Research

journals

Below is a sampling of publications associated with work done here in the Behavioral Lab.

Forthcoming

Rudd, M., Vohs, K. D., & Aaker, J. L., (forthcoming). Awe Expands People's Perception of Time, Alters Decision Making, and Enhances Well-Being. Psychological Science.

2012

Halevy, N., Chou, E. Y., Galinsky, A. D. (2012). Exhausting or exhilarating? Conflict as threat to interests, relationships and identities. Journal of Experimental Social Psychology, 48, 530-537.

Halevey, N., Chou, E. Y., Murnigham, J. K. (2012). Mind Games: The Mental Representation of Conflict. Journal of Personality and Social Psychology. 102, 1, 132-148.

Halevy, N., Chou, E. Y., Cohen, T. R., Livingston, R. W., Status Conferral in Intergroup Social Dilemmas: Behavioral Antecedents and Consequences of Prestige and Dominance. Journal of Personality, 102, 2, 351-366).

2011

Halevy, N., Berson, Y., Galinsky, A. D., (2011). The Mainstream Is Not Electable: When Vision Triumphs Over Representativeness in Leader Emergence and Effectiveness. Personality and Social Psychology Bulletin.

Jordan, J., Mullen, E., & Murnighan, J. K., (2011). Striving for the moral self: The effects of recalling past moral actions on future moral behavior. Personality and Social Psychology Bulletin, 37, 701-713.

2010

Bohns, V. & Flynn, F. (2010). “Why didn’t you ask?” Overestimating the willingness to seek help and underestimating discomfort in help-seeking. Journal of Experimental Social Psychology, 46: 402-409.

Goncalo, J., Flynn, F., & Kim, S. (2010). From a mirage to an oasis: Narcissism and the generation of creative ideas. Personality and Social Psychology Bulletin.

Overbeck, J. R., Neale, M. A., & Govan, C. L. (2010). I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power. Organizational Behavior and Human Decision Processes, 112, 126-139.

Unzueta, M. M. & Lowery, B. S. (2010). Determinants of the perceived legitimacy of standardized tests: Performance expectations versus group-interest. Journal of Applied Social Psychology.

2009

Fast, N. J., Gruenfeld, D. H., Sivanathan, N., & Galinsky, A. D. (2009). Illusory control: A generative force behind power’s far-reaching effects. Psychological Science.

Fast, N. J., Heath, C., & Wu, G. (2009). Common ground and cultural prominence: How conversation reinforces culture. Psychological Science.

Flynn, F. & Adams, G. (2009). Money can’t buy love: Asymmetric beliefs about gift price and feelings of appreciation. Journal of Experimental Social Psychology.

Gao, L., Wheeler, S. C., & Shiv, B. (2009). The “Shaken Self”: Product Choices as a Means of Restoring Self-View Confidence. Journal of Consumer Research.

Knowles, E. D., Lowery, B. S., Hogan, C., & Chow, R. M. (2009). On the malleability of ideology: Motivated construals of color-blindness. Journal of Personality and Social Psychology. 

Lowery, B. S., Chow, R. M., & Randall-Crosby, J. (2009). Taking from those that have more and giving to those that have less: How inequity frames affect corrections for inequity. Journal of Experimental Social Psychology.

Mogilner, Cassie and Jennifer Aaker (2009), "The Time vs. Money Effect: Shifting Product Attitudes through Personal Connection," forthcoming in the Journal of Consumer Research.

Morrison, K. R., Fast, N. J., & Ybarra, O. (2009). Group status, perceptions of threat, and support for social inequality. Journal of Experimental Social Psychology, 45, 204-210.

Sela, A. and Baba Shiv, B. (2009), "Unraveling Priming: When Does the Same Prime Activate a Goal versus a Trait?," Journal of Consumer Research.

Sela, Aner, Jonah Berger and Wendy Liu (2009), "Variety, Vice, and Virtue: How Assortment Size Influences Option Choice," Journal of Consumer Research, 35 (April).

Wiltermuth, S.S. and Heath, C. (2009). Synchrony and Cooperation. Psychological Science, 20, 1-5.

2008

Aaker, Jennifer, Aimee Drolet, and Dale Griffin (2008), "Recalling Mixed Emotions," Journal of Consumer Research.

Berger, J., Meredith, M., & Wheeler, S. C. (2008). Does Where You Vote Affect How You Vote? The Impact of Environmental Cues on Voting Behavior. Proceedings of the National Academy of Science, 105(26), 8846-8849.

Clarkson, J. J., Tormala, Z. L., DeSensi, V. L., & Wheeler, S. C. (2008). Does Attitude Certainty Beget Self Certainty? Journal of Experimental Social Psychology.

Chow, R. M., Lowery, B. S., & Knowles, E. D. (2008). The two faces of dominance: The differential effect of ingroup superiority and outgroup inferiority on dominant-group identity and group-esteem. Journal of Experimental Social Psychology, 44, 1073-1081.

Chow, R. M., Tiedens, L. Z., & Govan, C. L. (2008). Excluded emotions: The role of anger in antisocial responses to ostracism.Journal of Experimental Social Psychology, 44, 896-903.

Curhan, J. R., Neale, Margaret A., Ross, Lee, and Rosencrans-Engelman, Jessee. (2008). Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital. Organizational Behavior and Human Decision Processes, 107, 192-205

DeVoe, S. E., & Pfeffer, J. (2008). Economic evaluation: The effect of money and economics on attitudes about volunteering. Journal of Economic Psychology.

Flynn, F. & Lake, V. K. B. (2008) If you need help just ask: Underestimating compliance with direct requests for help. Journal of Personality and Social Psychology, 95 (1), 128-143.

Gruenfeld, D., Inesi, M.E., Galinsky, A. and Magee, J.C. (2008). Power and the objectification of social targets. Journal of Personality and Social Psychology, v. 95 (1), 111 -127.

Liu, Wendy and Jennifer Aaker (2008), "The Happiness of Giving: The Time-Ask Effect ," Journal of Consumer Research, 35 (October), 543-557.

Maimaran, M., & Wheeler, S. C. (2008). Circles, Squares, and Choice: The Effect of Shape Arrays on Uniqueness and Variety Seeking. Journal of Marketing Research.

Mogilner, Cassie, Jennifer Aaker and Ginger Pennington (2008), "Time Will Tell: The Distant Appeal of Promotion and Imminent Appeal of Prevention," Journal of Consumer Research, 34 (February), 670-681.

Mullen, E., Nadler, J. (2008). Moral spillovers: The effect of moral violations on deviant behavior. Journal of Experimental Social Psychology, 44, 1239-1245.

Wheeler, S. C., Morrison, K. R., DeMarree, K. D., & Petty, R. E. (2008). Does self-consciousness increase or decrease behavioral priming effects? It depends. Journal of Experimental Social Psychology, 44, 882-889.

Unzueta, M. M., Lowery, B. S., & Knowles, E. D. (2008). “Overcoming” affirmative action: Policy beliefs as self-affirmations. Organizational Behavior and Human Decision Processes, 105, 1-13.

Unzueta, M. M. & Lowery, B. S. (2008). Defining racism safely: The role of self-image maintenance on White Americans’ conceptions of racism. Journal of Experimental Social Psychology.

2007

Agrawal, Nidhi, Geeta Menon and Jennifer Aaker (2007), "Getting Emotional about Health," Journal of Marketing Research, 64 (February), 100-113.

DeVoe, S. E., & Pfeffer, J. (2007). When time is money: The effect of hourly payment on the evaluation of time. Organizational Behavior and Human Decision Processes, 104, 1-13.

DeVoe, S. E., & Pfeffer, J. (2007). Hourly payment and volunteering: The effect of organizational practices on decisions about time use. Academy of Management Journal, 50(4), 783-798.

Liu, Wendy and Jennifer Aaker (2007), "Do You Look to the Future or Focus on Today? The Impact of Life Experience on Intertemporal Choice," Organizational Behavior & Human Decision Processes, 102, 212-225.

Lowery, B. S., Knowles, E. D., & Unzueta, M. M. (2007). Framing inequity safely: The motivated denial of White privilege. Personality and Social Psychology Bulletin, 33, 1237-1250.

Morrison, K. R., Wheeler, S. C., & Smeesters, D. (2007). Significant Other Primes and Behavior: Motivation to Respond to Social Cues Moderates Pursuit of Prime-Induced Goals. Personality and Social Psychology Bulletin, 33(12), 1661-1674.

Wheeler, S. C., & Berger, J. A. (2007). When the Same Prime Leads to Different Effects. Journal of Consumer Research, 34(3), 357-368.

Wheeler, S. C., Briñol, P., and Hermann, A. D. (2007). Resistance to persuasion as self-regulation: Ego-depletion and its effects on attitude change processes. Journal of Experimental Social Psychology, 43(1), 150-156.

2006

Aaker, Jennifer (2006), "Delineating Culture," Journal of Consumer Psychology, 16 (4), 343-347.

Aaker, Jennifer and Angela Lee (2006), "Understanding Regulatory Fit," Journal of Marketing Research, 43 (Feb), 15-19.

Briley, Donnel A. and Jennifer L. