John W. Payne | Scholars@Duke

John W. Payne
Professor of Business Administration

John W. Payne is the Joseph J. Ruvane Professor of Business Administration at the Fuqua School of Business, Duke University. He also has appointments as a Professor of Psychology and Neuroscience and as a Professor of Law at Duke University.

His education includes a B.A. 1969, M.A. 1972, Ph.D. 1973 in Psychology from the University of California, Irvine. He held a position as a postdoctoral fellow in Cognitive Psychology at Carnegie-Mellon University, 1973-74.

Professor Payne’s research deals with how people make decisions, and how decision making might be improved. His particular subfield of interest is decision making under risk. He has authored or edited four books, including The Adaptive Decision Maker, and more than a 100 additional journal articles and book chapters.

He teaches courses on management and decision making.

Among his honors, Professor Payne has been elected President of the Judgment and Decision Society. He has won the Leo Melamed Prize for scholarship at the University of Chicago, for the most significant research by business school faculty. He was awarded the first JCR award for long-term contribution to consumer research He has been selected as a Fellow, American Psychological Association, 2007, and a Fellow, American Psychological Society, 1995.

Current Appointments & Affiliations

Professor of Business Administration, Fuqua School of Business, Duke University 2019
Faculty Network Member of the Duke Institute for Brain Sciences, Duke Institute for Brain Sciences, University Institutes and Centers 2008

Contact Information

Box 90120, Durham, NC 27708-0120
Fuqua Sch of Bus, Durham, NC 27708
jpayne@duke.edu (919) 660-7850
Fuqua Faculty Profile
Professional Page

Background
Education, Training, & Certifications
- Ph.D., University of California - Irvine 1973
- M.A., University of California - Irvine 1972
- B.A., University of California - Irvine 1969
Duke Appointment History
- Professor of Business Administration, Fuqua School of Business, Duke University 1983 - 2019
- Professor in the Department of Psychology and Neuroscience, Psychology and Neuroscience, Trinity College of Arts & Sciences 2008 - 2019
- Professor of Law, Duke Law School, Duke University 2007 - 2013
- Professor of Psychology: Social and Health Sciences, Psychology and Neuroscience, Trinity College of Arts & Sciences 2000 - 2006
- Professor of Psychological and Brain Sciences, Duke Institute for Brain Sciences, University Institutes and Centers 2001 - 2006
- Deputy Dean, Fuqua School of Business, Duke University 2004 - 2006
- Senior Associate Dean for Faculty and Research, Fuqua School of Business, Duke University 1999 - 2002
- Deputy Dean, Fuqua School of Business, Duke University 2000 - 2002
- Professor of Psychology: Experimental, Psychology and Neuroscience, Trinity College of Arts & Sciences 1999 - 2001
- Professor, Psychology and Neuroscience, Trinity College of Arts & Sciences 1991 - 2000
- Professor of Psychology: Experimental, Psychology and Neuroscience, Trinity College of Arts & Sciences 1991 - 1999
- Professor, Psychology and Neuroscience, Trinity College of Arts & Sciences 1990 - 1991
- Research Professor, Statistical Science, Trinity College of Arts & Sciences 1990 - 1991
- Lecturer, Psychology and Neuroscience, Trinity College of Arts & Sciences 1981 - 1987
- Associate Professor with Tenure, Fuqua School of Business, Duke University 1977 - 1983
Recognition
In the News
- NOV 6, 2020
  
  Duke in the News: Assessing a Tight Election, COVID in the Holidays
- MAR 28, 2016 Wall Street Journal
  
