Journal articleSocial Psychological and Personality Science · August 1, 2026
Despite evidence that advice is most beneficial for increasing decision accuracy when advisors form independent judgments, people sometimes undermine this independence by sharing their preliminary conclusions when seeking advice. We propose that following ...
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Journal articleCognition · July 2026
Judgment and decision making research has typically not explicitly considered whether there are individual differences in overconfidence. When correlations among individual measures are reported, the strength of associations tends to be modest. Despite thi ...
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Journal articleCurrent opinion in psychology · October 2025
While willful ignorance-deliberately choosing to avoid information-is often maladaptive, there are some instances in which willful ignorance is beneficial. Here, we review research on self-blinding-where evaluators consciously avoid learning irrelevant or ...
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Journal articleJournal of experimental psychology. General · August 2025
The minimum wage can be an effective policy tool for mitigating economic inequality, but public demand for higher minimum wages has not kept up with rising levels of income disparities. In our first study using protest attendance data over a six-and-a-half ...
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Journal articleProceedings of the National Academy of Sciences of the United States of America · May 2025
Despite the rapid proliferation of AI tools, we know little about how people who use them are perceived by others. Drawing on theories of attribution and impression management, we propose that people believe they will be evaluated negatively by others for ...
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Journal articleOrganizational Behavior and Human Decision Processes · November 1, 2024
Scholars have devoted considerable research attention to examining how people use advice from others. However, there is much less research exploring the preceding step of how people solicit advice from others. Sometimes advice seekers include their own thi ...
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Journal articleBehavioral Science and Policy · January 1, 2023
One strategy for minimizing bias in hiring is blinding—purposefully limiting the information used when screening applicants to that which is directly relevant to the job and does not elicit bias based on race, gender, age, or other irrelevant characteristi ...
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Journal articleJudgment and Decision Making · November 1, 2022
In this paper, we show that the presence of numbers in a problem tempts people to perform mathematical operations even when the correct answer requires no math, which we term “mindless math”. In three pre-registered studies across two survey platforms (tot ...
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Journal articleJournal of personality and social psychology · June 2022
People, organizations, and products are continuously ranked. The explosion of data has made it easy to rank everything, and, increasingly, outlets for information try to reduce information loads by providing rankings. In the present research, we find that ...
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Journal articlePsychological science · June 2022
The meaning of places is socially constructed, often informed by the groups that seem pervasive there. For instance, the University of Pennsylvania is sometimes pejoratively called "Jew-niversity of Pennsylvania," and the city of Decatur, Georgia, is dispa ...
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Journal articleOrganizational Behavior and Human Decision Processes · May 1, 2022
We perform the first tests of individual-level preferences for “blinding” in decision making: purposefully restricting the information one sees in order to form a more objective evaluation. For example, when grading her students’ papers, a professor might ...
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Journal articleJournal of personality and social psychology · October 2020
Seven experiments demonstrate that framing an organizational entity (the target) as an organization ("an organization comprised of its constituent members") versus its members ("constituent members comprising an organization") increases attribution of resp ...
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Journal articleJudgment and Decision Making · September 1, 2020
Research on judgment and decision making has suggested that the System 2 process of slow thinking can help people to improve their decision making by reducing well-established statistical decision biases (including base rate neglect, probability matching, ...
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Journal articleJournal of experimental psychology. General · March 2019
The authors investigated the effectiveness of aggregating over potential noncontingent collective action ("If X people all do Y action, then Z outcomes will be achieved") to increase prosocial behavior. They carried out 6 experiments encouraging 4 differen ...
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Journal articleNature Climate Change · January 1, 2019
Food production is a major cause of energy use and GHG emissions, and therefore diet change is an important behavioural strategy for reducing associated environmental impacts. However, a severe obstacle to diet change may be consumers’ underestimation of t ...
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Journal articleManagement Science · September 1, 2018
We evaluate the effect of discussion on the accuracy of collaborative judgments. In contrast to prior research, we show that discussion can either aid or impede accuracy relative to the averaging of collaborators' independent judgments, as a systematic fun ...
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Journal articleManagement Science · May 1, 2018
Every attribute can be expressed in multiple ways. For example, car fuel economy can be expressed as fuel efficiency ("miles per gallon"), fuel cost in dollars, or tons of greenhouse gases emitted. Each expression, or "translation," highlights a different ...
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Journal articlePersonality & social psychology bulletin · May 2018
We propose that interpersonal behaviors can activate feelings of power, and we examine this idea in the context of advice giving. Specifically, we show (a) that advice giving is an interpersonal behavior that enhances individuals' sense of power and (b) th ...
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Journal articleProduction and Operations Management · April 1, 2018
Existing evidence suggests that managers exhibit a censorship bias: demand beliefs tend to be biased low when lost sales from stockouts are unobservable (censored demand) compared to when they are observable (uncensored demand). We develop a non-constraini ...
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Journal articleThe Journal of applied psychology · April 2018
Creativity is highly valued in organizations as an important source of innovation. As most creative projects require the efforts of groups of individuals working together, it is important to understand how creativity is perceived for team products, includi ...
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Journal articleManagement Science · March 1, 2018
We examined whether people reduce the impact of negative outcomes through emotional hedging-betting against the occurrence of desired outcomes. We found substantial reluctance to bet against the success of preferred U.S. Presidential candidates and Major L ...
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Journal articleSocial and Personality Psychology Compass · August 1, 2017
In this article, we ask how well people fulfill informational motives by using the judgments of others. We build on advice-taking research from the judgment and decision making literature, which has developed a distinct paradigm to test how accurately peop ...
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Journal articleOrganizational Behavior and Human Decision Processes · May 1, 2017
We examine the mechanisms by which loyalty can induce risk seeking. In seven studies, participants exhibited disloyalty aversion—they were more reluctant to bet on the failure of a close other than on their own failure. In contrast, participants were just ...
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Journal articleJournal of Marketing Research · April 1, 2017
Conjoint analysis is a widely used method for determining how much certain attributes matter to consumers by observing a series of their choices. However, how those attributes are expressed has important consequences for their choices and thus for conclusi ...
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Journal articleJournal of Behavioral Decision Making · December 1, 2016
In mixed-motive interactions, defection is the rational and common response to the defection of others. In some cases, however, group members not only cooperate in the face of defection but also compensate for the shortfalls caused by others' defection. In ...
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Journal articleAnnual Review of Organizational Psychology and Organizational Behavior · January 1, 2016
The past 40 years of psychological research on decision making has identified a number of important cognitive biases. However, the psychological study of decision making tends to focus on individuals making decisions in isolation. This article explores the ...
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Journal articleOrganizational Behavior and Human Decision Processes · January 1, 2015
Five studies compare the effects of forming an independent judgment prior to receiving advice with the effects of receiving advice before forming one's own opinion. We call these the independent-then-revise sequence and the dependent sequence, respectively ...
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Journal articleJournal of personality and social psychology · August 2014
Social psychologists have long recognized the power of statisticized groups. When individual judgments about some fact (e.g., the unemployment rate for next quarter) are averaged together, the average opinion is typically more accurate than most of the ind ...
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Journal articleJournal of Public Policy and Marketing · January 1, 2014
Interest is increasing in using behavioral decision insights to design better product labels. A specific policy target is the fuel economy label, which policy makers can use to encourage reduction in carbon dioxide emissions from transport-related fossil-f ...
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Journal articleProceedings of the National Academy of Sciences of the United States of America · June 2013
This research demonstrates how promoting the environment can negatively affect adoption of energy efficiency in the United States because of the political polarization surrounding environmental issues. Study 1 demonstrated that more politically conservativ ...
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Journal articleManagement Science · March 1, 2013
Some environments constrain the information that managers and decision makers can observe. We examine judgment in censored environments where a constraint, the censorship point, systematically distorts the observed sample. Random instances beyond the censo ...
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Journal articleJournal of Public Policy and Marketing · January 1, 2013
The authors identify several judgmental biases related to paying off credit card debt. Participants with stronger numerical skills made fewer errors, as did those who used the new statement format mandated by Congress in the CARD Act of 2009. Study 1 shows ...
