managers often rely on individuals and businesses' self-reports and employ various forms of honesty declarations to ensure that those individuals and businesses do not over-claim payments, benefits, or other resources. While previous work h ...
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Journal ArticleJournal of experimental psychology. Applied · March 2024
Psychologists, economists, and philosophers have long argued that in environments where deception is normative, moral behavior is harmed. In this article, we show that individuals making decisions within minimally deceptive environments do not behave more ...
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Journal ArticleJournal of Experimental Social Psychology · March 1, 2024
We demonstrate how psychological scientists can curate rich-yet-accessible media to intervene on conflict-escalating attitudes during the earliest stages of violent conflicts. Although wartime atrocities all-too-often ignite destructive cycles of tit-for-t ...
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Journal ArticleNature human behaviour · December 2023
Increasing workplace diversity is a common goal. Given research showing that minority applicants anticipate better treatment in diverse workplaces, we ran a field experiment (N = 1,585 applicants, N = 31,928 website visitors) exploring how subtle organizat ...
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Journal ArticleHealth communication · October 2023
We set out to research the causal impact of Real Age feedback, a popular tool on health and lifestyle platforms, on health behaviors. We ran an online experiment where participants were randomly assigned a Real Age that differed in both direction (older or ...
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Journal ArticleAddiction Neuroscience · September 1, 2023
Contextual processing is implicated in the pathophysiology of addictive disorders, but the nature of putative deficiencies remains unclear. We assessed some aspects of contextual processing across multimodal experimental procedures with detoxified subjects ...
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Journal ArticleSocial Cognition · December 1, 2022
Though the study of blame is far from new, little to no research has systematically investigated how perpetrator-blame and victim-blame influence one another. The current series of studies used correlational (Study 1), experimental (Studies 2 and 3), and m ...
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Journal ArticleJ Card Fail · October 2022
BACKGROUND: It is unknown whether digital applications can improve guideline-directed medical therapy (GDMT) and outcomes in heart failure with reduced ejection fraction (HFrEF). METHODS AND RESULTS: Care Optimization Through Patient and Hospital Engagemen ...
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Journal ArticleStrategic Management Journal · August 1, 2022
Research Summary: This study examines the propensity of small firms to provide health insurance in response to high state-level unemployment insurance (UI) benefits, given that generous UI benefits reduce labor market frictions that constrain employee mobi ...
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Journal ArticleActa psychologica · August 2022
Though human social interaction in general seems effortless at times, successful engagement in collaborative or exploitative social interaction requires the availability of cognitive resources. Research on Dual-Process suggests that two systems, the affect ...
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Journal ArticleJournal of Consumer Psychology · April 1, 2022
Funeral rituals perform important social functions for families and communities, but little is known about the motives of people planning funerals. Using mixed methods, we examine funeral planning as end-of-life relational spending. We identify how relatio ...
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Journal ArticleScience advances · February 2022
Affective polarization and political segregation have become a serious threat to democratic societies. One standard explanation for these phenomena is that people like and prefer interacting with similar others. However, similarity may not be the only driv ...
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Journal ArticleAnalyses of Social Issues and Public Policy · December 1, 2021
People's preferences for redistribution are a key component of redistributive policy design, yet how to elicit these preferences is still a matter of debate. We recruited a nationally representative sample of more than 5000 US respondents. We used an appro ...
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Journal ArticleRoyal Society open science · September 2021
The COVID-19 pandemic has raised complex moral dilemmas that have been the subject of extensive public debate. Here, we study how people judge a set of controversial actions related to the crisis: relaxing data privacy standards to allow public control of ...
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Journal ArticleJAMA · July 27, 2021
IMPORTANCE: Adoption of guideline-directed medical therapy for patients with heart failure is variable. Interventions to improve guideline-directed medical therapy have failed to consistently achieve target metrics, and limited data exist to inform efforts ...
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Journal ArticleJCO oncology practice · June 2021
PurposeHope is a modifiable entity that can be augmented. We evaluated the feasibility, acceptability, and efficacy of a short intervention to increase hopefulness in patients with advanced breast cancer and oncologists.MethodsWe enrolled ...
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Journal ArticleJournal of Behavioral and Experimental Economics · June 1, 2021
We investigated whether altruistic justification increases cheating behavior while suppressing its associated physiological arousal. In the first study (n = 60), participants strategically employed altruistic considerations to justify their dishonesty and ...
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Journal ArticleOrganizational Behavior and Human Decision Processes · November 1, 2020
The normative value of a medium of exchange is derived from the best consumption that it permits. Adding potential uses can increase the normative value of a medium of exchange but not decrease it. In two large preregistered experiments (total N = 2205), i ...
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Journal ArticleAnnals of behavioral medicine : a publication of the Society of Behavioral Medicine · May 2020
BackgroundLatin America ranks among the regions with the highest level of intake of sugary beverages in the world. Innovative strategies to reduce the consumption of sugary drinks are necessary.PurposeEvaluate the effect of a one-off prie ...
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Journal ArticleProceedings of the National Academy of Sciences of the United States of America · March 2020
Honest reporting is essential for society to function well. However, people frequently lie when asked to provide information, such as misrepresenting their income to save money on taxes. A landmark finding published in PNAS [L. L. Shu, N. Mazar, F. Gino, D ...
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Journal ArticleAm Heart J · February 2020
Many therapies have been shown to improve outcomes for patients with heart failure (HF) in controlled settings, but there are limited data available to inform best practices for hospital and post-discharge quality improvement initiatives. The CONNECT-HF st ...
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Journal ArticlePloS one · January 2020
Failure to attend hospital appointments has a detrimental impact on care quality. Documented efforts to address this challenge have only modestly decreased no-show rates. Behavioral economics theory has suggested that more effective messages may lead to in ...
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Journal ArticlePloS one · January 2020
Although scientists agree that replications are critical to the debate on the validity of religious priming research, religious priming replications are scarce. This paper attempts to replicate and extend previously observed effects of religious priming on ...
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Journal ArticleComputers in Human Behavior · December 1, 2019
Every day, billions of us receive smartphone notifications. Designed to distract, these interruptions capture and monetize our time and attention. Though smartphones are incredibly helpful, their current notification systems impose underappreciated, yet co ...
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Journal ArticleCurrent biology : CB · December 2019
The group polarization phenomenon is a widespread human bias with no apparent geographical or cultural boundaries [1]. Although the conditions that breed extremism have been extensively studied [2-5], comparably little research has examined how to depolari ...