  How people underestimate spending in retirement
- JUN 13, 2013
  
  A University Course on Water
Research
Selected Grants
- From Phenotype to Mechanism: Mapping the Pathways underlying Risky Choice awarded by National Institutes of Health 2009 - 2011
- Verbal Protocol Analysis of Cost Valuation Responses awarded by Environmental Protection Agency 1995 - 1997
- Task Stress and Decision Behavior awarded by National Science Foundation 1994 - 1997
- Task Stress and Decision Behavior awarded by National Science Foundation 1994 - 1997
- Task Stress and Decision Behavior awarded by National Science Foundation 1994 - 1996
- Adaptive Strategies for Decisions awarded by Office of Naval Research 1979 - 1990
- Adaptive Stragtegies for Decisions awarded by Office of Naval Research 1979 - 1989
Publications & Artistic Works
Selected Publications
- Books
  - Payne, J. W., C. R. Sunstein, R. Hastie, D. A. Schkade, and W. K. Vicusi. Punitive Damages: How Juries Decide. University of Chicago Press, 2002.
  - Luce, M. F., J. R. Bettman, and J. W. Payne. Tradeoff Difficulty: Determinants and Consequences for Consumer Decisions. Vol. 1, 2001.
  - Payne, John W., James R. Bettman, and Eric J. Johnson. The Adaptive Decision Maker. Cambridge University Press, 1993.
  - Payne, J. W. Cognition and Social Behavior. Hillsdale, NJ: Erlbaum, 1976.
- Academic Articles
  - Atlas, S. A., E. J. Johnson, and J. W. Payne. “Time preferences and mortgage choice.” Journal of Marketing Research 54, no. 3 (June 1, 2017): 415–29. https://doi.org/10.1509/jmr.14.0481.
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  - Shu, S. B., R. Zeithammer, and J. W. Payne. “Consumer preferences for annuity attributes: Beyond net present value.” Journal of Marketing Research 53, no. 2 (April 1, 2016): 240–62. https://doi.org/10.1509/jmr.13.0004.
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  - Kwak, Youngbin, John W. Payne, Andrew L. Cohen, and Scott A. Huettel. “The Rational Adolescent: Strategic Information Processing during Decision Making Revealed by Eye Tracking.” Cognitive Development 36 (October 2015): 20–30. https://doi.org/10.1016/j.cogdev.2015.08.001.
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  - Soll, Jack B., Katherine L. Milkman, and John W. Payne. “Outsmart Your Own Biases.” Harvard Business Review 93, no. 5 (May 1, 2015): 64–71.
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  - Venkatraman, V., J. W. Payne, and S. A. Huettel. “An overall probability of winning heuristic for complex risky decisions: Choice and eye fixation evidence.” Organizational Behavior and Human Decision Processes 125, no. 2 (November 1, 2014): 73–87. https://doi.org/10.1016/j.obhdp.2014.06.003.
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  - Huber, J., J. W. Payne, and C. P. Puto. “Let's be honest about the attraction effect.” Journal of Marketing Research 51, no. 4 (January 1, 2014): 520–25. https://doi.org/10.1509/jmr.14.0208.
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  - Payne, J. W., N. Sagara, S. B. Shu, K. C. Appelt, and E. J. Johnson. “Life expectancy as a constructed belief: Evidence of a live-to or die-by framing effect.” Journal of Risk and Uncertainty 46, no. 1 (February 1, 2013): 27–50. https://doi.org/10.1007/s11166-012-9158-0.
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  - Simonson, I., J. R. Bettman, T. Kramer, and J. W. Payne. “Comparison selection: An approach to the study of consumer judgment and choice.” Journal of Consumer Psychology 23, no. 1 (January 1, 2013): 137–49. https://doi.org/10.1016/j.jcps.2012.10.002.
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  - Simonson, I., J. R. Bettman, T. Kramer, and J. W. Payne. “Directions for judgment and decision making research based on comparison selection: Reply to Arkes, Johnson, and Kardes.” Journal of Consumer Psychology 23, no. 1 (January 1, 2013): 161–63. https://doi.org/10.1016/j.jcps.2012.10.006.
