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Buell, R. W., &Norton, M. I. (2011). The labor illusion: How operational transparency increases perceived value. Management Science, 57(9), 1564-1579.
Aubiquitous feature of even the fastest self-service technology transactions is the wait. Conventional wisdom and operations theory suggest that the...
Gourville, J. T., &Soman, D. (1998). Payment depreciation: The behavioral effects of temporally separating payments from consumption. Journal of Consumer Research, 25(2), 160-174.
Research suggests that individuals mentally track the costs and benefits of a consumer transaction for the purpose of reconciling those...
Epley, N., Mak, D., &Idson, L. C. (2006). Bonus of rebate?: The impact of income framing on spending and saving. Journal of Behavioral Decision Making, 19(3), 213-227.
All income increases a person's absolute wealth, but consumption decisions may be based more heavily on perceived changes in wealth....
Vohs, K. D., Wang, Y., Gino, F., &Norton, M. I. (2013). Rituals enhance consumption. Psychological Science, 24(9), 1714-1721.
Four experiments tested the novel hypothesis that ritualistic behavior potentiates and enhances ensuing consumption—an effect found for chocolates, lemonade, and...
Shih, M., Pittinsky, T. L., &Ambady, N. (1999). Stereotype susceptibility: Identity salience and shifts in quantitative performance. Psychological science, 10(1), 80-83.
Recent studies have documented that performance in a domain is hindered when individuals feel that a sociocultural group to which...
Wilson, D. K., Kaplan, R. M., &Schneiderman, L. J. (1987). Framing of decisions and selections of alternatives in health care. Social Behaviour, 2(1), 51-59.
This paper examines the importance of the context in which medical alternatives are presented to individuals. In a series of...
Benartzi, S., &Thaler, R. H. (1999). Risk aversion or myopia? Choices in repeated gambles and retirement investments. Management science, 45(3), 364-381.
We study how decision makers choose when faced with multiple plays of a gamble or investment. When evaluating multiple plays...
Arkes, H. R., &Blumer, C. (1985). The psychology of sunk cost. Organizational behavior and human decision processes, 35(1), 124-140.
The sunk cost effect is manifested in a greater tendency to continue an endeavor once an investment in money, effort,...
Amir, O., Ariely, D., &Carmon, Z. (2008). The dissociation between monetary assessment and predicted utility. Marketing Science, 27(6), 1055-1064.
We study the dissociation between two common measures of value—monetary assessment of purchase options versus the predicted utility associated with...
Simmons, J. P., LeBoeuf, R. A., &Nelson, L. D. (2010). The effect of accuracy motivation on anchoring and adjustment: Do people adjust from provided anchors?
Increasing accuracy motivation (e.g., by providing monetary incentives for accuracy) often fails to increase adjustment away from provided anchors, a...
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