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Journal ArticleJudgment and Decision Making · November 1, 2019
Despite its controversial status, the lie detection test is still a popular organizational instrument for credibility assessment. Due to its popularity, we examined the effect of the lie-detection test feedback on subsequent moral behavior. In three studie ...
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Journal ArticleInternational journal of environmental research and public health · October 2019
Physiological discomfort is commonly cited as a barrier for initiating and persisting with exercise. Although individuals may think of physiological discomfort as determined by physical sensations, it can also be influenced by cognitive and emotional facto ...
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Journal ArticleEuropean Journal of Political Economy · September 1, 2019
Using an artefactual field experiment, this paper tests the long-term implications of living in a specific economic system on individual dishonesty. By comparing cheating behaviour across individuals from the former socialist East of Germany with those of ...
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Journal ArticleScientific reports · September 2019
The development of artificial intelligence has led researchers to study the ethical principles that should guide machine behavior. The challenge in building machine morality based on people's moral decisions, however, is accounting for the biases in human ...
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Journal ArticleJournal of Consumer Psychology · July 1, 2019
How do consumers assess their mastery of knowledge they have learned? We explore this question by investigating a common knowledge consumption situation: encountering opportunities for further learning. We argue and show that such opportunities can trigger ...
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Journal ArticleJournal of Economic Behavior and Organization · May 1, 2019
We investigate how the perceived fairness of an income distribution depends on the beliefs about the process that generates the inequality. Specifically, we examine how two crucial features of this process affect fairness views: (1) Procedural justice - eq ...
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Journal ArticleJournal of the Association for Consumer Research · April 1, 2019
We find that small probabilistic price promotions effectively stimulate demand, even more so than comparable fixed price promotions (e.g., “1% chance it’s free” vs. “1% off,” respectively), because they more effectively reduce the pain of paying. In three ...
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Journal ArticleMarketing Letters · March 15, 2019
Across three studies, we investigate how consumers in romantic relationships make decisions when choosing an item to share with their partner. We show that consumers will forgo their preferred alternative for an option that is more aligned with the prefere ...
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Journal ArticleDis Colon Rectum · December 2018
BACKGROUND: Surgeons present patients with complex information at the perioperative appointment. Emotions likely play a role in surgical decision-making, and disgust is an emotion of revulsion at a stimulus that can lead to avoidance. OBJECTIVE: The purpos ...
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Journal ArticleAppetite · September 2018
The mechanisms that lead to overeating and the consumption of tempting, unhealthy foods have been studied extensively, but the compensatory actions taken afterwards have not. Here we describe the naïve models individuals hold around dietary splurges (singl ...
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Journal ArticleJournal of Consumer Psychology · July 1, 2018
People often form intentions but fail to follow through on them. Mounting evidence suggests that such intention-action gaps can be narrowed with prompts to make concrete plans about when, where, and how to act to achieve the intention. In this paper, we pu ...
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Journal ArticleSupport Care Cancer · April 2018
PURPOSE: The research on cancer treatment decision-making focuses on dyads; the full "triad" of patients, oncologists, and caregivers remains largely unstudied. We investigated how all members of this triad perceive and experience decisions related to trea ...
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Journal ArticleJournal of Consumer Psychology · April 1, 2018
The standard economic model assumes that demand is weakly decreasing in price. While empirical evidence shows that this is true for most price levels, it might not hold for the price of zero, where social norms are not entirely compatible with the self-max ...
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Journal ArticleJournal of Consumer Psychology · April 1, 2018
We argue that moral disgust toward counterfeiting can degrade both the efficacy of products perceived to be counterfeits and that of genuine products resembling them. Five studies support our propositions and highlight the infectious nature of counterfeiti ...
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Journal ArticleJournal of Behavioral Decision Making · December 1, 2017
Self-control depletion has been linked both to increased selfish behavior and increased susceptibility to situational cues. The present research tested two competing hypotheses about the consequence of depletion by measuring how people allocate rewards bet ...
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Journal ArticleHealth and Technology · December 1, 2017
‘Choice architects’ are responsible for designing environments that guide decision-making, and thus must consider the inherent tradeoffs that accompany every choice. This examination of privacy decision-making places privacy considerations into context, an ...
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Journal ArticleScientific reports · November 2017
Modern humans live in an "exploded" network with unusually large circles of trust that form due to prosociality toward unfamiliar people (i.e. xenophilia). In a set of experiments we demonstrate that semi-free ranging bonobos (Pan paniscus) - both juvenile ...
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Journal ArticlePsychology of Sport and Exercise · September 1, 2017
Recent evidence has highlighted the potential benefits of affect- and self-regulated exercise prescriptions for the promotion of physical activity and exercise behavior (Baldwin et al., 2016; Williams et al., 2015, 2016). However, questions remain about wh ...
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Journal ArticleCirculation · August 22, 2017
Behavioral challenges are often present in human illness, so behavioral economics is increasingly being applied in healthcare settings to better understand why patients choose healthy or unhealthy behaviors. The application of behavioral economics to healt ...
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Journal ArticleHealthcare informatics research · July 2017
ObjectivesConfidentiality of health information is an important aspect of the physician patient relationship. The use of digital medical records has made data much more accessible. To prevent data leakage, many countries have created regulations r ...
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Journal ArticleJournal of Economic Psychology · April 1, 2017
Religious rituals are found all over the world. Some cultures engage in extreme religious rituals in which individuals take on forms of bodily harm to demonstrate their devotion. Such rituals entail excessive costs in terms of physical pain and effort, but ...
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Journal ArticleJournal of Marketing Research · April 1, 2017
Despite the tremendous resources devoted to marketing on Facebook, little is known about its actual effect on customers. Specifically, can Facebook page likes affect offline customer behavior, and if so, how? To answer these questions, the authors conduct ...
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Journal ArticleJournal of Consumer Affairs · March 1, 2017
We provide new large-scale experimental evidence on policies that aim to boost household saving out of income tax refunds. Households that filed income tax returns with an online tax preparer and chose to receive their refund electronically were randomized ...
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Journal ArticleJournal of Economic Behavior and Organization · February 1, 2017
Previous experiments have found that subjecting participants to cognitive load leads to poorer decision making, consistent with dual-system models of behavior. Rather than taxing the cognitive system, this paper reports the results of an experiment that ta ...
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Journal ArticleJournal of Management · February 1, 2017
The use of short-term bonuses to motivate employees has become an organizational regularity, but a thorough understanding of the relationship between these incentives and actual performance is lacking. We aim to advance this understanding by examining how ...
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Journal ArticleManagement Science · January 1, 2017
A number of retailers offer gambling-or lottery-type price promotions with a chance to receive one's entire purchase for free. Although these retailers seem to share the intuition that probabilistic free price promotions are attractive to consumers, it is ...
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Journal ArticleManagement Science · January 1, 2017
We examine the extended effects of an incentive-based behavioral health intervention designed to improve nutrition behavior. Although the intervention successfully improved the target behavior, less is known about any spillovers, positive or negative, that ...
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Journal ArticleIndependent Review · December 1, 2016
There are two standard policy alternatives for combating the harmful behaviors that commercialism encourages, ineffective soft paternalistic requirements mandating that consumers receive helpful information, such as calorie counts; and hard paternalistic r ...
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Journal ArticleJournal of Behavioral Decision Making · December 1, 2016
In this paper, we experimentally examine whether looking at other people's pricing decisions is a type of a decision rule that people over-apply even when it is not applicable, as in the case of private-value goods. In Study 1, we find evidence that this i ...
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Journal ArticleNature neuroscience · December 2016
Dishonesty is an integral part of our social world, influencing domains ranging from finance and politics to personal relationships. Anecdotally, digressions from a moral code are often described as a series of small breaches that grow over time. Here we p ...
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Journal ArticleEmotion (Washington, D.C.) · September 2016
Visceral states like thirst, hunger, and fatigue can alter motivations, predictions, and even memory. Across 3 studies, we demonstrate that such "hot" states can also shift moral standards and increase dishonest behavior. Compared to participants who had j ...
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Journal ArticleJournal of Cross-Cultural Psychology · July 1, 2016
Norms for dishonest behaviors vary across societies, but whether this variation is related to differences in individuals’ core tendencies toward dishonesty is unknown. We compare individual dishonesty on a novel task across 10 participant samples from five ...
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Journal ArticleJournal of sport & exercise psychology · April 2016
There is a paucity of methods for improving the affective experience of exercise. We tested a novel method based on discoveries about the relation between exercise intensity and pleasure, and lessons from behavioral economics. We examined the effect of rev ...
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Journal ArticlePloS one · January 2016
In the last few decades, awareness of environmental issues has increased significantly. Little has changed, however, in human activities contributing to environmental damage. Why is it so difficult for us to change our behavior in a domain that is clearly ...
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Chapter · January 1, 2016
Ellen Langer’s early observation that people feel a false sense of connection to uncontrollable events has led to a long line of research, originating with Langer’s illusion of control and spanning a wide array of studies on the endowment effect, the IKEA ...
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Journal ArticleDecision · January 1, 2016
Bias and error are considered fundamental characteristics of preferences. However, daily behavior frequently demonstrates preference coherence. We link the leading notions of constructed preferences and well-defined values (Payne, Bettman & Schkade, 1999) ...
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Journal ArticleThe Journal of clinical investigation · November 2015
Fraudulent business practices, such as those leading to the Enron scandal and the conviction of Bernard Madoff, evoke a strong sense of public outrage. But fraudulent or dishonest actions are not exclusive to the realm of big corporations or to evil indivi ...
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Journal ArticlePerspectives on psychological science : a journal of the Association for Psychological Science · November 2015
Dishonesty and unethical behavior are widespread in the public and private sectors and cause immense annual losses. For instance, estimates of U.S. annual losses indicate $1 trillion paid in bribes, $270 billion lost due to unreported income, and $42 billi ...
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Journal ArticleEurope's journal of psychology · November 2015
The idea of interviewing Dan Ariely was somehow latent on my mind since I started being interested in cognitive psychology and cognitive behavior psychotherapy, but actually got more ardent ever since irrationality became a research topic for his team at D ...
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Journal ArticleNeuroImage · October 2015
In managing our way through interpersonal conflict, anger might be crucial in determining whether the dispute escalates to aggressive behaviors or resolves cooperatively. The Ultimatum Game (UG) is a social decision-making paradigm that provides a framewor ...
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Journal ArticleJournal of Marketing Research · June 1, 2015
How do consumers adjust their spending when their budget changes? A common view is that the allocation of one's current budget should not depend on previous budget allocations. Contrary to this, the authors find that when the budget contracts to a particul ...
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Journal ArticleJournal of Marketing Research · April 1, 2015
Consumers often make product choices that involve the consideration of money and time. Building on dual-process models, the authors propose that these two basic resources activate qualitatively different modes of processing: while money is processed analyt ...
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Journal ArticlePerspectives on psychological science : a journal of the Association for Psychological Science · January 2015
This article began as an adversarial collaboration between two groups of researchers with competing views on a longstanding question: Does familiarity promote or undermine interpersonal attraction? As we explored our respective positions, it became clear t ...
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Journal ArticleFrontiers in psychology · January 2015
While both economic and social considerations of fairness and equity play an important role in financial decision-making, it is not clear which of these two motives is more primal and immediate and which one is secondary and slow. Here we used variants of ...
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Journal ArticleFrontiers in psychology · January 2015
People demonstrate an impressive ability to self-deceive, distorting misbehavior to reflect positively on themselves-for example, by cheating on a test and believing that their inflated performance reflects their true ability. But what happens to self-dece ...
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Journal ArticleFrontiers in psychology · January 2015
Self-control failure has enormous personal and societal consequences. One of the most debated models explaining why self-control breaks down is the Strength Model, according to which self-control depends on a limited resource. Either previous acts of self- ...
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Journal ArticlePsychological science · December 2014
Childbirth is usually the most painful event of a mother's life, and resonates in individual and collective memory for years. The current study examined the relationship between the experience of labor pain and its recollection 2 days and 2 months after de ...
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Journal ArticleAnalyses of Social Issues and Public Policy · December 1, 2014
Recent evidence suggests that Americans underestimate wealth inequality in the United States and favor a more equal wealth distribution (Norton & Ariely, 2011). Does this pattern reflect ideological dynamics unique to the United States, or is the phenomeno ...
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Journal ArticleJournal of Marketing Research · December 1, 2014
The authors propose a new means by which nonprofits can induce donors to give today and commit to giving in the future: contingent match incentives, in which matching is made contingent on the percentage of others who give (e.g., "if X% of others give, we ...
