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| Publications of Dan Ariely :recent first alphabetical combined listing:
%% Books
@book{fds265909,
Author = {Hughes, CE and Hughes, and Ariely, D and Eckerman,
DA},
Title = {The Joy of Experimental Psychology},
Pages = {104 pages},
Publisher = {Kendall/Hunt Publishing Company},
Year = {1999},
Month = {January},
ISBN = {9780787256821},
Key = {fds265909}
}
@book{fds265910,
Author = {Ariely, D},
Title = {Predictably Irrational, Revised and Expanded Edition The
Hidden Forces That Shape Our Decisions},
Pages = {384 pages},
Publisher = {Harper Collins},
Year = {2008},
ISBN = {9780061353246},
Abstract = {But are we? In this newly revised and expanded edition of
the groundbreaking New York Times bestseller, Dan Ariely
refutes the common assumption that we behave in
fundamentally rational ways.},
Key = {fds265910}
}
@book{fds265911,
Author = {Ariely, D},
Title = {The Upside of Irrationality The Unexpected Benefits of
Defying Logic},
Pages = {368 pages},
Publisher = {Harper Perennial},
Year = {2011},
Month = {May},
ISBN = {9780061995040},
Abstract = {The Upside of Irrationality will change the way we see
ourselves at work and at home—and cast our irrational
behaviors in a more nuanced light.},
Key = {fds265911}
}
@book{fds265912,
Author = {Ariely, D},
Title = {The (Honest) Truth about Dishonesty How We Lie to Everyone -
Especially Ourselves},
Pages = {314 pages},
Publisher = {HarperCollins},
Year = {2013},
ISBN = {9780007477333},
Abstract = {If you've ever wondered how a whole company can turn a
blind eye to evident misdemeanours within their ranks,
whether people are born dishonest and whether you can really
be successful by being totally, brutally honest, then Dan
Ariely has ...},
Key = {fds265912}
}
%% Journal Articles
@article{fds265994,
Author = {Ariely, D and Wallsten, TS},
Title = {Seeking subjective dominance in multidimensional space: An
explanation of the asymmetric dominance effect},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {63},
Number = {3},
Pages = {223-232},
Publisher = {Elsevier BV},
Year = {1995},
Month = {January},
ISSN = {0749-5978},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:A1995RW12300001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {An important example of the influence of context on elicited
values and choice is the effect of asymmetrically dominated
alternatives, first studied by Huber, Payne, and Puto
(1982). A theory of dynamic choice reconstruction is
presented to account for this effect. The theory is based on
ideas of dominance seeking, in which the decision maker
actively looks for ways to simplify the task. Results of
three experiments showed that the relationship of an
irrelevant alternative to others in the choice set
influences the weights of the different dimensions as well
as the values of the different items. The results support
the claim that values depend on local relationships in a way
that is consistent with the theory. © 1995 Academic Press.
All rights reserved.},
Doi = {10.1006/obhd.1995.1075},
Key = {fds265994}
}
@article{fds266019,
Author = {Dar, R and Ariely, D and Frenk, H},
Title = {The effect of past-injury on pain threshold and
tolerance.},
Journal = {Pain},
Volume = {60},
Number = {2},
Pages = {189-193},
Year = {1995},
Month = {February},
ISSN = {0304-3959},
url = {http://www.ncbi.nlm.nih.gov/pubmed/7784104},
Abstract = {Forty male veterans who had been injured during their
military service in the Israeli Defense Forces were assessed
for pain threshold and tolerance in a thermal pain
procedure. Based on their medical records, subjects were
classified by three independent judges as having been either
severely or lightly injured. Veterans who had been severely
injured had much higher threshold and tolerance for thermal
pain as compared to lightly injured veterans. These results
are interpreted as supporting adaptation-level theory, which
implies that painful experiences can change the internal
anchor points for the subjective evaluation of
pain.},
Doi = {10.1016/0304-3959(94)00108-q},
Key = {fds266019}
}
@article{fds266018,
Author = {Burbeck, CA and Pizer, SM and Morse, BS and Ariely, D and Zauberman, GS and Rolland, JP},
Title = {Linking object boundaries at scale: a common mechanism for
size and shape judgments.},
Journal = {Vision research},
Volume = {36},
Number = {3},
Pages = {361-372},
Year = {1996},
Month = {February},
ISSN = {0042-6989},
url = {http://www.ncbi.nlm.nih.gov/pubmed/8746226},
Abstract = {The area over which boundary information contributes to the
determination of the center of an extended object was
inferred from results of a bisection task. The object to be
bisected was a rectangle with two long sinusoidally
modulated sides, i.e. a wiggly rectangle. The spatial
frequency and amplitude of the edge modulation were varied.
Two object widths were tested. The modulation of the
perceived center approximately equaled that of the edges at
very low edge modulation frequencies and decreased in
amplitude with increasing edge modulation frequency. The
edge modulation had a greater modulating effect on the
perceived center for the narrower object than for the wider
object. This scaling with object width didn't follow perfect
zoom invariance but was precisely matched by the scaling of
the bisection threshold with width, strongly supporting the
idea that the same mechanism determines both the location of
the perceived center for these stimuli and its variance. We
propose that this mechanism is the linking of object
boundaries at a scale determined by the object
width.},
Doi = {10.1016/0042-6989(95)00106-9},
Key = {fds266018}
}
@article{fds266020,
Author = {Marshall, JA and Burbeck, CA and Ariely, D and Rolland, JP and Martin,
KE},
Title = {Occlusion edge blur: a cue to relative visual
depth.},
Journal = {Journal of the Optical Society of America. A, Optics, image
science, and vision},
Volume = {13},
Number = {4},
Pages = {681-688},
Year = {1996},
Month = {April},
ISSN = {1084-7529},
url = {http://www.ncbi.nlm.nih.gov/pubmed/8867752},
Abstract = {We studied whether the blur/sharpness of an occlusion
boundary between a sharply focused surface and a blurred
surface is used as a relative depth cue. Observers judged
relative depth in pairs of images that differed only in the
blurriness of the common boundary between two adjoining
texture regions, one blurred and one sharply focused. Two
experiments were conducted; in both, observers consistently
used the blur of the boundary as a cue to relative depth.
However, the strength of the cue, relative to other cues,
varied across observers. The occlusion edge blur cue can
resolve the near/far ambiguity inherent in depth-from-focus
computations.},
Doi = {10.1364/josaa.13.000681},
Key = {fds266020}
}
@article{fds265956,
Author = {Ariely, D},
Title = {Combining experiences over time: The effects of duration,
intensity changes and on-line measurements on retrospective
pain evaluations},
Journal = {Journal of Behavioral Decision Making},
Volume = {11},
Number = {1},
Pages = {19-45},
Publisher = {WILEY},
Year = {1998},
Month = {January},
ISSN = {0894-3257},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000072061100002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Two experiments were conducted to examine the effects of
various factors on retrospective pain evaluation. The
factors examined in Experiment 1 were the rate and pattern
of change, the intensity (particularly the final intensity),
and the duration of the painful experience. Experiment 2
manipulated these factors and, in addition, examined the
effect of continuous (on-line) ratings on the overall
retrospective evaluation. The two experiments utilized
different pain modalities, heat in the first and mechanical
pressure in the second. In addition, all subjects in
Experiment 1 experienced stimuli with the same physical
magnitude, while in Experiment 2 stimuli were individually
tailored to make them subjectively equivalent. In both
experiments, subjects were presented with a series of
painful stimuli and evaluated the intensity of each stimulus
immediately upon its termination. The stimuli themselves
were composed of multiple intensity levels that
differentially changed over time (Intensity-Patterns).
Subjects' on-line ratings in Experiment 2 closely mirrored
the physical patterns of the intensities. The main
conclusion from both experiments is that the retrospective
evaluations of painful experiences are influenced primarily
by a combination of the final pain intensity and the
intensity trend during the latter half of the experience. In
addition, results indicated that duration has little impact
on retrospective evaluations for stimuli of relatively
constant intensity. However, when the stimulus intensity
changes over time, duration does play a role. Finally, the
task of continuously reporting the stimulus intensity had a
moderating impact on the retrospective evaluations. © 1998
John Wiley & Sons, Ltd.},
Doi = {10.1002/(SICI)1099-0771(199803)11:1<19::AID-BDM277>3.0.CO;2-},
Key = {fds265956}
}
@article{fds265933,
Author = {Hoeffler, S and Ariely, D},
Title = {Constructing stable preferences: A look into dimensions of
experience and their impact on preference
stability},
Journal = {Journal of Consumer Psychology},
Volume = {8},
Number = {2},
Pages = {113-139},
Publisher = {WILEY},
Year = {1999},
Month = {January},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1207/s15327663jcp0802_01},
Abstract = {There are 2 polar schools of thought regarding the existence
of preferences. The economics tradition is based on the
assumption of existing preferences. The emerging
constructive processing approach assumes preferences are
constructed based on the task and context factors present
during choice or preference elicitation. Most researchers
believe in a middle ground in which consumers construct
their preferences when they are new to a category and
eventually develop more stable preferences with experience
in a domain. This research was designed to bridge the gap
between these 2 schools of thought by understanding the
process by which preferences are learned and developed over
time. Specifically, we investigated the impact of several
dimensions of experience (effort, choice, and experience) on
preference stability. Results revealed that the type of
experience and its corresponding effort had a large impact
on the process of preference development. Study 1
demonstrated that by exposing participants to the trade-offs
in their environment, their preferences developed and
stabilized most rapidly. In addition, the act of making a
choice (Study 2) and repeated choices (Study 3) both led to
increased preference stability as indicated by measures of
objective and subjective preference stability. Copyright ©
1999, Lawrence Erlbaum Associates, Inc.},
Doi = {10.1207/s15327663jcp0802_01},
Key = {fds265933}
}
@article{fds265951,
Author = {West, PM and Ariely, D and Bellman, S and Bradlow, E and Huber, J and Johnson, E and Kahn, B and Little, J and Schkade,
D},
Title = {Agents to the Rescue?},
Journal = {Marketing Letters},
Volume = {10},
Number = {3},
Pages = {285-300},
Year = {1999},
Month = {January},
ISSN = {0923-0645},
url = {http://dx.doi.org/10.1023/A:1008127022539},
Abstract = {The advent of electronic environments is bound to have
profound effects on consumer decision making. While the
exact nature of these influences is only partially known it
is clear that consumers could benefit from properly designed
electronic agents that know individual users' preferences
and can act on their behalf. An examination of the various
roles agents perform is presented as a framework for
thinking about the design of electronic agents. In addition,
a set of goals is established that include both
outcome-based measures, such as improving decision quality,
as well as process measures like increasing satisfaction and
developing trust.},
Doi = {10.1023/A:1008127022539},
Key = {fds265951}
}
@article{fds265997,
Author = {Fischer, GW and Carmon, Z and Ariely, D and Zauberman,
G},
Title = {Goal-based construction of preferences: task goals and the
prominence effect},
Journal = {Management Science},
Volume = {45},
Number = {8},
Pages = {1057-1075},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {1999},
Month = {January},
url = {http://dx.doi.org/10.1287/mnsc.45.8.1057},
Abstract = {Preferences inferred from choice are more likely to favor
the alternative that is superior with respect to the
prominent (most important or salient) attribute than are
preferences inferred from matching (direct tradeoff)
judgments. This prominence effect violates standard models
of rational choice and complicates the task of measuring
preferences. In this article, we propose a new task-goal
hypothesis regarding the prominence effect: The prominent
attribute receives more weight in tasks whose goal is to
differentiate among options than in tasks whose goal is to
equate options. We use this hypothesis to generalize the
prominence effect beyond choice and matching to several
additional tasks, including the choice-based matching and
difference comparison methods that are widely employed in
decision analysis. The results of three studies provide
strong support for the task-goal account of the prominence
effect and cast doubt on competing explanations. We discuss
the implications of these findings for descriptive decision
theory and for preference measurement in decision analysis,
public policy, and marketing.},
Doi = {10.1287/mnsc.45.8.1057},
Key = {fds265997}
}
@article{fds265964,
Author = {Ariely, D and Carmon, Z},
Title = {Gestalt characteristics of experiences: The defining
features of summarized events},
Journal = {Journal of Behavioral Decision Making},
Volume = {13},
Number = {2},
Pages = {191-201},
Publisher = {WILEY},
Year = {2000},
Month = {January},
ISSN = {0894-3257},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000086598100005&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {In this paper we take stock of recent research on how people
summarize and evaluate extended experiences. Summary
assessments do not simply integrate all the components of
the evaluated events, but tend to focus on only a few
features (gestalt characteristics). Examples of these
defining features include the rate at which the transient
state components of the experience become more or less
pleasant over its duration, and the intensity of the state
at key instances, in particular the most intense (peak) and
the final (end) moments. It is not yet sufficiently clear
which specific gestalt characteristics dominate summary
assessments of experiences, nor how this differs across
types of experiences or measurement approaches. To address
some of these issues, we describe new research in this area,
discuss potential methodological difficulties, and suggest
directions for future research. Copyright © 2000 John Wiley
& Sons, Ltd.},
Doi = {10.1002/(SICI)1099-0771(200004/06)13:2<191::AID-BDM330>3.0.C},
Key = {fds265964}
}
@article{fds265969,
Author = {Ariely, D and Zauberman, G},
Title = {On the making of an experience: The effects of breaking and
combining experiences on their overall evaluation},
Journal = {Journal of Behavioral Decision Making},
Volume = {13},
Number = {2},
Pages = {219-232},
Year = {2000},
Month = {January},
ISSN = {0894-3257},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000086598100007&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {How do people create overall evaluations for experiences
that change in intensity over time? What 'rules' do they use
for combining such different intensities into single overall
evaluations? And what factors influence these integration
rules? This paper starts by examining the relationship
between the patterns of experiences over time and their
overall evaluations. Within this framework, we propose and
test the idea that the rules for combining such experiences
depend on whether the experiences are perceived to be
composed of single or multiple parts (i.e. continuous or
discrete). In two experiments we demonstrate that an
experience's level of cohesiveness moderates the
relationship between its pattern and overall evaluation. The
results show that breaking up experiences substantially
reduces the impact of patterns on overall evaluations. In
addition, we demonstrate that continuously measuring
momentary intensities produces a similar effect on this
relationship, causing us to speculate that providing
continuous intensity responses causes subjects to
self-segment the experience. Copyright © 2000 John Wiley &
Sons, Ltd.},
Doi = {10.1002/(SICI)1099-0771(200004/06)13:2<219::AID-BDM331>3.0.C},
Key = {fds265969}
}
@article{fds266002,
Author = {Carmon, Z and Ariely, D},
Title = {Focusing on the forgone: How value can appear so different
to buyers and sellers},
Journal = {Journal of Consumer Research},
Volume = {27},
Number = {3},
Pages = {360-370},
Publisher = {Oxford University Press (OUP)},
Year = {2000},
Month = {January},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000165697600006&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {We propose that buying-and selling-price estimates reflect a
focus on what the consumer forgoes in the potential exchange
and that this notion offers insight into the well-known
difference between those two types of value assessment.
Buyers and sellers differ not simply in their valuation of
the same item but also in how they assess the value. Buyers
tend to focus on their sentiment toward what they forgo
(typically, the expenditure), and buying prices are thus
heavily influenced by variables such as salient reference
prices. By the same token, sellers tend to focus on their
sentiment toward surrendering the item, and selling prices
are hence more heavily influenced by variables such as
benefits of possessing the item. Four studies examining
buying-and selling-price estimates of tickets for National
Collegiate Athletic Association basketball games offer
consistent support for these ideas. The studies show that
naturally occurring differences among respondents in
attitudes relating to the tickets that sellers forgo (e.g.,
significance of the game) corresponded more closely to
variation in selling prices than in buying prices.
Conversely, measures relating to the expenditure (e.g.,
respondents' concern with money) corresponded more closely
to buying prices than to selling prices. Using controlled
manipulations we then showed that changes in aspects
relating to the game (e.g., expected climate in the stadium)
affected selling prices more than buying prices, but changes
relating to the expenditure (e.g., list price of the ticket)
influenced buying prices more than selling prices. We also
showed that drawing attention to the benefits of possessing
a ticket before asking for the price estimates influenced
buying prices more than selling prices, supporting our claim
that otherwise these benefits are naturally more salient to
sellers than buyers. Similarly, drawing attention to
alternative uses of money before asking for price estimates
influenced selling prices more than buying
prices.},
Doi = {10.1086/317590},
Key = {fds266002}
}
@article{fds266003,
Author = {Ariely, D and Levav, J},
Title = {Sequential choice in group settings: Taking the road less
traveled and less enjoyed},
Journal = {Journal of Consumer Research},
Volume = {27},
Number = {3},
Pages = {279-290},
Publisher = {Oxford University Press (OUP)},
Year = {2000},
Month = {January},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000165697600001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Many individual decisions take place in a group context
wherein group members voice their choices sequentially. In
this article we examine the impact of this dynamic decision
process on individuals' choices and satisfaction with their
outcomes. We propose that choices reflect a balancing of two
classes of goals: goals that are strictly individual and
goals that are triggered by the existence of the group. The
latter sometimes results in choices that undermine personal
satisfaction and increase regret. We find support for goal
balancing in three studies in which we tracked consumers'
orders of dishes and drinks. In the Lunch study we found
that real groups (tables) choose more varied dishes than
would be expected by random sampling of the population of
all individual choices across all tables. The Beer study
demonstrates that this group-level variety seeking is
attributable to the interaction - implicit or explicit -
among group members, and can be dissipated when the group is
forced to "disband" and its members make strictly individual
choices. Finally, the Wine study demonstrated that
individual choices in a group context are also aimed at
satisfying goals of information gathering and
self-presentation in the form of uniqueness.},
Doi = {10.1086/317585},
Key = {fds266003}
}
@article{fds266004,
Author = {Ariely, D},
Title = {Controlling the information flow: Effects on consumers'
decision making and preferences},
Journal = {Journal of Consumer Research},
Volume = {27},
Number = {2},
Pages = {233-248},
Publisher = {Oxford University Press (OUP)},
Year = {2000},
Month = {January},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000089309300006&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {One of the main objectives facing marketers is to present
consumers with information on which to base their decisions.
In doing so, marketers have to select the type of
information system they want to utilize in order to deliver
the most appropriate information to their consumers. One of
the most interesting and distinguishing dimensions of such
information systems is the level of control the consumer has
over the information system. The current work presents and
tests a general model for understanding the advantages and
disadvantages of information control on consumers' decision
quality, memory, knowledge, and confidence. The results show
that controlling the information flow can help consumers
better match their preferences, have better memory and
knowledge about the domain they are examining, and be more
confident in their judgments. However, it is also shown that
controlling the information flow creates demands on
processing resources and therefore under some circumstances
can have detrimental effects on consumers' ability to
utilize information. The article concludes with a summary of
the findings, discussion of their application for electronic
commerce, and suggestions for future research
avenues.},
Doi = {10.1086/314322},
Key = {fds266004}
}
@article{fds266011,
Author = {Lynch, JG and Ariely, D},
Title = {Wine online: Search costs affect competition on price,
quality, and distribution},
Journal = {Marketing Science},
Volume = {19},
Number = {1},
Pages = {83-103},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2000},
Month = {January},
ISSN = {0732-2399},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000087056200006&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {A fundamental dilemma confronts retailers with stand-alone
sites on the World Wide Web and those attempting to build
electronic malls for delivery via the Internet, online
services, or interactive television (Alba et al. 1997). For
consumers, the main potential advantage of electronic
shopping over other channels is a reduction in search costs
for products and product-related information. Retailers,
however, fear that such lowering of consumers' search costs
will intensify competition and lower margins by expanding
the scope of competition from local to national and
international. Some retailers' electronic offerings have
been constructed to thwart comparison shopping and to ward
off price competition, dimming the appeal of many initial
electronic shopping services. Ceteris paribus, if electronic
shopping lowers the cost of acquiring price information, it
should increase price sensitivity, just as is the case for
price advertising. In a similar vein, though, electronic
shopping can lower the cost of search for quality
information. Most analyses ignore the offsetting potential
of the latter effect to lower price sensitivity in the
current period. They also ignore the potential of maximally
transparent shopping systems to produce welfare gains that
give consumers a long-term reason to give repeat business to
electronic merchants (cf. Alba et al. 1997, Bakos 1997). We
test conditions under which lowered search costs should
increase or decrease price sensitivity. We conducted an
experiment in which we varied independently three different
search costs via electronic shopping: search cost for price
information, search cost for quality information within a
given store, and search cost for comparing across two
competing electronic wine stores. Consumers spent their own
money purchasing wines from two competing electronic
merchants selling some overlapping and some unique wines. We
show four primary empirical results. First, for
differentiated products like wines, lowering the cost of
search for quality information reduced price sensitivity.
Second, price sensitivity for wines common to both stores
increased when cross-store comparison was made easy, as many
analysts have assumed. However, easy cross-store comparison
had no effect on price sensitivity for unique wines. Third,
making information environments more transparent by lowering
all three search costs produced welfare gains for consumers.
They liked the shopping experience more, selected wines they
liked more in subsequent tasting, and their retention
probability was higher when they were contacted two months
later and invited to continue using the electronic shopping
service from home. Fourth, we examined the implications of
these results for manufacturers and examined how market
shares of wines sold by two stores or one were affected by
search costs. When store comparison was difficult, results
showed that the market share of common wines was
proportional to share of distribution; but when store
comparison was made easy, the market share returns to
distribution decreased significantly. All these results
suggest incentives for retailers carrying differentiated
goods to make information environments maximally
transparent, but to avoid price competition by carrying more
unique merchandise.},
Doi = {10.1287/mksc.19.1.83.15183},
Key = {fds266011}
}
@article{fds266022,
Author = {Ariely, D and Au, WT and Bender, RH and Budescu, DV and Dietz, CB and Gu,
H and Wallsten, TS and Zauberman, G},
Title = {The effects of averaging subjective probability estimates
between and within judges.},
Journal = {Journal of experimental psychology. Applied},
Volume = {6},
Number = {2},
Pages = {130-147},
Year = {2000},
Month = {June},
ISSN = {1076-898X},
url = {http://www.ncbi.nlm.nih.gov/pubmed/10937317},
Abstract = {The average probability estimate of J > 1 judges is
generally better than its components. Two studies test 3
predictions regarding averaging that follow from theorems
based on a cognitive model of the judges and idealizations
of the judgment situation. Prediction 1 is that the average
of conditionally pairwise independent estimates will be
highly diagnostic, and Prediction 2 is that the average of
dependent estimates (differing only by independent error
terms) may be well calibrated. Prediction 3 contrasts
between- and within-subject averaging. Results demonstrate
the predictions' robustness by showing the extent to which
they hold as the information conditions depart from the
ideal and as J increases. Practical consequences are that
(a) substantial improvement can be obtained with as few as
2-6 judges and (b) the decision maker can estimate the
nature of the expected improvement by considering the
information conditions.},
Doi = {10.1037//1076-898x.6.2.130},
Key = {fds266022}
}
@article{fds266021,
Author = {Ariely, D and Loewenstein, G},
Title = {When does duration matter in judgment and decision
making?},
Journal = {Journal of experimental psychology. General},
Volume = {129},
Number = {4},
Pages = {508-523},
Year = {2000},
Month = {December},
ISSN = {0096-3445},
url = {http://www.ncbi.nlm.nih.gov/pubmed/11142865},
Abstract = {Research on sequences of outcomes shows that people care
about features of an experience, such as improvement or
deterioration over time, and peak and end levels, which the
discounted utility model (DU) assumes they do not care
about. In contrast to the finding that some attributes are
weighted more than DU predicts, Kahneman and coauthors have
proposed that there is one feature of sequences that DU
predicts people should care about but that people in fact
ignore or underweight: duration. In this article, the
authors extend this line of research by investigating the
role of conversational norms (H. P. Grice, 1975), and
scale-norming (D. Kahneman & T. D. Miller, 1986). The impact
of these 2 factors are examined in 4 parallel studies that
manipulate these factors orthogonally. The major finding is
that response modes that reduce reliance on conversational
norms or standard of comparison also increase the attention
that participants pay to duration.},
Doi = {10.1037//0096-3445.129.4.508},
Key = {fds266021}
}
@article{fds266024,
Author = {Ariely, D and Kahneman, D and Loewenstein, G},
Title = {Joint comment on "when does duration matter in judgment and
decision making?" (Ariely & Loewenstein,
2000).},
Journal = {Journal of experimental psychology. General},
Volume = {129},
Number = {4},
Pages = {524-529},
Year = {2000},
Month = {December},
ISSN = {0096-3445},
url = {http://www.ncbi.nlm.nih.gov/pubmed/11142866},
Abstract = {Recent research has demonstrated that people care about the
temporal relationships within a sequence of experiences.
There is considerable evidence that people pay particular
attention to the way experiences improve or deteriorate over
time and to their maximum (peak) and final values. D.
Kahneman and coauthors suggested in earlier articles that
people ignore or severely underweight duration (which they
referred to as duration neglect). In the preceding article,
D. Ariely and G. Loewenstein (2000) challenged the
generalizability of these findings and their normative
implications. In the current commentary, D. Ariely, D.
Kahneman, and G. Loewenstein jointly examine the issue to
provide a better understanding of what they feel they have
learned from this literature and to discuss the remaining
open questions.},
Doi = {10.1037//0096-3445.129.4.524},
Key = {fds266024}
}
@article{fds266023,
Author = {Ariely, D},
Title = {Seeing sets: representation by statistical
properties.},
Journal = {Psychological science},
Volume = {12},
Number = {2},
Pages = {157-162},
Year = {2001},
Month = {March},
ISSN = {0956-7976},
url = {http://www.ncbi.nlm.nih.gov/pubmed/11340926},
Abstract = {Sets of similar objects are common occurrences--a crowd of
people, a bunch of bananas, a copse of trees, a shelf of
books, a line of cars. Each item in the set may be distinct,
highly visible, and discriminable. But when we look away
from the set, what information do we have? The current
article starts to address this question by introducing the
idea of a set representation. This idea was tested using two
new paradigms: mean discrimination and member
identification. Three experiments using sets of
different-sized spots showed that observers know a set's
mean quite accurately but know little about the individual
items, except their range. Taken together, these results
suggest that the visual system represents the overall
statistical, and not individual, properties of
sets.},
Doi = {10.1111/1467-9280.00327},
Key = {fds266023}
}
@article{fds266026,
Author = {Ariely, D and Zakay, D},
Title = {A timely account of the role of duration in decision
making.},
Journal = {Acta psychologica},
Volume = {108},
Number = {2},
Pages = {187-207},
Year = {2001},
Month = {September},
ISSN = {0001-6918},
url = {http://www.ncbi.nlm.nih.gov/pubmed/11569762},
Abstract = {The current work takes a general perspective on the role of
time in decision making. There are many different
relationships and interactions between time and decision
making, and no single summary can do justice to this topic.
In this paper we will describe a few of the aspects in which
time and decision making are interleaved: (a) temporal
perspectives of decisions--the various temporal orientations
that decision-makers may adopt while making decisions, and
the impact of such temporal orientations on the decision
process and its outcomes; (b) time as a medium within which
decisions take place--the nature of decision processes that
occur along time; (c) time as a resource and as a contextual
factor--the implications of shortage in time resources and
the impact of time limits on decision making processes and
performance; (d) time as a commodity--time as the subject
matter of decision making. The paper ends with a few general
questions on the role of duration in decision
making.},
Doi = {10.1016/s0001-6918(01)00034-8},
Key = {fds266026}
}
@article{fds266025,
Author = {Aharon, I and Etcoff, N and Ariely, D and Chabris, CF and O'Connor, E and Breiter, HC},
Title = {Beautiful faces have variable reward value: fMRI and
behavioral evidence.},
Journal = {Neuron},
Volume = {32},
Number = {3},
Pages = {537-551},
Year = {2001},
Month = {November},
ISSN = {0896-6273},
url = {http://www.ncbi.nlm.nih.gov/pubmed/11709163},
Abstract = {The brain circuitry processing rewarding and aversive
stimuli is hypothesized to be at the core of motivated
behavior. In this study, discrete categories of beautiful
faces are shown to have differing reward values and to
differentially activate reward circuitry in human subjects.
In particular, young heterosexual males rate pictures of
beautiful males and females as attractive, but exert effort
via a keypress procedure only to view pictures of attractive
females. Functional magnetic resonance imaging at 3 T shows
that passive viewing of beautiful female faces activates
reward circuitry, in particular the nucleus accumbens. An
extended set of subcortical and paralimbic reward regions
also appear to follow aspects of the keypress rather than
the rating procedures, suggesting that reward circuitry
function does not include aesthetic assessment.},
Doi = {10.1016/s0896-6273(01)00491-3},
Key = {fds266025}
}
@article{fds265934,
Author = {Tewari, G and Maes, P and Ariely, D},
Title = {A visual preference-modeling and decision-support technique
for buyers of multi- Attribute products},
Journal = {Conference on Human Factors in Computing Systems -
Proceedings},
Pages = {339-340},
Publisher = {ACM Press},
Year = {2001},
Month = {December},
url = {http://dx.doi.org/10.1145/634067.634268},
Abstract = {We describe an intuitive, visual technique by which buyers
of multi-attribute goods and services in electronic
marketplaces can express their preferences, and receive
real-time feedback about which transaction partners can most
suitably meet their needs. Our work embodies a novel
approach towards the visualization and conceptualization of
multi-attribute spaces. Our system gives users the option of
being able to iteratively refine their preferences based
upon dynamically generated decision-support feedback.
Copyright © 2012 ACM, Inc.},
Doi = {10.1145/634067.634268},
Key = {fds265934}
}
@article{fds265989,
Author = {Huber, J and Ariely, D and Fischer, G},
Title = {Expressing preferences in a principal-agent task: A
comparison of choice, rating, and matching},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {87},
Number = {1},
Pages = {66-90},
Publisher = {Elsevier BV},
Year = {2002},
Month = {January},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1006/obhd.2001.2955},
Abstract = {One of the more disturbing yet important findings in the
social sciences is the observation that alternative tasks
result in different expressed preferences among choice
alternatives. We examine this problem not from the
perspective of an individual making personal decisions, but
from the perspective of an agent trying to follow the known
values of a principal. In two studies, we train people to
evaluate outcomes described by specific attributes and them
examine their ability to express these known values with
three common tasks: ratings of individual alternatives,
choices among triples of alternatives, and matching pairs of
alternatives to indifference. We find that each preference
assessment method has distinct strengths and weaknesses.
Ratings are quick, robust at following known values, and are
perceived as an easy task by respondents. However, because
ratings require projection to an imprecise response scale,
respondents have difficulty when applying them to more
complex preference structures. Further, they place too much
weight on negative information, a result that is consistent
with reference-dependent loss aversion. Choice is perceived
as the most realistic task and the one about which people
feel the most confident. However, choices exhibit the most
negativity, which, in addition to flowing from the same
perceptual bias of ratings, may be exacerbated by a
screening strategy that excludes alternatives possessing the
lowest level of an attribute. Finally, the matching task
takes the most time and is perceived to be the most
difficult. It shows minimal biases, except for one glaring
flaw, a substantial overweighting of the matching variable.
This bias is consistent with a well-known compatibility bias
and suggests that agents can learn to use a matching task
appropriately for all attributes except the matching
variable itself. The article concludes with a discussion of
the theoretical mechanisms by which these biases infiltrate
different elicitation modes and a summary of managerial
implications of these results. © 2001 Elsevier
Science.},
Doi = {10.1006/obhd.2001.2955},
Key = {fds265989}
}
@article{fds266027,
Author = {Ariely, D and Wertenbroch, K},
Title = {Procrastination, deadlines, and performance: self-control by
precommitment.},
Journal = {Psychological science},
Volume = {13},
Number = {3},
Pages = {219-224},
Year = {2002},
Month = {May},
ISSN = {0956-7976},
url = {http://www.ncbi.nlm.nih.gov/pubmed/12009041},
Abstract = {Procrastination is all too familiar to most people. People
delay writing up their research (so we hear!), repeatedly
declare they will start their diets tomorrow, or postpone
until next week doing odd jobs around the house. Yet people
also sometimes attempt to control their procrastination by
setting deadlines for themselves. In this article, we pose
three questions: (a) Are people willing to self-impose
meaningful (i.e., costly) deadlines to overcome
procrastination? (b) Are self-imposed deadlines effective in
improving task performance? (c) When self-imposing
deadlines, do people set them optimally, for maximum
performance enhancement? A set of studies examined these
issues experimentally, showing that the answer is "yes" to
the first two questions, and "no" to the third. People have
self-control problems, they recognize them, and they try to
control them by self-imposing costly deadlines. These
deadlines help people control procrastination, hit they are
not as effective as some externally imposed deadlines in
improving task performance.},
Doi = {10.1111/1467-9280.00441},
Key = {fds266027}
}
@article{fds265965,
Author = {Ariely, D and Simonson, I},
Title = {Buying, bidding, playing, or competing? Value assessment and
decision dynamics in online auctions},
Journal = {Journal of Consumer Psychology},
Volume = {13},
Number = {1-2},
Pages = {113-123},
Publisher = {WILEY},
Year = {2003},
Month = {January},
ISSN = {1057-7408},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000183066500011&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {We propose an analytical framework for studying bidding
behavior in online auctions. The framework focuses on three
key dimensions: the multi-stage process, the types of
value-signals employed at each phase, and the dynamics of
bidding behavior whereby early choices impact subsequent
bidding decisions. We outline a series of propositions
relating to the auction entry decision, bidding decisions
during the auction, and bidding behavior at the end of an
auction. In addition, we present the results of three
preliminary field studies that investigate factors that
influence consumers' value assessments and bidding
decisions. In particular, (a) due to a focus on the narrow
auction context, consumers under-search and, consequently,
overpay for widely available commodities (CDs, DVDs) and (b)
higher auction starting prices tend to lead to higher
winning bids, particularly when comparable items are not
available in the immediate context. We discuss the
implications of this research with respect to our
understanding of the key determinants of consumer behavior
in this increasingly important arena of purchase
decisions.},
Doi = {10.1207/s15327663jcp13-1&2_10},
Key = {fds265965}
}
@article{fds265995,
Author = {Ariely, D and Zauberman, G},
Title = {Differential partitioning of extended experiences},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {91},
Number = {2},
Pages = {128-139},
Publisher = {Elsevier BV},
Year = {2003},
Month = {January},
ISSN = {0749-5978},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000184165900002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {This article focuses on the effect of the perceived
cohesiveness of experiences, whether composed of single or
multiple parts, on their overall hedonic evaluations. Four
experiments demonstrate the effects of partitioning on
decision makers' evaluation of extended experiences. First,
patterns (i.e., improving vs. deteriorating trends) strongly
influence how experiences are evaluated. Second, increased
partitioning of an experience reduces the effect of the
overall trend and results in more equal weighting of its
parts. Third, breaking experiences at strategic points
(i.e., local maxima and minima) influences the overall
evaluation of experiences as well as the prediction of their
future levels. These results suggest that components of
sequences are evaluated similarly to the way whole sequences
are evaluated and that experiences composed of multiple
components are evaluated relatively more on the basis of
their individual intensity and less based on their overall
pattern. © 2003 Elsevier Science (USA). All rights
reserved.},
Doi = {10.1016/S0749-5978(03)00061-X},
Key = {fds265995}
}
@article{fds266006,
Author = {Ariely, D and Loewenstein, G and Prelec, D},
Title = {“Coherent arbitrariness”: Stable demand curves without
stable preferences},
Journal = {Quarterly Journal of Economics},
Volume = {118},
Number = {1},
Pages = {73-105},
Publisher = {Oxford University Press (OUP)},
Year = {2003},
Month = {January},
ISSN = {0033-5533},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000181053200003&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {In six experiments we show that initial valuations of
familiar products and simple hedonic experiences are
strongly influenced by arbitrary "anchors" (sometimes
derived from a person'S social security number). Because
subsequent valuations are also coherent with respect to
salient differences in perceived quality or quantity of
these products and experiences, the entire pattern of
valuations can easily create an illusion of order, as if it
is being generated by stable underlying preferences. The
experiments show that this combination of coherent
arbitrariness (1) cannot be interpreted as a rational
response to information, (2) does not decrease as a result
of experience with a good, (3) is not necessarily reduced by
market forces, and (4) is not unique to cash prices. The
results imply that demand curves estimated from market data
need not reveal true consumer preferences, in any
normatively significant sense of the term.},
Doi = {10.1162/00335530360535153},
Key = {fds266006}
}
@article{fds265935,
Author = {Heyman, JE and Orhun, Y and Ariely, D},
Title = {Auction fever: The effect of opponents and quasi-endowment
on product valuations},
Journal = {Journal of Interactive Marketing},
Volume = {18},
Number = {4},
Pages = {7-21},
Publisher = {Elsevier BV},
Year = {2004},
Month = {January},
ISSN = {1094-9968},
url = {http://dx.doi.org/10.1002/dir.20020},
Abstract = {The wide adoption of dynamic second-price auctions as the
format of choice for Internet-based (online) transactions
has created an interest in understanding how individuals
behave in such environments. The current work concentrates
on two dynamic effects, which we call quasi-endowment and
opponent effect, and finds that these effects may result in
over-bidding. The results of two experimental auctions - one
involving hypothetical bids and the other real-money bids -
demonstrate that bids reflect valuations that include the
nonnormative influences of the two factors. Quasi-endowment
and opponent effects could lead to the behaviors of repeated
bidding and sniping commonly observed in second-price online
auctions such as eBay. © 2004 Wiley Periodicals, Inc. and
Direct Marketing Educational Foundation,
Inc.},
Doi = {10.1002/dir.20020},
Key = {fds265935}
}
@article{fds265958,
Author = {Ariely, D and Lynch, JG and Aparicio IV and M},
Title = {Learning by Collaborative and Individual-Based
Recommendation Agents},
Journal = {Journal of Consumer Psychology},
Volume = {14},
Number = {1-2},
Pages = {81-95},
Publisher = {WILEY},
Year = {2004},
Month = {January},
ISSN = {1057-7408},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000220653900009&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Intelligent recommendation systems can be based on 2 basic
principles: collaborative filters and individual-based
agents. In this work we examine the learning function that
results from these 2 general types of learning-smart agents.
