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Publications of John W. Payne    :chronological  alphabetical  combined  bibtex listing:

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Journal Articles

  1. Atlas, SA; Johnson, EJ; Payne, JW (2017). Time Preferences and Mortgage Choice. Journal of Marketing Research, 54(3), 415-429. [doi]
  2. Shu, SB; Zeithammer, R; Payne, JW (2016). Consumer Preferences for Annuity Attributes: Beyond Net Present Value. Journal of Marketing Research, 53(2), 240-262. [doi]
  3. Kwak, Y; Payne, JW; Cohen, AL; Huettel, SA (2015). The Rational Adolescent: Strategic Information Processing during Decision Making Revealed by Eye Tracking.. Cognitive Development, 36, 20-30. [repository], [doi]  [abs]
  4. Soll, JB; Milkman, KL; Payne, JW (2015). Outsmart Your Own Biases. Harvard Business Review, 93(5), 64-71. [Gateway.cgi]
  5. Bettman, JR; Johnson, EJ; Payne, JW (2015). Adapting to Time Constraints. Time Pressure and Stress in Human Judgment and Decision Making, 103-116.
  6. Luce, MF; Payne, JW; Bettman, JR (2015). The Impact of Emotional Trade-Off Difficulty on Decision Behavior. Conflict and Tradeoffs in Decision Making: Essays in Honor of Jane Beattie.
  7. Luce, MF; Bettman, J; Payne, JW (2015). Minimizing Negative Emotion as a Decision Goal: Investigating Emotional Trade-off Difficulty. The Why of Consumption.
  8. Luce, MF; Payne, JW; Bettman, JR; Johnson, EW (2015). An Information Processing Perspective on Choice. Decision Making from a Cognitive Perspective: Psychology of Learning and Motivation, 32, 137-175.
  9. Venkatraman, V; Payne, JW; Huettel, SA (2014). An overall probability of winning heuristic for complex risky decisions: Choice and eye fixation evidence. Organizational Behavior and Human Decision Processes, 125(2), 73-87. [doi]  [abs]
  10. Venkatraman, V; Payne, JW; Huettel, SA (2014). An overall probability of winning heuristic for complex risky decisions: Choice and eye fixation evidence. Organizational Behavior and Human Decision Processes, 125(2), 73-87. [doi]
  11. Huber, J; Payne, JW; Puto, CP (2014). Let's Be Honest About the Attraction Effect. Journal of Marketing Research, 51(4), 520-525. [doi]
  12. Soll, JB; Milkman, KL; Payne, JW (2014). A User's Guide to Debiasing.  [abs]
  13. Payne, JW; Sagara, N; Shu, SB; Appelt, KC; Johnson, EJ (2013). Life expectancy as a constructed belief: Evidence of a live-to or die-by framing effect. Journal of Risk and Uncertainty, 46(1), 27-50. [doi]  [abs]
  14. Simonson, I; Bettman, JR; Kramer, T; Payne, JW (2013). Directions for judgment and decision making research based on comparison selection: Reply to Arkes, Johnson, and Kardes. Journal of Consumer Psychology, 23(1), 161-163. [doi]  [abs]
  15. Simonson, I; Bettman, JR; Kramer, T; Payne, JW (2013). Comparison selection: An approach to the study of consumer judgment and choice. Journal of Consumer Psychology, 23(1), 137-149. [doi]  [abs]
  16. Johnson, EJ; Shu, SB; Dellaert, BGC; Fox, C; Goldstein, DG; Häubl, G; Larrick, RP; Payne, JW; Peters, E; Schkade, D; Wansink, B; Weber, EU (2012). Beyond nudges: Tools of a choice architecture. Marketing Letters, 23(2), 487-504. [doi]  [abs]
  17. Payne, JW; Sagara, N; Shu, SB; Appelt, KC; Johnson, EJ (2012). Life expectancy as a constructed belief: Evidence of a live-to or die-by framing effect. Journal of Risk and Uncertainty, 1-24. [doi]  [abs]
  18. Venkatraman, V; Payne, JW; Huettel, SA (2011). Neuroeconomics of risky decisions: From variables to strategies. Decision Making, Affect, and Learning: Attention and Performance XXIII. [doi]  [abs]
  19. Venkatraman, V; Huettel, SA; Chuah, LYM; Payne, JW; Chee, MWL (2011). Sleep deprivation biases the neural mechanisms underlying economic preferences.. The Journal of Neuroscience : the Official Journal of the Society for Neuroscience, 31(10), 3712-3718. [21389226], [doi]  [abs]
  20. Payne, JW; Venkatraman, V (2011). Opening the Blackbox: Process Tracing in Decision Research. Handbook of Process Tracing Methods in Decision Making.