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Journal ArticleJournal of Economic Behavior and Organization · November 1, 2014
Although research on loss aversion now spans more than three decades, researchers are still debating whether (or in which cases) the finding holds true for money. We contribute to this debate by exploring how prepayment affects financial decisions. In one ...
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Journal ArticleJournal of experimental social psychology · September 2014
Three experiments tested the effects of ego depletion on economic decision making. Participants completed a task either requiring self-control or not. Then participants learned about the trust game, in which senders are given an initial allocation of $10 t ...
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Journal ArticleJournal of consumer psychology : the official journal of the Society for Consumer Psychology · July 2014
Consumers frequently encounter moral violations in everyday life. They watch movies and television shows about crime and deception, hear news reports of corporate fraud and tax evasion, and hear gossip about cheaters and thieves. How does exposure to moral ...
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Journal ArticleOrganizational Behavior and Human Decision Processes · March 1, 2014
Previous research suggests people firmly value moral standards. However, research has also shown that various factors can compromise moral behavior. Inspired by the recent financial turmoil, we investigate whether financial deprivation might shift people's ...
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Journal ArticlePsychological science · February 2014
We tested a voluntary self-control commitment device to help grocery shoppers make healthier food purchases. Participants, who were already enrolled in a large-scale incentive program that discounts the price of eligible groceries by 25%, were offered the ...
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Journal ArticleMed Decis Making · February 2014
BACKGROUND: American health care is transitioning to electronic physician ordering. These computerized systems are unique because they allow custom order interfaces. Although these systems provide great benefits, there are also potential pitfalls, as the b ...
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Journal ArticleInternational journal of health services : planning, administration, evaluation · January 2014
Pay-for-performance programs aim to upgrade health care quality by tailoring financial incentives for desirable behaviors. While Medicare and many private insurers are charging ahead with pay-for-performance, researchers have been unable to show that it be ...
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Journal ArticleJournal of Behavioral Decision Making · January 1, 2014
A central assumption of neoclassical economics is that reservation prices for familiar products express people's true preferences for these products; that is, they represent the total benefit that a good confers to the consumers and are, thus, independent ...
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Journal ArticlePloS one · January 2014
Lying is a common occurrence in social interactions, but what predicts whether an individual will tell a lie? While previous studies have focused on personality factors, here we asked whether lying tendencies might be transmitted through social networks. U ...
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Journal ArticleJournal of Experimental Social Psychology · January 1, 2014
This research examined the effect of alcohol intoxication on the propensity to behave inequitably and responses to inequitable divisions of rewards. Intoxicated and sober participants played ten rounds of a modified ultimatum game in two studies. Whereas i ...
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Journal ArticleJournal of personality and social psychology · December 2013
Ullrich, Krueger, Brod, and Groschupf (2013)-using a replication of the trait paradigm from Norton, Frost, and Ariely (2007)-suggest that less information does not always equal greater liking. We first ground the current debate in a larger historical debat ...
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Journal ArticleJournal of economic behavior & organization · September 2013
In three experiments, we propose and find that individuals cheat more when others can benefit from their cheating and when the number of beneficiaries of wrongdoing increases. Our results indicate that people use moral flexibility to justify their self-int ...
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Journal ArticlePerspectives on psychological science : a journal of the Association for Psychological Science · September 2013
Results from Trautmann and colleagues' large, representative survey of Dutch people suggest a more nuanced relationship between class and ethics than previous research has demonstrated (Trautmann, Van de Kuilen, & Zeckhauser, 2013, this issue). Following t ...
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Journal ArticleJournal of Consumer Psychology · July 1, 2013
In this article, the authors partition the construct of experience into intensiveness (i.e., amount) and extensiveness (i.e., breadth) and examine the impact of the two specific types of experience on preference learning. In the first three studies, the au ...
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Journal ArticleJournal of occupational and environmental medicine · March 2013
ObjectiveTo probe employee basis for choosing health plans.MethodsIn a Web study, 337 employees from large private and public employers were asked to choose among health plans varying on several common dimensions.ResultsOn per-do ...
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Journal ArticleEmotion (Washington, D.C.) · February 2013
Do people sometimes seek to atone for their transgressions by harming themselves physically? The current results suggest that they do. People who wrote about a past guilt-inducing event inflicted more intense electric shocks on themselves than did those wh ...
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Journal ArticleComputers in Human Behavior · January 23, 2013
An unprecedented number of relationships begin online, propelling online dating into a billion-dollar industry. However, while the online dating industry has created an effective mechanism for matching and accessing profiles, it has largely neglected the q ...
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Book · 2013
If you've ever wondered how a whole company can turn a blind eye to evident misdemeanours within their ranks, whether people are born dishonest and whether you can really be successful by being totally, brutally honest, then Dan Ariely has ... ...
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Journal ArticleJudgment and Decision Making · January 1, 2013
A large body of survey research offers evidence that citizens are not always fully aware of the economic and political realities in their respective countries. Norton and Ariely (2011) extended this research to the domain of wealth inequality, showing that ...
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Journal ArticlePesquisa Operacional · January 1, 2013
Internet-based customization tools can be used to design service encounters that maximize customers' utility in the present or explore their tastes to provide more value in the future, where these two goals conflict with each other. Maximizing expected cus ...
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Journal ArticlePsychology and aging · December 2012
A prevalent stereotype is that people become less risk taking and more cautious as they get older. However, in laboratory studies, findings are mixed and often reveal no age differences. In the current series of experiments, we examined whether age differe ...
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Journal ArticleInternational Journal of Research in Marketing · December 1, 2012
We examine the underlying process behind the IKEA effect, which is defined as consumers' willingness to pay more for self-created products than for identical products made by others, and explore the factors that influence both consumers' willingness to eng ...
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Journal ArticleJournal of experimental psychology. General · November 2012
Six studies demonstrate the "pot calling the kettle black" phenomenon whereby people are guilty of the very fault they identify in others. Recalling an undeniable ethical failure, people experience ethical dissonance between their moral values and their be ...
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Journal ArticleProceedings of the National Academy of Sciences of the United States of America · September 2012
Many written forms required by businesses and governments rely on honest reporting. Proof of honest intent is typically provided through signature at the end of, e.g., tax returns or insurance policy forms. Still, people sometimes cheat to advance their fi ...