There has been significant work on the predictive properties
of each type, but no work has examined the patterns in their
learning from feedback over repeated trials. Using
simulations, we create clusters of "consumers" with
heterogeneous utility functions and errorful reservation
utility thresholds. The consumers go shopping with one of
the designated smart agents, receive recommendations from
the agents, and purchase products they like and reject ones
they do not. Based on the purchase-no purchase behavior of
the consumers, agents learn about the consumers and
potentially improve the quality of their recommendations. We
characterize learning curves by modified exponential
functions with an intercept for percentage of
recommendations accepted at Trial 0, an asymptotic rate of
recommendation acceptance, and a rate at which learning
moves from intercept to asymptote. We compare the learning
of a baseline random recommendation agent, an
individual-based logistic-regression agent, and two types of
collaborative filters that rely on K-mean clustering
(popular in most commercial applications) and
nearest-neighbor algorithms. Compared to the collaborative
filtering agents, the individual agent (a) learns more
slowly, initially, but performs better in the long run when
the environment is stable; (b) is less negatively affected
by permanent changes in the consumer's utility function; and
(c) is less adversely affected by error in the reservation
threshold to which consumers compare a recommended product's
utility. The K-mean agent reaches a lower asymptote but
approaches it faster, reflecting a surprising stickiness of
target classifications after feedback from recommendations
made under initial (incorrect) hypotheses.},
Doi = {10.1207/s15327663jcp1401&2_10},
Key = {fds265958}
}
@article{fds266017,
Author = {Shin, J and Ariely, D},
Title = {Keeping doors open: The effect of unavailability on
incentives to keep options viable},
Journal = {Management Science},
Volume = {50},
Number = {5},
Pages = {575-586},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2004},
Month = {January},
url = {http://dx.doi.org/10.1287/mnsc.1030.0148},
Abstract = {Many of the options available to decision makers, such as
college majors and romantic partners, can become unavailable
if sufficient effort is not invested in them (taking
classes, sending flowers). The question asked in this work
is whether a threat of disappearance changes the way people
value such options. In four experiments using "door games,"
we demonstrate that options that threaten to disappear cause
decision makers to invest more effort and money in keeping
these options open, even when the options themselves seem to
be of little interest. This general tendency is shown to be
resilient to information about the outcomes, to increased
experience, and to the saliency of the cost. The last
experiment provides initial evidence that the mechanism
underlying the tendency to keep doors open is a type of
aversion to loss rather than a desire for
flexibility.},
Doi = {10.1287/mnsc.1030.0148},
Key = {fds266017}
}
@article{fds265960,
Author = {Norton, MI and DiMicco, JM and Caneel, R and Ariely,
D},
Title = {AntiGroupWare and second messenger},
Journal = {BT Technology Journal},
Volume = {22},
Number = {4},
Pages = {83-88},
Publisher = {Springer Nature},
Year = {2004},
Month = {October},
ISSN = {1358-3948},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000224961900013&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Decision-making in groups has great potential due to the
possibilities for pooling ideas and sharing knowledge, but
also great drawbacks due to the social pressures inherent in
these situations that can limit free exchange of these ideas
and knowledge. This paper presents two technology-based
approaches to improving group decision-making, Second
Messenger and AntiGroupWare. Second Messenger - A system
that encourages groups to change their interaction styles
during meetings - is designed to improve meetings, while
AntiGroup Ware - an on-line polling system that allows
companies to gather information through flexible, iterative
polling of its employees - is designed to avoid them
altogether.},
Doi = {10.1023/B:BTTJ.0000047586.77595.87},
Key = {fds265960}
}
@article{fds266028,
Author = {Heyman, J and Ariely, D},
Title = {Effort for payment. A tale of two markets.},
Journal = {Psychological science},
Volume = {15},
Number = {11},
Pages = {787-793},
Year = {2004},
Month = {November},
ISSN = {0956-7976},
url = {http://www.ncbi.nlm.nih.gov/pubmed/15482452},
Abstract = {The standard model of labor is one in which individuals
trade their time and energy in return for monetary rewards.
Building on Fiske's relational theory (1992), we propose
that there are two types of markets that determine
relationships between effort and payment: monetary and
social. We hypothesize that monetary markets are highly
sensitive to the magnitude of compensation, whereas social
markets are not. This perspective can shed light on the
well-established observation that people sometimes expend
more effort in exchange for no payment (a social market)
than they expend when they receive low payment (a monetary
market). Three experiments support these ideas. The
experimental evidence also demonstrates that mixed markets
(markets that include aspects of both social and monetary
markets) more closely resemble monetary than social
markets.},
Doi = {10.1111/j.0956-7976.2004.00757.x},
Key = {fds266028}
}
@article{fds265973,
Author = {Shiv, B and Carmon, Z and Ariely, D},
Title = {Ruminating about placebo effects of marketing
actions},
Journal = {Journal of Marketing Research},
Volume = {42},
Number = {4},
Pages = {410-414},
Publisher = {SAGE Publications},
Year = {2005},
Month = {January},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000233183100006&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {In Shiv, Carmon, and Ariely (2005), the authors demonstrate
that marketing actions such as price promotions and
advertising evoke consumer expectations, which can alter the
actual efficacy of the marketed product, a phenomenon they
call "placebo effects of marketing actions." In this
rejoinder, they build on the preceding commentaries and
refine their framework to account more fully for factors
that may influence this placebo effect, and they describe
directions for further research in this new topic area. ©
2005, American Marketing Association.},
Doi = {10.1509/jmkr.2005.42.4.410},
Key = {fds265973}
}
@article{fds265982,
Author = {Shiv, B and Carmon, Z and Ariely, D},
Title = {Placebo effects of marketing actions: Consumers may get what
they pay for},
Journal = {Journal of Marketing Research},
Volume = {42},
Number = {4},
Pages = {383-393},
Publisher = {SAGE Publications},
Year = {2005},
Month = {January},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000233183100001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {The authors demonstrate that marketing actions, such as
pricing, can alter the actual efficacy of products to which
they are applied. These placebo effects stem from activation
of expectancies about the efficacy of the product, a process
that appears not to be conscious. In three experiments, the
authors show that consumers who pay a discounted price for a
product (e.g., an energy drink thought to increase mental
acuity) may derive less actual benefit from consuming this
product (e.g., they are able to solve fewer puzzles) than
consumers who purchase and consume the exact same product
but pay its regular price. The studies consistently support
the role of expectancies in mediating this placebo effect.
The authors conclude with a discussion of theoretical,
managerial, and public policy implications of the findings.
© 2005, American Marketing Association.},
Doi = {10.1509/jmkr.2005.42.4.383},
Key = {fds265982}
}
@article{fds265986,
Author = {Ariely, D and Huber, J and Wertenbroch, K},
Title = {When do losses loom larger than gains?},
Journal = {Journal of Marketing Research},
Volume = {42},
Number = {2},
Pages = {134-138},
Publisher = {SAGE Publications},
Year = {2005},
Month = {January},
ISSN = {0022-2437},
url = {http://dx.doi.org/10.1509/jmkr.42.2.134.62283},
Abstract = {In defining limits to loss aversion, Novemsky and Kahneman
(2005) offer important new data and a needed summary of
appropriate ways to think about loss aversion. In this
comment to Novemsky and Kahneman's article, the authors
consider the new empirical results that involve
probabilistic buying and selling, suggesting caution in
generalizing the results to nonprobabilistic commerce. The
authors expand Novemsky and Kahneman's summary by exploring
two critical constructs that help define the boundaries of
loss aversion: emotional attachment and cognitive
perspective. Emotional attachment alters loss aversion by
moderating the degree to which parting with an item involves
a loss, whereas shifts in cognitive perspective explain why
items typically viewed as a loss are given more or less
weight. The goal is to use these constructs to characterize
more specifically contexts in which losses loom larger than
gains and to suggest specific ways that research into loss
aversion could evolve.},
Doi = {10.1509/jmkr.42.2.134.62283},
Key = {fds265986}
}
@article{fds354598,
Author = {Rabelo, L and Ariely, D and Vila, J and Yousef, N},
Title = {A comparison of learning schemes for recommender software
agents: A case study in home furniture},
Journal = {International Journal of Technology Marketing},
Volume = {1},
Number = {1},
Pages = {95-114},
Year = {2005},
Month = {January},
url = {http://dx.doi.org/10.1504/IJTMKT.2005.008127},
Abstract = {Recommender agents will personalise the shopping experience
of e-commerce users. In addition, the same technology can be
used to support experimentation so that companies can
implement systematic market learning methodologies. This
paper presents a comparison regarding the relative
predictive performance of Backpropagation neural networks,
Fuzzy ARTMAP neural networks and Support Vector Machines in
implementing recommendation systems based on individual
models for electronic commerce. The results show that
support vector machines perform better when the training
data set is very limited in size. However, supervised neural
networks based on minimising errors (i.e., Backpropagation)
are able to provide good answers when the training data sets
are of a relatively larger size. In addition, supervised
neural networks based on forecasting by analogy (i.e., Fuzzy
ARTMAP) are also able to exhibit good performance when
ensemble schemes are used.},
Doi = {10.1504/IJTMKT.2005.008127},
Key = {fds354598}
}
@article{fds266030,
Author = {Elman, I and Ariely, D and Mazar, N and Aharon, I and Lasko, NB and Macklin, ML and Orr, SP and Lukas, SE and Pitman,
RK},
Title = {Probing reward function in post-traumatic stress disorder
with beautiful facial images.},
Journal = {Psychiatry research},
Volume = {135},
Number = {3},
Pages = {179-183},
Year = {2005},
Month = {June},
ISSN = {0165-1781},
url = {http://www.ncbi.nlm.nih.gov/pubmed/15993948},
Abstract = {Reward dysfunction may be implicated in post-traumatic
stress disorder (PTSD). This study applied a behavioral
probe, known to activate brain reward regions, to subjects
with PTSD. Male heterosexual Vietnam veterans with (n = 12)
or without (n = 11) current PTSD were administered two
tasks: (a) key pressing to change the viewing time of
average or beautiful female or male facial images, and (b)
rating the attractiveness of these images. There were no
significant group differences in the attractiveness ratings.
However, PTSD patients expended less effort to extend the
viewing time of the beautiful female faces. These findings
suggest a reward deficit in PTSD.},
Doi = {10.1016/j.psychres.2005.04.002},
Key = {fds266030}
}
@article{fds266008,
Author = {Ariely, D and Ockenfels, A and Roth, AE},
Title = {An experimental analysis of ending rules in Internet
auctions},
Journal = {RAND Journal of Economics},
Volume = {36},
Number = {4},
Pages = {890-907},
Year = {2005},
Month = {December},
ISSN = {0741-6261},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000237400400009&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {A great deal of late bidding has been observed on eBay,
which employs a second price auction with a fixed deadline.
Much less late bidding has been observed on Amazon, which
can only end when ten minutes have passed without a bid. In
controlled experiments, we find that the difference in the
ending rules is sufficient by itself to produce the
differences in late bidding observed in the field data. The
data also allow us to examine bid amounts in relation to
private values, and how behavior is shaped by the different
opportunities for learning provided in the auction
conditions. Copyright © 2005, RAND.},
Key = {fds266008}
}
@article{fds265957,
Author = {Zauberman, G and Diehl, K and Ariely, D},
Title = {Hedonic versus informational evaluations: Task dependent
preferences for sequences of outcomes},
Journal = {Journal of Behavioral Decision Making},
Volume = {19},
Number = {3},
Pages = {191-211},
Publisher = {WILEY},
Year = {2006},
Month = {January},
ISSN = {0894-3257},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000239034500001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {This work examines how people form evaluations of extended
experiences that vary in valence and intensity. It is
documented that when people retrospectively evaluate such
experiences, not all information is weighted equally. Some
prior research demonstrates that earlier parts are weighted
more than later parts, while other research shows the
opposite. In this paper we suggest that differences in
evaluation tasks shift the focus to different aspects of the
experience, causing individuals to be differentially
influenced by earlier or later parts of the experience. We
show that ratings of feelings (hedonic evaluation tasks)
lead to stronger preferences for improving experiences than
do evaluative judgments (informational evaluation tasks),
suggesting that later aspects of the experience are weighted
more heavily in affective tasks. In addition, we investigate
other evaluation tasks, demonstrating that whether the task
is descriptive or predictive and whether the target of the
evaluation is the source of the experience or the experience
itself also alter the weight given to different parts of the
experience. Our studies demonstrate systematic shifts driven
by these different evaluation task, revealing changes in
overall evaluations as well as changes in the underlying
weighting of key characteristics of the experience (i.e.,
start, end, and trend). Copyright © 2006 John Wiley & Sons,
Ltd.},
Doi = {10.1002/bdm.516},
Key = {fds265957}
}
@article{fds265980,
Author = {Ariely, D and Loewenstein, G},
Title = {The heat of the moment: The effect of sexual arousal on
sexual decision making},
Journal = {Journal of Behavioral Decision Making},
Volume = {19},
Number = {2},
Pages = {87-98},
Publisher = {WILEY},
Year = {2006},
Month = {January},
ISSN = {0894-3257},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000236946100002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Despite the social importance of decisions taken in the
"heat of the moment," very little research has examined the
effect of sexual arousal on judgment and decision making.
Here we examine the effect of sexual arousal, induced by
self-stimulation, on judgments and hypothetical decisions
made by male college students. Students were assigned to be
in either a state of sexual arousal or a neutral state and
were asked to: (1) indicate how appealing they find a wide
range of sexual stimuli and activities, (2) report their
willingness to engage in morally questionable behavior in
order to obtain sexual gratification, and (3) describe their
willingness to engage in unsafe sex when sexually aroused.
The results show that sexual arousal had a strong impact on
all three areas of judgment and decision making,
demonstrating the importance of situational forces on
preferences, as well as subjects' inability to predict these
influences on their own behavior. Copyright © 2005 John
Wiley & Sons, Ltd.},
Doi = {10.1002/bdm.501},
Key = {fds265980}
}
@article{fds266001,
Author = {Lee, L and Ariely, D},
Title = {Shopping goals, goal concreteness, and conditional
promotions},
Journal = {Journal of Consumer Research},
Volume = {33},
Number = {1},
Pages = {60-70},
Publisher = {Oxford University Press (OUP)},
Year = {2006},
Month = {June},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000238584600010&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {We propose a two-stage model to describe the increasing
concreteness of consumers' goals during the shopping
process, testing the model with a series of field
experiments at a convenience store. Using a number of
different process measures (experiment 1), we first
established that consumers are less certain of their
shopping goals and construe products in less concrete terms
when they are in the first (vs. second) stage of the
shopping process. The results of experiments 2 and 3 next
demonstrate that goal-evoking marketing promotions (e.g.,
conditional coupons) are more effective in influencing
consumers' spending when consumers' goals are less concrete.
© 2006 by JOURNAL OF CONSUMER RESEARCH,
Inc.},
Doi = {10.1086/504136},
Key = {fds266001}
}
@article{fds265991,
Author = {Hoeffler, S and Ariely, D and West, P},
Title = {Path dependent preferences: The role of early experience and
biased search in preference development},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {101},
Number = {2},
Pages = {215-229},
Publisher = {Elsevier BV},
Year = {2006},
Month = {November},
ISSN = {0749-5978},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000242818300006&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {What is the role of early experiences in shaping
preferences? What are the mechanisms by which such early
encounters influence the way preferences are formed? In this
research, we examine the impact of the entry position and
favorability of initial (and ongoing) experiences on
preference development. We predict that the starting point
will heavily influence which particular region people select
from initially, and favorableness of early experiences and
myopic search will both limit their search to that
particular region. Across four studies, we find that when
the initial experiences are favorable, subjects engage in
lower levels of search, experience only a narrow breadth of
possible alternatives, demonstrate less ongoing
experimentation, and have a reduction in the amount of
preference development. © 2006 Elsevier Inc. All rights
reserved.},
Doi = {10.1016/j.obhdp.2006.04.002},
Key = {fds265991}
}
@article{fds266029,
Author = {Norton, MI and Sommers, SR and Apfelbaum, EP and Pura, N and Ariely,
D},
Title = {Color blindness and interracial interaction: playing the
political correctness game.},
Journal = {Psychological science},
Volume = {17},
Number = {11},
Pages = {949-953},
Year = {2006},
Month = {November},
ISSN = {0956-7976},
url = {http://www.ncbi.nlm.nih.gov/pubmed/17176425},
Abstract = {Two experiments explored the ramifications of endorsing
color blindness as a strategy for appearing unprejudiced. In
Study 1, Whites proved adept at categorizing faces on the
basis of race, but understated their ability to do so. In
Study 2, Whites playing the Political Correctness Game--a
matching task that requires describing other
individuals--were less likely to use race as a descriptor
when paired with a Black partner than when paired with a
White partner, a strategy that impaired communication and
performance. In addition, avoidance of race was associated
with Whites making less eye contact with and appearing less
friendly toward Black partners.},
Doi = {10.1111/j.1467-9280.2006.01810.x},
Key = {fds266029}
}
@article{fds266033,
Author = {Lee, L and Frederick, S and Ariely, D},
Title = {Try it, you'll like it: the influence of expectation,
consumption, and revelation on preferences for
beer.},
Journal = {Psychological science},
Volume = {17},
Number = {12},
Pages = {1054-1058},
Year = {2006},
Month = {December},
ISSN = {0956-7976},
url = {http://www.ncbi.nlm.nih.gov/pubmed/17201787},
Abstract = {Patrons of a pub evaluated regular beer and "MIT brew"
(regular beer plus a few drops of balsamic vinegar) in one
of three conditions. One group tasted the samples blind (the
secret ingredient was never disclosed). A second group was
informed of the contents before tasting. A third group
learned of the secret ingredient immediately after tasting,
but prior to indicating their preference. Not surprisingly,
preference for the MIT brew was higher in the blind
condition than in either of the two disclosure conditions.
However, the timing of the information mattered
substantially. Disclosure of the secret ingredient
significantly reduced preference only when the disclosure
preceded tasting, suggesting that disclosure affected
preferences by influencing the experience itself, rather
than by acting as an independent negative input or by
modifying retrospective interpretation of the
experience.},
Doi = {10.1111/j.1467-9280.2006.01829.x},
Key = {fds266033}
}
@article{fds265936,
Author = {Frost, J and Norton, MI and Ariely, D},
Title = {Improving online dating with virtual dates},
Journal = {Proceedings of the ASIST Annual Meeting},
Volume = {44},
Year = {2007},
Month = {January},
ISSN = {1550-8390},
url = {http://dx.doi.org/10.1002/meet.1450440265},
Abstract = {Online dating, a practice where singles visit a website to
locate other singles, frequently fails to meet users'
expectations. We suggest that this disappointment is due in
part to online dating websites' failure to simulate
face-to-face interactions, an essential component of the
acquaintanceship process. We document users' general
disappointment with online dating (Study 1) and their
disappointment with specific dates arranged through an
online dating website (Study 2). In Study 3 we introduce the
Virtual Date, on which potential dating partners explore a
virtual environment in an interaction analogous to a real
first date (such as going to a museum), a pre-meeting
intervention that led to greater liking after meetings had
occurred (during speed-dates) than standard online
dating.},
Doi = {10.1002/meet.1450440265},
Key = {fds265936}
}
@article{fds265976,
Author = {Amir, O and Ariely, D},
Title = {Decisions by rules: The case of unwillingness to pay for
beneficial delays},
Journal = {Journal of Marketing Research},
Volume = {44},
Number = {1},
Pages = {142-152},
Publisher = {SAGE Publications},
Year = {2007},
Month = {January},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000244158500015&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Since the emergence of neoclassical economics, individual
decision making has been viewed largely from an
outcome-maximizing perspective. Building on previous work,
the authors suggest that when people make payment decisions,
they consider not only their preferences for different
alternatives but also guiding principles and behavioral
rules. The authors describe and test two characteristics
pertaining to one specific rule that dictates that consumers
should not pay for delays, even if they are beneficial: rule
invocation and rule override. The results show that money
can function as the invoking cue for this rule, that the
reliance on this rule can undermine utility maximization,
and that this rule may be used as a first response to the
decision problem but can be overridden. The article
concludes with a discussion of more general applications of
such rules, which may explain some of the seemingly
systematic inconsistencies in the ways consumers behave. ©
2007, American Marketing Association.},
Doi = {10.1509/jmkr.44.1.142},
Key = {fds265976}
}
@article{fds266031,
Author = {Norton, MI and Frost, JH and Ariely, D},
Title = {Less is more: the lure of ambiguity, or why familiarity
breeds contempt.},
Journal = {Journal of personality and social psychology},
Volume = {92},
Number = {1},
Pages = {97-105},
Year = {2007},
Month = {January},
ISSN = {0022-3514},
url = {http://www.ncbi.nlm.nih.gov/pubmed/17201545},
Abstract = {The present research shows that although people believe that
learning more about others leads to greater liking, more
information about others leads, on average, to less liking.
Thus, ambiguity--lacking information about another--leads to
liking, whereas familiarity--acquiring more information--can
breed contempt. This "less is more" effect is due to the
cascading nature of dissimilarity: Once evidence of
dissimilarity is encountered, subsequent information is more
likely to be interpreted as further evidence of
dissimilarity, leading to decreased liking. The authors
document the negative relationship between knowledge and
liking in laboratory studies and with pre- and postdate data
from online daters, while showing the mediating role of
dissimilarity.},
Doi = {10.1037/0022-3514.92.1.97},
Key = {fds266031}
}
@article{fds266034,
Author = {Eastwick, PW and Finkel, EJ and Mochon, D and Ariely,
D},
Title = {Selective versus unselective romantic desire: not all
reciprocity is created equal.},
Journal = {Psychological science},
Volume = {18},
Number = {4},
Pages = {317-319},
Year = {2007},
Month = {April},
ISSN = {0956-7976},
url = {http://www.ncbi.nlm.nih.gov/pubmed/17470256},
Doi = {10.1111/j.1467-9280.2007.01897.x},
Key = {fds266034}
}
@article{fds265998,
Author = {Shampanier, K and Mazar, N and Ariely, D},
Title = {Zero as a special price: The true value of free
products},
Journal = {Marketing Science},
Volume = {26},
Number = {6},
Pages = {742-757},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2007},
Month = {November},
ISSN = {0732-2399},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000252167800002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {When faced with a choice of selecting one of several
available products (or possibly buying nothing), according
to standard theoretical perspectives, people will choose the
option with the highest cost-benefit difference. However, we
propose that decisions about free (zero price) products
differ, in that people do not simply subtract costs from
benefits but instead they perceive the benefits associated
with free products as higher. We test this proposal by
contrasting demand for two products across conditions that
maintain the price difference between the goods, but vary
the prices such that the cheaper good in the set is priced
at either a low positive or zero price. In contrast with a
standard cost-benefit perspective, in the zero-price
condition, dramatically more participants choose the cheaper
option, whereas dramatically fewer participants choose the
more expensive option. Thus, people appear to act as if zero
pricing of a good not only decreases its cost, but also adds
to its benefits. After documenting this basic effect, we
propose and test several psychological antecedents of the
effect, including social norms, mapping difficulty, and
affect. Affect emerges as the most likely account for the
effect. © 2007 INFORMS.},
Doi = {10.1287/mksc.1060.0254},
Key = {fds265998}
}
@article{fds265971,
Author = {Ariely, D},
Title = {The customers' revenge},
Journal = {Harvard Business Review},
Volume = {85},
Number = {12},
Pages = {31-36},
Year = {2007},
Month = {December},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000251075600014&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Venerable Detroit automaker Atida Motors has a new call
center in Bangalore that the company hopes will raise its
reputation for customer service. But it doesn't appear to be
doing so yet. Complaints about the Andromeda XL - the hip
new model Atida hopes will capture the imagination of Wall
Street - are flooding the call center. Call backlogs are
building, and letters of complaint are piling up. One loyal
Atida customer is so upset about getting the brush-off that
he's not only talking to a lawyer but threatening to go on
YouTube and take his case to the court of public opinion. In
the internet age, does Atida need a new way to deal with
unhappy customers? Tom Farmer, the creator of the
unintentionally viral PowerPoint presentation "Yours Is a
Very Bad Hotel," says that Atida needs to stop defining
customer service solely as a response to bad news and nip
problems in the bud by making online dialogue intrinsic to
the brand experience. Nate Bennett, of Georgia Tech, and
Chris Martin, of Centenary College, observe that Atida has
violated its customers' sense of fairness within three
dimensions - distributive, procedural, and interactional -
thus increasing their desire for revenge. Lexus Vice
President for Customer Service Nancy Fein thinks Atida isn't
even in the ballpark when it comes to world-class customer
service. She offers as an example a Lexus rep who drove 80
miles to deliver $1,000 to a stranded Lexus owner whose
purse had been stolen. Barak Libai, of Tel Aviv University
and MIT's Sloan School, suggests that Atida invest in a CRM
system so that it can determine which customers have enough
purchasing and referral value to be given the red carpet
treatment and which should be gently let
go.},
Key = {fds265971}
}
@article{fds265975,
Author = {Ariely, D and Norton, MI},
Title = {Psychology and experimental economics: A gap in
abstraction},
Journal = {Current Directions in Psychological Science},
Volume = {16},
Number = {6},
Pages = {336-339},
Publisher = {SAGE Publications},
Year = {2007},
Month = {December},
ISSN = {0963-7214},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000251186100010&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Experimental economics and social psychology share an
interest in a widening subset of topics, relying on similar
lab-based methods to address similar questions about human
behavior, yet dialogue between the two fields remains in its
infancy. We propose a framework for understanding this
disconnect: The different approaches the disciplines take to
translating real-world behavior into the laboratory create a
"gap in abstraction," which contributes to crucial
differences in philosophy about the roles of deception and
incentives in experiments and limits cross-pollination. We
review two areas of common interest - altruism and
group-based discrimination - which demonstrate this gap yet
also reveal ways in which the two approaches might be seen
as complementary rather than contradictory. Copyright ©
2007 Association for Psychological Science.},
Doi = {10.1111/j.1467-8721.2007.00531.x},
Key = {fds265975}
}
@article{fds265977,
Author = {Mazar, N and Amir, O and Ariely, D},
Title = {More ways to cheat: Expanding the scope of
dishonesty},
Journal = {Journal of Marketing Research},
Volume = {45},
Number = {6},
Pages = {650-653},
Year = {2008},
Month = {January},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000261527000004&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds265977}
}
@article{fds265981,
Author = {Frost, JH and Chance, Z and Norton, MI and Ariely,
D},
Title = {People are experience goods: Improving online dating with
virtual dates},
Journal = {Journal of Interactive Marketing},
Volume = {22},
Number = {1},
Pages = {51-61},
Publisher = {Elsevier BV},
Year = {2008},
Month = {January},
ISSN = {1094-9968},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000255505500005&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {We suggest that online dating frequently fails to meet user
expectations because people, unlike many commodities
available for purchase online, are experience goods: Daters
wish to screen potential romantic partners by experiential
attributes (such as sense of humor or rapport), but online
dating Web sites force them to screen by searchable
attributes (such as income or religion). We demonstrate that
people spend too much time searching for options online for
too little payoff in offline dates (Study 1), in part
because users desire information about experiential
attributes, but online dating Web sites contain primarily
searchable attributes (Study 2). Finally, we introduce and
beta test the Virtual Date, offering potential dating
partners the opportunity to acquire experiential information
by exploring a virtual environment in interactions analogous
to real first dates (such as going to a museum), an online
intervention that led to greater liking after offline
meetings (Study 3). © 2008 Wiley Periodicals, Inc. and
Direct Marketing Educational Foundation,
Inc.},
Doi = {10.1002/dir.20107},
Key = {fds265981}
}
@article{fds265984,
Author = {Mazar, N and Amir, O and Ariely, D},
Title = {The dishonesty of honest people: A theory of self-concept
maintenance},
Journal = {Journal of Marketing Research},
Volume = {45},
Number = {6},
Pages = {633-644},
Publisher = {SAGE Publications},
Year = {2008},
Month = {January},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000261527000001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {People like to think of themselves as honest. However,
dishonesty pays-and it often pays well. How do people
resolve this tension? This research shows that people behave
dishonestly enough to profit but honestly enough to delude
themselves of their own integrity. A little bit of
dishonesty gives a taste of profit without spoiling a
positive self-view. Two mechanisms allow for such
self-concept maintenance: inattention to moral standards and
categorization malleability. Six experiments support the
authors' theory of self-concept maintenance and offer
practical applications for curbing dishonesty in everyday
life. © 2008, American Marketing Association.},
Doi = {10.1509/jmkr.45.6.633},
Key = {fds265984}
}
@article{fds266014,
Author = {Simonsohn, U and Karlsson, N and Loewenstein, G and Ariely,
D},
Title = {The tree of experience in the forest of information:
Overweighing experienced relative to observed
information},
Journal = {Games and Economic Behavior},
Volume = {62},
Number = {1},
Pages = {263-286},
Publisher = {Elsevier BV},
Year = {2008},
Month = {January},
url = {http://dx.doi.org/10.1016/j.geb.2007.03.010},
Abstract = {Standard economic models assume that the weight given to
information from different sources depends exclusively on
its diagnosticity. In this paper we study whether the same
piece of information is weighted more heavily simply because
it arose from direct experience rather than from
observation. We investigate this possibility by conducting
repeated game experiments in which groups of players are
randomly rematched on every round and receive feedback about
the actions and outcomes of all players. We find that
participants' actions are influenced more strongly by the
behavior of players they directly interact with than by
those they only observe. © 2007 Elsevier Inc. All rights
reserved.},
Doi = {10.1016/j.geb.2007.03.010},
Key = {fds266014}
}
@article{fds266032,
Author = {Ariely, D and Norton, MI},
Title = {How actions create--not just reveal--preferences.},
Journal = {Trends in cognitive sciences},
Volume = {12},
Number = {1},
Pages = {13-16},
Year = {2008},
Month = {January},
ISSN = {1364-6613},
url = {http://www.ncbi.nlm.nih.gov/pubmed/18063405},
Abstract = {The neo-classical economics view that behavior is driven by
- and reflective of - hedonic utility is challenged by
psychologists' demonstrations of cases in which actions do
not merely reveal preferences but rather create them. In
this view, preferences are frequently constructed in the
moment and are susceptible to fleeting situational factors;
problematically, individuals are insensitive to the impact
of such factors on their behavior, misattributing utility
caused by these irrelevant factors to stable underlying
preferences. Consequently, subsequent behavior might reflect
not hedonic utility but rather this erroneously imputed
utility that lingers in memory. Here we review the roles of
these streams of utility in shaping preferences, and discuss
how neuroimaging offers unique possibilities for
disentangling their independent contributions to
behavior.},
Doi = {10.1016/j.tics.2007.10.008},
Key = {fds266032}
}
@article{fds311634,
Author = {Ariely, D},
Title = {How honest people cheat},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {86},
Number = {2},
Pages = {24-24},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2008},
Month = {February},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000252544200007&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311634}
}
@article{fds266035,
Author = {Waber, RL and Shiv, B and Carmon, Z and Ariely, D},
Title = {Commercial features of placebo and therapeutic
efficacy.},
Journal = {JAMA},
Volume = {299},
Number = {9},
Pages = {1016-1017},
Year = {2008},
Month = {March},
url = {http://www.ncbi.nlm.nih.gov/pubmed/18319411},
Doi = {10.1001/jama.299.9.1016},
Key = {fds266035}
}
@article{fds265972,
Author = {Levy, B and Ariely, D and Mazar, N and Chi, W and Lukas, S and Elman,
I},
Title = {Gender differences in the motivational processing of facial
beauty.},
Journal = {Learning and motivation},
Volume = {39},
Number = {2},
Pages = {136-145},
Year = {2008},
Month = {May},
ISSN = {0023-9690},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000256005800003&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Gender may be involved in the motivational processing of
facial beauty. This study applied a behavioral probe, known
to activate brain motivational regions, to healthy
heterosexual subjects. Matched samples of men and women were
administered two tasks: (a) key pressing to change the
viewing time of average or beautiful female or male facial
images, and (b) rating the attractiveness of these images.
Men expended more effort (via the key-press task) to extend
the viewing time of the beautiful female faces. Women
displayed similarly increased effort for beautiful male and
female images, but the magnitude of this effort was
substantially lower than that of men for beautiful females.
Heterosexual facial attractiveness ratings were comparable
in both groups. These findings demonstrate heterosexual
specificity of facial motivational targets for men, but not
for women. Moreover, heightened drive for the pursuit of
heterosexual beauty in the face of regular valuational
assessments, displayed by men, suggests a gender-specific
incentive sensitization phenomenon.},
Doi = {10.1016/j.lmot.2007.09.002},
Key = {fds265972}
}
@article{fds266036,
Author = {Lee, L and Loewenstein, G and Ariely, D and Hong, J and Young,
J},
Title = {If I'm not hot, are you hot or not? Physical attractiveness
evaluations and dating preferences as a function of one's
own attractiveness.},
Journal = {Psychological science},
Volume = {19},
Number = {7},
Pages = {669-677},
Year = {2008},
Month = {July},
url = {http://www.ncbi.nlm.nih.gov/pubmed/18727782},
Abstract = {Prior research has established that people's own physical
attractiveness affects their selection of romantic partners.