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  - Johnson, E. J., S. B. Shu, B. G. C. Dellaert, C. Fox, D. G. Goldstein, G. Häubl, R. P. Larrick, et al. “Beyond nudges: Tools of a choice architecture.” Marketing Letters 23, no. 2 (June 1, 2012): 487–504. https://doi.org/10.1007/s11002-012-9186-1.
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  - Venkatraman, Vinod, Scott A. Huettel, Lisa Y. M. Chuah, John W. Payne, and Michael W. L. Chee. “Sleep deprivation biases the neural mechanisms underlying economic preferences.” The Journal of Neuroscience : The Official Journal of the Society for Neuroscience 31, no. 10 (March 2011): 3712–18. https://doi.org/10.1523/jneurosci.4407-10.2011.
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  - Venkatraman, Vinod, John W. Payne, James R. Bettman, Mary Frances Luce, and Scott A. Huettel. “Separate neural mechanisms underlie choices and strategic preferences in risky decision making.” Neuron 62, no. 4 (May 2009): 593–602. https://doi.org/10.1016/j.neuron.2009.04.007.
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  - Huettel, S. A., and J. W. Payne. “Integrating neural and decision sciences: Convergence and constraints.” Journal of Marketing Research 46, no. 1 (February 1, 2009): 14–17. https://doi.org/10.1509/jmkr.46.1.14.
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  - Payne, John W., Adriana Samper, James R. Bettman, and Mary Frances Luce. “Boundary conditions on unconscious thought in complex decision making.” Psychological Science 19, no. 11 (November 2008): 1118–23. https://doi.org/10.1111/j.1467-9280.2008.02212.x.
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  - Amaldoss, W., J. R. Bettman, and J. W. Payne. “Biased but efficient: An investigation of coordination facilitated by asymmetric dominance.” Marketing Science 27, no. 5 (September 1, 2008): 903–21. https://doi.org/10.1287/mksc.1070.0352.
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  - Bettman, J. R., M. F. Luce, and J. W. Payne. “Preference construction and preference stability: Putting the pillow to rest.” Journal of Consumer Psychology 18, no. 3 (July 1, 2008): 170–74. https://doi.org/10.1016/j.jcps.2008.04.003.
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  - Payne, J. W., and J. R. Bettman. “Walking with the Scarecrow: The Information-Processing Approach to Decision Research,” January 14, 2008, 110–32. https://doi.org/10.1002/9780470752937.ch6.
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  - Cavanaugh, L. A., J. R. Bettman, M. F. Luce, and J. W. Payne. “Appraising the appraisal-tendency framework.” Journal of Consumer Psychology 17, no. 3 (January 1, 2007): 169–73. https://doi.org/10.1016/S1057-7408(07)70024-4.
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  - Cox, J., and J. Payne. “Mutual Fund Expense Disclosures: A Behavioral Perspective.” Washington University Law Quarterly 83 (2005): 907–38.
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  - Payne, J. W. “It is whether you win or lose: The importance of the overall probabilities of winning or losing in risky choice.” Journal of Risk and Uncertainty 30, no. 1 (January 1, 2005): 5–19. https://doi.org/10.1007/s11166-005-5831-x.
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  - Shiv, B., J. A. E. Britton, and J. W. Payne. “Does elaboration increase or decrease the effectiveness of negatively versus positively framed messages?” Journal of Consumer Research 31, no. 1 (June 1, 2004): 199–208. https://doi.org/10.1086/383435.
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  - Luce, M. F., J. W. Payne, and J. R. Bettman. “Coping with Unfavorable Attribute Values in Choice.” Organizational Behavior and Human Decision Processes 81, no. 2 (March 2000): 274–99. https://doi.org/10.1006/obhd.1999.2872.
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  - Luce, M. F., J. R. Bettman, and J. W. Payne. “Attribute Identities Matter: Subjective Perceptions of Attribute Characteristics.” Marketing Letters 11, no. 2 (January 1, 2000): 103–16. https://doi.org/10.1023/A:1008159022055.
