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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]  [abs]
  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]  [abs]
  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. Soll, JB; Milkman, KL; Payne, JW (2015). A User's Guide to Debiasing. Wiley-Blackwell Handbook of Judgment and Decision Making, 924-951. [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]  [abs]
  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]  [abs]
  12. 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]
  13. 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]
  14. 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]
  15. 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]
  16. Venkatraman, V; Payne, JW; Huettel, SA (2011). Neuroeconomics of risky decisions: From variables to strategies. Decision Making, Affect, and Learning: Attention and Performance XXIII, 153-172. [doi]  [abs]
  17. 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]
  18. Payne, JW; Venkatraman, V (2011). Opening the Blackbox: Process Tracing in Decision Research. Handbook of Process Tracing Methods in Decision Making.
  19. 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]
  20. Huettel, SA; Payne, JW (2009). Integrating neural and decision sciences: Convergence and constraints. Journal of Marketing Research, 46(1), 14-17. [doi]
  21. 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]
  22. 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]
  23. 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]
  24. Payne, JW; Bettman, JR (2008). Walking with the Scarecrow: The Information-Processing Approach to Decision Research, 110-132. [doi]
  25. Luce, MF; Bettman, JR; Payne, JW (2008). Consumer Decision Making: A Choice Goals Approach. Handbook of Consumer Psychology.
  26. Magat, WA; Payne, JW; Brucato, PF (2007). How important is information format? An experimental study of home energy audit programs. Journal of Policy Analysis and Management, 6(1), 20-34. [doi]
  27. Cavanaugh, LA; Bettman, JR; Luce, MF; Payne, JW (2007). Appraising the appraisal-tendency framework. Journal of Consumer Psychology, 17(3), 169-173. [doi]  [abs]
  28. 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]
  29. Cox, J; Payne, J (2005). Mutual Fund Expense Disclosures: A Behavioral Perspective. Washington University Law Quarterly, 83, 907-938. [available here]
  30. 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]
  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. Payne, JW; Bettman, JR (2002). Choice selection. Encyclopedia of Cognitive Science.
  33. Bettman, JR; Payne, JW (2002). The Emotional Nature of Decision Trade-Offs. The Encyclopedia of Cognitive Silence, 1, 500-504.  [abs]
  34. Payne, JW; Luce, MF; Bettman, JR (2001). The Emotional Nature of Decision Trade-offs. Wharton on Making Decisions, 17-35.  [abs]
  35. Payne, J. W. & Bettman, J. R. (2001). Preferential choice and adaptive strategy use. Bounded Rationality: The Adapative Toolbox, 123-145.
  36. 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]
  37. Luce, MF; Bettman, JR; Payne, JW (2000). Attribute Identities Matter: Subjective Perceptions of Attribute Characteristics. Marketing Letters, 11(2), 103-116. [doi]  [abs]
  38. Payne, JW; Schkade, DA; Desvousges, WH; Aultman, C (2000). Valuation of Multiple Environmental Programs. Journal of Risk and Uncertainty, 21(1), 95-115. [doi]  [abs]
  39. 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.
  40. 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]
  41. 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]
  42. Luce, MF; Payne, JW; Bettman, JR (1999). Emotional trade-off difficulty and choice. Journal of Marketing Research, 36(2), 143-159. [doi]  [abs]
  43. Payne, JW; Bettman, JR; Schkade, DA (1999). Measuring Constructed Preferences: Towards a Building Code. Journal of Risk and Uncertainty, 19(1-3), 243-270. [doi]  [abs]
  44. Bettman, JR; Payne, JW (1999). Preferential Choice and Adaptive Strategy Use. Bounded Rationality: The Adaptive Toolbox, 113-114.
  45. 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]
  46. Hastie, R; Schkade, DA; Payne, JW (1999). Reply to Vidmar. Law and Human Behavior, 23, 715-718.
  47. 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]
  48. Coupey, E; Payne, JW; Irwin, JR (1998). Product Familiarity and the Expression of Preferences. Journal of Consumer Research, 24.
  49. Coupey, E; Irwin, JR; Payne, JW (1998). Product category familiarity and preference construction. Journal of Consumer Research, 24(4), 459-468. [doi]  [abs]
  50. Bettman, JR; Luce, MF; Payne, JW (1998). Constructive consumer choice processes. Journal of Consumer Research, 25(3), 187-217. [doi]  [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. [doi]  [abs]
  54. 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]
  55. Payne, JW (1996). The Scarecrow's search: A cognitive psychologist's perspective on organizational decision making. Organizational Decision Making, 353-374.
  56. 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]
  57. Bingham, G; Bishop, R; Brody, M; Bromley, D; Clark, E; 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]  [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]  [abs]
  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. 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]
  61. Payne, JW; Bettmanm, JR (1994). The costs and benefits of alternative measures of search behavior: Comments on Böckenholt and Hynan. Journal of Behavioral Decision Making, 7(2), 119-122. [Gateway.cgi], [doi]
  62. Payne, JW (1994). Thinking Aloud: Insights Into Information Processing. Psychological Science, 5(5), 241-248. [doi]
  63. 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]
  64. Bettman, JR; Payne, JW; Johnson, EJ (1993). The Use of Multiple Strategies in Judgment and Choice. Individual and Group Decision Making, 19-39.
  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. 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]
  71. 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]  [abs]
  72. 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.
  73. Payne, JW (1990). Rationality in decision making: A commentary. Organization and Decision Theory, 165-170.
  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. [doi]  [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. BETTMAN, JR; PAYNE, JW; STAELIN, R (1986). COGNITIVE CONSIDERATIONS IN DESIGNING EFFECTIVE LABELS FOR PRESENTING RISK INFORMATION. Journal of Public Policy & Marketing, 5, 1-28. [Gateway.cgi]
  78. 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. [doi]
  79. Johnson, EJ; Payne, JW (1985). EFFORT AND ACCURACY IN CHOICE.. Management Science, 31(4), 395-414. [doi]  [abs]
  80. Payne, JW (1985). Psychology of risky decisions. Behavioral Decision Making.
  81. Payne, JW; Laughhunn, DJ; Crum, R (1984). MULTIATTRIBUTE RISKY CHOICE BEHAVIOR: THE EDTING OF COMPLEX PROSPECTS.. Management Science, 30(11), 1350-1361. [doi]  [abs]
  82. Payne, JW; Laughhunn, DJ (1984). The Impact of Sunk Outcomes on Risky Choice Behavior. Infor, 22, 151-181.
  83. Laughhunn, DJ; Crum, RL; Payne, JW (1983). Risk Attitudes in the Telecommunications Industry. The Bell Journal of Economics, 14(2), 517-517. [Gateway.cgi], [doi]
  84. Payne, JW (1982). Contingent decision behavior. Psychological Bulletin, 92(2), 382-402. [doi]  [abs]
  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; Laughhunn, DJ; Crum, R (1981). Note—Further Tests of Aspiration Level Effects in Risky Choice Behavior. Management Science, 27(8), 953-958. [Gateway.cgi], [doi]  [abs]
  88. Crum, RL; Laughhunn, DJ; Payne, JW (1981). Risk-Seeking Behavior and Its Implications for Financial Models. Financial Management, 10(5), 20-20. [Gateway.cgi], [doi]
  89. Payne, JW; Laughhunn, DJ; Crum, R (1980). TRANSLATION OF GAMBLES AND ASPIRATION LEVEL EFFECTS IN RISKY CHOICE BEHAVIOR.. Management Science, 26(10), 1039-1060. [doi]  [abs]
  90. Laughhunn, DJ; Payne, JW; Crum, R (1980). MANAGERIAL RISK PREFERENCES FOR BELOW-TARGET RETURNS.. Management Science, 26(12), 1238-1249. [doi]  [abs]
  91. Payne, JW (1980). Information processing theory: Some concepts and methods applied to decision research. Cognitive processes in choice and decision behavior.
  92. Payne, JW; Crum, R; Laughhunn, D (1980). Risk preference: Empirical evidence and its implications for capital budgeting. Financing Issues in Corporate Project Selection.
  93. Payne, JW; Braunstein, ML (1978). Risky choice: An examination of information acquisition behavior.. Memory & Cognition, 6(5), 554-561. [doi]  [abs]
  94. 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]
  95. 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]
  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. 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]
  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 (1975). Relation of perceived risk to preferences among gambles. Journal of Experimental Psychology. Human Perception and Performance, 1(1), 86-94. [doi]  [abs]
  101. Payne, JW (1973). Alternative approaches to decision making under risk: Moments versus risk dimensions. Psychological Bulletin, 80(6), 439-453. [doi]  [abs]
  102. Payne, JW; Braunstein, ML (1971). Preferences among gambles with equal underlying distributions. Journal of Experimental Psychology, 87(1), 13-18. [doi]  [abs]
  103. 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]
  104. 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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