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Journal ArticleJournal of Consumer Psychology · July 1, 2012
In four studies in which consumers assembled IKEA boxes, folded origami, and built sets of Legos, we demonstrate and investigate boundary conditions for the IKEA effect-the increase in valuation of self-made products. Participants saw their amateurish crea ...
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Journal ArticleJ Am Geriatr Soc · April 2012
OBJECTIVES: To describe the association between an increasing number of coexisting conditions and locus of control (LOC), a psychological construct reflecting the degree to which one perceives circumstances to be controlled by personal actions (internal LO ...
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Journal ArticleJournal of personality and social psychology · March 2012
Creativity is a common aspiration for individuals, organizations, and societies. Here, however, we test whether creativity increases dishonesty. We propose that a creative personality and a creative mindset promote individuals' ability to justify their beh ...
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Journal ArticleOrganizational Behavior and Human Decision Processes · March 1, 2012
We predicted that able-bodied individuals and White Americans would have a difficult time saying no to persuasive appeals offered by disabled individuals and Black Americans, due to their desire to make such interactions proceed smoothly. In two experiment ...
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Journal ArticleHealth affairs (Project Hope) · February 2012
Policies that mandate calorie labeling in fast-food and chain restaurants have had little or no observable impact on calorie consumption to date. In three field experiments, we tested an alternative approach: activating consumers' self-control by having se ...
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ConferenceConference on Human Factors in Computing Systems - Proceedings · January 1, 2012
Personal calendars have long played a major role in time management, but they have evolved little over the years, and their contribution to productivity has stagnated. Inspired by logical theories of intention as well as experimental results on human produ ...
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Journal ArticleProceedings of the National Academy of Sciences of the United States of America · September 2011
Researchers have documented many cases in which individuals rationalize their regrettable actions. Four experiments examine situations in which people go beyond merely explaining away their misconduct to actively deceiving themselves. We find that those wh ...
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Journal ArticleJournal of personality and social psychology · September 2011
Reis, Maniaci, Caprariello, Eastwick, and Finkel (see record 2011-04644-001) conducted 2 studies that demonstrate that in certain cases, familiarity can lead to liking--in seeming contrast to the results of our earlier article (see record 2006-23056-008). ...
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Journal ArticleOrganizational Behavior and Human Decision Processes · July 1, 2011
Across four experimental studies, individuals who were depleted of their self-regulatory resources by an initial act of self-control were more likely to " impulsively cheat" than individuals whose self-regulatory resources were intact. Our results demonstr ...
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Book · May 17, 2011
The Upside of Irrationality will change the way we see ourselves at work and at home—and cast our irrational behaviors in a more nuanced light. ...
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Journal ArticleSocial Indicators Research · March 1, 2011
Many studies have documented the benefits of religious involvement. Indeed, highly religious people tend to be healthier, live longer, and have higher levels of subjective well-being. While religious involvement offers clear benefits to many, in this paper ...
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Journal ArticleJournal of Marketing Research · January 1, 2011
Many important and complex consumer decisions rely on the advice of trusted professional experts. Many experts, however, such as doctors, financial advisers, and accountants, may be prone to conflicts of interest. As such, consumers may seek a second opini ...
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Journal ArticlePerspectives on psychological science : a journal of the Association for Psychological Science · January 2011
Disagreements about the optimal level of wealth inequality underlie policy debates ranging from taxation to welfare. We attempt to insert the desires of "regular" Americans into these debates, by asking a nationally representative online panel to estimate ...
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Journal ArticleWiley interdisciplinary reviews. Cognitive science · January 2011
Due to the sheer number and variety of decisions that people make in their everyday lives-from choosing yogurts to choosing religions to choosing spouses-research in judgment and decision making has taken many forms. We suggest, however, that much of this ...
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Journal ArticleJournal of Marketing Research · January 1, 2011
When consumers carry multiple debts, how do they decide which debt to repay first? Normatively, consumers should repay the debt with the highest interest rate most quickly. However, because people tend to break complicated tasks into more manageable parts, ...
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Journal ArticleQuantitative Marketing and Economics · December 1, 2010
We estimate mate preferences using a novel data set from an online dating service. The data set contains detailed information on user attributes and the decision to contact a potential mate after viewing his or her profile. This decision provides the basis ...
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Journal ArticleEmotion (Washington, D.C.) · June 2010
According to theories on preference construction, multiple preferences result from multiple contexts (e.g., loss vs. gain frames). This implies that people can have different representations of a preference in different contexts. Drawing on Berridge's (199 ...
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Journal ArticlePsychological science · May 2010
Although people buy counterfeit products to signal positive traits, we show that wearing counterfeit products makes individuals feel less authentic and increases their likelihood of both behaving dishonestly and judging others as unethical. In four experim ...
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Journal ArticleNature reviews. Neuroscience · April 2010
The application of neuroimaging methods to product marketing - neuromarketing - has recently gained considerable popularity. We propose that there are two main reasons for this trend. First, the possibility that neuroimaging will become cheaper and faster ...
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Journal ArticleBehavioural processes · March 2010
Humans and non-human animals often choose among different alternatives by seeking variety. Here we assessed whether variety-seeking, i.e. the tendency to look for diversity in services and goods, occurs in capuchin monkeys--South-American primates which--a ...
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Journal ArticleAmerican Economic Review · March 1, 2010
Using data on user attributes and interactions from an online dating site, we estimate mate preferences, and use the Gale-Shapley algorithm to predict stable matches. The predicted matches are similar to the actual matches achieved by the dating site, and ...
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Journal ArticleMIT Sloan Management Review · December 1, 2009
Ariely's insights should make executives think twice about the wisdom of the decisions they regularly make - as well as the inner processes they rely on to make those decisions. Why, for example, will managers veto a 10% cost increase for a $1 million proj ...
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Journal ArticleJournal of Consumer Research · August 1, 2009
Understanding the role of emotion in forming preferences is critical in helping firms choose effective marketing strategies and consumers make appropriate consumption decisions. In five experiments, participants made a set of binary product choices under c ...
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Journal ArticleHarvard Business Review · July 1, 2009
Standard economic theory assumes that human beings are capable of making rational decisions and that markets and institutions, in the aggregate, are healthily self-regulating. But the global economic crisis, argues Ariely, has shattered, these two articles ...
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Journal ArticlePloS one · June 2009
BackgroundThis study sought to determine how esthetic appearance of babies may affect their motivational processing by the adults.Methodology and principal findingsHealthy men and women were administered two laboratory-based tasks: a) key ...