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Journal articlePsychological science · July 2012
Intergenerational decisions affect other people in the future. The combination of intertemporal and interpersonal distance between decision makers in the present and other people in the future may lead one to expect little intergenerational generosity. In ...
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Journal articleMarketing Letters · June 1, 2012
The way a choice is presented influences what a decision-maker chooses. This paper outlines the tools available to choice architects, that is anyone who present people with choices. We divide these tools into two categories: those used in structuring the c ...
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Journal articleJournal of Consumer Psychology · January 1, 2012
Prior research suggests that people assess overall fairness of an event by focusing on the distribution of the final outcome (distributive fairness) and on how they are treated by others during the conflict resolution process (interactional fairness). The ...
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Journal articleOrganizational Behavior and Human Decision Processes · January 1, 2012
Four experiments test the prediction that feelings of power lead individuals to discount advice received from both experts and novices. Experiment 1 documents a negative relationship between subjective feelings of power and use of advice. Experiments 2 and ...
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Journal articleAcademy of Management 2011 Annual Meeting - West Meets East: Enlightening. Balancing. Transcending, AOM 2011 · December 1, 2011
A recent trend in job satisfaction research involves focusing not on overall satisfaction or satisfaction at any given moment, but instead on how satisfaction changes over time. One well-known but understudied example of how job satisfaction changes over t ...
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Journal articlePsychological science · April 2011
In this study, we analyzed data from 57,293 Major League Baseball games to test whether high temperatures interact with provocation to increase the likelihood that batters will be hit by a pitch. Controlling for a number of other variables, we conducted an ...
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Journal articleJournal of Behavioral Decision Making · January 1, 2010
Goals are a ubiquitous part of life and have been shown to change behavior in many domains. This research studied the influence of goal attainment on risky choice behavior. Previous research has shown that goals tend to increase risk-seeking behavior when ...
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Journal articlePsychological science · September 2009
The scales used to describe the attributes of different choice options are usually open to alternative expressions, such as inches versus feet or minutes versus hours. More generally, a ratio scale can be multiplied by an arbitrary factor (e.g., 12) while ...
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Journal articleSocial Cognition · June 1, 2009
Three experiments test whether specific, challenging goals increase risk taking. We propose that goals serve as reference points, creating a region of perceived losses for outcomes below a goal (Kahneman & Tversky, 1979; Tversky & Kahneman, 1992). Accordin ...
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Journal articleJournal of experimental psychology. Learning, memory, and cognition · May 2009
A basic issue in social influence is how best to change one's judgment in response to learning the opinions of others. This article examines the strategies that people use to revise their quantitative estimates on the basis of the estimates of another pers ...
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Journal articleJournal of personality and social psychology · August 2007
Three studies show that negotiators consistently underestimate the size of the bargaining zone in distributive negotiations (the small-pie bias) and, by implication, overestimate the share of the surplus they claim (the large-slice bias). The authors expla ...
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Journal articlePaper360 · January 1, 2007
Proper beginnings in business plans play a vital role in identifying and quantifying an organization's future improvement or innovation efforts. Business managers should start it with the setting of direction, and once the direction is clear, it is easy to ...
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Journal articleOrganizational Behavior and Human Decision Processes · January 1, 2007
A common social comparison bias-the better-than-average-effect-is frequently described as psychologically equivalent to the individual-level judgment bias known as overconfidence. However, research has found "Hard-easy" effects for each bias that yield a s ...
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Journal articlePaper360 · January 1, 2006
Rick Larrick, retired mill manager from Georgia-Pacific Corp., offers his views on the importance of understanding business processes in the paper industry for a successful business management. Larrick suggests that mill managers should adopt lean manufact ...
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Journal articlePaper360 · January 1, 2006
A universal diagnostic process can help in creating a focused improvement effort in a business process of an organization. A company should focus on effective measures such as metric, map, gap, ideation, opportunity, selection, team launch, and quantificat ...