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  - Payne, J. W., D. A. Schkade, W. H. Desvousges, and C. Aultman. “Valuation of Multiple Environmental Programs.” Journal of Risk and Uncertainty 21, no. 1 (January 1, 2000): 95–115. https://doi.org/10.1023/A:1026573527618.
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  - Hastie, R., D. A. Schkade, and J. W. Payne. “Juror judgments in civil cases: Hindsight effects on judgments of liability for punitive damages.” Law and Human Behavior 23, no. 5 (September 13, 1999): 597–614. https://doi.org/10.1023/A:1022352330466.
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  - Hastie, R., D. A. Schkade, and J. W. Payne. “Juror judgments in civil cases: Effects of plaintiff's requests and plaintiff's identity on punitive damage awards.” Law and Human Behavior 23, no. 4 (August 5, 1999): 445–70. https://doi.org/10.1023/A:1022312115561.
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  - Hastie, R., D. A. Schakde, and J. W. Payne. “Juror judgments in civil cases: Hindsight effects on liability judgments for punative damages.” Law and Human Behavior 23 (1999): 597–614.
  - Hastie, R., D. A. Schkade, and J. W. Payne. “Reply to Vidmar.” Law and Human Behavior 23 (1999): 715–18.
  - Luce, M. F., J. W. Payne, and J. R. Bettman. “Emotional trade-off difficulty and choice.” Journal of Marketing Research 36, no. 2 (January 1, 1999): 143–59. https://doi.org/10.2307/3152089.
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  - Payne, J. W., J. R. Bettman, and D. A. Schkade. “Measuring Constructed Preferences: Towards a Building Code.” Journal of Risk and Uncertainty 19, no. 1–3 (January 1, 1999): 243–70. https://doi.org/10.1023/a:1007843931054.
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  - Hastie, R., D. A. Schkade, and J. W. Payne. “A study of juror and jury judgments in civil cases: Deciding liability for punitive damages.” Law and Human Behavior 22, no. 3 (June 20, 1998): 287–314. https://doi.org/10.1023/A:1025754422703.
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  - Coupey, Eloise, John W. Payne, and Julie R. Irwin. “Product Familiarity and the Expression of Preferences.” Journal of Consumer Research 24 (February 25, 1998).
  - Bettman, J. R., M. F. Luce, and J. W. Payne. “Constructive consumer choice processes.” Journal of Consumer Research 25, no. 3 (January 1, 1998): 187–217. https://doi.org/10.1086/209535.
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  - Coupey, E., J. R. Irwin, and J. W. Payne. “Product category familiarity and preference construction.” Journal of Consumer Research 24, no. 4 (January 1, 1998): 459–68. https://doi.org/10.1086/209521.
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  - Luce, M. F., J. R. Bettman, and J. W. Payne. “Choice processing in emotionally difficult decisions.” Journal of Experimental Psychology. Learning, Memory, and Cognition 23, no. 2 (March 1997): 384–405. https://doi.org/10.1037//0278-7393.23.2.384.
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  - Shiv, B., J. A. Edell, and J. W. Payne. “Factors affecting the impact of negatively and positively framed ad messages.” Journal of Consumer Research 24, no. 3 (January 1, 1997): 285–94. https://doi.org/10.1086/209510.
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  - Payne, J. W., J. R. Bettman, and M. F. Luce. “When time is money: Decision behavior under opportunity-cost time pressure.” Organizational Behavior and Human Decision Processes 66, no. 2 (January 1, 1996): 131–52. https://doi.org/10.1006/obhd.1996.0044.
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  - Smith, V. K., W. H. Desvousges, and J. W. Payne. “Do risk information programs promote mitigating behavior?” Journal of Risk and Uncertainty 10, no. 3 (May 1, 1995): 203–21. https://doi.org/10.1007/BF01207551.