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Journal ArticleJournal of Consumer Research · June 1, 2009
The research presented in this article provides evidence that add-on features sold to enhance a product can be more than just discretionary benefits. We argue that consumers draw inferences from the mere availability of add-ons, which in turn lead to signi ...
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Journal ArticleMarketing Science · May 1, 2009
When researchers from different fields with different norms collaborate, the question arises of how name-ordering conventions are chosen and how they affect contribution credits. In this paper, we answer these questions by studying two disciplines that exe ...
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Journal ArticleOrganizational Behavior and Human Decision Processes · May 1, 2009
People often do not realize they are being influenced by an incidental emotional state. As a result, decisions based on a fleeting incidental emotion can become the basis for future decisions and hence outlive the original cause for the behavior (i.e., the ...
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Scholarly Edition · April 15, 2009
Workers in a wide variety of jobs are paid based on performance, which is commonly seen as enhancing effort and productivity relative to non-contingent pay schemes. However, psychological research suggests that excessive rewards can, in some cases, result ...
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Journal ArticlePsychological science · March 2009
In a world where encounters with dishonesty are frequent, it is important to know if exposure to other people's unethical behavior can increase or decrease an individual's dishonesty. In Experiment 1, our confederate cheated ostentatiously by finishing a t ...
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Journal ArticleThe Review of Economic Studies · 2009
Workers in a wide variety of jobs are paid based on performance, which is
commonly seen as enhancing effort and productivity relative to
non-contingent pay schemes. However, psychological research suggests that
excessive rewards can, in some cases, resu ...
Cite
Journal ArticleJournal of experimental social psychology · January 2009
The opportunity to profit from dishonesty evokes a motivational conflict between the temptation to cheat for selfish gain and the desire to act in a socially appropriate manner. Honesty may depend on self-control given that self-control is the capacity tha ...
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Journal ArticleAnnual review of psychology · January 2009
As technology has simplified meeting basic needs, humans have cultivated increasingly psychological avenues for occupying their consumption energies, moving from consuming food to consuming concepts; we propose that consideration of such "conceptual consum ...
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ConferenceMarketing Letters · December 1, 2008
Decision-making researchers have largely focused on showing errors and biases in consumers' decision-making processes without paying much attention to the social welfare and policy implications of these systematic behaviors. In this paper, we explore how f ...
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Journal ArticleMarketing Science · November 1, 2008
We study the dissociation between two common measures of value - monetary assessment of purchase options versus the predicted utility associated with owning or consuming those options, a disparity that is reflected in well-known judgment anomalies and that ...
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Journal ArticleJournal of Economic Psychology · November 1, 2008
Many studies have shown that few events in life have a lasting impact on subjective well-being because of people's tendency to adapt quickly; worse, those events that do have a lasting impact tend to be negative. We suggest that while major events may not ...
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Journal ArticlePerception & psychophysics · October 2008
Myczek and Simons (2008) have described a computational model that subsamples a few items from a set with high accuracy, showing that this approach can do as well as, or better than, a model that captures statistical representations of the set. Although th ...
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Journal ArticleJournal of experimental psychology. Learning, memory, and cognition · September 2008
This article investigates the influence of progress certainty and discrete progress markers (DPMs) on performance and preferences. The authors suggest that the effects of DPMs depend on whether progress certainty is high or low. When the distance to the go ...
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Journal ArticleManagement Science · September 1, 2008
People often observe others' decisions before deciding themselves. Using eBay data for DVD auctions we explore the consequences of neglecting nonsalient information when making such inferences. We show that bidders herd into auctions with more existing bid ...
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Journal ArticleJournal of Economic Behavior and Organization · September 1, 2008
We investigate how perceived meaning influences labor supply. In a laboratory setting, we manipulate the perceived meaning of simple, repetitive tasks and find a strong influence on subjects' labor supply. Despite the fact that the wage and the task are id ...
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Journal ArticlePsychological science · July 2008
Prior research has established that people's own physical attractiveness affects their selection of romantic partners. This article provides further support for this effect and also examines a different, yet related, question: When less attractive people a ...
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Journal ArticleLearning and motivation · May 2008
Gender may be involved in the motivational processing of facial beauty. This study applied a behavioral probe, known to activate brain motivational regions, to healthy heterosexual subjects. Matched samples of men and women were administered two tasks: (a) ...
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Book · 2008
But are we? In this newly revised and expanded edition of the groundbreaking New York Times bestseller, Dan Ariely refutes the common assumption that we behave in fundamentally rational ways. ...
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Journal ArticleTrends in cognitive sciences · January 2008
The neo-classical economics view that behavior is driven by - and reflective of - hedonic utility is challenged by psychologists' demonstrations of cases in which actions do not merely reveal preferences but rather create them. In this view, preferences ar ...
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Journal ArticleGames and Economic Behavior · January 1, 2008
Standard economic models assume that the weight given to information from different sources depends exclusively on its diagnosticity. In this paper we study whether the same piece of information is weighted more heavily simply because it arose from direct ...
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Journal ArticleJournal of Marketing Research · January 1, 2008
People like to think of themselves as honest. However, dishonesty pays-and it often pays well. How do people resolve this tension? This research shows that people behave dishonestly enough to profit but honestly enough to delude themselves of their own int ...
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Journal ArticleJournal of Interactive Marketing · January 1, 2008
We suggest that online dating frequently fails to meet user expectations because people, unlike many commodities available for purchase online, are experience goods: Daters wish to screen potential romantic partners by experiential attributes (such as sens ...
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Journal ArticleCurrent Directions in Psychological Science · December 1, 2007
Experimental economics and social psychology share an interest in a widening subset of topics, relying on similar lab-based methods to address similar questions about human behavior, yet dialogue between the two fields remains in its infancy. We propose a ...
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Journal ArticleHarvard Business Review · December 1, 2007
Venerable Detroit automaker Atida Motors has a new call center in Bangalore that the company hopes will raise its reputation for customer service. But it doesn't appear to be doing so yet. Complaints about the Andromeda XL - the hip new model Atida hopes w ...
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Journal ArticleMarketing Science · November 1, 2007
When faced with a choice of selecting one of several available products (or possibly buying nothing), according to standard theoretical perspectives, people will choose the option with the highest cost-benefit difference. However, we propose that decisions ...