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Journal articleManagement Science · January 1, 2006
Averaging estimates is an effective way to improve accuracy when combining expert judgments, integrating group members' judgments, or using advice to modify personal judgments. If the estimates of two judges ever fall on different sides of the truth, which ...
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Journal articleJournal of personality and social psychology · January 2006
People are inaccurate judges of how their abilities compare to others'. J. Kruger and D. Dunning (1999, 2002) argued that unskilled performers in particular lack metacognitive insight about their relative performance and disproportionately account for bett ...
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Journal articleJournal of personality and social psychology · February 2005
Social networks that are missing relations among some of their members--termed incomplete networks--have been of critical theoretical and empirical interest in sociological research on weak ties and structural holes but typically have been overlooked in so ...
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Journal articleOrganizational behavior and human decision processes · January 2000
This article introduces the study of frame choice in negotiation. Here, the selection of a procedural frame is treated as a dependent variable-a choice that bargainers make in addition to determining their offers. The empirical focus of the article is on w ...
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Journal articleJournal of Personality and Social Psychology · July 1, 1999
Several experiments provided evidence that negotiators make systematic errors in personality-trait attributions for the bargaining behaviors of their counterparts. Although basic negotiation behavior is highly determined by bargaining positions, negotiator ...
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Journal articleCognitive psychology · February 1999
We argue that goals serve as reference points and alter outcomes in a manner consistent with the value function of Prospect Theory (Kahneman & Tversky, 1979; Tversky & Kahneman, 1992). We present new evidence that goals inherit the properties of the value ...
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Journal articleJournal of International Business Studies · January 1, 1998
A problem in joint ventures between U.S. and Asian firms is that cultural differences impede the smooth resolution of conflicts between managers. In a survey of young managers in the U.S., China, Philippines, and India we find support for two hypotheses ab ...
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Journal articleBasic and Applied Social Psychology · January 1, 1998
The current research investigates two factors that might moderate the effects of competitive demands and biased fairness perceptions on conflict resolution: the relationship between the negotiators and perspective taking. In an experiment, we found that ne ...
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Journal articleJournal of Personality and Social Psychology · January 1, 1997
The term procedural frames is introduced and defined as different representations of structurally equivalent allocation processes. Study 1 compared 2 well-known games, sequential social dilemmas and ultimatum bargaining, that share the same structure: Play ...
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Journal articleOrganizational Behavior and Human Decision Processes · January 1, 1995
Regret theory (Bell, 1983) posits that learning about the outcome of a foregone alternative creates the possibility of experiencing regret. In a choice between a certain outcome and a gamble with a similar expected value, regret theory predicts the followi ...
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Journal articlePsychological Review · January 1, 1995
The question of whether lay attributors are biased in their discounting of 1 cause given an alternative cause has not been resolved by decades of research, largely due to the lack of a clear standard for the rational amount of discounting. The authors prop ...
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Journal articlePsychological Bulletin · January 1, 1993
This article reviews the standard economic and cognitive models of decision making under risk and describes the psychological assumptions that underlie these models. It then reviews important motivational factors that are typically underemphasized by the s ...
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Journal articleOrganizational Behavior and Human Decision Processes · January 1, 1993
We find three factors to be associated with use of cost-benefit rules in everyday decisions. These are effectiveness in achieving desirable life outcomes, intelligence, and training in economics. We argue that these empirical findings support the claim tha ...
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Journal articleJournal of personality and social psychology · January 1992
Three experiments tested the idea that a motive to protect self-esteem (SE) from the threat of regret can influence decision making. Threat to SE was manipulated by varying whether people expected to know the outcome of their decisions. Study 1 showed that ...
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Journal articlePersonality and Social Psychology Bulletin · October 1991
Archival data from major league baseball games played during the 1986, 1987, and 1988 seasons (total N = 826 games) were used to assess the association between the temperatures at the games and the number of batters hit by a pitch during them. A po ...
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Journal articlePsychological Science · January 1, 1990
Our research shows that people can apply the cost-benefit rules of microeconomic theory to their everyday decisions. Two populations were examined: (a) people who had previously received extensive formal training in the rules and (b) naive subjects who wer ...
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