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  - Bingham, G., R. Bishop, M. Brody, D. Bromley, E. Clark, W. Cooper, R. Costanza, et al. “Issues in ecosystem valuation: improving information for decision making.” Ecological Economics 14, no. 2 (January 1, 1995): 73–90. https://doi.org/10.1016/0921-8009(95)00021-Z.
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  - Payne, J. W., J. R. Bettman, E. J. Johnson, and M. F. Luce. “An Information Processing Perspective on Choice.” Psychology of Learning and Motivation Advances in Research and Theory 32, no. C (January 1, 1995): 137–75. https://doi.org/10.1016/S0079-7421(08)60309-6.
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  - Payne, J. W., J. R. Bettman, and E. J. Johnson. “A Perspective on Using Computers to Monitor Information Acquisition.” Advances in Consumer Research 22 (1995): 49–51.
  - Payne, J. W. “Thinking Aloud: Insights Into Information Processing.” Psychological Science 5, no. 5 (January 1, 1994): 241–48. https://doi.org/10.1111/j.1467-9280.1994.tb00620.x.
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  - Payne, J. W., and J. R. Bettmanm. “The costs and benefits of alternative measures of search behavior: Comments on Böckenholt and Hynan.” Journal of Behavioral Decision Making 7, no. 2 (January 1, 1994): 119–22. https://doi.org/10.1002/bdm.3960070204.
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  - Schkade, D. A., and J. W. Payne. “How people respond to contingent valuation questions: A verbal protocol analysis of willingness to pay for an environmental regulation.” Journal of Environmental Economics and Management 26, no. 1 (January 1, 1994): 88–109. https://doi.org/10.1006/jeem.1994.1006.
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  - Bettman, J. R., E. J. Johnson, M. F. Luce, and J. W. Payne. “Correlation, Conflict, and Choice.” Journal of Experimental Psychology: Learning, Memory, and Cognition 19, no. 4 (January 1, 1993): 931–51. https://doi.org/10.1037/0278-7393.19.4.931.
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  - Payne, J. W., J. R. Bettman, E. Coupey, and E. J. Johnson. “A constructive process view of decision making: Multiple strategies in judgment and choice.” Acta Psychologica 80, no. 1–3 (January 1, 1992): 107–41. https://doi.org/10.1016/0001-6918(92)90043-D.
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  - Payne, J. W., J. R. Bettman, and E. J. Johnson. “Behavioral decision research: A constructive processing perspective.” Annual Review of Psychology 43, no. 1 (January 1, 1992): 87–131. https://doi.org/10.1146/annurev.ps.43.020192.000511.
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  - Bettman, J. R., E. J. Johnson, and J. W. Payne. “A componential analysis of cognitive effort in choice.” Organizational Behavior and Human Decision Processes 45, no. 1 (January 1, 1990): 111–39. https://doi.org/10.1016/0749-5978(90)90007-V.
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  - Creyer, E. H., J. R. Bettman, and J. W. Payne. “The Impact of accuracy and effort feedback and goals on adaptive decision behavior.” Journal of Behavioral Decision Making 3, no. 1 (January 1, 1990): 1–16. https://doi.org/10.1002/bdm.3960030102.
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  - Payne, J. W., E. J. Johnson, J. R. Bettman, and E. Coupey. “Understanding Contingent Choice: A Computer Simulation Approach.” Ieee Transactions on Systems, Man and Cybernetics 20, no. 2 (January 1, 1990): 296–309. https://doi.org/10.1109/21.52541.
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  - Simonson, Itamar, Joel Huber, and John Payne. “The Relationship between Prior Brand Knowledge and Information Acquisition Order.” Journal of Consumer Research 14, no. 4 (March 1988): 566–566. https://doi.org/10.1086/209136.
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  - Johnson, E. J., J. W. Payne, and J. R. Bettman. “Information displays and preference reversals.” Organizational Behavior and Human Decision Processes 42, no. 1 (January 1, 1988): 1–21. https://doi.org/10.1016/0749-5978(88)90017-9.
