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| Publications of Dan Ariely :chronological combined listing:%% Books @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{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} } @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{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} } %% Journal Articles @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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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} } @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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{fds265946, Author = {Ariely, D}, Title = {Liar, liar}, Journal = {Foreign Policy}, Number = {195}, Year = {2012}, Month = {September}, ISSN = {0015-7228}, Key = {fds265946} } @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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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{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} } %% Chapters in Books @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{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{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{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{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{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{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{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} } @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{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{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{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{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{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{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{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{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{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} } | |
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