This article provides further support for this effect and
also examines a different, yet related, question: When less
attractive people accept less attractive dates, do they
persuade themselves that the people they choose to date are
more physically attractive than others perceive them to be?
Our analysis of data from the popular Web site
http://HOTorNOT.com suggests that this is not the case: Less
attractive people do not delude themselves into thinking
that their dates are more physically attractive than others
perceive them to be. Furthermore, the results also show that
males, compared with females, are less affected by their own
attractiveness when choosing whom to date.},
Doi = {10.1111/j.1467-9280.2008.02141.x},
Key = {fds266036}
}
@article{fds265963,
Author = {Ariely, D and Kamenica, E and Prelec, D},
Title = {Man's search for meaning: The case of Legos},
Journal = {Journal of Economic Behavior and Organization},
Volume = {67},
Number = {3-4},
Pages = {671-677},
Publisher = {Elsevier BV},
Year = {2008},
Month = {September},
ISSN = {0167-2681},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000259665400009&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {We investigate how perceived meaning influences labor
supply. In a laboratory setting, we manipulate the perceived
meaning of simple, repetitive tasks and find a strong
influence on subjects' labor supply. Despite the fact that
the wage and the task are identical across the conditions in
each experiment, subjects in the less meaningful conditions
exhibit reservation wages that are consistently much higher
than the subjects in the more meaningful conditions. The
result replicates across different types of tasks. Moreover,
in the more meaningful conditions, subjects' productivity
influences labor supply more strongly. © 2008 Elsevier B.V.
All rights reserved.},
Doi = {10.1016/j.jebo.2008.01.004},
Key = {fds265963}
}
@article{fds266016,
Author = {Simonsohn, U and Ariely, D},
Title = {When rational sellers face nonrational buyers: Evidence from
herding on eBay},
Journal = {Management Science},
Volume = {54},
Number = {9},
Pages = {1624-1637},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2008},
Month = {September},
url = {http://dx.doi.org/10.1287/mnsc.1080.0881},
Abstract = {People often observe others' decisions before deciding
themselves. Using eBay data for DVD auctions we explore the
consequences of neglecting nonsalient information when
making such inferences. We show that bidders herd into
auctions with more existing bids, even if these are a signal
of no-longer-available lower starting prices rather than of
higher quality. Bidders bidding a given dollar amount are
less likely to win low starting price auctions, and pay more
for them when they do win. Experienced bidders are less
likely to bid on low starting price auctions. Remarkably,
the seller side of the market is in equilibrium, because
expected revenues are nearly identical for high and low
starting prices. © 2008 INFORMS.},
Doi = {10.1287/mnsc.1080.0881},
Key = {fds266016}
}
@article{fds266037,
Author = {Amir, O and Ariely, D},
Title = {Resting on laurels: the effects of discrete progress markers
as subgoals on task performance and preferences.},
Journal = {Journal of experimental psychology. Learning, memory, and
cognition},
Volume = {34},
Number = {5},
Pages = {1158-1171},
Year = {2008},
Month = {September},
ISSN = {0278-7393},
url = {http://www.ncbi.nlm.nih.gov/pubmed/18763898},
Abstract = {This article investigates the influence of progress
certainty and discrete progress markers (DPMs) on
performance and preferences. The authors suggest that the
effects of DPMs depend on whether progress certainty is high
or low. When the distance to the goal is uncertain, DPMs can
help reduce uncertainty and thus improve performance and
increase preference. However, when the distance to the goal
is certain, DPMs may generate complacency, sway motivation
away from the end goal, and decrease performance in the
task, as well as its appeal. Therefore, the addition of more
information, feedback, or progress indicators may not always
improve task performance and preference for the task. The
authors validate these claims in 4 experiments.},
Doi = {10.1037/a0012857},
Key = {fds266037}
}
@article{fds266038,
Author = {Ariely, D},
Title = {Better than average? When can we say that subsampling of
items is better than statistical summary
representations?},
Journal = {Perception & psychophysics},
Volume = {70},
Number = {7},
Pages = {1325-1326},
Year = {2008},
Month = {October},
ISSN = {0031-5117},
url = {http://www.ncbi.nlm.nih.gov/pubmed/18927014},
Abstract = {Myczek and Simons (2008) have described a computational
model that subsamples a few items from a set with high
accuracy, showing that this approach can do as well as, or
better than, a model that captures statistical
representations of the set. Although this is an intriguing
existence proof, some caution should be taken before we
consider their approach as a model for human behavior. In
particular, I propose that such simulation-based research
should be based on a more expanded range of phenomena and
that it should include more accurate representations of
errors in judgments.},
Doi = {10.3758/pp.70.7.1325},
Key = {fds266038}
}
@article{fds265990,
Author = {Mochon, D and Norton, MI and Ariely, D},
Title = {Getting off the hedonic treadmill, one step at a time: The
impact of regular religious practice and exercise on
well-being},
Journal = {Journal of Economic Psychology},
Volume = {29},
Number = {5},
Pages = {632-642},
Publisher = {Elsevier BV},
Year = {2008},
Month = {November},
ISSN = {0167-4870},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000260976500003&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Many studies have shown that few events in life have a
lasting impact on subjective well-being because of people's
tendency to adapt quickly; worse, those events that do have
a lasting impact tend to be negative. We suggest that while
major events may not provide lasting increases in
well-being, certain seemingly minor events - such as
attending religious services or exercising - may do so by
providing small but frequent boosts: if people engage in
such behaviors with sufficient frequency, they may
cumulatively experience enough boosts to attain higher
well-being. In Study 1, we surveyed places of worship for 12
religions and found that people did receive positive boosts
for attending service, and that these boosts appeared to be
cumulative: the more they reported attending, the happier
they were. In Study 2, we generalized these effects to other
regular activities, demonstrating that people received
boosts for exercise and yoga, and that these boosts too had
a cumulative positive impact on well-being. We suggest that
shifting focus from the impact of major life changes on
well-being to the impact of seemingly minor repeated
behaviors is crucial for understanding how best to improve
well-being. © 2007 Elsevier B.V. All rights
reserved.},
Doi = {10.1016/j.joep.2007.10.004},
Key = {fds265990}
}
@article{fds266013,
Author = {Amir, O and Ariely, D and Carmon, Z},
Title = {The dissociation between monetary assessment and predicted
utility},
Journal = {Marketing Science},
Volume = {27},
Number = {6},
Pages = {1055-1064},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2008},
Month = {November},
url = {http://dx.doi.org/10.1287/mksc.1080.0364},
Abstract = {We study the dissociation between two common measures of
value - monetary assessment of purchase options versus the
predicted utility associated with owning or consuming those
options, a disparity that is reflected in well-known
judgment anomalies and that is important for interpreting
market research data. We propose that a significant cause of
this dissociation is the difference in how these two types
of evaluations are formed - each is informed by different
types of information. Thus, dissociation between these two
types of measures should not be interpreted as failure to
map utility onto money, as such mapping is not really
attempted. We suggest that monetary assessment tends to
focus on the transaction in which the purchase alternative
would be acquired or forgone (e.g., how fair the transaction
seems), failing to adequately reflect the purchase
alternative itself (e.g., the expected pleasure of owning or
consuming it), which is what informs predicted utility
judgments. We illustrate the value of this idea by deriving
and testing empirical predictions of disparities in the
impact of different types of information and manipulations
on the two types of value assessment. © 2008
INFORMS.},
Doi = {10.1287/mksc.1080.0364},
Key = {fds266013}
}
@article{fds266000,
Author = {Ariely, D and Gneezy, U and Loewenstein, G and Mazar,
N},
Title = {Large Stakes and Big Mistakes},
Journal = {The Review of Economic Studies},
Volume = {76},
Number = {2},
Pages = {451-469},
Publisher = {Oxford University Press (OUP)},
Year = {2009},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000264739100002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Workers in a wide variety of jobs are paid based on
performance, which is commonly seen as enhancing effort and
productivity relative to non-contingent pay schemes.
However, psychological research suggests that excessive
rewards can, in some cases, result in a decline in
performance. To test whether very high monetary rewards can
decrease performance, we conducted a set of experiments in
the U.S. and in India in which subjects worked on different
tasks and received performance-contingent payments that
varied in amount from small to very large relative to their
typical levels of pay. With some important exceptions, very
high reward levels had a detrimental effect on performance.
Copyright , Wiley-Blackwell.},
Doi = {10.1111/j.1467-937X.2009.00534.x},
Key = {fds266000}
}
@article{fds266039,
Author = {Ariely, D and Norton, MI},
Title = {Conceptual consumption.},
Journal = {Annual review of psychology},
Volume = {60},
Pages = {475-499},
Year = {2009},
Month = {January},
ISSN = {0066-4308},
url = {http://www.ncbi.nlm.nih.gov/pubmed/18764765},
Abstract = {As technology has simplified meeting basic needs, humans
have cultivated increasingly psychological avenues for
occupying their consumption energies, moving from consuming
food to consuming concepts; we propose that consideration of
such "conceptual consumption" is essential for understanding
human consumption. We first review how four classes of
conceptual consumption-consuming expectancies, goals,
fluency, and regulatory fit-impact physical consumption.
Next, we benchmark the power of conceptual consumption
against physical consumption, reviewing research in which
people forgo positive physical consumption-and even choose
negative physical consumption-in order to engage in
conceptual consumption. Finally, we outline how conceptual
consumption informs research examining both preference
formation and virtual consumption, and how it may be used to
augment efforts to enhance consumer welfare.},
Doi = {10.1146/annurev.psych.60.110707.163536},
Key = {fds266039}
}
@article{fds266043,
Author = {Mead, NL and Baumeister, RF and Gino, F and Schweitzer, ME and Ariely,
D},
Title = {Too Tired to Tell the Truth: Self-Control Resource Depletion
and Dishonesty.},
Journal = {Journal of experimental social psychology},
Volume = {45},
Number = {3},
Pages = {594-597},
Year = {2009},
Month = {January},
ISSN = {0022-1031},
url = {http://www.ncbi.nlm.nih.gov/pubmed/20047023},
Abstract = {The opportunity to profit from dishonesty evokes a
motivational conflict between the temptation to cheat for
selfish gain and the desire to act in a socially appropriate
manner. Honesty may depend on self-control given that
self-control is the capacity that enables people to override
antisocial selfish responses in favor of socially desirable
responses. Two experiments tested the hypothesis that
dishonesty would increase when people's self-control
resources were depleted by an initial act of self-control.
Depleted participants misrepresented their performance for
monetary gain to a greater extent than did non-depleted
participants (Experiment 1). Perhaps more troubling,
depleted participants were more likely than non-depleted
participants to expose themselves to the temptation to
cheat, thereby aggravating the effects of depletion on
cheating (Experiment 2). Results indicate that dishonesty
increases when people's capacity to exert self-control is
impaired, and that people may be particularly vulnerable to
this effect because they do not predict it.},
Doi = {10.1016/j.jesp.2009.02.004},
Key = {fds266043}
}
@article{fds266010,
Author = {Ariely, D and Bracha, A and Meier, S},
Title = {Doing good or doing well? Image motivation and monetary
incentives in behaving prosocially},
Journal = {American Economic Review},
Volume = {99},
Number = {1},
Pages = {544-555},
Publisher = {American Economic Association},
Year = {2009},
Month = {March},
ISSN = {0002-8282},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000264785500022&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Doi = {10.1257/aer.99.1.544},
Key = {fds266010}
}
@article{fds266042,
Author = {Gino, F and Ayal, S and Ariely, D},
Title = {Contagion and differentiation in unethical behavior: the
effect of one bad apple on the barrel.},
Journal = {Psychological science},
Volume = {20},
Number = {3},
Pages = {393-398},
Year = {2009},
Month = {March},
url = {http://www.ncbi.nlm.nih.gov/pubmed/19254236},
Abstract = {In a world where encounters with dishonesty are frequent, it
is important to know if exposure to other people's unethical
behavior can increase or decrease an individual's
dishonesty. In Experiment 1, our confederate cheated
ostentatiously by finishing a task impossibly quickly and
leaving the room with the maximum reward. In line with
social-norms theory, participants' level of unethical
behavior increased when the confederate was an in-group
member, but decreased when the confederate was an out-group
member. In Experiment 2, our confederate instead asked a
question about cheating, which merely strengthened the
saliency of this possibility. This manipulation decreased
the level of unethical behavior among the other group
members. These results suggest that individuals'
unethicality does not depend on the simple calculations of
cost-benefit analysis, but rather depends on the social
norms implied by the dishonesty of others and also on the
saliency of dishonesty.},
Doi = {10.1111/j.1467-9280.2009.02306.x},
Key = {fds266042}
}
@article{fds265993,
Author = {Andrade, EB and Ariely, D},
Title = {The enduring impact of transient emotions on decision
making},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {109},
Number = {1},
Pages = {1-8},
Publisher = {Elsevier BV},
Year = {2009},
Month = {May},
ISSN = {0749-5978},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000266114800001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {People often do not realize they are being influenced by an
incidental emotional state. As a result, decisions based on
a fleeting incidental emotion can become the basis for
future decisions and hence outlive the original cause for
the behavior (i.e., the emotion itself). Using a sequence of
ultimatum and dictator games, we provide empirical evidence
for the enduring impact of transient emotions on economic
decision making. Behavioral consistency and false consensus
are presented as potential underlying processes. © 2009
Elsevier Inc. All rights reserved.},
Doi = {10.1016/j.obhdp.2009.02.003},
Key = {fds265993}
}
@article{fds266015,
Author = {Maciejovsky, B and Budescu, DV and Ariely, D},
Title = {The researcher as a consumer of scientific publications: How
do name-ordering conventions affect inferences about
contribution credits?},
Journal = {Marketing Science},
Volume = {28},
Number = {3},
Pages = {589-598},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2009},
Month = {May},
url = {http://dx.doi.org/10.1287/mksc.1080.0406},
Abstract = {When researchers from different fields with different norms
collaborate, the question arises of how name-ordering
conventions are chosen and how they affect contribution
credits. In this paper, we answer these questions by
studying two disciplines that exemplify the two cornerstones
of name-ordering conventions: lexicographical ordering
(i.e., alphabetical ordering, endorsed in economics) and
nonlexicographical ordering (i.e., ordering according to
individual contributions, endorsed in psychology).
Inferences about credits are unambiguous in the latter
arrangement but imperfect in the former, because
alphabetical listing can reflect ordering according to
individual contributions by chance. We contrast the fields
of economics and psychology with marketing, a discipline
heavily influenced by both. Based on archival data,
consisting of more than 38,000 journal articles, we show
that the three fields have different ordering practices. In
two empirical studies with 351 faculty and graduate student
participants from all three disciplines, as well as in a
computer simulation, we show that ordering practices
systematically affect and shape the allocation of perceived
contributions and credit. Whereas strong disciplinary norms
in economics and psychology govern the allocation of
contribution credits, a more heterogeneous picture emerges
for marketing. This lack of strong norms has detrimental
effects in terms of assigned contribution credits. © 2009
INFORMS.},
Doi = {10.1287/mksc.1080.0406},
Key = {fds266015}
}
@article{fds265979,
Author = {Ariely, D and Norton, MI},
Title = {How concepts affect consumption},
Journal = {Harvard Business Review},
Volume = {87},
Number = {6},
Pages = {14-+},
Year = {2009},
Month = {June},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000266153200002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds265979}
}
@article{fds266005,
Author = {Bertini, M and Ofek, E and Ariely, D},
Title = {The impact of add-on features on consumer product
evaluations},
Journal = {Journal of Consumer Research},
Volume = {36},
Number = {1},
Pages = {17-28},
Publisher = {Oxford University Press (OUP)},
Year = {2009},
Month = {June},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000265388900002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {The research presented in this article provides evidence
that add-on features sold to enhance a product can be more
than just discretionary benefits. We argue that consumers
draw inferences from the mere availability of add-ons, which
in turn lead to significant changes in the perceived utility
of the base good itself. Specifically, we propose that the
improvements supplied by add-ons can be classified as either
alignable or nonalignable and that they have opposing
effects on evaluation. A set of four experiments with
different product categories confirms this prediction. In
addition, we show that the amount of product information
available to consumers and expectations about product
composition play important moderating roles. From a
practical standpoint, these results highlight the need for
firms to be mindful of the behavioral implications of making
add-ons readily available in the marketplace. © 2008 by
Journal Of Consumer Research.},
Doi = {10.1086/596717},
Key = {fds266005}
}
@article{fds266040,
Author = {Yamamoto, R and Ariely, D and Chi, W and Langleben, DD and Elman,
I},
Title = {Gender differences in the motivational processing of babies
are determined by their facial attractiveness.},
Journal = {PloS one},
Volume = {4},
Number = {6},
Pages = {e6042},
Year = {2009},
Month = {June},
url = {http://www.ncbi.nlm.nih.gov/pubmed/19554100},
Abstract = {<h4>Background</h4>This study sought to determine how
esthetic appearance of babies may affect their motivational
processing by the adults.<h4>Methodology and principal
findings</h4>Healthy men and women were administered two
laboratory-based tasks: a) key pressing to change the
viewing time of normal-looking babies and of those with
abnormal facial features (e.g., cleft palate, strabismus,
skin disorders, Down's syndrome and fetal alcohol syndrome)
and b) attractiveness ratings of these images. Exposure to
the babies' images produced two different response patterns:
for normal babies, there was a similar effort by the two
groups to extend the visual processing with lower
attractiveness ratings by men; for abnormal babies, women
exerted greater effort to shorten the viewing time despite
attractiveness ratings comparable to the
men.<h4>Conclusions</h4>These results indicate that gender
differences in the motivational processing of babies include
excessive (relative to the esthetic valuation) motivation to
extend the viewing time of normal babies by men vs.
shortening the exposure to the abnormal babies by women.
Such gender-specific incentive sensitization phenomenon may
reflect an evolutionary-derived need for diversion of
limited resources to the nurturance of healthy
offspring.},
Doi = {10.1371/journal.pone.0006042},
Key = {fds266040}
}
@article{fds265937,
Author = {Ariely, D},
Title = {The End of Rational Economics},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {87},
Number = {7-8},
Pages = {78-+},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2009},
Month = {July},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000267409600016&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Standard economic theory assumes that human beings are
capable of making rational decisions and that markets and
institutions, in the aggregate, are healthily
self-regulating. But the global economic crisis, argues
Ariely, has shattered, these two articles of faith and
forced, us to confront our false assumptions about the way
markets, companies, and people work. So where do corporate
managers-who are schooled in rational assumptions but run
messy, often unpredictable businesses-go from here? In this
lively article, the author, a professor of behavioral
economics at Duke University, shows how the emerging
discipline of behavioral economics can help businesses
better defend, against foolishness and waste. Smart
organizations will develop a behavioral economics capability
by hiring qualified experimenters and conducting small
trials that build on one another, revealing a radically
different view of how people make decisions. Revenge and
cheating are only two of the irrational behaviors that
companies will find underlying their employees' and
customers' actions. Once an understanding of irrationality
is embedded in the fabric of an organization, a behavioral
economics approach can be applied to virtually every area of
the business, from governance and employee relations to
marketing and customer service. © 2009 Harvard Business
School Publishing Corporation. All rights
reserved.},
Key = {fds265937}
}
@article{fds265987,
Author = {Lee, L and Amir, O and Ariely, D},
Title = {In search of homo economicus: Cognitive noise and the role
of emotion in preference consistency},
Journal = {Journal of Consumer Research},
Volume = {36},
Number = {2},
Pages = {173-187},
Publisher = {Oxford University Press (OUP)},
Year = {2009},
Month = {August},
ISSN = {0093-5301},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000269564200003&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Understanding the role of emotion in forming preferences is
critical in helping firms choose effective marketing
strategies and consumers make appropriate consumption
decisions. In five experiments, participants made a set of
binary product choices under conditions designed to induce
different degrees of emotional decision processing. The
results consistently indicate that greater reliance on
emotional reactions during decision making is associated
with greater preference consistency and less cognitive
noise. Additionally, the results of a meta-analytical study
based on data from all five experiments further show that
products that elicit a stronger emotional response are more
likely to yield consistent preferences. © 2009 by JOURNAL
OF CONSUMER RESEARCH, Inc.},
Doi = {10.1086/597160},
Key = {fds265987}
}
@article{fds265967,
Author = {Ariely, D},
Title = {A Manager s guide to human irrationalities},
Journal = {MIT Sloan Management Review},
Volume = {50},
Number = {2},
Pages = {53-+},
Year = {2009},
Month = {December},
ISSN = {1532-9194},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000262600500018&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Ariely's insights should make executives think twice about
the wisdom of the decisions they regularly make - as well as
the inner processes they rely on to make those decisions.
Why, for example, will managers veto a 10% cost increase for
a $1 million project while thinking nothing of a 1% overrun
on a $10 million budget - even though the actual amount is
the same? Why will they often agonize trying to choose
between two close alternatives when they're frequently
better off just flipping a coin? In this wide-ranging
interview, Ariely talks about how Apple Inc.'s initial
decision to price the iPhone at $600 only to drop it to $400
soon after might not have been a mistake but instead a very
shrewd marketing maneuver. He also explains why a product
monopoly might not necessarily be desirable because it can
lead to consumer confusion, resulting in slow sales. With
regards to hiring practices, Ariely strongly questions the
interviewing processes routinely used and asserts that some
companies might be better off hiring graduates from
reputable colleges at random. Toward the end of the
interview, he describes his research that has investigated
ways in which teams might be better able to make group
decisions. Lastly, Ariely explains one of his most valuable
managerial insights - that adding even just a little meaning
to employees' work will often increase their motivation
enormously. Copyright © Massachusetts Institute of
Technology, 2009. All rights reserved.},
Key = {fds265967}
}
@article{fds265938,
Author = {Ariely, D},
Title = {Column: The long-term effects of short-term
emotions},
Journal = {Harvard Business Review},
Volume = {88},
Number = {1-2},
Year = {2010},
Month = {January},
ISSN = {0017-8012},
Key = {fds265938}
}
@article{fds266044,
Author = {Ariely, D},
Title = {The long-term effects of short-term emotions.},
Journal = {Harvard business review},
Volume = {88},
Number = {1},
Pages = {38},
Year = {2010},
Month = {January},
ISSN = {0017-8012},
url = {http://www.ncbi.nlm.nih.gov/pubmed/20088370},
Key = {fds266044}
}
@article{fds266049,
Author = {Ariely, D},
Title = {The long-term effects of short-term emotions.},
Journal = {Harvard business review},
Volume = {88},
Number = {1-2},
Pages = {38},
Year = {2010},
Month = {January},
ISSN = {0017-8012},
url = {http://www.ncbi.nlm.nih.gov/pubmed/20648875},
Key = {fds266049}
}
@article{fds266009,
Author = {Hitsch, GJ and Hortaçsu, A and Ariely, D},
Title = {Matching and sorting in online dating},
Journal = {American Economic Review},
Volume = {100},
Number = {1},
Pages = {130-163},
Publisher = {American Economic Association},
Year = {2010},
Month = {March},
ISSN = {0002-8282},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000276580100005&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Using data on user attributes and interactions from an
online dating site, we estimate mate preferences, and use
the Gale-Shapley algorithm to predict stable matches. The
predicted matches are similar to the actual matches achieved
by the dating site, and the actual matches are approximately
efficient. Out-of-sample predictions of offline matches,
i.e., marriages, exhibit assortative mating patterns similar
to those observed in actual marriages. Thus, mate
preferences, without resort to search frictions, can
generate sorting in marriages. However, we underpredict some
of the correlation patterns; search frictions may play a
role in explaining the discrepancy.},
Doi = {10.1257/aer.100.1.130},
Key = {fds266009}
}
@article{fds266041,
Author = {Addessi, E and Mancini, A and Crescimbene, L and Ariely, D and Visalberghi, E},
Title = {How to spend a token? Trade-offs between food variety and
food preference in tufted capuchin monkeys (Cebus
apella).},
Journal = {Behavioural processes},
Volume = {83},
Number = {3},
Pages = {267-275},
Year = {2010},
Month = {March},
url = {http://www.ncbi.nlm.nih.gov/pubmed/20026196},
Abstract = {Humans and non-human animals often choose among different
alternatives by seeking variety. Here we assessed whether
variety-seeking, i.e. the tendency to look for diversity in
services and goods, occurs in capuchin monkeys--South-American
primates which--as humans--are omnivorous and susceptible to
food monotony. Capuchins chose between a Variety-token, that
allowed to select one among 10 different foods (one
more-preferred and nine less-preferred) and a
Monotony-token, that--upon exchange with the
experimenter--either allowed to select one among 10 units of
the same more-preferred food or gave access to one unit of
the more-preferred food. To examine how food preference
affects variety-seeking, in the B-condition we presented
nine moderately preferred foods, whereas in the C-condition
we presented nine low-preferred foods. Overall, capuchins
preferred the Variety-token over the Monotony-token and
often selected one of the less-preferred foods. These
results suggest that variety-seeking is rooted in our
evolutionary history, and that it satisfies the need of
experiencing stimulation from the environment; at the
ultimate level, variety-seeking may allow the organism to
exploit novel foods and obtain a correct nutritional intake.
Finally, variety-seeking could have contributed to the
transition from barter to money in many human
cultures.},
Doi = {10.1016/j.beproc.2009.12.012},
Key = {fds266041}
}
@article{fds265939,
Author = {Ariely, D},
Title = {Column: Why businesses don't experiment},
Journal = {Harvard Business Review},
Volume = {88},
Number = {4},
Year = {2010},
Month = {April},
ISSN = {0017-8012},
Key = {fds265939}
}
@article{fds266046,
Author = {Ariely, D and Berns, GS},
Title = {Neuromarketing: the hope and hype of neuroimaging in
business.},
Journal = {Nature reviews. Neuroscience},
Volume = {11},
Number = {4},
Pages = {284-292},
Year = {2010},
Month = {April},
url = {http://www.ncbi.nlm.nih.gov/pubmed/20197790},
Abstract = {The application of neuroimaging methods to product marketing
- neuromarketing - has recently gained considerable
popularity. We propose that there are two main reasons for
this trend. First, the possibility that neuroimaging will
become cheaper and faster than other marketing methods; and
second, the hope that neuroimaging will provide marketers
with information that is not obtainable through conventional
marketing methods. Although neuroimaging is unlikely to be
cheaper than other tools in the near future, there is
growing evidence that it may provide hidden information
about the consumer experience. The most promising
application of neuroimaging methods to marketing may come
before a product is even released - when it is just an idea
being developed.},
Doi = {10.1038/nrn2795},
Key = {fds266046}
}
@article{fds311632,
Author = {Ariely, D},
Title = {Why Businesses Don't Experiment},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {88},
Number = {4},
Pages = {34-34},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2010},
Month = {April},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000275778200020&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311632}
}
@article{fds266045,
Author = {Gino, F and Norton, MI and Ariely, D},
Title = {The counterfeit self: the deceptive costs of faking
it.},
Journal = {Psychological science},
Volume = {21},
Number = {5},
Pages = {712-720},
Year = {2010},
Month = {May},
url = {http://www.ncbi.nlm.nih.gov/pubmed/20483851},
Abstract = {Although people buy counterfeit products to signal positive
traits, we show that wearing counterfeit products makes
individuals feel less authentic and increases their
likelihood of both behaving dishonestly and judging others
as unethical. In four experiments, participants wore
purportedly fake or authentically branded sunglasses. Those
wearing fake sunglasses cheated more across multiple tasks
than did participants wearing authentic sunglasses, both
when they believed they had a preference for counterfeits
(Experiment 1a) and when they were randomly assigned to wear
them (Experiment 1b). Experiment 2 shows that the effects of
wearing counterfeit sunglasses extend beyond the self,
influencing judgments of other people's unethical behavior.
Experiment 3 demonstrates that the feelings of
inauthenticity that wearing fake products engenders-what we
term the counterfeit self-mediate the impact of counterfeits
on unethical behavior. Finally, we show that people do not
predict the impact of counterfeits on ethicality; thus, the
costs of counterfeits are deceptive.},
Doi = {10.1177/0956797610366545},
Key = {fds266045}
}
@article{fds265940,
Author = {Ariely, D},
Title = {Column: You are what you measure},
Journal = {Harvard Business Review},
Volume = {88},
Number = {6},
Year = {2010},
Month = {June},
ISSN = {0017-8012},
Key = {fds265940}
}
@article{fds266050,
Author = {Dai, X and Brendl, CM and Ariely, D},
Title = {Wanting, liking, and preference construction.},
Journal = {Emotion (Washington, D.C.)},
Volume = {10},
Number = {3},
Pages = {324-334},
Year = {2010},
Month = {June},
url = {http://www.ncbi.nlm.nih.gov/pubmed/20515222},
Abstract = {According to theories on preference construction, multiple
preferences result from multiple contexts (e.g., loss vs.
gain frames). This implies that people can have different
representations of a preference in different contexts.
Drawing on Berridge's (1999) distinction between unconscious
liking and wanting, we hypothesize that people may have
multiple representations of a preference toward an object
even within a single context. Specifically, we propose that
people can have different representations of an object's
motivational value, or incentive value, versus its emotional
value, or likability, even when the object is placed in the
same context. Study 1 establishes a divergence between
incentive value and likability of faces using behavioral
measures. Studies 2A and 2B, using self-report measures,
provide support for our main hypothesis that people are
perfectly aware of these distinct representations and are
able to access them concurrently at will. We also discuss
implications of our findings for the truism that people seek
pleasure and for expectancy-value theories.},
Doi = {10.1037/a0017987},
Key = {fds266050}
}
@article{fds311638,
Author = {Ariely, D},
Title = {You Are What You Measure},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {88},
Number = {6},
Pages = {38-38},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2010},
Month = {June},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000277761400019&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311638}
}
@article{fds311636,
Author = {Ariely, D},
Title = {Want People to Save? Force Them},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {88},
Number = {9},
Pages = {36-36},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2010},
Month = {September},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000281093900010&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311636}
}
@article{fds265942,
Author = {Ariely, D},
Title = {Column: Work Pray Love},
Journal = {Harvard Business Review},
Volume = {88},
Number = {12},
Year = {2010},
Month = {December},
ISSN = {0017-8012},
Key = {fds265942}
}
@article{fds265988,
Author = {Hitsch, GJ and Hortaçsu, A and Ariely, D},
Title = {What makes you click?-mate preferences in online
dating},
Journal = {Quantitative Marketing and Economics},
Volume = {8},
Number = {4},
Pages = {393-427},
Publisher = {Springer Nature},
Year = {2010},
Month = {December},
ISSN = {1570-7156},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000285201300001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {We estimate mate preferences using a novel data set from an
online dating service. The data set contains detailed
information on user attributes and the decision to contact a
potential mate after viewing his or her profile. This
decision provides the basis for our preference estimation
approach. A potential problem arises if the site users
strategically shade their true preferences. We provide a
simple test and a bias correction method for strategic
behavior. The main findings are (i) There is no evidence for
strategic behavior. (ii) Men and women have a strong
preference for similarity along many (but not all)
attributes. (iii) In particular, the site users display
strong same-race preferences. Race preferences do not differ
across users with different age, income, or education levels
in the case of women, and differ only slightly in the case
of men. For men, but not for women, the revealed same-race
preferences correspond to the same-race preference stated in
the users’ profile. (iv) There are gender differences in
mate preferences; in particular, women have a stronger
preference than men for income over physical
attributes.},
Doi = {10.1007/s11129-010-9088-6},
Key = {fds265988}
}
@article{fds311639,
Author = {Ariely, D},
Title = {Good Decisions. Bad Outcomes.},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {88},
Number = {12},
Pages = {40-40},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2010},
Month = {December},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000284393900033&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311639}
}
@article{fds265941,
Author = {Ariely, D and Brown, T and Capelli, P and Davenport, TH and Duflo, E and Araoz, CF and Gratton, L and Govindarajan, V and Hackman, JR and Ibarra,
H and Kedrosky, P and Lafley, AG and Li, C and Ma, J and Manzoni, JF and Pink,
D and Porter, ME and Schein, EH and Schmidt, E and Schwab, K and Shirky, C and Stiglitz, JE and Sutton, RI and Tyson, LD},
Title = {The HBR agenda},
Journal = {Harvard Business Review},
Volume = {89},
Number = {1-2},
Year = {2011},
Month = {January},
ISSN = {0017-8012},
Key = {fds265941}
}
@article{fds265968,
Author = {Amar, M and Ariely, D and Ayal, S and Cryder, CE and Rick,
SI},
Title = {Winning the battle but losing the war: The psychology of
debt management},
Journal = {Journal of Marketing Research},
Volume = {48},
Number = {SPEC. ISSUE},
Pages = {S38-S50},
Publisher = {SAGE Publications},
Year = {2011},
Month = {January},
ISSN = {0022-2437},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000296317200005&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {When consumers carry multiple debts, how do they decide
which debt to repay first? Normatively, consumers should
repay the debt with the highest interest rate most quickly.
However, because people tend to break complicated tasks into
more manageable parts, and because losses are most
distressing when segregated, the authors hypothesize that
people will pay off the smallest loan first to reduce the
total number of outstanding loans and achieve a sense of
tangible progress toward debt repayment. To experimentally
examine how consumers manage multiple debts, the authors
develop an incentive-compatible debt management game, in
which participants are saddled with multiple debts and need
to decide how to repay them over time. Consistent with the
hypothesis, four experiments reveal evidence of debt account
aversion: Participants consistently pay off small debts
first, even though the larger debts have higher interest
rates. The authors also find that restricting participants'
ability to completely pay off small debts, and focusing
their attention on the amount of interest each debt has
accumulated, helps them reduce overall debt more quickly. ©
2011, American Marketing Association.},
Doi = {10.1509/jmkr.48.SPL.S38},
Key = {fds265968}
}
@article{fds265970,
Author = {Ariely, D and Norton, MI},
Title = {From thinking too little to thinking too much: a continuum
of decision making.},
Journal = {Wiley interdisciplinary reviews. Cognitive
science},
Volume = {2},
Number = {1},
Pages = {39-46},
Year = {2011},
Month = {January},
ISSN = {1939-5078},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000298174800004&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Due to the sheer number and variety of decisions that people
make in their everyday lives-from choosing yogurts to
choosing religions to choosing spouses-research in judgment
and decision making has taken many forms. We suggest,
however, that much of this research has been conducted under
two broad rubrics: The study of thinking too little (as with
the literature on heuristics and biases), and the study of
thinking too much (as with the literature on decision
analysis). In this review, we focus on the different types
of decision errors that result from both modes of thought.