  21. Venkatraman, V; Payne, JW; Bettman, JR; Luce, MF; Huettel, SA (2009). Separate neural mechanisms underlie choices and strategic preferences in risky decision making.. Neuron, 62(4), 593-602. [19477159], [doi]  [abs]
  22. Huettel, SA; Payne, JW (2009). Integrating neural and decision sciences: Convergence and constraints. Journal of Marketing Research, 46(1), 14-17. [doi]
  23. Payne, JW; Samper, A; Bettman, JR; Luce, MF (2008). Boundary conditions on unconscious thought in complex decision making.. Psychological Science, 19(11), 1118-1123. [19076483], [doi]  [abs]
  24. Bettman, JR; Luce, MF; Payne, JW (2008). Preference construction and preference stability: Putting the pillow to rest. Journal of Consumer Psychology, 18(3), 170-174. [doi]  [abs]
  25. Payne, JW; Bettman, JR (2008). Walking with the Scarecrow: The Information-Processing Approach to Decision Research, 110-132. [doi]
  26. Luce, MF; Bettman, JR; Payne, JW (2008). Consumer Decision Making: A Choice Goals Approach. Handbook of Consumer Psychology.
  27. Amaldoss, W; Bettman, JR; Payne, JW (2008). Biased but efficient: An investigation of coordination facilitated by asymmetric dominance. Marketing Science, 27(5), 903-921. [doi]  [abs]
  28. Cavanaugh, LA; Bettman, JR; Luce, MF; Payne, JW (2007). Appraising the Appraisal-Tendency Framework. Journal of Consumer Psychology, 17(3), 169-173. [doi]  [abs]
  29. Payne, JW (2005). 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(1), 5-19. [doi]  [abs]
  30. Cox, J; Payne, J (2005). Mutual Fund Expense Disclosures: A Behavioral Perspective. Washington University Law Quarterly, 83, 907-938. [available here]
  31. Bettman, JR; Payne, JW (2004). Walking with the Scarecrow: The Information-Processing Approach to Decision Research. Blackwell Handbook of Judgment and Decision Making, 110-132.
  32. Shiv, B; Britton, JAE; Payne, JW (2004). Does elaboration increase or decrease the effectiveness of negatively versus positively framed messages?. Journal of Consumer Research, 31(1), 199-208. [doi]  [abs]
  33. Payne, JW; Bettman, JR (2002). Choice selection. Encyclopedia of Cognitive Science.
  34. Bettman, JR; Payne, JW (2001). The Emotional Nature of Decision Trade-Offs. The Encyclopedia of Cognitive Silence, 1, 500-504.  [abs]
  35. Payne, JW; Luce, MF; Bettman, JR (2001). The Emotional Nature of Decision Trade-offs. Wharton on Making Decisions, 17-35.  [abs]
  36. Payne, J. W. & Bettman, J. R. (2001). Preferential choice and adaptive strategy use. Bounded Rationality: The Adapative Toolbox, 123-145.
  37. Luce, MF; Payne, JW; Bettman, JR (2000). Coping with Unfavorable Attribute Values in Choice.. Organizational Behavior and Human Decision Processes, 81(2), 274-299. [10706817], [doi]  [abs]
  38. Luce, M. F., Bettman, J. R., & Payne, J. W. (2000). Minimizing negative emotion as a decision goat: Investigating emotional trade-off difficulty. The Why of Consumption, 59-80.
  39. Luce, MF; Bettman, JR; Payne, JW (2000). Attribute Identities Matter: Subjective Perceptions of Attribute Characteristics. Marketing Letters, 11(2), 103-116.  [abs]
  40. Payne, JW; Schkade, DA; Desvousges, WH; Aultman, C (2000). Valuation of Multiple Environmental Programs. Journal of Risk and Uncertainty, 21(1), 95-115.  [abs]
  41. Luce, MF; Payne, JW; Bettman, JR (1999). Emotional Trade-Off Difficulty and Choice. Journal of Marketing Research, 36(2), 143-143. [doi]  [abs]
  42. Bettman, JR; Payne, JW (1999). Preferential Choice and Adaptive Strategy Use. Bounded Rationality: The Adaptive Toolbox, 113-114.