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Journal ArticleJournal of personality and social psychology · January 2007
The present research shows that although people believe that learning more about others leads to greater liking, more information about others leads, on average, to less liking. Thus, ambiguity--lacking information about another--leads to liking, whereas f ...
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Journal ArticleJournal of Marketing Research · January 1, 2007
Since the emergence of neoclassical economics, individual decision making has been viewed largely from an outcome-maximizing perspective. Building on previous work, the authors suggest that when people make payment decisions, they consider not only their p ...
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Journal ArticleProceedings of the ASIST Annual Meeting · January 1, 2007
Online dating, a practice where singles visit a website to locate other singles, frequently fails to meet users' expectations. We suggest that this disappointment is due in part to online dating websites' failure to simulate face-to-face interactions, an e ...
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Journal ArticlePsychological science · December 2006
Patrons of a pub evaluated regular beer and "MIT brew" (regular beer plus a few drops of balsamic vinegar) in one of three conditions. One group tasted the samples blind (the secret ingredient was never disclosed). A second group was informed of the conten ...
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Journal ArticlePsychological science · November 2006
Two experiments explored the ramifications of endorsing color blindness as a strategy for appearing unprejudiced. In Study 1, Whites proved adept at categorizing faces on the basis of race, but understated their ability to do so. In Study 2, Whites playing ...
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Journal ArticleOrganizational Behavior and Human Decision Processes · November 1, 2006
What is the role of early experiences in shaping preferences? What are the mechanisms by which such early encounters influence the way preferences are formed? In this research, we examine the impact of the entry position and favorability of initial (and on ...
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Journal ArticleJournal of Consumer Research · June 1, 2006
We propose a two-stage model to describe the increasing concreteness of consumers' goals during the shopping process, testing the model with a series of field experiments at a convenience store. Using a number of different process measures (experiment 1), ...
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Scholarly Edition · May 1, 2006
This paper challenges the common assumption that economic agents know their tastes. After reviewing previous research showing that valuation of ordinary products and experiences can be manipulated by non-normative cues, we present three studies showing tha ...
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Scholarly Edition · January 1, 2006
Dishonest acts are all too prevalent in day-to-day life. This article examines some possible psychological causes for dishonesty that go beyond the standard economic considerations of probability and value of external payoffs. The authors propose a general ...
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Journal ArticleJournal of Behavioral Decision Making · January 1, 2006
Despite the social importance of decisions taken in the "heat of the moment," very little research has examined the effect of sexual arousal on judgment and decision making. Here we examine the effect of sexual arousal, induced by self-stimulation, on judg ...
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Journal ArticleJournal of Behavioral Decision Making · January 1, 2006
This work examines how people form evaluations of extended experiences that vary in valence and intensity. It is documented that when people retrospectively evaluate such experiences, not all information is weighted equally. Some prior research demonstrate ...
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Journal ArticleRAND Journal of Economics · December 1, 2005
A great deal of late bidding has been observed on eBay, which employs a second price auction with a fixed deadline. Much less late bidding has been observed on Amazon, which can only end when ten minutes have passed without a bid. In controlled experiments ...
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ConferenceMarketing Letters · December 1, 2005
Economics has typically been the social science of choice to inform public policy and policymakers. In the current paper we contemplate the role behavioral science can play in enlightening policymakers. In particular, we provide some examples of research t ...
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Journal ArticlePsychiatry research · June 2005
Reward dysfunction may be implicated in post-traumatic stress disorder (PTSD). This study applied a behavioral probe, known to activate brain reward regions, to subjects with PTSD. Male heterosexual Vietnam veterans with (n = 12) or without (n = 11) curren ...
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Journal ArticleInternational Journal of Technology Marketing · January 1, 2005
Recommender agents will personalise the shopping experience of e-commerce users. In addition, the same technology can be used to support experimentation so that companies can implement systematic market learning methodologies. This paper presents a compari ...
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Journal ArticleJournal of Marketing Research · January 1, 2005
In defining limits to loss aversion, Novemsky and Kahneman (2005) offer important new data and a needed summary of appropriate ways to think about loss aversion. In this comment to Novemsky and Kahneman's article, the authors consider the new empirical res ...
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Journal ArticleJournal of Marketing Research · January 1, 2005
The authors demonstrate that marketing actions, such as pricing, can alter the actual efficacy of products to which they are applied. These placebo effects stem from activation of expectancies about the efficacy of the product, a process that appears not t ...
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Journal ArticleJournal of Marketing Research · January 1, 2005
In Shiv, Carmon, and Ariely (2005), the authors demonstrate that marketing actions such as price promotions and advertising evoke consumer expectations, which can alter the actual efficacy of the marketed product, a phenomenon they call "placebo effects of ...
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Journal ArticlePsychological science · November 2004
The standard model of labor is one in which individuals trade their time and energy in return for monetary rewards. Building on Fiske's relational theory (1992), we propose that there are two types of markets that determine relationships between effort and ...
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Journal ArticleBT Technology Journal · October 1, 2004
Decision-making in groups has great potential due to the possibilities for pooling ideas and sharing knowledge, but also great drawbacks due to the social pressures inherent in these situations that can limit free exchange of these ideas and knowledge. Thi ...
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Journal ArticleJournal of Consumer Psychology · January 1, 2004
Intelligent recommendation systems can be based on 2 basic principles: collaborative filters and individual-based agents. In this work we examine the learning function that results from these 2 general types of learning-smart agents. There has been signifi ...
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Journal ArticleManagement Science · January 1, 2004
Many of the options available to decision makers, such as college majors and romantic partners, can become unavailable if sufficient effort is not invested in them (taking classes, sending flowers). The question asked in this work is whether a threat of di ...
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Journal ArticleJournal of Interactive Marketing · January 1, 2004
The wide adoption of dynamic second-price auctions as the format of choice for Internet-based (online) transactions has created an interest in understanding how individuals behave in such environments. The current work concentrates on two dynamic effects, ...
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Journal ArticleQuarterly Journal of Economics · January 1, 2003
In six experiments we show that initial valuations of familiar products and simple hedonic experiences are strongly influenced by arbitrary "anchors" (sometimes derived from a person'S social security number). Because subsequent valuations are also coheren ...
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Journal ArticleOrganizational Behavior and Human Decision Processes · January 1, 2003
This article focuses on the effect of the perceived cohesiveness of experiences, whether composed of single or multiple parts, on their overall hedonic evaluations. Four experiments demonstrate the effects of partitioning on decision makers' evaluation of ...
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Journal ArticleJournal of Consumer Psychology · January 1, 2003
We propose an analytical framework for studying bidding behavior in online auctions. The framework focuses on three key dimensions: the multi-stage process, the types of value-signals employed at each phase, and the dynamics of bidding behavior whereby ear ...
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Journal ArticlePsychological science · May 2002
Procrastination is all too familiar to most people. People delay writing up their research (so we hear!), repeatedly declare they will start their diets tomorrow, or postpone until next week doing odd jobs around the house. Yet people also sometimes attemp ...
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Journal ArticleOrganizational Behavior and Human Decision Processes · January 1, 2002
One of the more disturbing yet important findings in the social sciences is the observation that alternative tasks result in different expressed preferences among choice alternatives. We examine this problem not from the perspective of an individual making ...
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Journal ArticleConference on Human Factors in Computing Systems - Proceedings · December 1, 2001
We describe an intuitive, visual technique by which buyers of multi-attribute goods and services in electronic marketplaces can express their preferences, and receive real-time feedback about which transaction partners can most suitably meet their needs. O ...
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Journal ArticleNeuron · November 2001
The brain circuitry processing rewarding and aversive stimuli is hypothesized to be at the core of motivated behavior. In this study, discrete categories of beautiful faces are shown to have differing reward values and to differentially activate reward cir ...
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Journal ArticleActa psychologica · September 2001
The current work takes a general perspective on the role of time in decision making. There are many different relationships and interactions between time and decision making, and no single summary can do justice to this topic. In this paper we will describ ...
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Journal ArticlePsychological science · March 2001
Sets of similar objects are common occurrences--a crowd of people, a bunch of bananas, a copse of trees, a shelf of books, a line of cars. Each item in the set may be distinct, highly visible, and discriminable. But when we look away from the set, what inf ...
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Journal ArticleJournal of experimental psychology. General · December 2000
Recent research has demonstrated that people care about the temporal relationships within a sequence of experiences. There is considerable evidence that people pay particular attention to the way experiences improve or deteriorate over time and to their ma ...
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Journal ArticleJournal of experimental psychology. General · December 2000
Research on sequences of outcomes shows that people care about features of an experience, such as improvement or deterioration over time, and peak and end levels, which the discounted utility model (DU) assumes they do not care about. In contrast to the fi ...
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Journal ArticleJournal of experimental psychology. Applied · June 2000
The average probability estimate of J > 1 judges is generally better than its components. Two studies test 3 predictions regarding averaging that follow from theorems based on a cognitive model of the judges and idealizations of the judgment situation. Pre ...
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Journal ArticleMarketing Science · January 1, 2000
A fundamental dilemma confronts retailers with stand-alone sites on the World Wide Web and those attempting to build electronic malls for delivery via the Internet, online services, or interactive television (Alba et al. 1997). For consumers, the main pote ...
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Journal ArticleJournal of Consumer Research · January 1, 2000
One of the main objectives facing marketers is to present consumers with information on which to base their decisions. In doing so, marketers have to select the type of information system they want to utilize in order to deliver the most appropriate inform ...
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Journal ArticleJournal of Consumer Research · January 1, 2000
Many individual decisions take place in a group context wherein group members voice their choices sequentially. In this article we examine the impact of this dynamic decision process on individuals' choices and satisfaction with their outcomes. We propose ...
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Journal ArticleJournal of Consumer Research · January 1, 2000
We propose that buying-and selling-price estimates reflect a focus on what the consumer forgoes in the potential exchange and that this notion offers insight into the well-known difference between those two types of value assessment. Buyers and sellers dif ...
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Journal ArticleJournal of Behavioral Decision Making · January 1, 2000
How do people create overall evaluations for experiences that change in intensity over time? What 'rules' do they use for combining such different intensities into single overall evaluations? And what factors influence these integration rules? This paper s ...
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Journal ArticleJournal of Behavioral Decision Making · January 1, 2000
In this paper we take stock of recent research on how people summarize and evaluate extended experiences. Summary assessments do not simply integrate all the components of the evaluated events, but tend to focus on only a few features (gestalt characterist ...
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Journal ArticleManagement Science · January 1, 1999
Preferences inferred from choice are more likely to favor the alternative that is superior with respect to the prominent (most important or salient) attribute than are preferences inferred from matching (direct tradeoff) judgments. This prominence effect v ...
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Journal ArticleMarketing Letters · January 1, 1999
The advent of electronic environments is bound to have profound effects on consumer decision making. While the exact nature of these influences is only partially known it is clear that consumers could benefit from properly designed electronic agents that k ...
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ConferenceSocial Cognition · January 1, 1999
The early stage of partner selection is conceptualized as a decision-making process amenable to at least two types of influence: contextual and procedural. An example of contextual influence is the asymmetric dominance effect. According to this effect, int ...
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Journal ArticleJournal of Consumer Psychology · January 1, 1999
There are 2 polar schools of thought regarding the existence of preferences. The economics tradition is based on the assumption of existing preferences. The emerging constructive processing approach assumes preferences are constructed based on the task and ...
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Journal ArticleJournal of Behavioral Decision Making · January 1, 1998
Two experiments were conducted to examine the effects of various factors on retrospective pain evaluation. The factors examined in Experiment 1 were the rate and pattern of change, the intensity (particularly the final intensity), and the duration of the p ...
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Journal ArticleJournal of the Optical Society of America. A, Optics, image science, and vision · April 1996
We studied whether the blur/sharpness of an occlusion boundary between a sharply focused surface and a blurred surface is used as a relative depth cue. Observers judged relative depth in pairs of images that differed only in the blurriness of the common bo ...
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Journal ArticleVision research · February 1996
The area over which boundary information contributes to the determination of the center of an extended object was inferred from results of a bisection task. The object to be bisected was a rectangle with two long sinusoidally modulated sides, i.e. a wiggly ...
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Journal ArticlePain · February 1995
Forty male veterans who had been injured during their military service in the Israeli Defense Forces were assessed for pain threshold and tolerance in a thermal pain procedure. Based on their medical records, subjects were classified by three independent j ...
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Journal ArticleOrganizational Behavior and Human Decision Processes · January 1, 1995
An important example of the influence of context on elicited values and choice is the effect of asymmetrically dominated alternatives, first studied by Huber, Payne, and Puto (1982). A theory of dynamic choice reconstruction is presented to account for thi ...
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