For thinking too little, we discuss research exploring the
ways in which habits can lead people to make suboptimal
decisions; for thinking too much, we discuss research
documenting the ways in which careful consideration of
attributes, and careful consideration of options, can do the
same. We end by suggesting that decision makers may do well,
when making any decision, to consider whether they are
facing a 'thinking too much' or 'thinking too little'
problem and adjust accordingly. WIREs Cogn Sci 2011 2 39-46
DOI: 10.1002/wcs.90 For further resources related to this
article, please visit the WIREs website.},
Doi = {10.1002/wcs.90},
Key = {fds265970}
}
@article{fds265978,
Author = {Schwartz, J and Luce, MF and Ariely, D},
Title = {Are consumers too trusting? The effects of relationships
with expert advisers},
Journal = {Journal of Marketing Research},
Volume = {48},
Number = {SPEC. ISSUE},
Pages = {S163-S174},
Publisher = {SAGE Publications},
Year = {2011},
Month = {January},
ISSN = {0022-2437},
url = {http://dx.doi.org/10.1509/jmkr.48.SPL.S163},
Abstract = {Many important and complex consumer decisions rely on the
advice of trusted professional experts. Many experts,
however, such as doctors, financial advisers, and
accountants, may be prone to conflicts of interest. As such,
consumers may seek a second opinion. A series of studies
investigate consumers' reluctance to seek additional advice
in the context of having an ongoing relationship with one
expert service provider. The authors find evidence in health
care claims that long-term relationships contribute to more
expensive, but not necessarily better, treatment. In
addition, a series of experiments show that people recognize
when they could benefit from a second opinion but are more
reluctant to do so when thinking about their own providers
rather than someone else's. Further studies test a
relationship maintenance hypothesis and show that consumers'
reluctance to seek second opinions is partially driven by
their motivation to preserve relationship harmony, even when
it is at their own personal expense and well-being. Taken
together, these results provide important insight into the
potential limitations and consequences of longstanding
relationships between consumers and experts. © 2011,
American Marketing Association.},
Doi = {10.1509/jmkr.48.SPL.S163},
Key = {fds265978}
}
@article{fds265985,
Author = {Norton, MI and Ariely, D},
Title = {Building a Better America-One Wealth Quintile at a
Time.},
Journal = {Perspectives on psychological science : a journal of the
Association for Psychological Science},
Volume = {6},
Number = {1},
Pages = {9-12},
Year = {2011},
Month = {January},
ISSN = {1745-6916},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000287080100003&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Disagreements about the optimal level of wealth inequality
underlie policy debates ranging from taxation to welfare. We
attempt to insert the desires of "regular" Americans into
these debates, by asking a nationally representative online
panel to estimate the current distribution of wealth in the
United States and to "build a better America" by
constructing distributions with their ideal level of
inequality. First, respondents dramatically underestimated
the current level of wealth inequality. Second, respondents
constructed ideal wealth distributions that were far more
equitable than even their erroneously low estimates of the
actual distribution. Most important from a policy
perspective, we observed a surprising level of consensus:
All demographic groups-even those not usually associated
with wealth redistribution such as Republicans and the
wealthy-desired a more equal distribution of wealth than the
status quo.},
Doi = {10.1177/1745691610393524},
Key = {fds265985}
}
@article{fds265943,
Author = {Ariely, D},
Title = {Column: In praise of the handshake},
Journal = {Harvard Business Review},
Volume = {89},
Number = {3},
Year = {2011},
Month = {March},
ISSN = {0017-8012},
Key = {fds265943}
}
@article{fds265996,
Author = {Mochon, D and Norton, MI and Ariely, D},
Title = {Who Benefits from Religion?},
Journal = {Social Indicators Research},
Volume = {101},
Number = {1},
Pages = {1-15},
Publisher = {Springer Nature},
Year = {2011},
Month = {March},
ISSN = {0303-8300},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000286832000001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Many studies have documented the benefits of religious
involvement. Indeed, highly religious people tend to be
healthier, live longer, and have higher levels of subjective
well-being. While religious involvement offers clear
benefits to many, in this paper we explore whether it may
also be detrimental to some. Specifically, we examine in
detail the relation between religious involvement and
subjective well-being. We first replicate prior findings
showing a positive relation between religiosity and
subjective well-being. However, our results also suggest
that this relation may be more complex than previously
thought. While fervent believers benefit from their
involvement, those with weaker beliefs are actually less
happy than those who do not ascribe to any religion-atheists
and agnostics. These results may help explain why-in spite
of the well-documented benefits of religion-an increasing
number of people are abandoning their faith. As commitment
wanes, religious involvement may become detrimental to
well-being, and individuals may be better off seeking new
affiliations. © 2010 Springer Science+Business Media
B.V.},
Doi = {10.1007/s11205-010-9637-0},
Key = {fds265996}
}
@article{fds311630,
Author = {Ariely, D},
Title = {In Praise of The Handshake},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {89},
Number = {3},
Pages = {40-40},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2011},
Month = {March},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000287429200040&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311630}
}
@article{fds265944,
Author = {Ariely, D},
Title = {Column: The upside of useless stuff},
Journal = {Harvard Business Review},
Volume = {89},
Number = {5},
Year = {2011},
Month = {May},
ISSN = {0017-8012},
Key = {fds265944}
}
@article{fds311637,
Author = {Ariely, D},
Title = {The Upside of Useless Stuff},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {89},
Number = {5},
Pages = {48-48},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2011},
Month = {May},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000289708500035&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311637}
}
@article{fds265992,
Author = {Gino, F and Schweitzer, ME and Mead, NL and Ariely,
D},
Title = {Unable to resist temptation: How self-control depletion
promotes unethical behavior},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {115},
Number = {2},
Pages = {191-203},
Publisher = {Elsevier BV},
Year = {2011},
Month = {July},
ISSN = {0749-5978},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000291920100005&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Across four experimental studies, individuals who were
depleted of their self-regulatory resources by an initial
act of self-control were more likely to " impulsively cheat"
than individuals whose self-regulatory resources were
intact. Our results demonstrate that individuals depleted of
self-control resources were more likely to behave
dishonestly (Study 1). Depletion reduced people's moral
awareness when they faced the opportunity to cheat, which,
in turn, was responsible for heightened cheating (Study 2).
Individuals high in moral identity, however, did not show
elevated levels of cheating when they were depleted (Study
3), supporting our hypothesis that self-control depletion
increases cheating when it robs people of the executive
resources necessary to identify an act as immoral or
unethical. Our results also show that resisting unethical
behavior both requires and depletes self-control resources
(Study 4). Taken together, our findings help to explain how
otherwise ethical individuals predictably engage in
unethical behavior. © 2011 Elsevier Inc.},
Doi = {10.1016/j.obhdp.2011.03.001},
Key = {fds265992}
}
@article{fds265945,
Author = {Ariely, D},
Title = {Column: What was the question?},
Journal = {Harvard Business Review},
Volume = {89},
Number = {9},
Year = {2011},
Month = {September},
ISSN = {0017-8012},
Key = {fds265945}
}
@article{fds266047,
Author = {Norton, MI and Frost, JH and Ariely, D},
Title = {Does familiarity breed contempt or liking? Comment on Reis,
Maniaci, Caprariello, Eastwick, and Finkel
(2011).},
Journal = {Journal of personality and social psychology},
Volume = {101},
Number = {3},
Pages = {571-574},
Year = {2011},
Month = {September},
url = {http://www.ncbi.nlm.nih.gov/pubmed/21859227},
Abstract = {Reis, Maniaci, Caprariello, Eastwick, and Finkel (see record
2011-04644-001) conducted 2 studies that demonstrate that in
certain cases, familiarity can lead to liking--in seeming
contrast to the results of our earlier article (see record
2006-23056-008). We believe that Reis et al. (a) utilized
paradigms far removed from spontaneous, everyday social
interactions that were particularly likely to demonstrate a
positive link between familiarity and liking and (b) failed
to include and incorporate other sources of data-both
academic and real-world-showing that familiarity breeds
contempt. We call for further research exploring when and
why familiarity is likely to lead to contempt or liking, and
we suggest several factors that are likely to inform this
debate.},
Doi = {10.1037/a0023202},
Key = {fds266047}
}
@article{fds266048,
Author = {Chance, Z and Norton, MI and Gino, F and Ariely, D},
Title = {Temporal view of the costs and benefits of
self-deception.},
Journal = {Proceedings of the National Academy of Sciences of the
United States of America},
Volume = {108 Suppl 3},
Pages = {15655-15659},
Year = {2011},
Month = {September},
url = {http://www.ncbi.nlm.nih.gov/pubmed/21383150},
Abstract = {Researchers have documented many cases in which individuals
rationalize their regrettable actions. Four experiments
examine situations in which people go beyond merely
explaining away their misconduct to actively deceiving
themselves. We find that those who exploit opportunities to
cheat on tests are likely to engage in self-deception,
inferring that their elevated performance is a sign of
intelligence. This short-term psychological benefit of
self-deception, however, can come with longer-term costs:
when predicting future performance, participants expect to
perform equally well-a lack of awareness that persists even
when these inflated expectations prove costly. We show that
although people expect to cheat, they do not foresee
self-deception, and that factors that reinforce the benefits
of cheating enhance self-deception. More broadly, the
findings of these experiments offer evidence that debates
about the relative costs and benefits of self-deception are
informed by adopting a temporal view that assesses the
cumulative impact of self-deception over
time.},
Doi = {10.1073/pnas.1010658108},
Key = {fds266048}
}
@article{fds311631,
Author = {Ariely, D},
Title = {What Was The Question?},
Journal = {HARVARD BUSINESS REVIEW},
Volume = {89},
Number = {9},
Pages = {36-36},
Publisher = {HARVARD BUSINESS SCHOOL PUBLISHING CORPORATION},
Year = {2011},
Month = {September},
ISSN = {0017-8012},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000294194600024&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311631}
}
@article{fds311633,
Author = {Henninger, DE and Whitson, HE and Cohen, H and Ariely,
D},
Title = {HIGHER MEDICAL MORBIDITY BURDEN IS ASSOCIATED WITH EXTERNAL
LOCUS OF CONTROL},
Journal = {GERONTOLOGIST},
Volume = {51},
Pages = {56-56},
Publisher = {OXFORD UNIV PRESS INC},
Year = {2011},
Month = {November},
ISSN = {0016-9013},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000303602000255&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311633}
}
@article{fds266052,
Author = {Schwartz, J and Riis, J and Elbel, B and Ariely, D},
Title = {Inviting consumers to downsize fast-food portions
significantly reduces calorie consumption.},
Journal = {Health affairs (Project Hope)},
Volume = {31},
Number = {2},
Pages = {399-407},
Year = {2012},
Month = {February},
url = {http://www.ncbi.nlm.nih.gov/pubmed/22323171},
Abstract = {Policies that mandate calorie labeling in fast-food and
chain restaurants have had little or no observable impact on
calorie consumption to date. In three field experiments, we
tested an alternative approach: activating consumers'
self-control by having servers ask customers if they wanted
to downsize portions of three starchy side dishes at a
Chinese fast-food restaurant. We consistently found that
14-33 percent of customers accepted the downsizing offer,
and they did so whether or not they were given a nominal
twenty-five-cent discount. Overall, those who accepted
smaller portions did not compensate by ordering more
calories in their entrées, and the total calories served to
them were, on average, reduced by more than 200. We also
found that accepting the downsizing offer did not change the
amount of uneaten food left at the end of the meal, so the
calorie savings during purchasing translated into calorie
savings during consumption. Labeling the calorie content of
food during one of the experiments had no measurable impact
on ordering behavior. If anything, the downsizing offer was
less effective in changing customers' ordering patterns with
the calorie labeling present. These findings highlight the
potential importance of portion-control interventions that
specifically activate consumers' self-control.},
Doi = {10.1377/hlthaff.2011.0224},
Key = {fds266052}
}
@article{fds265966,
Author = {Norton, MI and Dunn, EW and Carney, DR and Ariely,
D},
Title = {The persuasive " power" of stigma?},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {117},
Number = {2},
Pages = {261-268},
Publisher = {Elsevier BV},
Year = {2012},
Month = {March},
ISSN = {0749-5978},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000300969100003&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {We predicted that able-bodied individuals and White
Americans would have a difficult time saying no to
persuasive appeals offered by disabled individuals and Black
Americans, due to their desire to make such interactions
proceed smoothly. In two experiments, we show that members
of stigmatized groups have a peculiar kind of persuasive "
power" in face-to-face interactions with non-stigmatized
individuals. In Experiment 1, wheelchair-bound confederates
were more effective in publicly soliciting donations to a
range of charities than confederates seated in a regular
chair. In Experiment 2, Whites changed their private
attitudes more following face-to-face appeals from Black
than White confederates, an effect mediated by their
increased efforts to appear agreeable by nodding and
expressing agreement. This difference was eliminated when
impression management concerns were minimized - when
participants viewed the appeals on video. © 2011 Elsevier
Inc..},
Doi = {10.1016/j.obhdp.2011.08.002},
Key = {fds265966}
}
@article{fds266051,
Author = {Gino, F and Ariely, D},
Title = {The dark side of creativity: original thinkers can be more
dishonest.},
Journal = {Journal of personality and social psychology},
Volume = {102},
Number = {3},
Pages = {445-459},
Year = {2012},
Month = {March},
url = {http://www.ncbi.nlm.nih.gov/pubmed/22121888},
Abstract = {Creativity is a common aspiration for individuals,
organizations, and societies. Here, however, we test whether
creativity increases dishonesty. We propose that a creative
personality and a creative mindset promote individuals'
ability to justify their behavior, which, in turn, leads to
unethical behavior. In 5 studies, we show that participants
with creative personalities tended to cheat more than less
creative individuals and that dispositional creativity is a
better predictor of unethical behavior than intelligence
(Experiment 1). In addition, we find that participants who
were primed to think creatively were more likely to behave
dishonestly than those in a control condition (Experiment 2)
and that greater ability to justify their dishonest behavior
explained the link between creativity and increased
dishonesty (Experiments 3 and 4). Finally, we demonstrate
that dispositional creativity moderates the influence of
temporarily priming creativity on dishonest behavior
(Experiment 5). The results provide evidence for an
association between creativity and dishonesty, thus
highlighting a dark side of creativity.},
Doi = {10.1037/a0026406},
Key = {fds266051}
}
@article{fds266053,
Author = {Henninger, DE and Whitson, HE and Cohen, HJ and Ariely,
D},
Title = {Higher medical morbidity burden is associated with external
locus of control.},
Journal = {J Am Geriatr Soc},
Volume = {60},
Number = {4},
Pages = {751-755},
Year = {2012},
Month = {April},
url = {http://www.ncbi.nlm.nih.gov/pubmed/22458257},
Abstract = {OBJECTIVES: To describe the association between an
increasing number of coexisting conditions and locus of
control (LOC), a psychological construct reflecting the
degree to which one perceives circumstances to be controlled
by personal actions (internal LOC) versus outside factors
(external LOC) in older adults. DESIGN: Cross-sectional
study using survey data from the North Carolina Established
Population for Epidemiologic Studies of the Elderly (NC
EPESE) data set. SETTING: Community. PARTICIPANTS: Three
thousand two hundred twelve community-dwelling adults aged
68 and older. MEASUREMENTS: Nine common medical conditions
were assessed according to self-report. LOC was measured
using a standard questionnaire. Analyses were adjusted for
demographics, functional status (self-reported activities of
daily living), cognition (Short Portable Mental Status
Questionnaire), and depression score (Center for
Epidemiologic Studies Depression Scale). RESULTS: A higher
number of chronic conditions was associated with external
LOC (β = 0.37, P < .001). This relationship persisted after
adjustment for age, race, sex, functional status, cognition,
and depression (β = 0.17, P < .001). Most individual
conditions were not associated with LOC, although vision
impairment (P < .001) and arthritis (P = .02) were
associated with more-internal LOC. CONCLUSION: These results
suggest that medically complex patients tend to exhibit a
more-external LOC, meaning that they perceive little
personal control over circumstances and environment.
Clinicians should be aware of this tendency, because
external LOC may impede an older adult's willingness to
engage in the considerable task of managing multiple chronic
conditions.},
Doi = {10.1111/j.1532-5415.2012.03904.x},
Key = {fds266053}
}
@article{fds265974,
Author = {Norton, MI and Mochon, D and Ariely, D},
Title = {The IKEA effect: When labor leads to love},
Journal = {Journal of Consumer Psychology},
Volume = {22},
Number = {3},
Pages = {453-460},
Publisher = {WILEY},
Year = {2012},
Month = {July},
ISSN = {1057-7408},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000306386800018&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {In four studies in which consumers assembled IKEA boxes,
folded origami, and built sets of Legos, we demonstrate and
investigate boundary conditions for the IKEA effect-the
increase in valuation of self-made products. Participants
saw their amateurish creations as similar in value to
experts' creations, and expected others to share their
opinions. We show that labor leads to love only when labor
results in successful completion of tasks; when participants
built and then destroyed their creations, or failed to
complete them, the IKEA effect dissipated. Finally, we show
that labor increases valuation for both "do-it-yourselfers"
and novices. © 2011 Society for Consumer
Psychology.},
Doi = {10.1016/j.jcps.2011.08.002},
Key = {fds265974}
}
@article{fds266057,
Author = {Woolhandler, S and Ariely, D and Himmelstein, DU},
Title = {Why pay for performance may be incompatible with quality
improvement.},
Journal = {BMJ (Clinical research ed.)},
Volume = {345},
Pages = {e5015},
Year = {2012},
Month = {August},
url = {http://www.ncbi.nlm.nih.gov/pubmed/22893567},
Doi = {10.1136/bmj.e5015},
Key = {fds266057}
}
@article{fds265946,
Author = {Ariely, D},
Title = {Liar, liar},
Journal = {Foreign Policy},
Number = {195},
Year = {2012},
Month = {September},
ISSN = {0015-7228},
Key = {fds265946}
}
@article{fds266058,
Author = {Shu, LL and Mazar, N and Gino, F and Ariely, D and Bazerman,
MH},
Title = {Signing at the beginning makes ethics salient and decreases
dishonest self-reports in comparison to signing at the
end.},
Journal = {Proceedings of the National Academy of Sciences of the
United States of America},
Volume = {109},
Number = {38},
Pages = {15197-15200},
Year = {2012},
Month = {September},
url = {http://www.ncbi.nlm.nih.gov/pubmed/22927408},
Abstract = {Many written forms required by businesses and governments
rely on honest reporting. Proof of honest intent is
typically provided through signature at the end of, e.g.,
tax returns or insurance policy forms. Still, people
sometimes cheat to advance their financial self-interests-at
great costs to society. We test an easy-to-implement method
to discourage dishonesty: signing at the beginning rather
than at the end of a self-report, thereby reversing the
order of the current practice. Using laboratory and field
experiments, we find that signing before-rather than
after-the opportunity to cheat makes ethics salient when
they are needed most and significantly reduces
dishonesty.},
Doi = {10.1073/pnas.1209746109},
Key = {fds266058}
}
@article{fds266054,
Author = {Barkan, R and Ayal, S and Gino, F and Ariely, D},
Title = {The pot calling the kettle black: distancing response to
ethical dissonance.},
Journal = {Journal of experimental psychology. General},
Volume = {141},
Number = {4},
Pages = {757-773},
Year = {2012},
Month = {November},
url = {http://www.ncbi.nlm.nih.gov/pubmed/22409664},
Abstract = {Six studies demonstrate the "pot calling the kettle black"
phenomenon whereby people are guilty of the very fault they
identify in others. Recalling an undeniable ethical failure,
people experience ethical dissonance between their moral
values and their behavioral misconduct. Our findings
indicate that to reduce ethical dissonance, individuals use
a double-distancing mechanism. Using an overcompensating
ethical code, they judge others more harshly and present
themselves as more virtuous and ethical (Studies 1, 2, 3).
We show this mechanism is exclusive for ethical dissonance
and is not triggered by salience of ethicality (Study 4),
general sense of personal failure, or ethically neutral
cognitive dissonance (Study 5). Finally, it is characterized
by some boundary conditions (Study 6). We discuss the
theoretical contribution of this work to research on moral
regulation and ethical behavior.},
Doi = {10.1037/a0027588},
Key = {fds266054}
}
@article{fds265954,
Author = {Mochon, D and Norton, MI and Ariely, D},
Title = {Bolstering and restoring feelings of competence via the IKEA
effect},
Journal = {International Journal of Research in Marketing},
Volume = {29},
Number = {4},
Pages = {363-369},
Publisher = {Elsevier BV},
Year = {2012},
Month = {December},
ISSN = {0167-8116},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000313230000007&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {We examine the underlying process behind the IKEA effect,
which is defined as consumers' willingness to pay more for
self-created products than for identical products made by
others, and explore the factors that influence both
consumers' willingness to engage in self-creation and the
utility that they derive from such activities. We propose
that creating products fulfills consumers' psychological
need to signal competence to themselves and to others, and
that feelings of competence associated with self-created
products lead to their increased valuation. We demonstrate
that the feelings of competence that arise from assembling
products mediate their increased value (Experiment 1), that
affirming consumers' sense of self decreases the value they
derive from their creations (Experiment 2), and that
threatening consumers' sense of self increases their
propensity to make things themselves (Experiments 3A and
3B). © 2012 Elsevier B.V.},
Doi = {10.1016/j.ijresmar.2012.05.001},
Key = {fds265954}
}
@article{fds266056,
Author = {Mather, M and Mazar, N and Gorlick, MA and Lighthall, NR and Burgeno, J and Schoeke, A and Ariely, D},
Title = {Risk preferences and aging: the "certainty effect" in older
adults' decision making.},
Journal = {Psychology and aging},
Volume = {27},
Number = {4},
Pages = {801-816},
Year = {2012},
Month = {December},
url = {http://www.ncbi.nlm.nih.gov/pubmed/23066800},
Abstract = {A prevalent stereotype is that people become less risk
taking and more cautious as they get older. However, in
laboratory studies, findings are mixed and often reveal no
age differences. In the current series of experiments, we
examined whether age differences in risk seeking are more
likely to emerge when choices include a certain option (a
sure gain or a sure loss). In four experiments, we found
that age differences in risk preferences only emerged when
participants were offered a choice between a risky and a
certain gamble but not when offered two risky gambles. In
particular, Experiments 1 and 2 included only gambles about
potential gains. Here, compared with younger adults, older
adults preferred a certain gain over a chance to win a
larger gain and thus, exhibited more risk aversion in the
domain of gains. But in Experiments 3 and 4, when offered
the chance to take a small sure loss rather than risking a
larger loss, older adults exhibited more risk seeking in the
domain of losses than younger adults. Both their greater
preference for sure gains and greater avoidance of sure
losses suggest that older adults weigh certainty more
heavily than younger adults. Experiment 4 also indicates
that older adults focus more on positive emotions than
younger adults do when considering their options, and that
this emotional shift can at least partially account for age
differences in how much people are swayed by certainty in
their choices.},
Doi = {10.1037/a0030174},
Key = {fds266056}
}
@article{fds265949,
Author = {Mazar, N and Koszegi, B and Ariely, D},
Title = {True context-dependent preferences? The causes of
market-dependent valuations},
Journal = {Journal of Behavioral Decision Making},
Volume = {27},
Number = {3},
Pages = {200-208},
Publisher = {WILEY},
Year = {2013},
ISSN = {0894-3257},
url = {http://dx.doi.org/10.1002/bdm.1794},
Abstract = {A central assumption of neoclassical economics is that
reservation prices for familiar products express people's
true preferences for these products; that is, they represent
the total benefit that a good confers to the consumers and
are, thus, independent of actual prices in the market.
Nevertheless, a vast amount of research has shown that
valuations can be sensitive to other salient prices,
particularly when individuals are explicitly anchored on
them. In this paper, the authors extend previous research on
single-price anchoring and study the sensitivity of
valuations to the distribution of prices found for a product
in the market. In addition, they examine its possible
causes. They find that market-dependent valuations cannot be
fully explained by rational inferences consumers draw about
a product's value and are unlikely to be fully explained by
true market-dependent preferences. Rather, the market
dependence of valuations likely reflects consumers' focus on
something other than the total benefit that the product
confers to them. Furthermore, this paper shows that
market-dependent valuations persist when - as in many
real-life settings - individuals make repeated purchase
decisions over time and infer the distribution of the
product's prices from their market experience. Finally, the
authors consider the implications of their findings for
marketers and consumers. © 2013 John Wiley & Sons,
Ltd.},
Doi = {10.1002/bdm.1794},
Key = {fds265949}
}
@article{fds265947,
Author = {Ariely, D and Bitran, G and e Oliveira, PR},
Title = {Design to learn: Customizing services when the future
matters},
Journal = {Pesquisa Operacional},
Volume = {33},
Number = {1},
Pages = {37-61},
Publisher = {FapUNIFESP (SciELO)},
Year = {2013},
Month = {January},
ISSN = {0101-7438},
url = {http://dx.doi.org/10.1590/S0101-74382013000100003},
Abstract = {Internet-based customization tools can be used to design
service encounters that maximize customers' utility in the
present or explore their tastes to provide more value in the
future, where these two goals conflict with each other.
Maximizing expected customer satisfaction in the present
leads to slow rates of learning that may limit the ability
to provide quality in the future. An emphasis on learning
can lead to unsatisfied customers that will not only forego
purchasing in the current period, but, more seriously, never
return if they lose trust in the service provider's ability
to meet their needs. This paper describes service design
policies that balance the objectives of learning and selling
by characterizing customer lifetime value as a function of
knowledge. The analysis of the customization problem as a
dynamic program yields three results. The first result is
the characterization of customization policies that quantify
the value of knowledge so as to adequately balance the
expected revenue of present and future interactions. The
second result is an analysis of the impact of operational
decisions on loyalty, learning, and profitability over time.
Finally, the quantification of the value of knowing the
customer provides a connection between customer acquisition
and retention policies, thus enhancing the current
understanding of the mechanisms connecting service
customization, value creation, and customer lifetime value.
© 2013 Brazilian Operations Research Society.},
Doi = {10.1590/S0101-74382013000100003},
Key = {fds265947}
}
@article{fds266012,
Author = {Kotlyar, I and Ariely, D},
Title = {The effect of nonverbal cues on relationship
formation},
Journal = {Computers in Human Behavior},
Volume = {29},
Number = {3},
Pages = {544-551},
Publisher = {Elsevier BV},
Year = {2013},
Month = {January},
url = {http://dx.doi.org/10.1016/j.chb.2012.11.020},
Abstract = {An unprecedented number of relationships begin online,
propelling online dating into a billion-dollar industry.
However, while the online dating industry has created an
effective mechanism for matching and accessing profiles, it
has largely neglected the quality of communication between
individuals. We investigate whether the lack of nonverbal
cues (inherent in the text-based communication tools
commonly used by dating sites) hinders communication and
relationship formation. In this study, members of a dating
website interacted through one of four randomly assigned
versions of a text chat, where each version featured an
increasing number of nonverbal communication cues. A survey
was then administered regarding users' perceptions of each
other, the level and quality of information disclosure, and
their interest in developing a relationship with the other
person. Results suggest that restoring nonverbal cues
through the use of avatars can help improve online
interaction and relationship formation. Chat versions that
featured more nonverbal cues were associated with more
favorable perceptions, greater exchange of information, and
a stronger desire to pursue a relationship. While both
genders found nonverbal communication conducive to
developing a relationship, men and women reacted differently
to certain types of nonverbal communication. © 2012
Elsevier Ltd. All rights reserved.},
Doi = {10.1016/j.chb.2012.11.020},
Key = {fds266012}
}
@article{fds266055,
Author = {Inbar, Y and Pizarro, DA and Gilovich, T and Ariely,
D},
Title = {Moral masochism: on the connection between guilt and
self-punishment.},
Journal = {Emotion (Washington, D.C.)},
Volume = {13},
Number = {1},
Pages = {14-18},
Year = {2013},
Month = {February},
url = {http://www.ncbi.nlm.nih.gov/pubmed/22985340},
Abstract = {Do people sometimes seek to atone for their transgressions
by harming themselves physically? The current results
suggest that they do. People who wrote about a past
guilt-inducing event inflicted more intense electric shocks
on themselves than did those who wrote about feeling sad or
about a neutral event. Moreover, the stronger the shocks
that guilty participants administered to themselves, the
more their feelings of guilt were alleviated. We discuss how
this method of atonement relates to other methods examined
in previous research.},
Doi = {10.1037/a0029749},
Key = {fds266055}
}
@article{fds266059,
Author = {Schwartz, J and Hadler, NM and Ariely, D and Huber, JC and Emerick,
T},
Title = {Choosing among employer-sponsored health plans: what drives
employee choices?},
Journal = {Journal of occupational and environmental
medicine},
Volume = {55},
Number = {3},
Pages = {305-309},
Year = {2013},
Month = {March},
url = {http://www.ncbi.nlm.nih.gov/pubmed/23222507},
Abstract = {<h4>Objective</h4>To probe employee basis for choosing
health plans.<h4>Methods</h4>In a Web study, 337 employees
from large private and public employers were asked to choose
among health plans varying on several common
dimensions.<h4>Results</h4>On per-dollar basis, respondents
were more willing to spend $3 to $4 on out-of-pocket
copayments than $1 on premiums. Nevertheless, sensitivity to
monthly premium is greatest among those who are younger and
cover only themselves, whereas sensitivity to the annual
deductible is greatest among nonwhite families.<h4>Conclusion</h4>Employees
are facing a complicated choice and might be well-served by
more information about the value of options under different
likelihood scenarios.},
Doi = {10.1097/jom.0b013e318279d74c},
Key = {fds266059}
}
@article{fds265953,
Author = {Norton, MI and Ariely, D},
Title = {American's desire for less wealth inequality does not depend
on how you ask them},
Journal = {Judgment and Decision Making},
Volume = {8},
Number = {3},
Pages = {393-394},
Year = {2013},
Month = {May},
ISSN = {1930-2975},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000319657500015&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {A large body of survey research offers evidence that
citizens are not always fully aware of the economic and
political realities in their respective countries. Norton
and Ariely (2011) extended this research to the domain of
wealth inequality, showing that Americans were surprisingly
unaware of the shape of the wealth distribution in America.
Using an alternative methodology, Eriksson and Simpson
(2012) found that asking Americans to estimate the average
wealth of quintiles, rather than the percent of wealth owned
by each quintile, led to relatively more accurate estimates.
We note, however, that the Eriksson and Simpson (2012)
results do not challenge Norton and Ariely's (2011)
conclusion that Americans desire a much more equal
distribution of wealth. © 2013. The authors license this
article under the terms of the Creative Commons Attribution
3.0 License.},
Key = {fds265953}
}
@article{fds265955,
Author = {Sah, S and Elias, P and Ariely, D},
Title = {Investigation momentum: the relentless pursuit to resolve
uncertainty.},
Journal = {JAMA internal medicine},
Volume = {173},
Number = {10},
Pages = {932-933},
Year = {2013},
Month = {May},
url = {http://www.ncbi.nlm.nih.gov/pubmed/23588200},
Doi = {10.1001/jamainternmed.2013.401},
Key = {fds265955}
}
@article{fds265950,
Author = {Sah, S and Elias, P and Ariely, D},
Title = {Investigation momentum: the relentless pursuit to resolve
uncertainty.},
Journal = {JAMA internal medicine},
Volume = {173},
Number = {10},
Pages = {932-933},
Year = {2013},
Month = {May},
ISSN = {2168-6114},
url = {http://dx.doi.org/10.1001/jamainternmed.2013.401},
Doi = {10.1001/jamainternmed.2013.401},
Key = {fds265950}
}
@article{fds265952,
Author = {Hoeffler, S and Ariely, D and West, P and Duclos,
R},
Title = {Preference exploration and learning: The role of
intensiveness and extensiveness of experience},
Journal = {Journal of Consumer Psychology},
Volume = {23},
Number = {3},
Pages = {330-340},
Publisher = {WILEY},
Year = {2013},
Month = {July},
ISSN = {1057-7408},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000320682200005&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {In this article, the authors partition the construct of
experience into intensiveness (i.e., amount) and
extensiveness (i.e., breadth) and examine the impact of the
two specific types of experience on preference learning. In
the first three studies, the authors' theory that experience
can be partitioned into intensiveness (i.e., amount) and
extensiveness (i.e., breadth) of experience and that
extensiveness has a greater impact on preference learning is
supported in environments where prior experience is
measured. Further, in study 4 they demonstrate that
extensiveness or breadth of experience exerts a larger
influence on preference learning in an experiment where each
unique type of experience is manipulated as well as
measured. © 2012 Society for Consumer Psychology.},
Doi = {10.1016/j.jcps.2012.10.007},
Key = {fds265952}
}
@article{fds265932,
Author = {Ariely, D and Mann, H},
Title = {A Bird's Eye View of Unethical Behavior: Commentary on
Trautmann et al. (2013).},
Journal = {Perspectives on psychological science : a journal of the
Association for Psychological Science},
Volume = {8},
Number = {5},
Pages = {498-500},
Year = {2013},
Month = {September},
ISSN = {1745-6916},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000324101800002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Results from Trautmann and colleagues' large, representative
survey of Dutch people suggest a more nuanced relationship
between class and ethics than previous research has
demonstrated (Trautmann, Van de Kuilen, & Zeckhauser, 2013,
this issue). Following their analysis, we suggest that it is
unlikely that either upper- or lower-class people are
unequivocally more moral. Rather, several psychological and
external forces are at play in ethical decision making,
which likely vary in strength depending on the
conceptualization of class and the sociocultural context.
Furthermore, people from different social classes may have
different ethical standards or different degrees of
willingness to breach these standards (or both), a
distinction that should be explored in future
research.},
Doi = {10.1177/1745691613498907},
Key = {fds265932}
}
@article{fds265948,
Author = {Gino, F and Ayal, S and Ariely, D},
Title = {Self-Serving Altruism? The Lure of Unethical Actions that
Benefit Others.},
Journal = {Journal of economic behavior & organization},
Volume = {93},
Year = {2013},
Month = {September},
ISSN = {0167-2681},
url = {http://dx.doi.org/10.1016/j.jebo.2013.04.005},
Abstract = {In three experiments, we propose and find that individuals
cheat more when others can benefit from their cheating and
when the number of beneficiaries of wrongdoing increases.