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  - Payne, J. W., J. R. Bettman, and E. J. Johnson. “Adaptive Strategy Selection in Decision Making.” Journal of Experimental Psychology: Learning, Memory, and Cognition 14, no. 3 (January 1, 1988): 534–52. https://doi.org/10.1037/0278-7393.14.3.534.
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  - BETTMAN, J. R., J. W. PAYNE, and R. STAELIN. “COGNITIVE CONSIDERATIONS IN DESIGNING EFFECTIVE LABELS FOR PRESENTING RISK INFORMATION.” Journal of Public Policy & Marketing 5 (January 1, 1986): 1–28.
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  - Johnson, E. J., and J. W. Payne. “EFFORT AND ACCURACY IN CHOICE.” Management Science 31, no. 4 (January 1, 1985): 395–414. https://doi.org/10.1287/mnsc.31.4.395.
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  - Payne, J. W., D. J. Laughhunn, and R. Crum. “MULTIATTRIBUTE RISKY CHOICE BEHAVIOR: THE EDTING OF COMPLEX PROSPECTS.” Management Science 30, no. 11 (January 1, 1984): 1350–61. https://doi.org/10.1287/mnsc.30.11.1350.
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  - Payne, J. W., and D. J. Laughhunn. “The Impact of Sunk Outcomes on Risky Choice Behavior.” Infor 22 (1984): 151–81.
  - Laughhunn, Dan J., Roy L. Crum, and John W. Payne. “Risk Attitudes in the Telecommunications Industry.” The Bell Journal of Economics 14, no. 2 (1983): 517–517. https://doi.org/10.2307/3003652.
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  - Payne, J. W. “Contingent decision behavior.” Psychological Bulletin 92, no. 2 (September 1, 1982): 382–402. https://doi.org/10.1037/0033-2909.92.2.382.
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  - Huber, Joel, John W. Payne, and Christopher Puto. “Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis.” Journal of Consumer Research 9, no. 1 (June 1982): 90–90. https://doi.org/10.1086/208899.
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  - Payne, John W., Dan J. Laughhunn, and Roy Crum. “Note—Further Tests of Aspiration Level Effects in Risky Choice Behavior.” Management Science 27, no. 8 (August 1981): 953–58. https://doi.org/10.1287/mnsc.27.8.953.
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  - Crum, Roy L., Dan J. Laughhunn, and John W. Payne. “Risk-Seeking Behavior and Its Implications for Financial Models.” Financial Management 10, no. 5 (1981): 20–20. https://doi.org/10.2307/3664851.
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  - Laughhunn, D. J., J. W. Payne, and R. Crum. “MANAGERIAL RISK PREFERENCES FOR BELOW-TARGET RETURNS.” Management Science 26, no. 12 (January 1, 1980): 1238–49. https://doi.org/10.1287/mnsc.26.12.1238.
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  - Payne, J. W., D. J. Laughhunn, and R. Crum. “TRANSLATION OF GAMBLES AND ASPIRATION LEVEL EFFECTS IN RISKY CHOICE BEHAVIOR.” Management Science 26, no. 10 (January 1, 1980): 1039–60. https://doi.org/10.1287/mnsc.26.10.1039.
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  - Payne, J. W., and M. L. Braunstein. “Risky choice: An examination of information acquisition behavior.” Memory & Cognition 6, no. 5 (September 1978): 554–61. https://doi.org/10.3758/bf03198244.
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  - Payne, J. W., M. L. Braunstein, and J. S. Carroll. “Exploring predecisional behavior: An alternative approach to decision research.” Organizational Behavior and Human Performance 22, no. 1 (January 1, 1978): 17–44. https://doi.org/10.1016/0030-5073(78)90003-X.
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  - Carroll, J. S., and J. W. Payne. “Crime seriousness, recidivism risk, and causal attributions in judgments of prison term by students and experts.” Journal of Applied Psychology 62, no. 5 (October 1, 1977): 595–602. https://doi.org/10.1037/0021-9010.62.5.595.