  43. Hastie, R; Schakde, DA; Payne, JW (1999). Juror judgments in civil cases: Hindsight effects on liability judgments for punative damages. Law and Human Behavior, 23(5), 597-614. [doi]  [abs]
  44. Payne, JW; Bettman, JR; Schkade, DA (1999). Measuring Constructed Preferences: Towards a Building Code. Journal of Risk and Uncertainty, 19(1-3), 243-270.  [abs]
  45. Hastie, R; Schkade, DA; Payne, JW (1999). Reply to Vidmar. Law and Human Behavior, 23, 715-718.
  46. Hastie, R; Schkade, DA; Payne, JW (1999). Juror judgments in civil cases: Effects of plaintiff's requests and plaintiff's identity on punitive damage awards.. Law and Human Behavior, 23(4), 445-470. [doi]  [abs]
  47. Hastie, R; Schkade, DA; Payne, JW (1999). Juror judgments in civil cases: Hindsight effects on judgments of liability for punitive damages.. Law and Human Behavior, 23(5), 597-614. [doi]  [abs]
  48. Bettman, J; Luce, M; Payne, J (1998). Constructive Consumer Choice Processes. Journal of Consumer Research, 25(3), 187-217. [doi]  [abs]
  49. Hastie, R; Schkade, DA; Payne, JW (1998). A study of juror and jury judgments in civil cases: Deciding liability for punitive damages. Law and Human Behavior, 22(3), 287-314. [doi]  [abs]
  50. Coupey, E; Irwin, JR; Payne, JW (1998). Product category familiarity and preference construction. Journal of Consumer Research, 24(4), 459-468.  [abs]
  51. Payne, JW; Bettman, JR; Luce, MF (1998). Behavioral Decision Research: An Overview. Measurement, Judgment, and Decision Making, 303-359.  [abs]
  52. Luce, MF; Bettman, JR; Payne, JW (1997). Choice processing in emotionally difficult decisions.. Journal of Experimental Psychology. Learning, Memory, and Cognition, 23(2), 384-405. [9080010], [doi]  [abs]
  53. Shiv, B; Edell, JA; Payne, JW (1997). Factors affecting the impact of negatively and positively framed ad messages. Journal of Consumer Research, 24(3), 285-294.  [abs]
  54. Payne, JW (1996). The Scarecrow's search: A cognitive psychologist's perspective on organizational decision making. Organizational Decision Making, 353-374.
  55. Payne, JW; Bettman, JR; Luce, MF (1996). When time is money: Decision behavior under opportunity-cost time pressure. Organizational Behavior and Human Decision Processes, 66(2), 131-152. [doi]  [abs]
  56. Bingham, G; Bishop, R; Brody, M; Bromley, D; Clark, ET; Cooper, W; Costanza, R; Hale, T; Hayden, G; Kellert, S; Norgaard, R; Norton, B; Payne, J; Russell, C; Suter, G (1995). Issues in ecosystem valuation: improving information for decision making. Ecological Economics, 14(2), 73-90. [doi]
  57. Smith, VK; Desvousges, WH; Payne, JW (1995). Do risk information programs promote mitigating behavior?. Journal of Risk and Uncertainty, 10(3), 203-221. [doi]  [abs]
  58. Payne, JW; Bettman, JR; Johnson, EJ; Luce, MF (1995). An Information Processing Perspective on Choice. Psychology of Learning and Motivation - Advances in Research and Theory, 32(C), 137-175. [doi]
  59. Payne, JW; Bettman, JR; Johnson, EJ (1995). A Perspective on Using Computers to Monitor Information Acquisition. Advances in Consumer Research, 22, 49-51.
  60. Payne, JW (1994). Thinking Aloud: Insights Into Information Processing. Psychological Science, 5(5), 241-248. [doi]
  61. PAYNE, JW; BETTMAN, JR (1994). THE COSTS AND BENEFITS OF ALTERNATIVE MEASURES OF SEARCH BEHAVIOR - COMMENTS. Journal of Behavioral Decision Making, 7(2), 119-122. [Gateway.cgi], [doi]
  62. Schkade, DA; Payne, JW (1994). 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(1), 88-109. [doi]  [abs]
  63. Bettman, JR; Payne, JW; Johnson, EJ (1993). The Use of Multiple Strategies in Judgment and Choice. Individual and Group Decision Making, 19-39.