Our results indicate that people use moral flexibility to
justify their self-interested actions when such actions
benefit others in addition to the self. Namely, our findings
suggest that when people's dishonesty would benefit others,
they are more likely to view dishonesty as morally
acceptable and thus feel less guilty about benefiting from
cheating. We discuss the implications of these results for
collaborations in the social realm.},
Doi = {10.1016/j.jebo.2013.04.005},
Key = {fds265948}
}
@article{fds265928,
Author = {Norton, MI and Frost, JH and Ariely, D},
Title = {Less is often more, but not always: additional evidence that
familiarity breeds contempt and a call for future
research.},
Journal = {Journal of personality and social psychology},
Volume = {105},
Number = {6},
Pages = {921-923},
Year = {2013},
Month = {December},
url = {http://www.ncbi.nlm.nih.gov/pubmed/24295381},
Abstract = {Ullrich, Krueger, Brod, and Groschupf (2013)-using a
replication of the trait paradigm from Norton, Frost, and
Ariely (2007)-suggest that less information does not always
equal greater liking. We first ground the current debate in
a larger historical debate in social psychology regarding
the merits of configural versus algebraic models of person
perception. We next review (a) related research that has
suggested that more information can in some cases lead to
more liking and (b) a large body of "real world" data-from
friendships, daters, married couples, employment,
celebrities, and politics-that suggests that more
information often leads to less liking. We then provide an
additional replication of our "less is more" effect, using a
slight variation of the trait-list paradigm. The existing
data suggest a need for further integrative explorations of
when familiarity leads to contempt or liking or has no
effect.},
Doi = {10.1037/a0034379},
Key = {fds265928}
}
@article{fds265917,
Author = {Mann, H and Garcia-Rada, X and Houser, D and Ariely,
D},
Title = {Everybody else is doing it: exploring social transmission of
lying behavior.},
Journal = {PloS one},
Volume = {9},
Number = {10},
Pages = {e109591},
Year = {2014},
Month = {January},
url = {http://dx.doi.org/10.1371/journal.pone.0109591},
Abstract = {Lying is a common occurrence in social interactions, but
what predicts whether an individual will tell a lie? While
previous studies have focused on personality factors, here
we asked whether lying tendencies might be transmitted
through social networks. Using an international sample of
1,687 socially connected pairs, we investigated whether
lying tendencies were related in socially connected
individuals, and tested two moderators of observed
relationships. Participants recruited through a massive open
online course reported how likely they would be to engage in
specific lies; a friend or relative responded to the same
scenarios independently. We classified lies according to
their beneficiary (antisocial vs. prosocial lies), and their
directness (lies of commission vs. omission), resulting in
four unique lying categories. Regression analyses showed
that antisocial commission, antisocial omission, and
prosocial commission lying tendencies were all uniquely
related in connected pairs, even when the analyses were
limited to pairs that were not biologically related. For
antisocial lies of commission, these relationships were
strongest, and were moderated by amount of time spent
together. Randomly paired individuals from the same
countries were also related in their antisocial commission
lying tendencies, signifying country-level norms. Our
results indicate that a person's lying tendencies can be
predicted by the lying tendencies of his or her friends and
family members.},
Doi = {10.1371/journal.pone.0109591},
Key = {fds265917}
}
@article{fds265920,
Author = {Mazar, N and Koszegi, B and Ariely, D},
Title = {True context-dependent preferences? The causes of
market-dependent valuations},
Journal = {Journal of Behavioral Decision Making},
Volume = {27},
Number = {3},
Pages = {200-208},
Year = {2014},
Month = {January},
ISSN = {0894-3257},
url = {http://dx.doi.org/10.1002/bdm.1794},
Abstract = {A central assumption of neoclassical economics is that
reservation prices for familiar products express people's
true preferences for these products; that is, they represent
the total benefit that a good confers to the consumers and
are, thus, independent of actual prices in the market.
Nevertheless, a vast amount of research has shown that
valuations can be sensitive to other salient prices,
particularly when individuals are explicitly anchored on
them. In this paper, the authors extend previous research on
single-price anchoring and study the sensitivity of
valuations to the distribution of prices found for a product
in the market. In addition, they examine its possible
causes. They find that market-dependent valuations cannot be
fully explained by rational inferences consumers draw about
a product's value and are unlikely to be fully explained by
true market-dependent preferences. Rather, the market
dependence of valuations likely reflects consumers' focus on
something other than the total benefit that the product
confers to them. Furthermore, this paper shows that
market-dependent valuations persist when - as in many
real-life settings - individuals make repeated purchase
decisions over time and infer the distribution of the
product's prices from their market experience. Finally, the
authors consider the implications of their findings for
marketers and consumers. © 2013 John Wiley & Sons,
Ltd.},
Doi = {10.1002/bdm.1794},
Key = {fds265920}
}
@article{fds265922,
Author = {Himmelstein, DU and Ariely, D and Woolhandler,
S},
Title = {Pay-for-performance: toxic to quality? Insights from
behavioral economics.},
Journal = {International journal of health services : planning,
administration, evaluation},
Volume = {44},
Number = {2},
Pages = {203-214},
Year = {2014},
Month = {January},
ISSN = {0020-7314},
url = {http://dx.doi.org/10.2190/hs.44.2.a},
Abstract = {Pay-for-performance programs aim to upgrade health care
quality by tailoring financial incentives for desirable
behaviors. While Medicare and many private insurers are
charging ahead with pay-for-performance, researchers have
been unable to show that it benefits patients. Findings from
the new field of behavioral economics challenge the
traditional economic view that monetary reward either is the
only motivator or is simply additive to intrinsic motivators
such as purpose or altruism. Studies have shown that
monetary rewards can undermine motivation and worsen
performance on cognitively complex and intrinsically
rewarding work, suggesting that pay-for-performance may
backfire.},
Doi = {10.2190/hs.44.2.a},
Key = {fds265922}
}
@article{fds265930,
Author = {Morewedge, CK and Krishnamurti, T and Ariely, D},
Title = {Focused on fairness: Alcohol intoxication increases the
costly rejection of inequitable rewards},
Journal = {Journal of Experimental Social Psychology},
Volume = {50},
Number = {1},
Pages = {15-20},
Publisher = {Elsevier BV},
Year = {2014},
Month = {January},
ISSN = {0022-1031},
url = {http://dx.doi.org/10.1016/j.jesp.2013.08.006},
Abstract = {This research examined the effect of alcohol intoxication on
the propensity to behave inequitably and responses to
inequitable divisions of rewards. Intoxicated and sober
participants played ten rounds of a modified ultimatum game
in two studies. Whereas intoxicated and sober participants
were similarly generous in the proposals they made to their
partners, intoxicated participants more often rejected
unfair offers than did sober participants. These results
were consistent whether alcohol intoxication was
self-determined (Study 1) or randomly assigned (Study 2).
The results provide insight into the cognitive processes
underlying standards of equity and responses to inequity,
and elucidate how intoxication influences these processes
and subsequent behavioral responses. © 2013 Elsevier
Inc.},
Doi = {10.1016/j.jesp.2013.08.006},
Key = {fds265930}
}
@article{fds265927,
Author = {Schwartz, J and Mochon, D and Wyper, L and Maroba, J and Patel, D and Ariely, D},
Title = {Healthier by precommitment.},
Journal = {Psychological science},
Volume = {25},
Number = {2},
Pages = {538-546},
Year = {2014},
Month = {February},
url = {http://www.ncbi.nlm.nih.gov/pubmed/24390824},
Abstract = {We tested a voluntary self-control commitment device to help
grocery shoppers make healthier food purchases.
Participants, who were already enrolled in a large-scale
incentive program that discounts the price of eligible
groceries by 25%, were offered the chance to put their
discount on the line. Agreeing households pledged that they
would increase their purchases of healthy food by 5
percentage points above their household baseline for each of
6 months. If they reached that goal, their discount was
awarded as usual; otherwise, their discount was forfeited
for that month. Thirty-six percent of households that were
offered the binding commitment agreed; they subsequently
showed an average 3.5-percentage-point increase in healthy
grocery items purchased in each of the 6 months; households
that declined the commitment and control-group households
that were given a hypothetical option to precommit did not
show such an increase. These results suggest that self-aware
consumers will seize opportunities to create restrictive
choice environments for themselves, even at some risk of
financial loss.},
Doi = {10.1177/0956797613510950},
Key = {fds265927}
}
@article{fds265931,
Author = {Ansher, C and Ariely, D and Nagler, A and Rudd, M and Schwartz, J and Shah,
A},
Title = {Better medicine by default.},
Journal = {Med Decis Making},
Volume = {34},
Number = {2},
Pages = {147-158},
Year = {2014},
Month = {February},
url = {http://www.ncbi.nlm.nih.gov/pubmed/24125790},
Abstract = {BACKGROUND: American health care is transitioning to
electronic physician ordering. These computerized systems
are unique because they allow custom order interfaces.
Although these systems provide great benefits, there are
also potential pitfalls, as the behavioral sciences have
shown that the very format of electronic interfaces can
influence decision making. The current research specifically
examines how defaults in electronic order templates affect
physicians' treatment decisions and medical errors. METHODS:
Forty-five medical residents completed order sets for 3
medical case studies. Participants were randomly assigned to
receive order sets with either "opt-in" defaults (options
visible but unselected) or "opt-out" defaults (options
visible and preselected). RESULTS: compare error rates
between conditions and examine the type and severity of
errors most often made with opt-in versus opt-out defaults.
Results. Opt-out defaults resulted in a greater number of
items ordered and specifically increased commission errors
(overordering) compared with opt-in defaults. However, while
opt-in defaults resulted in fewer orders, they also
increased omission errors. When the severity of the errors
is taken into account, the default effects seem limited to
less severe errors. CONCLUSION: The defaults used in
electronic order sets influence medical treatment decisions
when the consequences to a patient's health are low. This
pattern suggests that physicians cognitively override
incorrect default choices but only to a point, and it
implies tradeoffs that maximize accuracy and minimize
cognitive effort. Results indicate that defaults for
low-impact items on electronic templates warrant careful
attention because physicians are unlikely to override
them.},
Doi = {10.1177/0272989X13507339},
Key = {fds265931}
}
@article{fds265926,
Author = {Sharma, E and Mazar, N and Alter, AL and Ariely, D},
Title = {Financial deprivation selectively shifts moral standards and
compromises moral decisions},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {123},
Number = {2},
Pages = {90-100},
Publisher = {Elsevier BV},
Year = {2014},
Month = {March},
ISSN = {0749-5978},
url = {http://dx.doi.org/10.1016/j.obhdp.2013.09.001},
Abstract = {Previous research suggests people firmly value moral
standards. However, research has also shown that various
factors can compromise moral behavior. Inspired by the
recent financial turmoil, we investigate whether financial
deprivation might shift people's moral standards and
consequently compromise their moral decisions. Across one
pilot survey and five experiments, we find that people
believe financial deprivation should not excuse immoral
conduct; yet when people actually experience deprivation
they seem to apply their moral standards more leniently.
Thus, people who feel deprived tend to cheat more for
financial gains and judge deprived moral offenders who cheat
for financial gains less harshly. These effects are mediated
by shifts in people's moral standards: beliefs in whether
deprivation is an acceptable reason for immorality. The
effect of deprivation on immoral conduct diminishes when it
is explicit that immoral conduct cannot help alleviate
imbalances in deprived actors' financial states, when
financial deprivation seems fair or deserved, and when
acting immorally seems unfair. © 2013 Elsevier
Inc.},
Doi = {10.1016/j.obhdp.2013.09.001},
Key = {fds265926}
}
@article{fds265924,
Author = {Chan, C and Van Boven and L and Andrade, EB and Ariely,
D},
Title = {Moral Violations Reduce Oral Consumption.},
Journal = {Journal of consumer psychology : the official journal of the
Society for Consumer Psychology},
Volume = {24},
Number = {3},
Pages = {381-386},
Year = {2014},
Month = {July},
ISSN = {1057-7408},
url = {http://dx.doi.org/10.1016/j.jcps.2013.12.003},
Abstract = {Consumers frequently encounter moral violations in everyday
life. They watch movies and television shows about crime and
deception, hear news reports of corporate fraud and tax
evasion, and hear gossip about cheaters and thieves. How
does exposure to moral violations influence consumption?
Because moral violations arouse disgust and because disgust
is an evolutionarily important signal of contamination that
should provoke a multi-modal response, we hypothesize that
moral violations affect a key behavioral response to
disgust: reduced oral consumption. In three experiments,
compared with those in control conditions, people drank less
water and chocolate milk while (a) watching a film
portraying the moral violations of incest, (b) writing about
moral violations of cheating or theft, and (c) listening to
a report about fraud and manipulation. These findings imply
that "moral disgust" influences consumption in ways similar
to core disgust, and thus provide evidence for the
associations between moral violations, emotions, and
consumer behavior.},
Doi = {10.1016/j.jcps.2013.12.003},
Key = {fds265924}
}
@article{fds265921,
Author = {Ainsworth, SE and Baumeister, RF and Vohs, KD and Ariely,
D},
Title = {Ego depletion decreases trust in economic decision
making.},
Journal = {Journal of experimental social psychology},
Volume = {54},
Pages = {40-49},
Year = {2014},
Month = {September},
ISSN = {0022-1031},
url = {http://dx.doi.org/10.1016/j.jesp.2014.04.004},
Abstract = {Three experiments tested the effects of ego depletion on
economic decision making. Participants completed a task
either requiring self-control or not. Then participants
learned about the trust game, in which senders are given an
initial allocation of $10 to split between themselves and
another person, the receiver. The receiver receives triple
the amount given and can send any, all, or none of the
tripled money back to the sender. Participants were assigned
the role of the sender and decided how to split the initial
allocation. Giving less money, and therefore not trusting
the receiver, is the safe, less risky response. Participants
who had exerted self-control and were depleted gave the
receiver less money than those in the non-depletion
condition (Experiment 1). This effect was replicated and
moderated in two additional experiments. Depletion again led
to lower amounts given (less trust), but primarily among
participants who were told they would never meet the
receiver (Experiment 2) or who were given no information
about how similar they were to the receiver (Experiment 3).
Amounts given did not differ for depleted and non-depleted
participants who either expected to meet the receiver
(Experiment 2) or were led to believe that they were very
similar to the receiver (Experiment 3). Decreased trust
among depleted participants was strongest among neurotics.
These results imply that self-control facilitates behavioral
trust, especially when no other cues signal decreased social
risk in trusting, such as if an actual or possible
relationship with the receiver were suggested.},
Doi = {10.1016/j.jesp.2014.04.004},
Key = {fds265921}
}
@article{fds265925,
Author = {Hochman, G and Ayal, S and Ariely, D},
Title = {Keeping your gains close but your money closer: The
prepayment effect in riskless choices},
Journal = {Journal of Economic Behavior and Organization},
Volume = {107},
Number = {PB},
Pages = {582-594},
Publisher = {Elsevier BV},
Year = {2014},
Month = {November},
ISSN = {0167-2681},
url = {http://dx.doi.org/10.1016/j.jebo.2014.01.014},
Abstract = {Although research on loss aversion now spans more than three
decades, researchers are still debating whether (or in which
cases) the finding holds true for money. We contribute to
this debate by exploring how prepayment affects financial
decisions. In one set of experiments, we show that when
faced with a tradeoff between post- and prepayment,
participants overvalue prepaid money, and sometimes even
prefer it over objectively higher gains. Importantly, this
effect was more pronounced when prepayment was more distant
from its pure representation in dollars and cents
(Experiment 1A), as well as when potential losses were
directly linked to specific options (Experiment 1B). As far
as the processes involved, our results suggest that
prepayment leads to increased personal commitment to prepaid
options (Experiment 1C). In a second set of experiments, we
show that even when the tradeoff element is eliminated,
participants are more motivated and engaged in a task that
is prepaid rather than post-paid (Experiments 2A and 2B).
Based on our findings, we discuss how firms can use
prepayment mechanisms to get more out of their agents, and
how individuals can be motivated to better utilize their
money.},
Doi = {10.1016/j.jebo.2014.01.014},
Key = {fds265925}
}
@article{fds265913,
Author = {Anik, L and Norton, MI and Ariely, D},
Title = {Contingent match incentives increase donations},
Journal = {Journal of Marketing Research},
Volume = {51},
Number = {6},
Pages = {790-801},
Publisher = {SAGE Publications},
Year = {2014},
Month = {December},
ISSN = {0022-2437},
url = {http://dx.doi.org/10.1509/jmr.13.0432},
Abstract = {The authors propose a new means by which nonprofits can
induce donors to give today and commit to giving in the
future: contingent match incentives, in which matching is
made contingent on the percentage of others who give (e.g.,
"if X% of others give, we will match all donations"). A
field experiment shows that a 75% contingent match (such
that matches "kick in" only if 75% of others donate) is most
effective in increasing commitment to recurring donations.
An online experiment reveals that the 75% contingent match
drives commitment to recurring donations because it
simultaneously provides social proof while offering a low
enough target to remain plausible that the match will occur.
A final online experiment demonstrates that the
effectiveness of the 75% contingent match extends to
one-time donations. The authors discuss the practical and
theoretical implications of contingent matches for managers
and academics.},
Doi = {10.1509/jmr.13.0432},
Key = {fds265913}
}
@article{fds265915,
Author = {Norton, MI and Neal, DT and Govan, CL and Ariely, D and Holland,
E},
Title = {The not-so-common-wealth of Australia: Evidence for a
cross-cultural desire for a more equal distribution of
wealth},
Journal = {Analyses of Social Issues and Public Policy},
Volume = {14},
Number = {1},
Pages = {339-351},
Year = {2014},
Month = {December},
ISSN = {1529-7489},
url = {http://dx.doi.org/10.1111/asap.12058},
Abstract = {Recent evidence suggests that Americans underestimate wealth
inequality in the United States and favor a more equal
wealth distribution (Norton & Ariely, 2011). Does this
pattern reflect ideological dynamics unique to the United
States, or is the phenomenon evident in other developed
economies-such as Australia? We assessed Australians'
perceived and ideal wealth distributions and compared them
to the actual wealth distribution. Although the United
States and Australia differ in the degree of actual wealth
inequality and in cultural narratives around economic
mobility, the Australian data closely replicated the United
States findings. Misperceptions of wealth inequality as well
as preferences for more equal distributions may be common
across developed economies. In addition, beliefs about
wealth distribution only weakly predicted support for
raising the minimum wage, suggesting that attitudes toward
inequality may not translate into preferences for
redistributive policies.},
Doi = {10.1111/asap.12058},
Key = {fds265915}
}
@article{fds265918,
Author = {Chajut, E and Caspi, A and Chen, R and Hod, M and Ariely,
D},
Title = {In pain thou shalt bring forth children: the peak-and-end
rule in recall of labor pain.},
Journal = {Psychological science},
Volume = {25},
Number = {12},
Pages = {2266-2271},
Year = {2014},
Month = {December},
ISSN = {0956-7976},
url = {http://dx.doi.org/10.1177/0956797614551004},
Abstract = {Childbirth is usually the most painful event of a mother's
life, and resonates in individual and collective memory for
years. The current study examined the relationship between
the experience of labor pain and its recollection 2 days and
2 months after delivery. We found that despite the
exceptional physical and emotional experiences of
childbirth, the memory of the pain involved in labor was
biased toward the average of the peak pain and the end pain,
whereas the duration of the delivery had a relatively
negligible effect on the recollected intensity of pain. A
comparison of mothers whose labor ended with or without
epidural analgesia corroborated previous findings that the
level of pain toward the end of an experience greatly
influences the way the overall experience is remembered.
Although both short- and long-term retention of memories of
labor exhibited the peak-and-end effect, having given birth
before weakened the effect 2 months after
delivery.},
Doi = {10.1177/0956797614551004},
Key = {fds265918}
}
@article{fds265903,
Author = {Hochman, G and Ayal, S and Ariely, D},
Title = {Fairness requires deliberation: the primacy of economic over
social considerations.},
Journal = {Frontiers in psychology},
Volume = {6},
Pages = {747},
Year = {2015},
Month = {January},
url = {http://dx.doi.org/10.3389/fpsyg.2015.00747},
Abstract = {While both economic and social considerations of fairness
and equity play an important role in financial
decision-making, it is not clear which of these two motives
is more primal and immediate and which one is secondary and
slow. Here we used variants of the ultimatum game to examine
this question. Experiment 1 shows that acceptance rate of
unfair offers increases when participants are asked to base
their choice on their gut-feelings, as compared to when they
thoroughly consider the available information. In line with
these results, Experiments 2 and 3 provide process evidence
that individuals prefer to first examine economic
information about their own utility rather than social
information about equity and fairness, even at the price of
foregoing such social information. Our results suggest that
people are more economically rational at the core, but
social considerations (e.g., inequality aversion) require
deliberation, which under certain conditions override their
self-interested impulses.},
Doi = {10.3389/fpsyg.2015.00747},
Key = {fds265903}
}
@article{fds265914,
Author = {Finkel, EJ and Norton, MI and Reis, HT and Ariely, D and Caprariello,
PA and Eastwick, PW and Frost, JH and Maniaci, MR},
Title = {When does familiarity promote versus undermine interpersonal
attraction? A proposed integrative model from erstwhile
adversaries.},
Journal = {Perspectives on psychological science : a journal of the
Association for Psychological Science},
Volume = {10},
Number = {1},
Pages = {3-19},
Year = {2015},
Month = {January},
ISSN = {1745-6916},
url = {http://dx.doi.org/10.1177/1745691614561682},
Abstract = {This article began as an adversarial collaboration between
two groups of researchers with competing views on a
longstanding question: Does familiarity promote or undermine
interpersonal attraction? As we explored our respective
positions, it became clear that the limitations of our
conceptualizations of the familiarity-attraction link, as
well as the limitations of prior research, were masking a
set of higher order principles capable of integrating these
diverse conceptualizations. This realization led us to adopt
a broader perspective, which focuses on three distinct
relationship stages-awareness, surface contact, and
mutuality-and suggests that the influence of familiarity on
attraction depends on both the nature and the stage of the
relationship between perceivers and targets. This article
introduces the framework that emerged from our discussions
and suggests directions for research to investigate its
validity.},
Doi = {10.1177/1745691614561682},
Key = {fds265914}
}
@article{fds311623,
Author = {Micucci, A and Gori, E and De Petrillo and F and Truppa, V and Ariely, D and Addessi, E},
Title = {Does Self-Control Rely on a Limited Resource in Tufted
Capuchin Monkeys (Sapajus spp.)?},
Journal = {FOLIA PRIMATOLOGICA},
Volume = {86},
Number = {4},
Pages = {324-324},
Publisher = {KARGER},
Year = {2015},
Month = {January},
ISSN = {0015-5713},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000363955000154&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311623}
}
@article{fds311625,
Author = {Petrillo, FD and Micucci, A and Gori, E and Truppa, V and Ariely, D and Addessi, E},
Title = {Self-control depletion in tufted capuchin monkeys (Sapajus
spp.): does delay of gratification rely on a limited
resource?},
Journal = {Frontiers in psychology},
Volume = {6},
Pages = {1193},
Year = {2015},
Month = {January},
url = {http://dx.doi.org/10.3389/fpsyg.2015.01193},
Abstract = {Self-control failure has enormous personal and societal
consequences. One of the most debated models explaining why
self-control breaks down is the Strength Model, according to
which self-control depends on a limited resource. Either
previous acts of self-control or taking part in highly
demanding cognitive tasks have been shown to reduce
self-control, possibly due to a reduction in blood glucose
levels. However, several studies yielded negative findings,
and recent meta-analyses questioned the robustness of the
depletion effect in humans. We investigated, for the first
time, whether the Strength Model applies to a non-human
primate species, the tufted capuchin monkey. We tested five
capuchins in a self-control task (the Accumulation task) in
which food items were accumulated within individual's reach
for as long as the subject refrained from taking them. We
evaluated whether capuchins' performance decreases: (i) when
tested before receiving their daily meal rather than after
consuming it (Energy Depletion Experiment), and (ii) after
being tested in two tasks with different levels of cognitive
complexity (Cognitive Depletion Experiment). We also tested,
in both experiments, how implementing self-control in each
trial of the Accumulation task affected this capacity within
each session and/or across consecutive sessions. Repeated
acts of self-control in each trial of the Accumulation task
progressively reduced this capacity within each session, as
predicted by the Strength Model. However, neither
experiencing a reduction in energy level nor taking part in
a highly demanding cognitive task decreased performance in
the subsequent Accumulation task. Thus, whereas capuchins
seem to be vulnerable to within-session depletion effects,
to other extents our findings are in line with the growing
body of studies that failed to find a depletion effect in
humans. Methodological issues potentially affecting the lack
of depletion effects in capuchins are discussed.},
Doi = {10.3389/fpsyg.2015.01193},
Key = {fds311625}
}
@article{fds311626,
Author = {Chance, Z and Gino, F and Norton, MI and Ariely, D},
Title = {The slow decay and quick revival of self-deception.},
Journal = {Frontiers in psychology},
Volume = {6},
Pages = {1075},
Year = {2015},
Month = {January},
url = {http://dx.doi.org/10.3389/fpsyg.2015.01075},
Abstract = {People demonstrate an impressive ability to self-deceive,
distorting misbehavior to reflect positively on
themselves-for example, by cheating on a test and believing
that their inflated performance reflects their true ability.
But what happens to self-deception when self-deceivers must
face reality, such as when taking another test on which they
cannot cheat? We find that self-deception diminishes over
time only when self-deceivers are repeatedly confronted with
evidence of their true ability (Study 1); this learning,
however, fails to make them less susceptible to future
self-deception (Study 2).},
Doi = {10.3389/fpsyg.2015.01075},
Key = {fds311626}
}
@article{fds265904,
Author = {Lee, L and Lee, MP and Bertini, M and Zauberman, G and Ariely,
D},
Title = {Money, time, and the stability of consumer
preferences},
Journal = {Journal of Marketing Research},
Volume = {52},
Number = {2},
Pages = {184-199},
Publisher = {SAGE Publications},
Year = {2015},
Month = {April},
ISSN = {0022-2437},
url = {http://dx.doi.org/10.1509/jmr.10.0386},
Abstract = {Consumers often make product choices that involve the
consideration of money and time. Building on dual-process
models, the authors propose that these two basic resources
activate qualitatively different modes of processing: while
money is processed analytically, time is processed more
affectively. Importantly, this distinction then influences
the stability of consumer preferences. An initial set of
three experiments demonstrates that, compared with a control
condition free of the consideration of either resource,
money consideration generates significantly more violations
of transitivity in product choice, while time consideration
has no such impact. The next three experiments use multiple
approaches to demonstrate the role of different processing
modes associated with money versus time consideration in
this result. Finally, two additional experiments test ways
in which the cognitive noise associated with the analytical
processing that money consideration triggers could be
reduced, resulting in more consistent preferences.},
Doi = {10.1509/jmr.10.0386},
Key = {fds265904}
}
@article{fds265901,
Author = {Carlson, KA and Wolfe, J and Blanchard, SJ and Huber, JC and Ariely,
D},
Title = {The budget contraction effect: How contracting budgets lead
to less varied choice},
Journal = {Journal of Marketing Research},
Volume = {52},
Number = {3},
Pages = {337-348},
Publisher = {SAGE Publications},
Year = {2015},
Month = {June},
ISSN = {0022-2437},
url = {http://dx.doi.org/10.1509/jmr.10.0243},
Abstract = {How do consumers adjust their spending when their budget
changes? A common view is that the allocation of one's
current budget should not depend on previous budget
allocations. Contrary to this, the authors find that when
the budget contracts to a particular level, consumers select
less variety (as measured by the number of different items
with some of the budget allocated to them) than when their
budget expands to that same level. This budget contraction
effect stems from a reduction in variety under the
contracting budget, not from variety expansion under the
expanding budget. Evidence from five experiments indicates
that the effect is driven by a desire to avoid feelings of
loss associated with spreading allocation cuts (relative to
reference quantities from previous allocations) across many
items.},
Doi = {10.1509/jmr.10.0243},
Key = {fds265901}
}
@article{fds265902,
Author = {Gilam, G and Lin, T and Raz, G and Azrielant, S and Fruchter, E and Ariely,
D and Hendler, T},
Title = {Neural substrates underlying the tendency to accept
anger-infused ultimatum offers during dynamic social
interactions.},
Journal = {NeuroImage},
Volume = {120},
Pages = {400-411},
Year = {2015},
Month = {October},
ISSN = {1053-8119},
url = {http://dx.doi.org/10.1016/j.neuroimage.2015.07.003},
Abstract = {In managing our way through interpersonal conflict, anger
might be crucial in determining whether the dispute
escalates to aggressive behaviors or resolves cooperatively.
The Ultimatum Game (UG) is a social decision-making paradigm
that provides a framework for studying interpersonal
conflict over division of monetary resources. Unfair
monetary UG-offers elicit anger and while accepting them
engages regulatory processes, rejecting them is regarded as
an aggressive retribution. Ventro-medial prefrontal-cortex
(vmPFC) activity has been shown to relate to idiosyncratic
tendencies in accepting unfair offers possibly through its
role in emotion regulation. Nevertheless, standard UG
paradigms lack fundamental aspects of real-life social
interactions in which one reacts to other people in a
response contingent fashion. To uncover the neural
substrates underlying the tendency to accept anger-infused
ultimatum offers during dynamic social interactions, we
incorporated on-line verbal negotiations with an obnoxious
partner in a repeated-UG during fMRI scanning. We
hypothesized that vmPFC activity will differentiate between
individuals with high or low monetary gains accumulated
throughout the game and reflect a divergence in the
associated emotional experience. We found that as
individuals gained more money, they reported less anger but
also more positive feelings and had slower sympathetic
response. In addition, high-gain individuals had increased
vmPFC activity, but also decreased brainstem activity, which
possibly reflected the locus coeruleus. During the more
angering unfair offers, these individuals had increased
dorsal-posterior Insula (dpI) activity which functionally
coupled to the medial-thalamus (mT). Finally, both vmPFC
activity and dpI-mT connectivity contributed to increased
gain, possibly by modulating the ongoing subjective
emotional experience. These ecologically valid findings
point towards a neural mechanism that might nurture
pro-social interactions by modulating an individual's
dynamic emotional experience.},
Doi = {10.1016/j.neuroimage.2015.07.003},
Key = {fds265902}
}
@article{fds311621,
Author = {Ariely, D and Popescu, B},
Title = {Being Irrationally Funny as a Cognitive Psychologist:
Interview With Dan Ariely.},
Journal = {Europe's journal of psychology},
Volume = {11},
Number = {4},
Pages = {565-570},
Year = {2015},
Month = {November},
url = {http://dx.doi.org/10.5964/ejop.v11i4.1083},
Abstract = {The idea of interviewing Dan Ariely was somehow latent on my
mind since I started being interested in cognitive
psychology and cognitive behavior psychotherapy, but
actually got more ardent ever since irrationality became a
research topic for his team at Duke University. I picked him
as an interviewee thinking not only at his exceptional
skills as a researcher and as Kahnemann 'disciple', but
mainly for his fantastic wit, true modesty and utmost
interest in making people's lives easier and more
comfortable, by creating awareness on a lot of topics
otherwise neglected. Dan Ariely's very agreeable personality
and humor would not let you think of him as a burnt casualty
who, in his youth struggled to survive a personal drama, so
well-documented in his paper "Painful lessons" posted on the
MIT website (http://web.mit.edu/ariely/www/MIT/Papers/mypain.pdf).
I think reading his paper and also this transcribed
interview with him would be also comforting for people who
found out about Bucharest fire incident that rocked our
society and also for people who are personally related to
this tragedy.},
Doi = {10.5964/ejop.v11i4.1083},
Key = {fds311621}
}
@article{fds311622,
Author = {Ayal, S and Gino, F and Barkan, R and Ariely, D},
Title = {Three Principles to REVISE People's Unethical
Behavior.},
Journal = {Perspectives on psychological science : a journal of the
Association for Psychological Science},
Volume = {10},
Number = {6},
Pages = {738-741},
Year = {2015},
Month = {November},
ISSN = {1745-6916},
url = {http://dx.doi.org/10.1177/1745691615598512},
Abstract = {Dishonesty and unethical behavior are widespread in the
public and private sectors and cause immense annual losses.
For instance, estimates of U.S. annual losses indicate $1
trillion paid in bribes, $270 billion lost due to unreported
income, and $42 billion lost in retail due to shoplifting
and employee theft. In this article, we draw on insights
from the growing fields of moral psychology and behavioral
ethics to present a three-principle framework we call
REVISE. This framework classifies forces that affect
dishonesty into three main categories and then redirects
those forces to encourage moral behavior. The first
principle, reminding, emphasizes the effectiveness of subtle
cues that increase the salience of morality and decrease
people's ability to justify dishonesty. The second
principle, visibility, aims to restrict anonymity, prompt
peer monitoring, and elicit responsible norms. The third
principle, self-engagement, increases people's motivation to
maintain a positive self-perception as a moral person and
helps bridge the gap between moral values and actual
behavior. The REVISE framework can guide the design of
policy interventions to defeat dishonesty.},
Doi = {10.1177/1745691615598512},
Key = {fds311622}
}
@article{fds311624,
Author = {Mazar, N and Ariely, D},
Title = {Dishonesty in scientific research.},
Journal = {The Journal of clinical investigation},
Volume = {125},
Number = {11},
Pages = {3993-3996},
Year = {2015},
Month = {November},
ISSN = {0021-9738},
url = {http://dx.doi.org/10.1172/jci84722},
Abstract = {Fraudulent business practices, such as those leading to the
Enron scandal and the conviction of Bernard Madoff, evoke a
strong sense of public outrage. But fraudulent or dishonest
actions are not exclusive to the realm of big corporations
or to evil individuals without consciences. Dishonest
actions are all too prevalent in everyone's daily lives,
because people are constantly encountering situations in
which they can gain advantages by cutting corners. Whether
it's adding a few dollars in value to the stolen items
reported on an insurance claim form or dropping outlier data
points from a figure to make a paper sound more interesting,
dishonesty is part of the human condition. Here, we explore
how people rationalize dishonesty, the implications for
scientific research, and what can be done to foster a
culture of research integrity.},
Doi = {10.1172/jci84722},
Key = {fds311624}
}
@article{fds265900,
Author = {Barkan, R and Ayal, S and Ariely, D},
Title = {Ethical dissonance, justifications, and moral
behavior},
Journal = {Current Opinion in Psychology},
Volume = {6},
Pages = {157-161},
Publisher = {Elsevier BV},
Year = {2015},
Month = {December},
ISSN = {2352-250X},
url = {http://dx.doi.org/10.1016/j.copsyc.2015.08.001},
Doi = {10.1016/j.copsyc.2015.08.001},
Key = {fds265900}
}
@article{fds311620,
Author = {Ariely, D and Lanier, WL},
Title = {Disturbing Trends in Physician Burnout and Satisfaction With
Work-Life Balance: Dealing With Malady Among the Nation's
Healers.},
Journal = {Mayo Clinic proceedings},
Volume = {90},
Number = {12},
Pages = {1593-1596},
Year = {2015},
Month = {December},
ISSN = {0025-6196},
url = {http://dx.doi.org/10.1016/j.mayocp.2015.10.004},
Doi = {10.1016/j.mayocp.2015.10.004},
Key = {fds311620}
}
@article{fds330852,
Author = {Barkan, R and Ayal, S and Ariely, D},
Title = {Revisiting constructed preferences: Extrapolating
preferences from relevant reminders},
Journal = {Decision},
Volume = {3},
Number = {4},
Pages = {281-294},
Publisher = {American Psychological Association (APA)},
Year = {2016},
Month = {January},
url = {http://dx.doi.org/10.1037/dec0000051},
Abstract = {Bias and error are considered fundamental characteristics of
preferences. However, daily behavior frequently demonstrates
preference coherence. We link the leading notions of
constructed preferences and well-defined values (Payne,
Bettman & Schkade, 1999) and the demonstration of coherent
arbitrariness (Ariely, Loewenstein & Prelec, 2003) and
suggest that they describe a general process where people
construct preferences from a starting point. We focus on an
intermediate case where people extrapolate coherent
preferences from relevant reminders. In 4 studies we
characterize the unique features of extrapolated preferences
and compare them to preferences built from scratch. Our
findings show that the process of extrapolation follows
linearity rather than diminished sensitivity (Study 1),
leads to fewer errors, thus resulting in more consistent
preference sets (Study 2), reduces cognitive effort as the
quality of the starting point increases (Study 3), and helps
to maintain transitivity by prioritizing ordered preferences
over direct but noisy experience (Study 4). We discuss the
advantages of extrapolated preferences in terms of
coherence, but also highlight their potential drawbacks in
terms of compromising authentic experience.},
Doi = {10.1037/dec0000051},
Key = {fds330852}
}
@article{fds320745,
Author = {Ayal, S and Hochman, G and Ariely, D},
Title = {Editorial: Dishonest Behavior, from Theory to
Practice.},
Journal = {Frontiers in psychology},
Volume = {7},
Pages = {1521},
Year = {2016},
Month = {January},
url = {http://dx.doi.org/10.3389/fpsyg.2016.01521},
Doi = {10.3389/fpsyg.2016.01521},
Key = {fds320745}
}
@article{fds319050,
Author = {Lee, C-Y and Hochman, G and Prince, SE and Ariely,
D},
Title = {Past Actions as Self-Signals: How Acting in a
Self-Interested Way Influences Environmental Decision
Making.},
Journal = {PloS one},
Volume = {11},
Number = {7},
Pages = {e0158456},
Year = {2016},
Month = {January},
url = {http://dx.doi.org/10.1371/journal.pone.0158456},
Abstract = {In the last few decades, awareness of environmental issues
has increased significantly. Little has changed, however, in
human activities contributing to environmental damage. Why
is it so difficult for us to change our behavior in a domain
that is clearly so important to the future of humanity? Here
we propose and test the possibility that self-signaling, the
way we view ourselves based on our past behaviors, is one of
the factors contributing to the difficulty of taking
environmental action. In three experiments, we show that
previous self-interested thoughts or behaviors serve as
important signals that hinder the likelihood of acting in
line with an individual's reported concern for the
environment. This study not only helps explain the gap
between environmental awareness and action, but also
suggests alternative strategies for policymakers and
environmental agencies to promote proenvironmental
behavior.},
Doi = {10.1371/journal.pone.0158456},
Key = {fds319050}
}
@article{fds319049,
Author = {Zenko, Z and Ekkekakis, P and Ariely, D},
Title = {Can You Have Your Vigorous Exercise and Enjoy It Too?