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  - Payne, J. W. “Task complexity and contingent processing in decision making: An information search and protocol analysis.” Organizational Behavior and Human Performance 16, no. 2 (January 1, 1976): 366–87. https://doi.org/10.1016/0030-5073(76)90022-2.
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  - Payne, J. W. “Relation of perceived risk to preferences among gambles.” Journal of Experimental Psychology: Human Perception and Performance 1, no. 1 (January 1, 1975): 86–94. https://doi.org/10.1037/0096-1523.1.1.86.
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  - Payne, J. W. “Alternative approaches to decision making under risk: Moments versus risk dimensions.” Psychological Bulletin 80, no. 6 (December 1, 1973): 439–53. https://doi.org/10.1037/h0035260.
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  - Payne, J. W., and M. L. Braunstein. “Preferences among gambles with equal underlying distributions.” Journal of Experimental Psychology 87, no. 1 (January 1, 1971): 13–18. https://doi.org/10.1037/h0030194.
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  - Braunstein, M. L., and J. W. Payne. “Perspective and form ratio as determinants of relative slant judgments.” Journal of Experimental Psychology 81, no. 3 (September 1, 1969): 584–90. https://doi.org/10.1037/h0027886.
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  - Braunstein, M. L., and J. W. Payne. “Perspective and the rotating trapezoid.” Journal of the Optical Society of America 58, no. 3 (March 1968): 399–403. https://doi.org/10.1364/josa.58.000399.
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  - Magat, Wesley A., John W. Payne, and Peter F. Brucato. “How important is information format? An experimental study of home energy audit programs.” Journal of Policy Analysis and Management 6, no. 1 (n.d.): 20–34. https://doi.org/10.1002/pam.4050060103.
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- Book Sections
  - Cook, P. J. “Criminal incapacitation effects considered in an adaptive choice framework.” In The Reasoning Criminal: Rational Choice Perspectives on Offending, 202–16, 2017. https://doi.org/10.4324/9781315134482.
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  - Soll, J. B., K. L. Milkman, and J. W. Payne. “A user’s guide to debiasing.” In The Wiley Blackwell Handbook of Judgment and Decision Making, 924–51, 2015. https://doi.org/10.1002/9781118468333.ch33.
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  - Venkatraman, V., J. W. Payne, and S. A. Huettel. “Neuroeconomics of risky decisions: From variables to strategies.” In Decision Making, Affect, and Learning: Attention and Performance XXIII, 2011. https://doi.org/10.1093/acprof:oso/9780199600434.003.0007.
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  - Payne, J. W., and V. Venkatraman. “Opening the Blackbox: Process Tracing in Decision Research.” In Handbook of Process Tracing Methods in Decision Making, edited by M. Shulte-Mecklenbeck, A. Kuhberger, and R. Ranyard, 2011.
  - Luce, M. F., J. R. Bettman, and J. W. Payne. “Consumer Decision Making: A Choice Goals Approach.” In Handbook of Consumer Psychology, edited by C. Haugtvedt, P. Herr, and F. Kardes, 2008.
  - Bettman, J. R., and J. W. Payne. “Walking with the Scarecrow: The Information-Processing Approach to Decision Research.” In Blackwell Handbook of Judgment and Decision Making, edited by D. Koehler and N. Harvey, 110–32, 2004.
  - Bettman, J. R., and J. W. Payne. “The Emotional Nature of Decision Trade-Offs.” In The Encyclopedia of Cognitive Silence, edited by L. Nadel, 1:500–504. Nature Publishing Group, 2002.
  - Payne, J. W., and J. R. Bettman. “Choice selection.” In Encyclopedia of Cognitive Science, edited by L. Nadel. Nature Publishing Group, 2002.
  - Payne, J. W., M. F. Luce, and J. R. Bettman. “The Emotional Nature of Decision Trade-offs.” In Wharton on Making Decisions, 17–35. Wiley, 2001.
  - Bettman, J. R., and J. W. Payne. “Preferential Choice and Adaptive Strategy Use.” In Bounded Rationality: The Adaptive Toolbox, edited by G. Gigerenzer and R. Selten, 113–14. MIT Press, 1999.
  - Payne, J. W., J. R. Bettman, and M. F. Luce. “Behavioral Decision Research: An Overview.” In Measurement, Judgment, and Decision Making, 303–59. Elsevier, 1998.
  - Payne, J. W. “The Scarecrow's search: A cognitive psychologist's perspective on organizational decision making.” In Organizational Decision Making, edited by Z. Shapira, 353–74. New York: Cambridge University Press, 1996.
  - Bettman, J. R., J. W. Payne, and E. J. Johnson. “The Use of Multiple Strategies in Judgment and Choice.” In Individual and Group Decision Making, edited by N. J. Castellan, 19–39. Lawrence Erlbaum Associates, 1993.
  - Bettman, J. R., E. J. Johnson, and J. W. Payne. “Consumer Decision Making.” In Handbook of Consumer Behavior, edited by T. S. Robertson and H. H. Kassarjian, 50–54. Prentice Hall, 1991.
  - Payne, J. W., and J. S. Carroll. “An information processing approach to two-party negotiations.” In Research on Negotiations and Organizations, edited by M. Bazerman, B. Sheppard, and R. Lewicki, Vol. 3. Greenwich, Conn: JAI Press, 1991.
  - Bettman, J. R., J. W. Payne, and E. J. Johnson. “The Adaptive Decision Maker: Effort and Accuracy in Choice.” In Insights in Decision Making: A Tribute to Hillel J.Einhorn, 129–53. University of Chicago Press, 1990.
  - Payne, J. W. “Rationality in decision making: A commentary.” In Organization and Decision Theory, edited by I. Horowitz, 165–70. Kluwer-Nijhoff, 1990.
  - Payne, J. W. “Psychology of risky decisions.” In Behavioral Decision Making, edited by G. Wright. London: Plenum, 1985.
  - Payne, J. W. “Applications of information processing and decision theories: A discussion.” In New Directions in Decision Making: An Interdisciplinary Approach to the Study of Organization, edited by G. R. Ungson and D. N. Braunstein. Boston: Kent, 1982.
  - Payne, J. W. “Information processing theory: Some concepts and methods applied to decision research.” In Cognitive Processes in Choice and Decision Behavior. Hillsdale, NJ: Lawrence Erlbaum Associates, 1980.
  - Payne, J. W., R. Crum, and D. Laughhunn. “Risk preference: Empirical evidence and its implications for capital budgeting.” In Financing Issues in Corporate Project Selection, edited by G. J. Dekinderen and R. Crum. Nyenrode Studies in Business, 1980.
  - Payne, J. W., and J. S. Carroll. “Judgments about crime and the criminal: A model and a method for investigating parole decisions.” In Perspectives in Law and Psychology. Volume I: The Criminal Justice System, edited by B. D. Sales. New York: Plenum, 1977.
  - Payne, J. W. “Heuristic search processes in decision making.” In Advances in Consumer Research, Vol. 3, 1976.
  - Payne, J. W., and J. S. Carroll. “The psychology of the parole decision process.” In Cognition and Social Behavior. Lawrence Erlbaum Associates, 1976.
  - Bettman, J. R., E. J. Johnson, and J. W. Payne. “Adapting to Time Constraints.” In Time Pressure and Stress in Human Judgment and Decision Making, edited by J. Maule and O. Svenson, 103–16. Plenum, n.d.
  - Luce, M. F., J. Bettman, and J. W. Payne. “Minimizing Negative Emotion as a Decision Goal: Investigating Emotional Trade-off Difficulty.” In The Why of Consumption, edited by J. W. Huffman, J. W. Mick, and J. W. Ratneshwar, n.d.
  - Luce, M. F., J. W. Payne, J. R. Bettman, and E. W. Johnson. “An Information Processing Perspective on Choice.” In Decision Making from a Cognitive Perspective: Psychology of Learning and Motivation, edited by J. R. Busemeyer, R. Hastie, and D. L. Medin, 32:137–75. Academic Press, n.d.
  - Luce, M. F., J. W. Payne, and J. R. Bettman. “The Impact of Emotional Trade-Off Difficulty on Decision Behavior (In preparation).” In Conflict and Tradeoffs in Decision Making: Essays in Honor of Jane Beattie, edited by G. Loomes and J. Baron, n.d.

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