  64. Bettman, JR; Johnson, EJ; Luce, MF; Payne, JW (1993). Correlation, conflict, and choice.. Journal of Experimental Psychology. Learning, Memory, and Cognition, 19(4), 931-951. [doi]  [abs]
  65. Payne, JW; Bettman, JR; Coupey, E; Johnson, EJ (1992). A constructive process view of decision making: Multiple strategies in judgment and choice. Acta Psychologica, 80(1-3), 107-141. [doi]  [abs]
  66. Payne, JW; Bettman, JR; Johnson, EJ (1992). Behavioral Decision Research: A Constructive Processing Perspective. Annual Review of Psychology, 43(1), 87-131. [doi]
  67. Payne, JW; Carroll, JS (1991). An information processing approach to two-party negotiations. Research on Negotiations and Organizations, 3.
  68. Bettman, JR; Johnson, EJ; Payne, JW (1991). Consumer Decision Making. Handbook of Consumer Behavior, 50-54.
  69. Bettman, JR; Johnson, EJ; Payne, JW (1990). A componential analysis of cognitive effort in choice. Organizational Behavior and Human Decision Processes, 45(1), 111-139. [doi]  [abs]
  70. Creyer, EH; Bettman, JR; Payne, JW (1990). The Impact of accuracy and effort feedback and goals on adaptive decision behavior. Journal of Behavioral Decision Making, 3(1), 1-16. [doi]
  71. Bettman, JR; Payne, JW; Johnson, EJ (1990). The Adaptive Decision Maker: Effort and Accuracy in Choice. Insights in Decision Making: A Tribute to Hillel J.Einhorn, 129-153.
  72. Payne, JW (1990). Rationality in decision making: A commentary. Organization and Decision Theory, 165-170.
  73. Payne, JW; Johnson, EJ; Bettman, JR; Coupey, E (1990). Understanding contingent choice: A computer simulation approach. IEEE Transactions on Systems, Man and Cybernetics, 20(2), 296-309. [doi]  [abs]
  74. Simonson, I; Huber, J; Payne, J (1988). The Relationship between Prior Brand Knowledge and Information Acquisition Order. Journal of Consumer Research, 14(4), 566-566. [doi]
  75. Payne, JW; Bettman, JR; Johnson, EJ (1988). Adaptive Strategy Selection in Decision Making. Journal of Experimental Psychology. Learning, Memory, and Cognition, 14(3), 534-552.  [abs]
  76. Johnson, EJ; Payne, JW; Bettman, JR (1988). Information displays and preference reversals. Organizational Behavior and Human Decision Processes, 42(1), 1-21. [doi]  [abs]
  77. Payne, JW; Johnson, EJ (1986). The decision to commit a crime: An information processing analysis. The Reasoning Criminal: Rational Choice Perspectives of Offending, 170-185.
  78. BETTMAN, JR; PAYNE, JW; STAELIN, R (1986). COGNITIVE CONSIDERATIONS IN DESIGNING EFFECTIVE LABELS FOR PRESENTING RISK INFORMATION. Journal of Public Policy and Marketing, 5, 1-28. [Gateway.cgi]
  79. Magat, WA; Payne, JW; Brucato, PF (1986). How important is information format? An experimental study of home energy audit programs. Journal of Policy Analysis and Management, 6(1), 20-34. [doi]
  80. Payne, JW (1985). Psychology of risky decisions. Behavioral Decision Making.
  81. Johnson, EJ; Payne, JW (1985). EFFORT AND ACCURACY IN CHOICE.. Management Science, 31(4), 395-414.  [abs]
  82. Payne, JW; Laughhunn, DJ; Crum, R (1984). MULTIATTRIBUTE RISKY CHOICE BEHAVIOR: THE EDTING OF COMPLEX PROSPECTS.. Management Science, 30(11), 1350-1361.  [abs]
  83. Payne, JW; Laughhunn, DJ (1984). The Impact of Sunk Outcomes on Risky Choice Behavior. INFOR, 22, 151-181.
  84. LAUGHHUNN, DJ; CRUM, RL; PAYNE, JW (1983). RISK ATTITUDES IN THE TELECOMMUNICATIONS INDUSTRY, 14(2), 517-521. [Gateway.cgi], [doi]
  85. Huber, J; Payne, JW; Puto, C (1982). Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis. Journal of Consumer Research, 9(1), 90-90. [Gateway.cgi], [doi]
  86. Payne, JW (1982). Applications of information processing and decision theories: A discussion. New Directions in Decision Making: An Interdisciplinary Approach to the Study of Organization,.
  87. Payne, JW (1982). Contingent decision behavior.. Psychological Bulletin, 92(2), 382-402. [doi]  [abs]
  88. PAYNE, JW; LAUGHHUNN, DJ; CRUM, R (1981). FURTHER TESTS OF ASPIRATION LEVEL EFFECTS IN RISKY CHOICE BEHAVIOR. Management Science, 27(8), 953-958. [Gateway.cgi], [doi]
  89. CRUM, RL; LAUGHHUNN, DJ; PAYNE, JW (1981). RISK-SEEKING BEHAVIOR AND ITS IMPLICATIONS FOR FINANCIAL MODELS. Financial Management, 10(5), 20-27. [Gateway.cgi], [doi]
  90. Payne, JW (1980). Information processing theory: Some concepts and methods applied to decision research. Cognitive processes in choice and decision behavior.
  91. Payne, JW; Crum, R; Laughhunn, D (1980). Risk preference: Empirical evidence and its implications for capital budgeting. Financing Issues in Corporate Project Selection.
  92. Payne, JW; Laughhunn, DJ; Crum, R (1980). TRANSLATION OF GAMBLES AND ASPIRATION LEVEL EFFECTS IN RISKY CHOICE BEHAVIOR.. Management Science, 26(10), 1039-1060.  [abs]
  93. Laughhunn, DJ; Payne, JW; Crum, R (1980). MANAGERIAL RISK PREFERENCES FOR BELOW-TARGET RETURNS.. Management Science, 26(12), 1238-1249.  [abs]
  94. Payne, JW; Braunstein, ML (1978). Risky choice: An examination of information acquisition behavior. Memory & Cognition, 6(5), 554-561. [doi]  [abs]
  95. Payne, JW; Braunstein, ML; Carroll, JS (1978). Exploring predecisional behavior: An alternative approach to decision research. Organizational Behavior and Human Performance, 22(1), 17-44. [doi]  [abs]
  96. Payne, JW; Carroll, JS (1977). Judgments about crime and the criminal: A model and a method for investigating parole decisions. Perspectives in law and psychology. Volume I: The criminal justice system.
  97. Carroll, JS; Payne, JW (1977). Crime seriousness, recidivism risk, and causal attributions in judgments of prison term by students and experts. The Journal of Applied Psychology, 62(5), 595-602. [doi]  [abs]
  98. Payne, JW (1976). Heuristic search processes in decision making. Advances in Consumer Research, Vol. 3.
  99. Payne, JW; Carroll, JS (1976). The psychology of the parole decision process. Cognition and social behavior.
  100. Payne, JW (1976). Task complexity and contingent processing in decision making: An information search and protocol analysis. Organizational Behavior and Human Performance, 16(2), 366-387. [doi]  [abs]
  101. Payne, JW (1975). Relation of perceived risk to preferences among gambles. Journal of Experimental Psychology. Human Perception and Performance, 1(1), 86-94. [doi]  [abs]
  102. Payne, JW (1973). Alternative approaches to decision making under risk: Moments versus risk dimensions. Psychological Bulletin, 80(6), 439-453. [doi]  [abs]
  103. Payne, JW; Braunstein, ML (1971). Preferences among gambles with equal underlying distributions. Journal of Experimental Psychology, 87(1), 13-18. [doi]  [abs]
  104. Braunstein, ML; Payne, JW (1969). Perspective and form ratio as determinants of relative slant judgments. Journal of Experimental Psychology, 81(3), 584-590. [doi]  [abs]
  105. Braunstein, ML; Payne, JW (1968). Perspective and the rotating trapezoid.. Journal of the Optical Society of America, 58(3), 399-403. [doi]

Books

  1. Payne, JW; Sunstein, CR; Hastie, R; Schkade, DA; Vicusi, WK (2002). Punitive Damages: How Juries Decide.. University of Chicago Press.
  2. Luce, MF; Bettman, JR; Payne, JW (2001). Tradeoff Difficulty: Determinants and Consequences for Consumer Decisions.
  3. Payne, JW; Bettman, JR; Johnson, EJ (1993). The Adaptive Decision Maker.. Cambridge University Press.  [abs]
  4. Payne, JW (1976). Cognition and Social Behavior.. Erlbaum.

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