Ramping Intensity Down Increases Postexercise, Remembered,
and Forecasted Pleasure.},
Journal = {Journal of sport & exercise psychology},
Volume = {38},
Number = {2},
Pages = {149-159},
Year = {2016},
Month = {April},
url = {http://dx.doi.org/10.1123/jsep.2015-0286},
Abstract = {There is a paucity of methods for improving the affective
experience of exercise. We tested a novel method based on
discoveries about the relation between exercise intensity
and pleasure, and lessons from behavioral economics. We
examined the effect of reversing the slope of pleasure
during exercise from negative to positive on pleasure and
enjoyment, remembered pleasure, and forecasted pleasure.
Forty-six adults were randomly assigned to a 15-min bout of
recumbent cycling of either increasing intensity (0-120% of
watts corresponding to the ventilatory threshold) or
decreasing intensity (120-0%). Ramping intensity down,
thereby eliciting a positive slope of pleasure during
exercise, improved postexercise pleasure and enjoyment,
remembered pleasure, and forecasted pleasure. The slope of
pleasure accounted for 35-46% of the variance in remembered
and forecasted pleasure from 15 min to 7 days postexercise.
Ramping intensity down makes it possible to combine exposure
to vigorous and moderate intensities with a pleasant
affective experience.},
Doi = {10.1123/jsep.2015-0286},
Key = {fds319049}
}
@article{fds319048,
Author = {Mann, H and Garcia-Rada, X and Hornuf, L and Tafurt, J and Ariely,
D},
Title = {Cut From the Same Cloth: Similarly Dishonest Individuals
Across Countries},
Journal = {Journal of Cross-Cultural Psychology},
Volume = {47},
Number = {6},
Pages = {858-874},
Publisher = {SAGE Publications},
Year = {2016},
Month = {July},
url = {http://dx.doi.org/10.1177/0022022116648211},
Abstract = {Norms for dishonest behaviors vary across societies, but
whether this variation is related to differences in
individuals’ core tendencies toward dishonesty is unknown.
We compare individual dishonesty on a novel task across 10
participant samples from five countries varying in
corruption and cultural values. In each country, a
die-rolling task was administered to students at major
public universities and the general public in coffee shops.
A separate group of participants in each country predicted
that dishonesty would vary across countries and demonstrated
a home country dishonesty bias. In contrast to predictions
from independent samples, observed dishonesty was limited in
magnitude and similar across countries. We found no
meaningful relationships between dishonesty on our task and
macro-level indicators, including corruption ratings and
cultural values. These findings suggest that individuals
around the world are similarly dishonest at their
core.},
Doi = {10.1177/0022022116648211},
Key = {fds319048}
}
@article{fds319047,
Author = {Williams, EF and Pizarro, D and Ariely, D and Weinberg,
JD},
Title = {The Valjean effect: Visceral states and cheating.},
Journal = {Emotion (Washington, D.C.)},
Volume = {16},
Number = {6},
Pages = {897-902},
Year = {2016},
Month = {September},
url = {http://dx.doi.org/10.1037/emo0000158},
Abstract = {Visceral states like thirst, hunger, and fatigue can alter
motivations, predictions, and even memory. Across 3 studies,
we demonstrate that such "hot" states can also shift moral
standards and increase dishonest behavior. Compared to
participants who had just eaten or who had not yet
exercised, hungry and thirsty participants were more likely
to behave dishonestly to win a prize. Consistent with the
specificity of motivation that is characteristic of visceral
states, participants were only more likely to cheat for a
prize that could alleviate their current deprived state
(such as a bottle of water). Interestingly, this increase in
dishonest behavior did not seem to be driven by an increase
in the perceived monetary value of the prize. (PsycINFO
Database Record},
Doi = {10.1037/emo0000158},
Key = {fds319047}
}
@article{fds319046,
Author = {Garrett, N and Lazzaro, SC and Ariely, D and Sharot,
T},
Title = {The brain adapts to dishonesty.},
Journal = {Nature neuroscience},
Volume = {19},
Number = {12},
Pages = {1727-1732},
Year = {2016},
Month = {December},
url = {http://dx.doi.org/10.1038/nn.4426},
Abstract = {Dishonesty is an integral part of our social world,
influencing domains ranging from finance and politics to
personal relationships. Anecdotally, digressions from a
moral code are often described as a series of small breaches
that grow over time. Here we provide empirical evidence for
a gradual escalation of self-serving dishonesty and reveal a
neural mechanism supporting it. Behaviorally, we show that
the extent to which participants engage in self-serving
dishonesty increases with repetition. Using functional MRI,
we show that signal reduction in the amygdala is sensitive
to the history of dishonest behavior, consistent with
adaptation. Critically, the extent of reduced amygdala
sensitivity to dishonesty on a present decision relative to
the previous one predicts the magnitude of escalation of
self-serving dishonesty on the next decision. The findings
uncover a biological mechanism that supports a 'slippery
slope': what begins as small acts of dishonesty can escalate
into larger transgressions.},
Doi = {10.1038/nn.4426},
Key = {fds319046}
}
@article{fds311619,
Author = {Schwartz, JA and Ariely, D},
Title = {Life is a battlefield},
Journal = {Independent Review},
Volume = {20},
Number = {3},
Pages = {377-382},
Year = {2016},
Month = {December},
ISSN = {1086-1653},
Abstract = {There are two standard policy alternatives for combating the
harmful behaviors that commercialism encourages, ineffective
soft paternalistic requirements mandating that consumers
receive helpful information, such as calorie counts; and
hard paternalistic rules that curtail individual choice,
such as restrictions on sugary soft-drinks and other
unhealthy options. Perhaps the best approach for dealing
with the clash between short-term pleasures and long-term
interests is to take a libertarian path between hard and
soft paternalism, one that encourages good behavior while
allowing individual choice. his approach recognizes that big
obstacles block our good intentions from becoming actual
behaviors, but it stops short of imposing inflexible
restrictions or penalties. In the libertarian approach,
instead of giving people lots of information about
retirement savings and letting them decide on the right
mutual fund, we can automatically put them into a good
mutual fund that performs well for most people and then let
them opt out if they want something different.},
Key = {fds311619}
}
@article{fds319051,
Author = {Ariely, D and Bracha, A and L'Huillier, JP},
Title = {Public and Private Values},
Journal = {Journal of Behavioral Decision Making},
Volume = {29},
Number = {5},
Pages = {550-555},
Publisher = {WILEY},
Year = {2016},
Month = {December},
url = {http://dx.doi.org/10.1002/bdm.1919},
Abstract = {In this paper, we experimentally examine whether looking at
other people's pricing decisions is a type of a decision
rule that people over-apply even when it is not applicable,
as in the case of private-value goods. In Study 1, we find
evidence that this is indeed the case—individual valuation
of a subjective experience under full information, elicited
using incentive compatible mechanism, is highly influenced
by values of others. In Study 2, we find that people expect
to use this rule to some degree with respect to actual
consumption of goods, especially goods with some public
value (music), and less so for private-value goods (noise).
However, people expect to use the rule to a very large
extent when they are required to express their valuation of
a good using a dollar figure (Study 3). These results can
shed light on price behavior as rigidities and rents.
Copyright © 2015 John Wiley & Sons, Ltd.},
Doi = {10.1002/bdm.1919},
Key = {fds319051}
}
@article{fds324455,
Author = {Mazar, N and Shampanier, K and Ariely, D},
Title = {When retailing and las vegas meet: Probabilistic free price
promotions},
Journal = {Management Science},
Volume = {63},
Number = {1},
Pages = {250-266},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2017},
Month = {January},
url = {http://dx.doi.org/10.1287/mnsc.2015.2328},
Abstract = {A number of retailers offer gambling-or lottery-type price
promotions with a chance to receive one's entire purchase
for free. Although these retailers seem to share the
intuition that probabilistic free price promotions are
attractive to consumers, it is unclear how they compare to
traditional sure price promotions of equal expected monetary
value. We compared these two risky and sure price promotions
for planned purchases across six experiments in the field
and in the laboratory. Together, we found that consumers are
not only more likely to purchase a product promoted with a
probabilistic free discount over the same product promoted
with a sure discount but that they are also likely to
purchase more of it. This preference seems to be primarily
due to a diminishing sensitivity to the prices. In addition,
we find that the zero price effect, transaction cost, and
novelty considerations are likely not implicated.},
Doi = {10.1287/mnsc.2015.2328},
Key = {fds324455}
}
@article{fds324456,
Author = {Mochon, D and Schwartz, J and Maroba, J and Patel, D and Ariely,
D},
Title = {Gain without pain: The extended effects of a behavioral
health intervention},
Journal = {Management Science},
Volume = {63},
Number = {1},
Pages = {58-72},
Publisher = {Institute for Operations Research and the Management
Sciences (INFORMS)},
Year = {2017},
Month = {January},
url = {http://dx.doi.org/10.1287/mnsc.2015.2322},
Abstract = {We examine the extended effects of an incentive-based
behavioral health intervention designed to improve nutrition
behavior. Although the intervention successfully improved
the target behavior, less is known about any spillovers,
positive or negative, that impacted the program's net
benefit. This novel examination presents an opportunity to
advance our knowledge of this important question,
particularly because many theories predict that balancing
behaviors in other domains (e.g., reduced exercise) can
occur. Our results show a positive and long-lasting
persistence effect for the treatment group, even after the
incentive was removed. Moreover, we observe no negative
spillover effects into related domains such as exercise, and
no negative impact on customer loyalty. These results
support the use of incentive-based interventions and
highlight the importance, for both theory and practice, of
examining their extended effects.},
Doi = {10.1287/mnsc.2015.2322},
Key = {fds324456}
}
@article{fds323703,
Author = {Bareket-Bojmel, L and Hochman, G and Ariely, D},
Title = {It’s (Not) All About the Jacksons: Testing Different Types
of Short-Term Bonuses in the Field},
Journal = {Journal of Management},
Volume = {43},
Number = {2},
Pages = {534-554},
Publisher = {SAGE Publications},
Year = {2017},
Month = {February},
url = {http://dx.doi.org/10.1177/0149206314535441},
Abstract = {The use of short-term bonuses to motivate employees has
become an organizational regularity, but a thorough
understanding of the relationship between these incentives
and actual performance is lacking. We aim to advance this
understanding by examining how three types of bonuses (cash,
family meal voucher, and verbal reward) affect employees’
productivity in a field experiment conducted in a high-tech
manufacturing factory. While all types of bonuses increased
performance by over 5%, nonmonetary short-term bonuses had a
slight advantage over monetary bonuses. In addition, the
removal of the bonuses led to decreased productivity for
monetary bonuses but not for the verbal reward. However,
this negative effect of monetary short-term bonuses
diminishes when a cash bonus is chosen by employees rather
than granted by default. Theoretical implications about the
effect of short-term bonuses on intrinsic motivation and
reciprocity, as well as practical applications of short-term
bonus plans that stem from our findings, are
discussed.},
Doi = {10.1177/0149206314535441},
Key = {fds323703}
}
@article{fds323516,
Author = {Jahedi, S and Deck, C and Ariely, D},
Title = {Arousal and economic decision making},
Journal = {Journal of Economic Behavior and Organization},
Volume = {134},
Pages = {165-189},
Publisher = {Elsevier BV},
Year = {2017},
Month = {February},
url = {http://dx.doi.org/10.1016/j.jebo.2016.10.008},
Abstract = {Previous experiments have found that subjecting participants
to cognitive load leads to poorer decision making,
consistent with dual-system models of behavior. Rather than
taxing the cognitive system, this paper reports the results
of an experiment that takes a complementary approach:
arousing the emotional system. The results indicate that
exposure to arousing visual stimuli as compared to neutral
images has a negligible impact on performance in arithmetic
tasks, impatience, risk taking in the domain of losses, and
snack choice although we find that arousal modestly
increases risk-taking in the gains domain and increases
susceptibility to anchoring effects. We find the effect of
arousal on decision making to be smaller and less consistent
then the effect of increased cognitive load for the same
tasks.},
Doi = {10.1016/j.jebo.2016.10.008},
Key = {fds323516}
}
@article{fds316892,
Author = {Grinstein-Weiss, M and Russell, BD and Gale, WG and Key, C and Ariely,
D},
Title = {Behavioral Interventions to Increase Tax-Time Saving:
Evidence from a National Randomized Trial},
Journal = {Journal of Consumer Affairs},
Volume = {51},
Number = {1},
Pages = {3-26},
Publisher = {WILEY},
Year = {2017},
Month = {March},
ISSN = {0022-0078},
url = {http://dx.doi.org/10.1111/joca.12114},
Abstract = {We provide new large-scale experimental evidence on policies
that aim to boost household saving out of income tax
refunds. Households that filed income tax returns with an
online tax preparer and chose to receive their refund
electronically were randomized into eight treatment groups,
which received different combinations of motivational saving
prompts and suggested shares of the refund to save—25% and
75%—and a control group, which received neither. In
treatment conditions where they were presented, motivational
prompts focused on various savings goals: general,
retirement, or emergency. Analysis reveals that higher
suggested that allocations generated increased allocations
of the refund to savings but that prompts for different
reasons to save did not. These interventions, which draw on
lessons from behavioral economics, represent potentially
low-cost, scalable tools for policy makers interested in
helping low- and moderate-income households build
savings.},
Doi = {10.1111/joca.12114},
Key = {fds316892}
}
@article{fds324454,
Author = {Mitkidis, P and Ayal, S and Shalvi, S and Heimann, K and Levy, G and Kyselo, M and Wallot, S and Ariely, D and Roepstorff,
A},
Title = {The effects of extreme rituals on moral behavior: The
performers-observers gap hypothesis},
Journal = {Journal of Economic Psychology},
Volume = {59},
Pages = {1-7},
Publisher = {Elsevier BV},
Year = {2017},
Month = {April},
url = {http://dx.doi.org/10.1016/j.joep.2016.12.007},
Abstract = {Religious rituals are found all over the world. Some
cultures engage in extreme religious rituals in which
individuals take on forms of bodily harm to demonstrate
their devotion. Such rituals entail excessive costs in terms
of physical pain and effort, but the equivalent societal
benefits remain unclear. The field experiment reported here
examined the interplay between extreme rituals and moral
behavior. Using a die-roll task to measure honest behavior,
we tested whether engaging or observing others engaging in
extreme ritual activities affects subsequent moral behavior.
Strikingly, the results showed that extreme rituals promote
moral behavior among ritual observers, but not among ritual
performers. The discussion centres on the moral effects of
rituals within the broader social context in which they
occur. Extreme religious rituals appear to have a moral
cleansing effect on the numerous individuals observing the
rituals, which may imply that these rituals evolved to
advance and maintain moral societies.},
Doi = {10.1016/j.joep.2016.12.007},
Key = {fds324454}
}
@article{fds326921,
Author = {Mochon, D and Johnson, K and Schwartz, J and Ariely,
D},
Title = {What are likes worth? A facebook page field
experiment},
Journal = {Journal of Marketing Research},
Volume = {54},
Number = {2},
Pages = {306-317},
Publisher = {SAGE Publications},
Year = {2017},
Month = {April},
url = {http://dx.doi.org/10.1509/jmr.15.0409},
Abstract = {Despite the tremendous resources devoted to marketing on
Facebook, little is known about its actual effect on
customers. Specifically, can Facebook page likes affect
offline customer behavior, and if so, how? To answer these
questions, the authors conduct a field experiment on
acquired Facebook page likes and find them to have a
positive causal effect on offline customer behavior.
Importantly, these likes are found to be most effective when
the Facebook page is used as a platform for firm-initiated
promotional communications. No effect of acquired page likes
is found when customers interact organically with the firm's
page, but a significant effect is found when the firm pays
to boost its page posts and thus uses its Facebook page as a
platform for paid advertising. These results demonstrate the
value of likes beyond Facebook activity itself and highlight
the conditions under which acquiring likes is most valuable
for firms.},
Doi = {10.1509/jmr.15.0409},
Key = {fds326921}
}
@article{fds328282,
Author = {Hassidim, A and Korach, T and Shreberk-Hassidim, R and Thomaidou, E and Uzefovsky, F and Ayal, S and Ariely, D},
Title = {Prevalence of Sharing Access Credentials in Electronic
Medical Records.},
Journal = {Healthcare informatics research},
Volume = {23},
Number = {3},
Pages = {176-182},
Year = {2017},
Month = {July},
url = {http://dx.doi.org/10.4258/hir.2017.23.3.176},
Abstract = {<h4>Objectives</h4>Confidentiality of health information is
an important aspect of the physician patient relationship.
The use of digital medical records has made data much more
accessible. To prevent data leakage, many countries have
created regulations regarding medical data accessibility.
These regulations require a unique user ID for each medical
staff member, and this must be protected by a password,
which should be kept undisclosed by all means.<h4>Methods</h4>We
performed a four-question Google Forms-based survey of
medical staff. In the survey, each participant was asked if
he/she ever obtained the password of another medical staff
member. Then, we asked how many times such an episode
occurred and the reason for it.<h4>Results</h4>A total of
299 surveys were gathered. The responses showed that 220
(73.6%) participants reported that they had obtained the
password of another medical staff member. Only 171 (57.2%)
estimated how many time it happened, with an average
estimation of 4.75 episodes. All the residents that took
part in the study (45, 15%) had obtained the password of
another medical staff member, while only 57.5% (38/66) of
the nurses reported this.<h4>Conclusions</h4>The use of
unique user IDs and passwords to defend the privacy of
medical data is a common requirement in medical
organizations. Unfortunately, the use of passwords is doomed
because medical staff members share their passwords with one
another. Strict regulations requiring each staff member to
have it's a unique user ID might lead to password sharing
and to a decrease in data safety.},
Doi = {10.4258/hir.2017.23.3.176},
Key = {fds328282}
}
@article{fds329297,
Author = {Chang, LL and DeVore, AD and Granger, BB and Eapen, ZJ and Ariely, D and Hernandez, AF},
Title = {Leveraging Behavioral Economics to Improve Heart Failure
Care and Outcomes.},
Journal = {Circulation},
Volume = {136},
Number = {8},
Pages = {765-772},
Year = {2017},
Month = {August},
url = {http://dx.doi.org/10.1161/CIRCULATIONAHA.117.028380},
Abstract = {Behavioral challenges are often present in human illness, so
behavioral economics is increasingly being applied in
healthcare settings to better understand why patients choose
healthy or unhealthy behaviors. The application of
behavioral economics to healthcare settings parallels recent
shifts in policy and reimbursement structures that hold
providers accountable for outcomes that are dependent on
patient behaviors. Numerous studies have examined the
application of behavioral economics principles to policy
making and health behaviors, but there are limited data on
applying these concepts to the management of chronic
conditions, such as heart failure (HF). Given its increasing
prevalence and high associated cost of care, HF is a
paradigm case for studying novel approaches to improve
health care; therefore, if we can better understand why
patients with HF make the choices they do, then we may be
more poised to help them manage their medications, influence
daily behaviors, and encourage healthy decision making. In
this article, we will give a brief explanation of the core
behavioral economics concepts that apply to patients with
HF. We will also examine how to craft these concepts into
tools such as financial incentives and social networks that
may improve the management of patients with HF. We believe
that behavioral economics can help us understand barriers to
change, encourage positive behaviors, and offer additional
approaches to improving the outcomes of patients with
HF.},
Doi = {10.1161/CIRCULATIONAHA.117.028380},
Key = {fds329297}
}
@article{fds327324,
Author = {Zenko, Z and O'Brien, JD and Berman, CJ and Ariely,
D},
Title = {Comparison of affect-regulated, self-regulated, and
heart-rate regulated exercise prescriptions: Protocol for a
randomized controlled trial},
Journal = {Psychology of Sport and Exercise},
Volume = {32},
Pages = {124-130},
Publisher = {Elsevier BV},
Year = {2017},
Month = {September},
url = {http://dx.doi.org/10.1016/j.psychsport.2017.06.010},
Abstract = {Recent evidence has highlighted the potential benefits of
affect- and self-regulated exercise prescriptions for the
promotion of physical activity and exercise behavior
(Baldwin et al., 2016; Williams et al., 2015, 2016).
However, questions remain about which characteristics of the
exercise prescriptions make them more effective. Objectives
This study will compare exercise prescriptions with and
without choice, and with and without an emphasis on
affective valence, to determine which method of intensity
regulation is most effective for increasing walking
behavior. Design Parallel-groups randomized controlled
trial. Methods Insufficiently active (less than 90 min per
week of moderate-intensity activity) adults will be
recruited to participate in a six-week study consisting of a
two-week baseline period and four-week intervention. Walking
behavior will be measured objectively using consumer-based
activity monitors, and based on self-reported data. Other
outcome measures will include affective attitudes, variables
related to intrinsic motivation, self-reported compliance,
resting heart rate, and weight. Participants will be
randomized to one of four walking programs that either
regulate intensity based on the choice of the intensity or
based on heart rate, and either have or lack an emphasis on
the affective valence of exercise. Conclusions Recruitment
and onboarding has begun. Results of this randomized
controlled trial are expected to be available by the middle
of 2018.},
Doi = {10.1016/j.psychsport.2017.06.010},
Key = {fds327324}
}
@article{fds329772,
Author = {Tan, J and Ariely, D and Hare, B},
Title = {Bonobos respond prosocially toward members of other
groups.},
Journal = {Scientific reports},
Volume = {7},
Number = {1},
Pages = {14733},
Year = {2017},
Month = {November},
url = {http://dx.doi.org/10.1038/s41598-017-15320-w},
Abstract = {Modern humans live in an "exploded" network with unusually
large circles of trust that form due to prosociality toward
unfamiliar people (i.e. xenophilia). In a set of experiments
we demonstrate that semi-free ranging bonobos (Pan paniscus)
- both juveniles and young adults - also show spontaneous
responses consistent with xenophilia. Bonobos voluntarily
aided an unfamiliar, non-group member in obtaining food even
when he/she did not make overt requests for help. Bonobos
also showed evidence for involuntary, contagious yawning in
response to videos of yawning conspecifics who were complete
strangers. These experiments reveal that xenophilia in
bonobos can be unselfish, proactive and automatic. They
support the first impression hypothesis that suggests
xenophilia can evolve through individual selection in social
species whenever the benefits of building new bonds outweigh
the costs. Xenophilia likely evolved in bonobos as the risk
of intergroup aggression dissipated and the benefits of
bonding between immigrating members increased. Our findings
also mean the human potential for xenophilia is either
evolutionarily shared or convergent with bonobos and not
unique to our species as previously proposed.},
Doi = {10.1038/s41598-017-15320-w},
Key = {fds329772}
}
@article{fds326509,
Author = {Banker, S and Ainsworth, SE and Baumeister, RF and Ariely, D and Vohs,
KD},
Title = {The Sticky Anchor Hypothesis: Ego Depletion Increases
Susceptibility to Situational Cues},
Journal = {Journal of Behavioral Decision Making},
Volume = {30},
Number = {5},
Pages = {1027-1040},
Publisher = {WILEY},
Year = {2017},
Month = {December},
url = {http://dx.doi.org/10.1002/bdm.2022},
Abstract = {Self-control depletion has been linked both to increased
selfish behavior and increased susceptibility to situational
cues. The present research tested two competing hypotheses
about the consequence of depletion by measuring how people
allocate rewards between themselves and another person.
Seven experiments analyzed behavior in standard dictator
games and reverse dictator games, settings in which
participants could take money from another person. Across
all of these experiments, depleted participants made smaller
changes to the initial allocation, thereby sticking closer
to the default position (anchor) than non-depleted
participants. These findings provide support for a “sticky
anchor hypothesis,” which states that the effects of
depletion on behavior are influenced by the proximal
situational cues rather than by directly stimulating
selfishness per se. Copyright © 2017 John Wiley & Sons,
Ltd.},
Doi = {10.1002/bdm.2022},
Key = {fds326509}
}
@article{fds340375,
Author = {Ariely, D and Holzwarth, A},
Title = {The choice architecture of privacy decision-making},
Journal = {Health and Technology},
Volume = {7},
Number = {4},
Pages = {415-422},
Publisher = {Springer Nature},
Year = {2017},
Month = {December},
url = {http://dx.doi.org/10.1007/s12553-017-0193-3},
Abstract = {‘Choice architects’ are responsible for designing
environments that guide decision-making, and thus must
consider the inherent tradeoffs that accompany every choice.
This examination of privacy decision-making places privacy
considerations into context, and accordingly recommends a
method (signal detection theory) for choice architects to
define and weigh the tradeoffs ingrained in private and
public situations in order to design decision environments
that are reflective of their respective costs and
benefits.},
Doi = {10.1007/s12553-017-0193-3},
Key = {fds340375}
}
@article{fds332055,
Author = {LeBlanc, TW and Bloom, N and Wolf, SP and Lowman, SG and Pollak, KI and Steinhauser, KE and Ariely, D and Tulsky, JA},
Title = {Triadic treatment decision-making in advanced cancer: a
pilot study of the roles and perceptions of patients,
caregivers, and oncologists.},
Journal = {Support Care Cancer},
Volume = {26},
Number = {4},
Pages = {1197-1205},
Year = {2018},
Month = {April},
url = {http://dx.doi.org/10.1007/s00520-017-3942-y},
Abstract = {PURPOSE: The research on cancer treatment decision-making
focuses on dyads; the full "triad" of patients, oncologists,
and caregivers remains largely unstudied. We investigated
how all members of this triad perceive and experience
decisions related to treatment for advanced cancer. METHODS:
At an academic cancer center, we enrolled adult patients
with advanced gastrointestinal or hematological
malignancies, their caregivers, and their oncologists. Triad
members completed a semi-structured qualitative interview
and a survey measuring decisional conflict and perceived
influence of the other triad members on treatment decisions.
RESULTS: Seventeen patients, 14 caregivers, and 10
oncologists completed the study. Patients and caregivers
reported little decisional regret and voiced high
satisfaction with their decisions, but levels of decisional
conflict were high. We found sizeable disagreement among
triad members' perceptions and preferences. For example,
patients and oncologists disagreed about the caregiver's
influence on the decision 56% of the time. In addition, many
patients and caregivers preferred to defer to their
oncologist about treatment decisions, felt like no true
decision existed, and disagreed with their oncologist about
how many treatment options had been presented. CONCLUSIONS:
Patients, caregivers, and oncologists have discordant
perceptions of the cancer treatment decision-making process,
and bring different preferences about how they want to make
decisions. These data suggest that oncologists should assess
patients' and caregivers' decisional preferences, explicitly
signal that a decision needs to be made whenever approaching
an important crossroads in treatment and ensure that
patients and caregivers understand the full range of
presented options.},
Doi = {10.1007/s00520-017-3942-y},
Key = {fds332055}
}
@article{fds335814,
Author = {Hahn, E and Ariely, D and Tannock, I and Fyles, A and Corn,
BW},
Title = {Slogans and donor pages of cancer centres: do they convey
discordant messages?},
Journal = {The Lancet. Oncology},
Volume = {19},
Number = {4},
Pages = {447-448},
Year = {2018},
Month = {April},
url = {http://dx.doi.org/10.1016/s1470-2045(18)30203-1},
Doi = {10.1016/s1470-2045(18)30203-1},
Key = {fds335814}
}
@article{fds333286,
Author = {Amar, M and Ariely, D and Carmon, Z and Yang, H},
Title = {How Counterfeits Infect Genuine Products: The Role of Moral
Disgust},
Journal = {Journal of Consumer Psychology},
Volume = {28},
Number = {2},
Pages = {329-343},
Publisher = {WILEY},
Year = {2018},
Month = {April},
url = {http://dx.doi.org/10.1002/jcpy.1036},
Abstract = {We argue that moral disgust toward counterfeiting can
degrade both the efficacy of products perceived to be
counterfeits and that of genuine products resembling them.
Five studies support our propositions and highlight the
infectious nature of counterfeiting: Perceiving a product as
a counterfeit made disgust more mentally accessible, and led
participants to disinfect the item more and reduce how long
they remained in physical contact with it (Study 1).
Participants who perceived a mouse as a counterfeit,
performed less well in a computer game using the mouse and
expressed greater moral disgust, which mediated lowered
performance (Study 2). Exposure to a supposedly counterfeit
fountain pen in an unrelated prior task infected
participants’ performance using a genuine ballpoint pen
resembling the “counterfeit;” individual differences in
moral attitudes moderated the effect (Study 3). Exposure to
a supposedly counterfeit mouse infected performance with a
genuine mouse of the same brand; moral disgust mediated this
effect (Study 4). Finally, moral disgust mediated lowered
efficacy of a supposed counterfeit and that of a genuine
item resembling the “counterfeit” (Study
5).},
Doi = {10.1002/jcpy.1036},
Key = {fds333286}
}
@article{fds332183,
Author = {Ariely, D and Gneezy, U and Haruvy, E},
Title = {Social Norms and the Price of Zero},
Journal = {Journal of Consumer Psychology},
Volume = {28},
Number = {2},
Pages = {180-191},
Publisher = {WILEY},
Year = {2018},
Month = {April},
url = {http://dx.doi.org/10.1002/jcpy.1018},
Abstract = {The standard economic model assumes that demand is weakly
decreasing in price. While empirical evidence shows that
this is true for most price levels, it might not hold for
the price of zero, where social norms are not entirely
compatible with the self-maximizing economic agent. A set of
experiments shows that switching from a low price to a price
of zero has two effects on behavior: First, in accordance
with the economic theory, more people demand the product.
Second, whereas in the low price case some individuals
demand high quantities of the product, in the zero price
case most people take only one unit of the product. As a
result, lowering the price to zero may lead to a net
decrease in the total amount demanded in the market.
We further show that polite priming results in higher
demand than ethical priming in both zero price and 1¢
conditions.},
Doi = {10.1002/jcpy.1018},
Key = {fds332183}
}
@article{fds332890,
Author = {Mazar, N and Mochon, D and Ariely, D},
Title = {If You Are Going to Pay Within the Next 24 Hours, Press 1:
Automatic Planning Prompt Reduces Credit Card
Delinquency},
Journal = {Journal of Consumer Psychology},
Volume = {28},
Number = {3},
Pages = {466-476},
Publisher = {WILEY},
Year = {2018},
Month = {July},
url = {http://dx.doi.org/10.1002/jcpy.1031},
Abstract = {People often form intentions but fail to follow through on
them. Mounting evidence suggests that such intention-action
gaps can be narrowed with prompts to make concrete plans
about when, where, and how to act to achieve the intention.
In this paper, we pushed the notion of plan-concreteness to
test the efficacy of a prompt under a minimalist automated
calling setting, where respondents were only prompted to
indicate a narrower duration within which they intent to
act. In a field experiment, this planning prompt
significantly helped people to pay their past dues and get
out of debt delinquency. These results suggest that
minimalist automatic planning prompts are a scalable,
cost-effective intervention.},
Doi = {10.1002/jcpy.1031},
Key = {fds332890}
}
@article{fds335813,
Author = {O'Brien, JD and Kahn, RM and Zenko, Z and Fernandez, JR and Ariely,
D},
Title = {Naïve models of dietary splurges: Beliefs about caloric
compensation and weight change following non-habitual
overconsumption.},
Journal = {Appetite},
Volume = {128},
Pages = {321-332},
Year = {2018},
Month = {September},
url = {http://dx.doi.org/10.1016/j.appet.2018.06.016},
Abstract = {The mechanisms that lead to overeating and the consumption
of tempting, unhealthy foods have been studied extensively,
but the compensatory actions taken afterwards have not. Here
we describe the naïve models individuals hold around
dietary splurges (single bouts of overeating) and associated
weight changes. Across six online experiments, we found
that, following a hypothetical dietary splurge, participants
did not plan to adequately adjust calorie consumption to
account for the additional calories consumed (Studies 1 and
2), and this pattern was worse following hypothetical
splurges characterized by a large amount of food consumed in
a single bout (Study 3). Participants expected weight
changes to happen faster than they do in reality (Study 4)
and they expected that weight gained from a dietary splurge
would disappear on its own without explicit compensation
attempts through diet or exercise (Study 5). Similarly,
participants expected that when compensation attempts were
made through calorie restriction, the rate of weight loss
would be faster following a dietary splurge compared to
normal eating (Study 6). This research contributes novel
data demonstrating an important mechanism that likely
contributes to weight gain and failed weight loss
attempts.},
Doi = {10.1016/j.appet.2018.06.016},
Key = {fds335813}
}
@article{fds363380,
Author = {Amir, O and Mazar, N and Ariely, D},
Title = {Replicating the Effect of the Accessibility of Moral
Standards on Dishonesty: Authors’ Response to the
Replication Attempt},
Journal = {Advances in Methods and Practices in Psychological
Science},
Volume = {1},
Number = {3},
Pages = {318-320},
Year = {2018},
Month = {September},
url = {http://dx.doi.org/10.1177/2515245918769062},
Doi = {10.1177/2515245918769062},
Key = {fds363380}
}
@article{fds339755,
Author = {Turner, MC and O'Brien, JD and Kahn, RM and Mantyh, CR and Migaly, J and Ariely, D},
Title = {Impact of Disgust on Intentions to Undergo Colorectal
Surgery.},
Journal = {Dis Colon Rectum},
Volume = {61},
Number = {12},
Pages = {1386-1392},
Year = {2018},
Month = {December},
url = {http://dx.doi.org/10.1097/DCR.0000000000001254},
Abstract = {BACKGROUND: Surgeons present patients with complex
information at the perioperative appointment. Emotions
likely play a role in surgical decision-making, and disgust
is an emotion of revulsion at a stimulus that can lead to
avoidance. OBJECTIVE: The purpose of this study was to
determine the impact of disgust on intention to undergo
surgical resection for colorectal cancer and recall of
perioperative instructions. DESIGN: This was a
cross-sectional observational study conducted online using
hypothetical scenarios with nonpatient subjects. SETTINGS:
The study was conducted using Amazon's Mechanical Turk.
PATIENTS: Survey respondents were living in the United
States. MAIN OUTCOME MEASURES: Surgery intention and recall
of perioperative instructions were measured. RESULTS: A
total of 319 participants met the inclusion criteria.
Participants in the experimental condition, who were
provided with detailed information and pictures about stoma
care, had significantly lower surgery intentions (mean ±
SD, 4.60 ± 1.15) compared with the control condition
with no stoma prompt (mean ± SD, 5.14 ± 0.91; p =
0.05) and significantly lower recall for preoperative
instructions (mean ± SD, 13.75 ± 2.38) compared with
the control condition (mean ± SD, 14.36 ± 2.19; p =
0.03). Those within the experimental conditions also
reported significantly higher state levels of disgust (mean
± SD, 4.08 ± 1.74) compared with a control condition
(mean ± SD, 2.35 ± 1.38; p < 0.001). State-level
disgust was found to fully mediate the relationship between
condition and recall (b = -0.31) and to partially mediate
the effect of condition on surgery intentions (b = 0.17).
LIMITATIONS: It is unknown whether these results will
replicate with patients and the impact of competing emotions
in clinical settings. CONCLUSIONS: Intentions to undergo
colorectal surgery and recall of preoperative instructions
are diminished in patients who experience disgust when
presented with stoma information. Surgeons and care teams
must account for this as they perform perioperative
counseling to minimize interference with recall of important
perioperative information. See Video Abstract at
http://links.lww.com/DCR/A776.},
Doi = {10.1097/DCR.0000000000001254},
Key = {fds339755}
}
@article{fds341526,
Author = {Garcia-Rada, X and Anik, L and Ariely, D},
Title = {Consuming together (versus separately) makes the heart grow
fonder},
Journal = {Marketing Letters},
Volume = {30},
Number = {1},
Pages = {27-43},
Year = {2019},
Month = {March},
url = {http://dx.doi.org/10.1007/s11002-019-09479-7},
Abstract = {Across three studies, we investigate how consumers in
romantic relationships make decisions when choosing an item
to share with their partner. We show that consumers will
forgo their preferred alternative for an option that is more
aligned with the preferences of their partner when consuming
the same item together vs. separately. We theorize and show
that when consuming together (vs. separately), consumers’
purchase motivation shifts from being utilitarian (e.g.,
satisfying one’s hunger) to hedonic (e.g., having an
enjoyable evening). Consequently, when consuming together
(vs. separately), consumers weigh more highly their
partner’s affective reactions to the item and overall
experience—leading them to pick a less preferred option in
an effort to please their partner. In sum, we provide a
framework that contributes novel insight into the trade-offs
consumers make between their preferences and the preferences
of others.},
Doi = {10.1007/s11002-019-09479-7},
Key = {fds341526}
}
@article{fds352394,
Author = {Lee, CY and Morewedge, CK and Hochman, G and Ariely,
D},
Title = {Small probabilistic discounts stimulate spending: Pain of
paying in price promotions},
Journal = {Journal of the Association for Consumer Research},
Volume = {4},
Number = {2},
Pages = {160-171},
Year = {2019},
Month = {April},
url = {http://dx.doi.org/10.1086/701901},
Abstract = {We find that small probabilistic price promotions
effectively stimulate demand, even more so than comparable
fixed price promotions (e.g., “1% chance it’s free”
vs. “1% off,” respectively), because they more
effectively reduce the pain of paying. In three field
experiments at a grocer, we exogenously and endogenously
manipulated the salience of pain of paying via elicitation
timing (e.g., at entrance or checkout) and payment method
(i.e., cash/debit cards or credit cards). This modulated the
attractiveness of probabilistic discounts and their ability
to stimulate spending. Shoppers paying with cash or debit
cards, for example, spent 54% more if they received a 1%
probabilistic discount than a 1% fixed discount (experiment
2). A fourth experiment showed that consumers’ sensitivity
to pain of paying modulates the greater comparative efficacy
of small probabilistic than fixed discounts. More broadly,
the results elucidate a novel affective route through which
price promotions stimulate demand-pain of
paying.},
Doi = {10.1086/701901},
Key = {fds352394}
}
@article{fds342495,
Author = {Akbaş, M and Ariely, D and Yuksel, S},
Title = {When is inequality fair? An experiment on the effect of
procedural justice and agency},
Journal = {Journal of Economic Behavior and Organization},
Volume = {161},
Pages = {114-127},
Year = {2019},
Month = {May},
url = {http://dx.doi.org/10.1016/j.jebo.2019.02.014},
Abstract = {We investigate how the perceived fairness of an income
distribution depends on the beliefs about the process that
generates the inequality. Specifically, we examine how two
crucial features of this process affect fairness views: (1)
Procedural justice - equal treatment of all; (2) Agency –
one's ability to determine his/her income. We do this in a
lab experiment by differentially varying subjects’ ability
to influence their earnings. Comparison of ex-post
redistribution decisions of total earnings under different
conditions indicate both agency and procedural justice to
matter for fairness. Highlighting the importance of agency,
we observe lower redistribution of unequal earnings
resulting from risk when risk is chosen freely. Highlighting
the importance of procedural justice, we find introduction
of inequality of opportunity to significantly increase
redistribution. Despite this increase, under inequality of
opportunity, the share of subjects redistributing none
remain close to the share of subjects redistributing fully
revealing an underlying heterogeneity in the population
about how fairness views should account for inequality of
opportunity.},
Doi = {10.1016/j.jebo.2019.02.014},
Key = {fds342495}
}
@article{fds341346,
Author = {Yang, H and Carmon, Z and Ariely, D and Norton, MI},
Title = {The Feeling of Not Knowing It All},
Journal = {Journal of Consumer Psychology},
Volume = {29},
Number = {3},
Pages = {455-462},
Year = {2019},
Month = {July},
url = {http://dx.doi.org/10.1002/jcpy.1089},
Abstract = {How do consumers assess their mastery of knowledge they have
learned? We explore this question by investigating a common
knowledge consumption situation: encountering opportunities
for further learning. We argue and show that such
opportunities can trigger a feeling-of-not-knowing-it-all
(FONKIA), which lowers consumers’ confidence in their
mastery of the knowledge they already possess. Specifically,
listing optional follow-up readings at the conclusion of a
course lowered students’ confidence in their mastery of
the course material they had already learned (Study 1).
Encountering an optional learning opportunity increased the
FONKIA, which mediated the decreased confidence (Studies 2
and 3). We also document two moderators consistent with our
conceptualization. First, participants primed with mastery
(vs. instrumental) motivation were more negatively impacted
when they encountered optional learning opportunities.
Second, the more related the optional opportunities were to
the target topic, the lower participants’ confidence in
their mastery of what they had already learned. We conclude
by discussing the implications of these findings, such as
encouraging further learning or harming teaching
evaluations.},
Doi = {10.1002/jcpy.1089},
Key = {fds341346}
}
@article{fds342496,
Author = {Ariely, D and Garcia-Rada, X and Gödker, K and Hornuf, L and Mann,
H},
Title = {The impact of two different economic systems on
dishonesty},
Journal = {European Journal of Political Economy},
Volume = {59},
Pages = {179-195},
Year = {2019},
Month = {September},
url = {http://dx.doi.org/10.1016/j.ejpoleco.2019.02.010},
Abstract = {Using an artefactual field experiment, this paper tests the
long-term implications of living in a specific economic
system on individual dishonesty. By comparing cheating
behaviour across individuals from the former socialist East
of Germany with those of the capitalist West of Germany, we
examine behavioural differences within a single country. We
find long-term implications of living in a specific economic
system for individual dishonesty when social interactions
are possible: participants with an East German background
cheated significantly more on an abstract die-rolling task
than those with a West German background, but only when
exposed to the enduring system of former West Germany.
Moreover, our results indicate that the longer individuals
had experienced socialist East Germany, the more likely they
were to cheat on the behavioural task.},
Doi = {10.1016/j.ejpoleco.2019.02.010},
Key = {fds342496}
}
@article{fds346416,
Author = {Frank, D-A and Chrysochou, P and Mitkidis, P and Ariely,
D},
Title = {Human decision-making biases in the moral dilemmas of
autonomous vehicles.},
Journal = {Scientific reports},
Volume = {9},
Number = {1},
Pages = {13080},
Year = {2019},
Month = {September},
url = {http://dx.doi.org/10.1038/s41598-019-49411-7},
Abstract = {The development of artificial intelligence has led
researchers to study the ethical principles that should
guide machine behavior. The challenge in building machine
morality based on people's moral decisions, however, is
accounting for the biases in human moral decision-making. In
seven studies, this paper investigates how people's personal
perspectives and decision-making modes affect their
decisions in the moral dilemmas faced by autonomous
vehicles. Moreover, it determines the variations in people's
moral decisions that can be attributed to the situational
factors of the dilemmas. The reported studies demonstrate
that people's moral decisions, regardless of the presented
dilemma, are biased by their decision-making mode and
personal perspective. Under intuitive moral decisions,
participants shift more towards a deontological doctrine by
sacrificing the passenger instead of the pedestrian. In
addition, once the personal perspective is made salient
participants preserve the lives of that perspective, i.e.
the passenger shifts towards sacrificing the pedestrian, and
vice versa. These biases in people's moral decisions
underline the social challenge in the design of a universal
moral code for autonomous vehicles. We discuss the
implications of our findings and provide directions for
future research.},
Doi = {10.1038/s41598-019-49411-7},
Key = {fds346416}
}
@article{fds346575,
Author = {Berman, CJ and O'Brien, JD and Zenko, Z and Ariely,
D},
Title = {The Limits of Cognitive Reappraisal: Changing Pain Valence,
but not Persistence, during a Resistance Exercise
Task.},
Journal = {International journal of environmental research and public
health},
Volume = {16},
Number = {19},
Pages = {E3739},
Year = {2019},
Month = {October},
url = {http://dx.doi.org/10.3390/ijerph16193739},
Abstract = {Physiological discomfort is commonly cited as a barrier for
initiating and persisting with exercise. Although
individuals may think of physiological discomfort as
determined by physical sensations, it can also be influenced
by cognitive and emotional factors. We explored the impacts
of interpreting the purpose of pain as a sign of muscle
building (helpful) vs. a sign of muscle tearing and possible
injury (harmful) and tested the effect of cognitive
reappraisals, or shifting interpretations of pain, on
exercise persistence and the subjective experience of
discomfort during exercise. Seventy-eight participants were
randomized to listen to voice recordings that framed
exercise-related pain as helpful vs. harmful before
participating in a standard muscular endurance test using
the YMCA protocol. Although the two experimental groups did
not differ in the overall number of resistance training
repetitions achieved, participants who were asked to think
about the benefits (rather than the negative consequences)
of pain reported less negative pain valence during exercise.
Thus, the experience of pain was influenced by appraisals of
the meaning of pain, but differences in pain valence did not
impact exercise persistence. Theoretical implications and
applications for affect-based exercise interventions are
discussed.},
Doi = {10.3390/ijerph16193739},
Key = {fds346575}
}
@article{fds362131,
Author = {Hochman, G and Peleg, D and Ayal, S and Ariely, D},
Title = {The lie deflator – The effect of polygraph test feedback
on subsequent (Dis)honesty},
Journal = {Judgment and Decision Making},
Volume = {14},
Number = {6},
Pages = {728-738},
Year = {2019},
Month = {November},
Abstract = {Despite its controversial status, the lie detection test is
still a popular organizational instrument for credibility
assessment. Due to its popularity, we examined the effect of
the lie-detection test feedback on subsequent moral
behavior. In three studies, participants could cheat to
increase their monetary payoff in two consecutive phases.
Between these two phases the participants underwent amock
polygraph test and were randomly given Deception Indicated
(DI) or No Deception Indicated (NDI) assigned feedback.
Then, participants engaged in the second phase of the task
and their level of dishonesty was measured. Study 1 showed
that both NDI and DI feedback (but not the control) reduced
cheating behavior on the subsequent task. However, Study 2
showed that the mere presence of the lie-detection test
(without feedback) did not produce the same effect. When the
role of the lie detector as a moral reminder was cancelled
out in Study 3, feedback had no effect on the magnitude of
cheating behavior. However, cheaters who were given NDI
feedback exhibited a lower level of physiological arousal
than cheaters who were given DI feedback. These results
suggest that lie detection tests can be used to promote
honesty in the field, and that, while feedback type does not
affect the magnitude of cheating, NDI may allow people to
feel better about cheating.},
Key = {fds362131}
}
@article{fds347136,
Author = {Navajas, J and Álvarez Heduan, F and Garrido, JM and Gonzalez, PA and Garbulsky, G and Ariely, D and Sigman, M},
Title = {Reaching Consensus in Polarized Moral Debates.},
Journal = {Current biology : CB},
Volume = {29},
Number = {23},
Pages = {4124-4129.e6},
Year = {2019},
Month = {December},
url = {http://dx.doi.org/10.1016/j.cub.2019.10.018},
Abstract = {The group polarization phenomenon is a widespread human bias
with no apparent geographical or cultural boundaries [1].
Although the conditions that breed extremism have been
extensively studied [2-5], comparably little research has
examined how to depolarize attitudes in people who already
embrace extreme beliefs. Previous studies have shown that
deliberating groups may shift toward more moderate opinions
[6], but why deliberation is sometimes effective although
other times it fails at eliciting consensus remains largely
unknown. To investigate this, we performed a large-scale
behavioral experiment with live crowds from two countries.
Participants (N = 3,288 in study 1 and N = 582 in study 2)
were presented with a set of moral scenarios and asked to
judge the acceptability of a controversial action. Then they
organized in groups of three and discussed their opinions to
see whether they agreed on common values of acceptability.
We found that groups succeeding at reaching consensus
frequently had extreme participants with low confidence and
a participant with a moderate view but high confidence.
Quantitative analyses showed that these "confident grays"
exerted the greatest weight on group judgements and suggest
that consensus was driven by a mediation process [7, 8].
Overall, these findings shed light on the elements that
allow human groups to resolve moral disagreement.},
Doi = {10.1016/j.cub.2019.10.018},
Key = {fds347136}
}
@article{fds345454,
Author = {Fitz, N and Kushlev, K and Jagannathan, R and Lewis, T and Paliwal, D and Ariely, D},
Title = {Batching smartphone notifications can improve
well-being},
Journal = {Computers in Human Behavior},
Volume = {101},
Pages = {84-94},
Year = {2019},
Month = {December},
url = {http://dx.doi.org/10.1016/j.chb.2019.07.016},
Abstract = {Every day, billions of us receive smartphone notifications.
Designed to distract, these interruptions capture and
monetize our time and attention. Though smartphones are
incredibly helpful, their current notification systems
impose underappreciated, yet considerable, mental costs;
like a slot machine, they exploit our inherent psychological
bias for variable rewards. With an app that we developed, we
conducted a randomized field experiment (n = 237) to test
whether batching notifications—delivering notifications in
predictable intervals throughout the day—could improve
psychological well-being. Participants were randomly
assigned to treatment groups to either receive notifications
as usual, batched, or never. Using daily diary surveys, we
measured a range of psychological and health outcomes, and
through our app system, we collected data on phone use
behaviors. Compared to those in the control condition,
participants whose notifications were batched
three-times-a-day felt more attentive, productive, in a
better mood, and in greater control of their phones.
Participants in the batched group also reported lower
stress, lower productivity, and fewer phone interruptions.
In contrast, participants who did not receive notifications
at all reaped few of those benefits, but experienced higher
levels of anxiety and “fear of missing out” (FoMO). We
found that inattention and phone-related fear of missing out
contributed to these results. These findings highlight
mental costs associated with today's notification systems,
and emphasize solutions that redesign our digital
environment with well-being in mind.},
Doi = {10.1016/j.chb.2019.07.016},
Key = {fds345454}
}
@article{fds350540,
Author = {Berliner Senderey and A and Kornitzer, T and Lawrence, G and Zysman, H and Hallak, Y and Ariely, D and Balicer, R},
Title = {It's how you say it: Systematic A/B testing of digital
messaging cut hospital no-show rates.},
Journal = {PloS one},
Volume = {15},
Number = {6},
Pages = {e0234817},
Year = {2020},
Month = {January},
url = {http://dx.doi.org/10.1371/journal.pone.0234817},
Abstract = {Failure to attend hospital appointments has a detrimental
impact on care quality. Documented efforts to address this
challenge have only modestly decreased no-show rates.
Behavioral economics theory has suggested that more
effective messages may lead to increased responsiveness. In
complex, real-world settings, it has proven difficult to
predict the optimal message composition. In this study, we
aimed to systematically compare the effects of several
pre-appointment message formats on no-show rates. We
randomly assigned members from Clalit Health Services (CHS),
the largest payer-provider healthcare organization in
Israel, who had scheduled outpatient clinic appointments in
14 CHS hospitals, to one of nine groups. Each individual
received a pre-appointment SMS text reminder five days
before the appointment, which differed by group. No-show and
advanced cancellation rates were compared between the eight
alternative messages, with the previously used generic
message serving as the control. There were 161,587 CHS
members who received pre-appointment reminder messages who
were included in this study. Five message frames
significantly differed from the control group. Members who
received a reminder designed to evoke emotional guilt had a
no-show rates of 14.2%, compared with 21.1% in the control
group (odds ratio [OR]: 0.69, 95% confidence interval [CI]:
0.67, 0.76), and an advanced cancellation rate of 26.3%
compared with 17.2% in the control group (OR: 1.2, 95% CI:
1.19, 1.21). Four additional reminder formats demonstrated
significantly improved impact on no-show rates, compared to
the control, though not as effective as the best performing
message format. Carefully selecting the narrative of
pre-appointment SMS reminders can lead to a marked decrease
in no-show rates. The process of a/b testing, selecting, and
adopting optimal messages is a practical example of
implementing the learning healthcare system paradigm, which
could prevent up to one-third of the 352,000 annually
unattended appointments in Israel.},
Doi = {10.1371/journal.pone.0234817},
Key = {fds350540}
}
@article{fds351486,
Author = {Nichols, AD and Lang, M and Kavanagh, C and Kundt, R and Yamada, J and Ariely, D and Mitkidis, P},
Title = {Replicating and extending the effects of auditory religious
cues on dishonest behavior.},
Journal = {PloS one},
Volume = {15},
Number = {8},
Pages = {e0237007},
Year = {2020},
Month = {January},
url = {http://dx.doi.org/10.1371/journal.pone.0237007},
Abstract = {Although scientists agree that replications are critical to
the debate on the validity of religious priming research,
religious priming replications are scarce. This paper
attempts to replicate and extend previously observed effects
of religious priming on ethical behavior. We test the effect
of religious instrumental music on individuals' ethical
behavior with university participants (N = 408) in the Czech
Republic, Japan, and the US. Participants were randomly
assigned to listen to one of three musical tracks
(religious, secular, or white noise) or to no music
(control) for the duration of a decision-making game.
Participants were asked to indicate which side of a
vertically-bisected computer screen contained more dots and,
in every trial, indicating that the right side of the screen
had more dots earned participants the most money
(irrespective of the number of dots). Therefore,
participants were able to report dishonestly to earn more
money. In agreement with previous research, we did not
observe any main effects of condition. However, we were
unable to replicate a moderating effect of self-reported
religiosity on the effects of religious music on ethical
behavior. Nevertheless, further analyses revealed moderating
effects for ritual participation and declared religious
affiliation congruent with the musical prime. That is,
participants affiliated with a religious organization and
taking part in rituals cheated significantly less than their
peers when listening to religious music. We also observed
significant differences in cheating behavior across samples.
On average, US participants cheated the most and Czech
participants cheated the least. We conclude that normative
conduct is, in part, learned through active membership in
religious communities and our findings provide further
support for religious music as a subtle, moral
cue.},
Doi = {10.1371/journal.pone.0237007},
Key = {fds351486}
}
@article{fds347137,
Author = {DeVore, AD and Granger, BB and Fonarow, GC and Al-Khalidi, HR and Albert, NM and Lewis, EF and Butler, J and Piña, IL and Heidenreich,
PA and Allen, LA and Yancy, CW and Cooper, LB and Felker, GM and Kaltenbach, LA and McRae, AT and Lanfear, DE and Harrison, RW and Kociol, RD and Disch, M and Ariely, D and Miller, JM and Granger, CB and Hernandez, AF},
Title = {Care Optimization Through Patient and Hospital Engagement
Clinical Trial for Heart Failure: Rationale and design of
CONNECT-HF.},
Journal = {Am Heart J},
Volume = {220},
Pages = {41-50},
Year = {2020},
Month = {February},
url = {http://dx.doi.org/10.1016/j.ahj.2019.09.012},
Abstract = {Many therapies have been shown to improve outcomes for
patients with heart failure (HF) in controlled settings, but
there are limited data available to inform best practices
for hospital and post-discharge quality improvement
initiatives. The CONNECT-HF study is a prospective,
cluster-randomized trial of 161 hospitals in the United
States with a 2×2 factorial design. The study is designed
to assess the effect of a hospital and post-discharge
quality improvement intervention compared with usual care
(primary objective) on HF outcomes and quality-of-care, as
well as to evaluate the effect of hospitals implementing a
patient-level digital intervention compared with usual care
(secondary objective). The hospital and post-discharge
intervention includes audit and feedback on HF clinical
process measures and outcomes for patients with HF with
reduced ejection fraction (HFrEF) paired with education to
sites and clinicians by a trained, nationally representative
group of HF and quality improvement experts. The
patient-level digital intervention is an optional ancillary
study and includes a mobile application and behavioral tools
that are intended to facilitate improved use of
guideline-directed recommendations for self-monitoring and
self-management of activity and medications for HFrEF. The
effects of the interventions will be measured through an
opportunity-based composite score on quality and
time-to-first HF readmission or death among patients with
HFrEF who present to study hospitals with acute HF and who
consent to participate. The CONNECT-HF study is evaluating
approaches for implementing HF guideline recommendations
into practice and is one of the largest HF implementation
science trials performed to date.},
Doi = {10.1016/j.ahj.2019.09.012},
Key = {fds347137}
}
@article{fds349131,
Author = {Kristal, AS and Whillans, AV and Bazerman, MH and Gino, F and Shu, LL and Mazar, N and Ariely, D},
Title = {Signing at the beginning versus at the end does not decrease
dishonesty.},
Journal = {Proceedings of the National Academy of Sciences of the
United States of America},
Volume = {117},
Number = {13},
Pages = {7103-7107},
Year = {2020},
Month = {March},
url = {http://dx.doi.org/10.1073/pnas.1911695117},
Abstract = {Honest reporting is essential for society to function well.
However, people frequently lie when asked to provide
information, such as misrepresenting their income to save
money on taxes. A landmark finding published in PNAS [L. L.
Shu, N. Mazar, F. Gino, D. Ariely, M. H. Bazerman, <i>Proc.
Natl. Acad. Sci. U.S.A.</i> 109, 15197-15200 (2012)]
provided evidence for a simple way of encouraging honest
reporting: asking people to sign a veracity statement at the
beginning instead of at the end of a self-report form. Since
this finding was published, various government agencies have
adopted this practice. However, in this project, we failed
to replicate this result. Across five conceptual
replications (<i>n</i> = 4,559) and one highly powered,
preregistered, direct replication (<i>n</i> = 1,235)
conducted with the authors of the original paper, we
observed no effect of signing first on honest reporting.
Given the policy applications of this result, it is
important to update the scientific record regarding the
veracity of these results.},
Doi = {10.1073/pnas.1911695117},
Key = {fds349131}
}
@article{fds349879,
Author = {Miranda, JJ and Taype-Rondan, A and Bazalar-Palacios, J and Bernabe-Ortiz, A and Ariely, D},
Title = {The Effect of a Priest-Led Intervention on the Choice and
Preference of Soda Beverages: A Cluster-Randomized
Controlled Trial in Catholic Parishes.},
Journal = {Annals of behavioral medicine : a publication of the Society
of Behavioral Medicine},
Volume = {54},
Number = {6},
Pages = {436-446},
Year = {2020},
Month = {May},
url = {http://dx.doi.org/10.1093/abm/kaz060},
Abstract = {<h4>Background</h4>Latin America ranks among the regions
with the highest level of intake of sugary beverages in the
world. Innovative strategies to reduce the consumption of
sugary drinks are necessary.<h4>Purpose</h4>Evaluate the
effect of a one-off priest-led intervention on the choice
and preference of soda beverages.<h4>Methods</h4>We
conducted a pragmatic cluster-randomized trial in Catholic
parishes, paired by number of attendees, in Chimbote, Peru
between March and June of 2017. The priest-led intervention,
a short message about the importance of protecting one's
health, was delivered during the mass. The primary outcome
was the proportion of individuals that choose a bottle of
soda instead of a bottle of water immediately after the
service. Cluster-level estimates were used to compare
primary and secondary outcomes between intervention and
control groups utilizing nonparametric tests.<h4>Results</h4>Six
parishes were allocated to control and six to the
intervention group. The proportion of soda selection at
baseline was ~60% in the intervention and control groups,
and ranged from 56.3% to 63.8% in Week 1, and from 62.7% to
68.2% in Week 3. The proportion of mass attendees choosing
water over soda was better in the priest-led intervention
group: 8.2% higher at Week 1 (95% confidence interval
1.7%-14.6%, p = .03), and 6.2% higher at 3 weeks after
baseline (p = .15).<h4>Conclusions</h4>This study supports
the proof-of-concept that a brief priest-led intervention
can decrease sugary drink choice.<h4>Clinical trial
information</h4>ISRCTN, ISRCTN24676734. Registered 25 April
2017, https://www.isrctn.com/ISRCTN24676734.},
Doi = {10.1093/abm/kaz060},
Key = {fds349879}
}
@article{fds351404,
Author = {Spiller, SA and Ariely, D},
Title = {How does the perceived value of a medium of exchange depend
on its set of possible uses?},
Journal = {Organizational Behavior and Human Decision
Processes},
Volume = {161},
Pages = {188-200},
Year = {2020},
Month = {November},
url = {http://dx.doi.org/10.1016/j.obhdp.2020.07.005},
Abstract = {The normative value of a medium of exchange is derived from
the best consumption that it permits. Adding potential uses
can increase the normative value of a medium of exchange but
not decrease it. In two large preregistered experiments
(total N = 2205), including one with incentive-compatible
measures, we find that the perceived value of a medium of
exchange systematically lies below this normative benchmark,
such that adding a less-attractive set of potential uses
decreases a medium of exchange's perceived value. Moreover,
the extent of undervaluation depends on the difference in
value between the potential uses, and there is no evidence
of undervaluation when preferences among potential uses are
articulated in advance. More generally, these findings
reveal that the perceived value of a medium of exchange
depends not only on the expected value of the best
alternative but also on the set of alternatives.},
Doi = {10.1016/j.obhdp.2020.07.005},
Key = {fds351404}
}
@article{fds356470,
Author = {Hochman, G and Peleg, D and Ariely, D and Ayal, S},
Title = {Robin Hood meets Pinocchio: Justifications increase cheating
behavior but decrease physiological tension},
Journal = {Journal of Behavioral and Experimental Economics},
Volume = {92},
Year = {2021},
Month = {June},
url = {http://dx.doi.org/10.1016/j.socec.2021.101699},
Abstract = {We investigated whether altruistic justification increases
cheating behavior while suppressing its associated
physiological arousal. In the first study (n = 60),
participants strategically employed altruistic
considerations to justify their dishonesty and promote their
personal goals. In the second study (n = 110), participants
who worked to benefit others (compared to participants who
worked to benefit themselves) cheated more and were less
likely to be detected by a lie detector test. In addition,
among participants who worked to benefit others, more honest
participants experienced higher psychological distress than
dishonest participants. These findings suggest that
physiological arousal may be a good indicator of
self-interest cheating, but not justified
one.},
Doi = {10.1016/j.socec.2021.101699},
Key = {fds356470}
}
@article{fds356471,
Author = {Doraiswamy, PM and Chilukuri, MM and Ariely, D and Linares,
AR},
Title = {Physician Perceptions of Catching COVID-19: Insights from a
Global Survey.},
Journal = {J Gen Intern Med},
Volume = {36},
Number = {6},
Pages = {1832-1834},
Year = {2021},
Month = {June},
url = {http://dx.doi.org/10.1007/s11606-021-06724-6},
Doi = {10.1007/s11606-021-06724-6},
Key = {fds356471}
}
@article{fds357330,
Author = {Shah, M and Ferguson, A and Corn, PD and Varadhan, R and Ariely, D and Stearns, V and Smith, BD and Smith, TJ and Corn, BW},
Title = {Developing Workshops to Enhance Hope Among Patients With
Metastatic Breast Cancer and Oncologists: A Pilot
Study.},
Journal = {JCO oncology practice},
Volume = {17},
Number = {6},
Pages = {e785-e793},
Year = {2021},
Month = {June},
url = {http://dx.doi.org/10.1200/op.20.00744},
Abstract = {<h4>Purpose</h4>Hope is a modifiable entity that can be
augmented. We evaluated the feasibility, acceptability, and
efficacy of a short intervention to increase hopefulness in
patients with advanced breast cancer and
oncologists.<h4>Methods</h4>We enrolled eligible
participants to two cohorts: one for patients with
metastatic breast cancer and one for medical, radiation, or
surgical oncologists. The intervention, a half-day hope
enhancement workshop, included groups of 10-15 participants
within each cohort. Participants in both cohorts completed
preworkshop, postworkshop, and 3-month evaluations, which
included the Adult Hope Scale (AHS), Herth Hope Index (HHI),
and Patient-Reported Outcomes Measurement Information
System-Global Health (PROMIS-GH) measures in patients, and
the AHS, HHI, and a burnout self-assessment tool in
physicians.<h4>Results</h4>We consented 13 patients and 26
oncologists for participation in the workshop and 76.9% (n =
10) of consented patients and 100% (n = 26) of consented
physicians participated. Postworkshop, all participants
planned to incorporate what they learned into their daily
lives. In patients, AHS scores increased from preworkshop to
postworkshop, and the mean change of 5.90 was significant
(range 0-15, SD: 4.7, <i>t</i> = 3.99, <i>P</i> = .0032).
HHI scores also increased, although the mean change was not
significant. AHS and HHI scores did not significantly change
in oncologists from preworkshop to postworkshop. At 3
months, less than half of the participants responded to the
evaluation.<h4>Conclusion</h4>We found that conducting a
hope-enhancement workshop for patients with metastatic
breast cancer and oncologists was feasible, generally
acceptable to both populations, and associated with
increased hopefulness in patients. Next steps should focus
on confirming this effect in a randomized study and
maintaining this effect in the postworkshop
interval.},
Doi = {10.1200/op.20.00744},
Key = {fds357330}
}
@article{fds358301,
Author = {DeVore, AD and Granger, BB and Fonarow, GC and Al-Khalidi, HR and Albert, NM and Lewis, EF and Butler, J and Piña, IL and Allen, LA and Yancy, CW and Cooper, LB and Felker, GM and Kaltenbach, LA and McRae,
AT and Lanfear, DE and Harrison, RW and Disch, M and Ariely, D and Miller,
JM and Granger, CB and Hernandez, AF},
Title = {Effect of a Hospital and Postdischarge Quality Improvement
Intervention on Clinical Outcomes and Quality of Care for
Patients With Heart Failure With Reduced Ejection Fraction:
The CONNECT-HF Randomized Clinical Trial.},
Journal = {JAMA},
Volume = {326},
Number = {4},
Pages = {314-323},
Year = {2021},
Month = {July},
url = {http://dx.doi.org/10.1001/jama.2021.8844},
Abstract = {IMPORTANCE: Adoption of guideline-directed medical therapy
for patients with heart failure is variable. Interventions
to improve guideline-directed medical therapy have failed to
consistently achieve target metrics, and limited data exist
to inform efforts to improve heart failure quality of care.
OBJECTIVE: To evaluate the effect of a hospital and
postdischarge quality improvement intervention compared with
usual care on heart failure outcomes and care. DESIGN,
SETTING, AND PARTICIPANTS: This cluster randomized clinical
trial was conducted at 161 US hospitals and included 5647
patients (2675 intervention vs 2972 usual care) followed up
after a hospital discharge for acute heart failure with
reduced ejection fraction (HFrEF). The trial was performed
from 2017 to 2020, and the date of final follow-up was
August 31, 2020. INTERVENTIONS: Hospitals (n = 82)
randomized to a hospital and postdischarge quality
improvement intervention received regular education of
clinicians by a trained group of heart failure and quality
improvement experts and audit and feedback on heart failure
process measures (eg, use of guideline-directed medical
therapy for HFrEF) and outcomes. Hospitals (n = 79)
randomized to usual care received access to a generalized
heart failure education website. MAIN OUTCOMES AND MEASURES:
The coprimary outcomes were a composite of first heart
failure rehospitalization or all-cause mortality and change
in an opportunity-based composite score for heart failure
quality (percentage of recommendations followed). RESULTS:
Among 5647 patients (mean age, 63 years; 33% women; 38%
Black; 87% chronic heart failure; 49% recent heart failure
hospitalization), vital status was known for 5636 (99.8%).
Heart failure rehospitalization or all-cause mortality
occurred in 38.6% in the intervention group vs 39.2% in
usual care (adjusted hazard ratio, 0.92 [95% CI, 0.81 to
1.05). The baseline quality-of-care score was 42.1% vs
45.5%, respectively, and the change from baseline to
follow-up was 2.3% vs -1.0% (difference, 3.3% [95% CI, -0.8%
to 7.3%]), with no significant difference between the 2
groups in the odds of achieving a higher composite quality
score at last follow-up (adjusted odds ratio, 1.06 [95% CI,
0.93 to 1.21]). CONCLUSIONS AND RELEVANCE: Among patients
with HFrEF in hospitals randomized to a hospital and
postdischarge quality improvement intervention vs usual
care, there was no significant difference in time to first
heart failure rehospitalization or death, or in change in a
composite heart failure quality-of-care score. TRIAL
REGISTRATION: ClinicalTrials.gov Identifier:
NCT03035474.},
Doi = {10.1001/jama.2021.8844},
Key = {fds358301}
}
@article{fds358302,
Author = {Bauer, PJ and Ariely, D},
Title = {Expression of Concern: Effort for Payment: A Tale of Two
Markets.},
Journal = {Psychological science},
Volume = {32},
Number = {8},
Pages = {1338-1339},
Year = {2021},
Month = {August},
url = {http://dx.doi.org/10.1177/09567976211035782},
Doi = {10.1177/09567976211035782},
Key = {fds358302}
}
@article{fds359788,
Author = {Navajas, J and Heduan, FÁ and Garbulsky, G and Tagliazucchi, E and Ariely, D and Sigman, M},
Title = {Moral responses to the COVID-19 crisis.},
Journal = {Royal Society open science},
Volume = {8},
Number = {9},
Pages = {210096},
Year = {2021},
Month = {September},
url = {http://dx.doi.org/10.1098/rsos.210096},
Abstract = {The COVID-19 pandemic has raised complex moral dilemmas that
have been the subject of extensive public debate. Here, we
study how people judge a set of controversial actions
related to the crisis: relaxing data privacy standards to
allow public control of the pandemic, forbidding public
gatherings, denouncing a friend who violated COVID-19
protocols, prioritizing younger over older patients when
medical resources are scarce, and reducing animal rights to
accelerate vaccine development. We collected acceptability
judgements in an initial large-scale study with participants
from 10 Latin American countries (<i>N</i> = 15 420). A
formal analysis of the intrinsic correlations between
responses to different dilemmas revealed that judgements
were organized in two dimensions: one that reflects a focus
on human life expectancy and one that cares about the health
of all sentient lives in an equitable manner. These
stereotyped patterns of responses were stronger in people
who endorsed utilitarian decisions in a standardized scale.
A second pre-registered study performed in the USA (<i>N</i>
= 1300) confirmed the replicability of these findings.
Finally, we show how the prioritization of public health
correlated with several contextual, personality and
demographic factors. Overall, this research sheds light on
the relationship between utilitarian decision-making and
moral responses to the COVID-19 crisis.},
Doi = {10.1098/rsos.210096},
Key = {fds359788}
}
@article{fds359789,
Author = {Macchia, L and Ariely, D},
Title = {Eliciting preferences for redistribution across domains: A
study on wealth, education, and health},
Journal = {Analyses of Social Issues and Public Policy},
Volume = {21},
Number = {1},
Pages = {1141-1166},
Year = {2021},
Month = {December},
url = {http://dx.doi.org/10.1111/asap.12279},
Abstract = {People's preferences for redistribution are a key component
of redistributive policy design, yet how to elicit these
preferences is still a matter of debate. We recruited a
nationally representative sample of more than 5000 US
respondents. We used an approach based on principles of
justice to elicit people's preferences for redistribution
across different domains. We compared people's preferences
for the distribution of wealth, good educational resources,
and good health status. We found that people have different
preferences across domains: they accept higher inequality in
wealth whereas they prefer more equal distributions in
education and health. These preferences are consistent
across different demographic groups. We discuss policymaking
implications: when designing redistributive policies,
policymakers should take this approach into account to
trigger more favorable reactions to such
policies.},
Doi = {10.1111/asap.12279},
Key = {fds359789}
}
@article{fds362208,
Author = {Zimmerman, F and Garbulsky, G and Ariely, D and Sigman, M and Navajas,
J},
Title = {Political coherence and certainty as drivers of
interpersonal liking over and above similarity.},
Journal = {Science advances},
Volume = {8},
Number = {6},
Pages = {eabk1909},
Year = {2022},
Month = {February},
url = {http://dx.doi.org/10.1126/sciadv.abk1909},
Abstract = {Affective polarization and political segregation have become
a serious threat to democratic societies. One standard
explanation for these phenomena is that people like and
prefer interacting with similar others. However, similarity
may not be the only driver of interpersonal liking in the
political domain, and other factors, yet to be uncovered,
could play an important role. Here, we hypothesized that
beyond the effect of similarity, people show greater
preference for individuals with politically coherent and
confident opinions. To test this idea, we performed two
behavioral studies consisting of one-shot face-to-face
pairwise interactions. We found that people with ambiguous
or ambivalent views were nonreciprocally attracted to
confident and coherent ingroups. A third experimental study
confirmed that politically coherent and confident profiles
are rated as more attractive than targets with ambiguous or
ambivalent opinions. Overall, these findings unfold the key
drivers of the affability between people who discuss
politics.},
Doi = {10.1126/sciadv.abk1909},
Key = {fds362208}
}
@article{fds362130,
Author = {Whitley, SC and Garcia-Rada, X and Bardhi, F and Ariely, D and Morewedge, CK},
Title = {Relational Spending in Funerals: Caring for Others Loved and
Lost},
Journal = {Journal of Consumer Psychology},
Volume = {32},
Number = {2},
Pages = {211-231},
Year = {2022},
Month = {April},
url = {http://dx.doi.org/10.1002/jcpy.1240},
Abstract = {Funeral rituals perform important social functions for
families and communities, but little is known about the
motives of people planning funerals. Using mixed methods, we
examine funeral planning as end-of-life relational spending.
We identify how relational motives drive and manifest in
funeral planning, even when the primary recipient of goods
and services is dead. Qualitative interviews with consumers
who had planned pre-COVID funerals (N = 15) reveal a caring
orientation drives funeral decision-making for loved ones
and for self-planned funerals. Caring practices manifest in
three forms: (a) balancing preferences between the planner,
deceased, and surviving family; (b) making personal
sacrifices; and (c) spending amount (Study 1). Archival
funeral contract data (N = 385) reveal supporting
quantitative evidence of caring-driven funeral spending.
Planners spend more on funerals for others and underspend on
their own funerals (Study 2). Preregistered experiments (N =
1,906) addressing selection bias replicate these results and
find generalization across different funding sources
(planner-funded, other-funded, and insurance; Studies
3A–3C). The findings elucidate a ubiquitous, emotional,
and financially consequential decision process at the end of
life.},
Doi = {10.1002/jcpy.1240},
Key = {fds362130}
}
@article{fds362100,
Author = {Tsolmon, U and Ariely, D},
Title = {Health insurance benefits as a labor market friction:
Evidence from a quasi-experiment},
Journal = {Strategic Management Journal},
Volume = {43},
Number = {8},
Pages = {1556-1574},
Year = {2022},
Month = {August},
url = {http://dx.doi.org/10.1002/smj.3378},
Abstract = {Research Summary: This study examines the propensity of
small firms to provide health insurance in response to high
state-level unemployment insurance (UI) benefits, given that
generous UI benefits reduce labor market frictions that
constrain employee mobility. We exploit a unique data set of
over 15,000 small private firms in the United States and
find that when state UI benefits are high, firms will offer
their employees health insurance benefits—especially when
those firms rely on human capital that is difficult to
replace. We find positive effects of health insurance policy
on worker retention, worker productivity, and firm
performance. We discuss the implications of our findings to
the theory development on the relationship between exogenous
labor market frictions and firms' responses to those
frictions. Managerial Summary: This study examines whether
small firms that offer health insurance to their employees
have better performance outcomes. Even though health
insurance is a costly investment for small firms, there has
been scant strategy- and evidence-based guidance for
managers regarding the conditions that can render
investments in employee health ultimately worthwhile. The
study analyzes data from 15,000 small firms in the United
States and finds that offering health insurance when
retaining and replacing workers by firms is more difficult.
Firms that offer health insurance also have better worker
retention, productivity, and profitability compared to firms
that do not offer health insurance. The results suggest that
investments in employee health and well-being may provide a
competitive edge to firms, especially when labor market
competition for workers is high.},
Doi = {10.1002/smj.3378},
Key = {fds362100}
}
@article{fds364288,
Author = {Mitkidis, P and Lindeløv, JK and Elbaek, CT and Porubanova, M and Grzymala-Moszczynska, J and Ariely, D},
Title = {Morality in the time of cognitive famine: The effects of
memory load on cooperation and honesty.},
Journal = {Acta psychologica},
Volume = {228},
Pages = {103664},
Year = {2022},
Month = {August},
url = {http://dx.doi.org/10.1016/j.actpsy.2022.103664},
Abstract = {Though human social interaction in general seems effortless
at times, successful engagement in collaborative or
exploitative social interaction requires the availability of
cognitive resources. Research on Dual-Process suggests that
two systems, the affective (non-reflective) and the
cognitive (reflective), are responsible for different types
of reasoning. Nevertheless, the evidence on which system
leads to what type of behavioral outcome, in terms of
prosociality, is at best contradicting and perplexing. In
the present paper, we examined the role of the two systems,
operationalized as working memory depletion, in prosocial
decision-making. We hypothesize that the nature of the
available cognitive resources could affect whether humans
engage in collaborative or exploitative social interaction.
Using Operation Span to manipulate the availability of
working memory, we examined how taxing the cognitive system
affects cooperation and cheating. In two experiments, we
provide evidence that concurrent load, but not cumulative
load is detrimental to cooperation, whereas neither
concurrent nor cumulative load seems to affect cheating
behavior. These findings are in contrast to several previous
assumptions. We discuss limitations, possible explanations,
and future directions.},
Doi = {10.1016/j.actpsy.2022.103664},
Key = {fds364288}
}
@article{fds371541,
Author = {Rao, VN and Kaltenbach, LA and Granger, BB and Fonarow, GC and Al-Khalidi, HR and Albert, NM and Butler, J and Allen, LA and Lanfear,
DE and Ariely, D and Miller, JM and Brodsky, MA and Lalonde, TA and Lafferty, JC and Granger, CB and Hernandez, AF and Devore, AD and Durham, North Carolina and Los Angeles and California and Cleveland,
Ohio and Jackson, Misssissippi and Aurora, Colorado and Detroit,
Michigan and Ewa Beach and Hawaii and Staten Island and New
York},
Title = {The Association of Digital Health Application Use With Heart
Failure Care and Outcomes: Insights From
CONNECT-HF.},
Journal = {J Card Fail},
Volume = {28},
Number = {10},
Pages = {1487-1496},
Year = {2022},
Month = {October},
url = {http://dx.doi.org/10.1016/j.cardfail.2022.07.050},
Abstract = {BACKGROUND: It is unknown whether digital applications can
improve guideline-directed medical therapy (GDMT) and
outcomes in heart failure with reduced ejection fraction
(HFrEF). METHODS AND RESULTS: Care Optimization Through
Patient and Hospital Engagement Clinical Trial for Heart
Failure trial (CONNECT-HF) included an optional, prospective
ancillary study of a mobile health application among
patients hospitalized due to HFrEF. Digital users were
matched to nonusers from the usual-care group. Coprimary
outcomes included change in opportunity-based composite HF
quality scores and HF rehospitalization or all-cause
mortality. Among 2431 patients offered digital applications
across the United States, 1526 (63%) had limited digital
access or insufficient data, 425 (17%) were digital users,
and 480 (20%) declined use. Digital users were similar in
age to those who declined use (mean 58 vs 60 years;
P = 0.031). Digital users (n = 368) vs matched
nonusers (n = 368) had improved composite HF quality
scores (48.0% vs 43.6%; + 4.76% [3.27-6.24];
P = 0.001) and composite clinical outcomes (33.0% vs
39.6%; HR 0.76 [0.59-0.97]; P = 0.027). CONCLUSIONS:
Among participants in the CONNECT-HF trial, use of digital
applications was modest but was associated with higher HF
quality-of-care scores, including use of GDMT and better
clinical outcomes. Although cause and effect cannot be
determined from this study, the application of technology to
guide GDMT use and dosing among patients with HFrEF warrants
further investigation.},
Doi = {10.1016/j.cardfail.2022.07.050},
Key = {fds371541}
}
@article{fds368984,
Author = {Dyer, RL and Pizarro, DA and Ariely, D},
Title = {THEY HAD IT COMING: THE RELATIONSHIP BETWEEN
PERPETRATOR-BLAME AND VICTIM-BLAME},
Journal = {Social Cognition},
Volume = {40},
Number = {6},
Pages = {503-527},
Year = {2022},
Month = {December},
url = {http://dx.doi.org/10.1521/soco.2022.40.6.503},
Abstract = {Though the study of blame is far from new, little to no
research has systematically investigated how
perpetrator-blame and victim-blame influence one another.
The current series of studies used correlational (Study 1),
experimental (Studies 2 and 3), and mediational (Studies 3A
and 3B) designs to address this issue. Results indicated
that when it comes to perpetrators and victims, blame is
zero-sum. Across a diverse set of crimes of varying
severity, the more that a victim is seen as playing a causal
role in a crime, the less blame is assigned to the
perpetrator. In addition, when victim-culpability is
experimentally manipulated, having a more causally
responsible victim actually mitigates blame for the
perpetrator, and this discounting of perpetrator-blame
occurs because the victim is seen as more deserving of what
happened. Results are discussed in terms of real-world
implications.},
Doi = {10.1521/soco.2022.40.6.503},
Key = {fds368984}
}
@article{fds373690,
Author = {Elman, I and Ariely, D and Tsoy-Podosenin, M and Verbitskaya, E and Wahlgren, V and Wang, AL and Zvartau, E and Borsook, D and Krupitsky,
E},
Title = {Contextual processing and its alterations in patients with
addictive disorders},
Journal = {Addiction Neuroscience},
Volume = {7},
Year = {2023},
Month = {September},
url = {http://dx.doi.org/10.1016/j.addicn.2023.100100},
Abstract = {Contextual processing is implicated in the pathophysiology
of addictive disorders, but the nature of putative
deficiencies remains unclear. We assessed some aspects of
contextual processing across multimodal experimental
procedures with detoxified subjects who were dependent on
opioids (n = 18), alcohol- (n = 20), both opioids and
alcohol (n = 22) and healthy controls (n = 24) using a)
facial- and b) emotionally laden images; c) gambling task
and d) sucrose solutions. Healthy subjects displayed
consistent response pattern throughout all categories of the
presented stimuli. As a group, dependent subjects rated
(i.e., valuated) attractive and average faces respectively
more and less attractive in comparison to controls.
Dependent subjects' motivational effort, measured in the
units of computer keypress to determine the attractive
faces' viewing time, accorded the valuational context but
was diminished relatively to the average faces’ valuation.
Dependent subjects’ motivational effort for pleasant and
aversive images respectively mirrored the attractive and
average faces; their neutral images’ motivational effort
was incongruent with the valuational context framed by the
intermixed images. Also, dependent subjects’ emotional
responses to counterfactual comparisons of gambling outcomes
were unmatched by the riskiness context. Moreover, dependent
subjects failed to show greater liking of sweet solutions
that normally accompanies low sweetness perceptual context
indicative of higher sucrose concentration needed for
maximal hedonic experience. Consistent differences among the
dependent groups (opioid vs. alcohol vs. comorbid) on the
above procedures were not observed. The present findings
suggest that opioid and/or alcohol dependence may be
associated with amplified hedonic and motivational valuation
of pleasant stimuli and with a disrupted link between
behavioral/emotional responsivity and contextual variations.
Further research is warranted to unravel the distinctive
features of contextual processing in opioid- vis-à-vis
alcohol addiction and how these features may interrelate in
comorbid conditions.},
Doi = {10.1016/j.addicn.2023.100100},
Key = {fds373690}
}
@article{fds362209,
Author = {Bartmann, N and Rayburn-Reeves, R and Lindemans, J and Ariely,
D},
Title = {Does Real Age Feedback Really Motivate Us to Change our
Lifestyle? Results from an Online Experiment.},
Journal = {Health communication},
Volume = {38},
Number = {9},
Pages = {1744-1753},
Year = {2023},
Month = {October},
url = {http://dx.doi.org/10.1080/10410236.2022.2030078},
Abstract = {We set out to research the causal impact of Real Age
feedback, a popular tool on health and lifestyle platforms,
on health behaviors. We ran an online experiment where
participants were randomly assigned a Real Age that differed
in both direction (older or younger) and magnitude (much or
slightly) from their passport age, or to a control condition
where they received no Real Age feedback. We measured the
impact of Real Age feedback on motivation to begin a
healthier lifestyle, interest in taking a Real Age test, and
percentage click-rate on an optional health link. We found
that younger Real Age feedback was associated with higher
interest. In addition, participants who received a slightly
older Real Age were significantly less motivated to begin a
healthier lifestyle compared to not only those who received
a much younger or much older Real Age, but also to those in
the control condition, suggesting a backfire effect. This
effect remained even after accounting for participant
health, demographics, and other psychological correlates to
motivation. Real Age tests may backfire and demotivate
people, and the positive effects they may have on
psychological states may not outweigh the negative effects.
Though promising, we caution using Real Age tests in their
current form as stand-alone interventions to get people
motivated.},
Doi = {10.1080/10410236.2022.2030078},
Key = {fds362209}
}
@article{fds373935,
Author = {Nichols, AD and Axt, J and Gosnell, E and Ariely,
D},
Title = {A field study of the impacts of workplace diversity on the
recruitment of minority group members.},
Journal = {Nature human behaviour},
Volume = {7},
Number = {12},
Pages = {2212-2227},
Year = {2023},
Month = {December},
url = {http://dx.doi.org/10.1038/s41562-023-01731-5},
Abstract = {Increasing workplace diversity is a common goal. Given
research showing that minority applicants anticipate better
treatment in diverse workplaces, we ran a field experiment
(N = 1,585 applicants, N = 31,928 website visitors)
exploring how subtle organizational diversity cues affected
applicant behaviour. Potential applicants viewed a company
with varying levels of racial/ethnic or gender diversity.
There was little evidence that racial/ethnic or gender
diversity impacted the demographic composition or quality of
the applicant pool. However, fewer applications were
submitted to organizations with one form of diversity (that
is, racial/ethnic or gender diversity), and more
applications were submitted to organizations with only white
men employees or employees diverse in race/ethnicity and
gender. Finally, exploratory analyses found that female
applicants were rated as more qualified than male
applicants. Presenting a more diverse workforce does not
guarantee more minority applicants, and organizations
seeking to recruit minority applicants may need stronger
displays of commitments to diversity.},
Doi = {10.1038/s41562-023-01731-5},
Key = {fds373935}
}
@article{fds376098,
Author = {Diamond, JE and Kaltenbach, LA and Granger, BB and Fonarow, GC and Al-Khalidi, HR and Albert, NM and Butler, J and Allen, LA and Lanfear,
DE and Thibodeau, JT and Granger, CB and Hernandez, AF and Ariely, D and DeVore, AD},
Title = {Access to Mobile Health Interventions Among Patients
Hospitalized With Heart Failure: Insights Into the Digital
Divide From the CONNECT-HF mHealth Substudy.},
Journal = {Circ Heart Fail},
Volume = {17},
Number = {2},
Pages = {e011140},
Year = {2024},
Month = {February},
url = {http://dx.doi.org/10.1161/CIRCHEARTFAILURE.123.011140},
Doi = {10.1161/CIRCHEARTFAILURE.123.011140},
Key = {fds376098}
}
@article{fds372454,
Author = {Mitkidis, P and Perkovic, S and Nichols, A and Elbæk, CT and Gerlach,
P and Ariely, D},
Title = {Morality in minimally deceptive environments.},
Journal = {Journal of experimental psychology. Applied},
Volume = {30},
Number = {1},
Pages = {48-61},
Year = {2024},
Month = {March},
url = {http://dx.doi.org/10.1037/xap0000476},
Abstract = {Psychologists, economists, and philosophers have long argued
that in environments where deception is normative, moral
behavior is harmed. In this article, we show that
individuals making decisions within minimally deceptive
environments do not behave more dishonestly than in
nondeceptive environments. We demonstrate the latter using
an example of experimental deception within established
institutions, such as laboratories and institutional review
boards. We experimentally manipulated whether participants
received information about their deception. Across three
well-powered studies, we empirically demonstrate that
minimally deceptive environments do not affect downstream
dishonest behavior. Only when participants were in a
minimally deceptive environment and aware of being observed,
their dishonest behavior decreased. Our results show that
the relationship between deception and dishonesty might be
more complicated than previous interpretations have
suggested and expand the understanding of how deception
might affect (im)moral behavior. We discuss possible
limitations and future directions as well as the applied
nature of these findings. (PsycInfo Database Record (c) 2024
APA, all rights reserved).},
Doi = {10.1037/xap0000476},
Key = {fds372454}
}
@article{fds374611,
Author = {Landry, AP and Fincher, K and Barr, N and Brosowsky, NP and Protzko, J and Ariely, D and Seli, P},
Title = {Harnessing dehumanization theory, modern media, and an
intervention tournament to reduce support for retributive
war crimes},
Journal = {Journal of Experimental Social Psychology},
Volume = {111},
Year = {2024},
Month = {March},
url = {http://dx.doi.org/10.1016/j.jesp.2023.104567},
Abstract = {We demonstrate how psychological scientists can curate
rich-yet-accessible media to intervene on
conflict-escalating attitudes during the earliest stages of
violent conflicts. Although wartime atrocities all-too-often
ignite destructive cycles of tit-for-tat war crimes,
powerful third parties can de-escalate the bloodshed.
Therefore, following Russia's illegal invasion of Ukraine,
we aimed to reduce Americans' support for committing
retributive war crimes against Russian soldiers. To
intervene during the earliest stages of the invasion, we
drew on theories of dehumanization and “parasocial”
intergroup contact to curate publicly available media
expected to humanize Russian soldiers. We then identified
the most effective materials by simultaneously evaluating
all of them with an intervention tournament. This allowed us
to quickly implement a psychological intervention that
reliably reduced support for war crimes during the first
days of a momentous land war. Our work provides a practical,
result-driven model for developing psychological
interventions with the potential to de-escalate incipient
conflicts.},
Doi = {10.1016/j.jesp.2023.104567},
Key = {fds374611}
}
@article{fds376744,
Author = {Peer, E and Mazar, N and Feldman, Y and Ariely, D},
Title = {How pledges reduce dishonesty: The role of involvement and
identification},
Journal = {Journal of Experimental Social Psychology},
Volume = {113},
Year = {2024},
Month = {July},
url = {http://dx.doi.org/10.1016/j.jesp.2024.104614},
Abstract = {Authorities and managers often rely on individuals and
businesses' self-reports and employ various forms of honesty
declarations to ensure that those individuals and businesses
do not over-claim payments, benefits, or other resources.
While previous work has found that honesty pledges have the
potential to decrease dishonesty, effects have been mixed.
We argue that understanding and predicting when honesty
pledges are effective has been obstructed due to variations
in experimental designs and operationalizations of honesty
pledges in previous research. Specifically, we focus on the
role of whether and how an ex-ante honesty pledge asks
individuals to identify (by ID, name, initials) and how much
involvement the pledge requires from the individual (low:
just reading vs. high: re-typing the text of the pledge). In
four pre-registered online studies (N > 5000), we
systematically examine these two dimensions of a pledge to
find that involvement is often more effective than
identification. In addition, low involvement pledges,
without any identification, are mostly ineffective. Finally,
we find that the effect of a high (vs. low) involvement
pledge is relatively more persistent across tasks. Yet,
repeating a low involvement pledge across tasks increases
its effectiveness and compensates for the lower persistency
across tasks. Taken together, these results contribute both
to theory by comparing some of the mechanisms possibly
underlying honesty pledges as well as to practice by
providing guidance to managers and policymakers on how to
effectively design pledges to prevent or reduce dishonesty
in self-reports.},
Doi = {10.1016/j.jesp.2024.104614},
Key = {fds376744}
}
%% Chapters in Books
@misc{fds265959,
Author = {Sedikides, C and Ariely, D and Olsen, N},
Title = {Contextual and procedural determinants of partner selection:
Of asymmetric dominance and prominence},
Journal = {Social Cognition},
Volume = {17},
Number = {2},
Pages = {118-139},
Publisher = {Guilford Publications},
Year = {1999},
Month = {January},
ISSN = {0278-016X},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000081823600002&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {The early stage of partner selection is conceptualized as a
decision-making process amenable to at least two types of
influence: contextual and procedural. An example of
contextual influence is the asymmetric dominance effect.
According to this effect, introduction in a two-person field
of eligibles of a third eligible, who is dominated (i.e., is
inferior) on an attribute by the first eligible but not by
the second one, will tip the scale toward selecting the
first eligible. An example of procedural influence is the
prominence effect. According to this effect, participants
will be more likely to select in choice rather than in
matching the eligible who is superior on an attribute
important to the participants. On the other hand,
participants will be more likely to select in matching
rather than in choice the eligible who is superior on an
attribute unimportant to the participants. Two experiments
demonstrated these contextual and procedural
influences.},
Doi = {10.1521/soco.1999.17.2.118},
Key = {fds265959}
}
@misc{fds265905,
Author = {Ariely, D and Schooler, J and Loewenstein, G},
Title = {The Pursuit and Assessment of Happiness Can be
Self-Defeating},
Booktitle = {The Psychology of Economic Decisions},
Publisher = {Oxford University Press (OUP)},
Editor = {Broacs, I and Carrillo, J},
Year = {2003},
Key = {fds265905}
}
@misc{fds265906,
Author = {Ariely, D and Carmon, Z},
Title = {The Sum Reflects only Some of Its Parts: A Critical Overview
of Research on Summary Assessment of Experiences},
Booktitle = {Time and Decisions},
Publisher = {Russell Sage Foundation Press},
Editor = {Baumeister, R and Loewenstein, G and Read, D},
Year = {2003},
Key = {fds265906}
}
@misc{fds327325,
Author = {Ariely, D and Carmon, Z},
Title = {Summary assessment of experiences: The whole is different
from the sum of its parts},
Pages = {323-349},
Booktitle = {Time and Decision: Economic and Psychological Perspectives
on Intertemporal Choice},
Year = {2003},
Month = {January},
ISBN = {9780871545497},
Key = {fds327325}
}
@misc{fds265907,
Author = {Ariely, D and Loewenstein, G and Prelec, D},
Title = {Tom Sawyer and the Construction of Value},
Volume = {60},
Pages = {1-10},
Booktitle = {The Construction of Preference},
Publisher = {Cambridge University Press},
Editor = {Lichtenstein, S and Slovic, P},
Year = {2005},
Key = {fds265907}
}
@misc{fds265908,
Author = {Ariely, D and Loewnstein, G and Prelec, D},
Title = {Coherent Arbitrariness: Stable Demand Curves Without Stable
Preference},
Volume = {118},
Pages = {73-106},
Booktitle = {The Construction of Preference},
Publisher = {Cambridge University Press},
Editor = {Lichtenstein, S and Slovic, P},
Year = {2005},
Abstract = {In six experiments we show that initial valuations of
familiar products and simple hedonic experiences are
strongly influenced by arbitrary "anchors" (sometimes
derived from a person's social security number). Because
subsequent valuations are also coherent with respect to
salient differences in perceived quality or quantity of
these products and experiences, the entire pattern of
valuations can easily create an illusion of order, as if it
is being generated by stable underlying preferences. The
experiments show that this combination of coherent
arbitrariness (1) cannot be interpreted as a rational
response to information, (2) does not decrease as a result
of experience with a good, (3) is not necessarily reduced by
market forces, and (4) is not unique to cash prices. The
results imply that demand curves estimated from market data
need not reveal true consumer preferences, in any
normatively significant sense of the term.},
Key = {fds265908}
}
@misc{fds265916,
Author = {Amir, O and Lobel, O and Ariely, D},
Title = {Making consumption decisions by following personal
rules},
Pages = {86-101},
Booktitle = {Inside Consumption: Consumer Motives, Goals, and
Desires},
Publisher = {Routledge},
Year = {2005},
Month = {August},
ISBN = {9780203481295},
url = {http://dx.doi.org/10.4324/9780203481295},
Doi = {10.4324/9780203481295},
Key = {fds265916}
}
@misc{fds265962,
Author = {Amir, O and Ariely, D and Cooke, A and Dunning, D and Epley, N and Gneezy,
U and Koszegi, B and Lichtenstein, D and Mazar, N and Mullainathan, S and Prelec, D and Shafir, E and Silva, J},
Title = {Psychology, behavioral economics, and public
policy},
Journal = {Marketing Letters},
Volume = {16},
Number = {3-4},
Pages = {443-454},
Publisher = {Springer Nature},
Year = {2005},
Month = {December},
ISSN = {0923-0645},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000235114600021&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Economics has typically been the social science of choice to
inform public policy and policymakers. In the current paper
we contemplate the role behavioral science can play in
enlightening policymakers. In particular, we provide some
examples of research that has and can be used to inform
policy, reflect on the kind of behavioral science that is
important for policy, and approaches for convincing
policy-makers to listen to behavioral scientists. We suggest
that policymakers are unlikely to invest the time
translating behavioral research into its policy
implications, and researchers interested in influencing
public policy must therefore invest substantial effort, and
direct that effort differently than in standard research
practices. © 2005 Springer Science + Business Media,
Inc.},
Doi = {10.1007/s11002-005-5904-2},
Key = {fds265962}
}
@misc{fds266007,
Author = {Mazar, N and Ariely, D},
Title = {Dishonesty in everyday life and its policy
implications},
Pages = {117-126},
Publisher = {SAGE Publications},
Year = {2006},
Month = {January},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000237894300010&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Dishonest acts are all too prevalent in day-to-day life.
This article examines some possible psychological causes for
dishonesty that go beyond the standard economic
considerations of probability and value of external payoffs.
The authors propose a general model of dishonest behavior
that includes internal psychological reward mechanisms for
honesty and dishonesty, and they discuss the implications of
this model in terms of curbing dishonesty. © 2006, American
Marketing Association.},
Doi = {10.1509/jppm.25.1.117},
Key = {fds266007}
}
@misc{fds265999,
Author = {Ariely, D and Loewenstein, G and Prelec, D},
Title = {Tom Sawyer and the construction of value},
Pages = {1-10},
Publisher = {Elsevier BV},
Year = {2006},
Month = {May},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000237361800001&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {This paper challenges the common assumption that economic
agents know their tastes. After reviewing previous research
showing that valuation of ordinary products and experiences
can be manipulated by non-normative cues, we present three
studies showing that in some cases people do not have a
pre-existing sense of whether an experience is good or
bad-even when they have experienced a sample of it. © 2005
Elsevier B.V. All rights reserved.},
Doi = {10.1016/j.jebo.2004.10.003},
Key = {fds265999}
}
@misc{fds314353,
Author = {Frost, J and Norton, MI and Ariely, D},
Title = {Virtual dates: Bridging the online and offline dating
gap},
Journal = {ACM SIGGRAPH 2006 Research Posters, SIGGRAPH
2006},
Publisher = {ACM Press},
Year = {2006},
Month = {July},
ISBN = {9781595933645},
url = {http://dx.doi.org/10.1145/1179622.1179780},
Doi = {10.1145/1179622.1179780},
Key = {fds314353}
}
@misc{fds311628,
Author = {Norton, MI and Ariely, D},
Title = {"The "IKEA Effect": Why Labor Leads to Love"},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL 35},
Volume = {35},
Pages = {153-153},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {Lee, AY and Soman, D},
Year = {2008},
Month = {January},
ISBN = {978-0-915552-61-0},
ISSN = {0098-9258},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000272788200110&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311628}
}
@misc{fds311629,
Author = {Mazar, N and Ariely, D},
Title = {"Probabilistic Discounts: When Retailing and Las Vegas
Meet"},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL 35},
Volume = {35},
Pages = {186-187},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {Lee, AY and Soman, D},
Year = {2008},
Month = {January},
ISBN = {978-0-915552-61-0},
ISSN = {0098-9258},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000272788200141&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311629}
}
@misc{fds311635,
Author = {Ariely, D and Gneezy, U and Haruvy, E},
Title = {"On the Discontinuity of Demand Curves Around Zero: Charging
More and Selling More"},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL 35},
Volume = {35},
Pages = {38-38},
Publisher = {ASSOC CONSUMER RESEARCH},
Editor = {Lee, AY and Soman, D},
Year = {2008},
Month = {January},
ISBN = {978-0-915552-61-0},
ISSN = {0098-9258},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000272788200018&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311635}
}
@misc{fds265983,
Author = {Ratner, RK and Soman, D and Zauberman, G and Ariely, D and Carmon, Z and Keller, PA and Kim, BK and Lin, F and Malkoc, S and Small, DA and Wertenbroch, K},
Title = {How behavioral decision research can enhance consumer
welfare: From freedom of choice to paternalistic
intervention},
Journal = {Marketing Letters},
Volume = {19},
Number = {3-4},
Pages = {383-397},
Publisher = {Springer Nature},
Year = {2008},
Month = {December},
ISSN = {0923-0645},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000260250300014&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Abstract = {Decision-making researchers have largely focused on showing
errors and biases in consumers' decision-making processes
without paying much attention to the social welfare and
policy implications of these systematic behaviors. In this
paper, we explore how findings and methods in behavioral
decision research can be used to help consumers improve
their decision making and enhance their well-being. We first
review select findings in behavioral decision research to
explain why consumers need help in decisions, and based on
these findings, suggest various interventions that could be
effective within the scope of libertarian paternalism.
Ethics and effectiveness of the interventions are also
discussed. © 2008 Springer Science+Business Media,
LLC.},
Doi = {10.1007/s11002-008-9044-3},
Key = {fds265983}
}
@misc{fds265961,
Author = {Tal, A and Ariely, D},
Title = {I really want to like it: Motivated liking},
Journal = {Advances in Consumer Research},
Volume = {36},
Pages = {937-939},
Year = {2009},
Month = {December},
ISBN = {978-0-915552-63-4},
ISSN = {0098-9258},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000272831500424&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds265961}
}
@misc{fds311627,
Author = {Carlson, KA and Wolfe, J and Ariely, D and Huber,
J},
Title = {The Budget Contraction Effect: Cutting Categories to Cope
with Shrinking Budgets},
Journal = {ADVANCES IN CONSUMER RESEARCH, VOL XXXVII},
Volume = {37},
Pages = {720-720},
Publisher = {ASSOC CONSUMER RESEARCH},
Year = {2010},
Month = {January},
ISBN = {978-0-915552-65-8},
ISSN = {0098-9258},
url = {http://gateway.webofknowledge.com/gateway/Gateway.cgi?GWVersion=2&SrcApp=PARTNER_APP&SrcAuth=LinksAMR&KeyUT=WOS:000315535000244&DestLinkType=FullRecord&DestApp=ALL_WOS&UsrCustomerID=47d3190e77e5a3a53558812f597b0b92},
Key = {fds311627}
}
@misc{fds367437,
Author = {Bank, J and Cain, Z and Shoham, Y and Suen, C and Ariely,
D},
Title = {Turning personal calendars into scheduling
assistants},
Journal = {Conference on Human Factors in Computing Systems -
Proceedings},
Volume = {2012-January},
Pages = {2667-2672},
Year = {2012},
Month = {January},
url = {http://dx.doi.org/10.1145/2212776.2223854},
Abstract = {Personal calendars have long played a major role in time
management, but they have evolved little over the years, and
their contribution to productivity has stagnated. Inspired
by logical theories of intention as well as experimental
results on human productivity, and leveraging the power of
optimization algorithms, we seek to reinvent the digital
calendar. First, we increase the expressive power of
calendar systems by deriving new entity types that go beyond
simple events to better represent human intentions, plans,
and goals. Next, we build on social psychological research
to characterize the properties of a schedule best engineered
for human productivity. Finally, we develop an optimization
framework and algorithm to generate these schedules from a
set of entities. With these tools combined, we transform the
digital calendar from a passive repository into an active
scheduling assistant.},
Doi = {10.1145/2212776.2223854},
Key = {fds367437}
}
@misc{fds314352,
Author = {Grinstein-Weiss, M and Comer, K and Russell, B and Key, C and Perantie,
D and Ariely, D},
Title = {Refund to savings: Creating contingency savings at tax
time},
Pages = {87-106},
Booktitle = {A Fragile Balance: Emergency Savings and Liquid Resources
for Low-Income Consumers},
Publisher = {Palgrave Macmillan},
Year = {2015},
Month = {January},
ISBN = {9781137487810},
url = {http://dx.doi.org/10.1057/9781137482372.0009},
Doi = {10.1057/9781137482372.0009},
Key = {fds314352}
}
@misc{fds316020,
Author = {Grinstein-Weiss, M and Comer, K and Russell, B and Key, C and Perantie,
D and Ariely, D},
Title = {Refund to Savings: Creating Contingency Savings at Tax
Time},
Pages = {87-106},
Booktitle = {A Fragile Balance: Emergency Savings and Liquid Resources
for Low-Income Consumers},
Publisher = {Palgrave Macmillan US},
Year = {2015},
Month = {March},
ISBN = {9781349503988},
url = {http://dx.doi.org/10.1057/9781137482372_6},
Doi = {10.1057/9781137482372_6},
Key = {fds316020}
}
@misc{fds326222,
Author = {Ariely, D and Trower, M and Grüneisen, A},
Title = {Irrational attachment (why we love what we
own)},
Pages = {69-89},
Booktitle = {Critical Mindfulness: Exploring Langerian
Models},
Publisher = {Springer International Publishing},
Year = {2016},
Month = {January},
ISBN = {9783319307817},
url = {http://dx.doi.org/10.1007/978-3-319-30782-4_5},
Abstract = {Ellen Langer’s early observation that people feel a false
sense of connection to uncontrollable events has led to a
long line of research, originating with Langer’s illusion
of control and spanning a wide array of studies on the
endowment effect, the IKEA effect, and the not-invented-here
bias. Ellen Langer’s contributions to the study of
irrational behavior and attachment have helped form the
foundation of behavioral economics, inspiring researchers to
this day.},
Doi = {10.1007/978-3-319-30782-4_5},
Key = {fds326222}
}
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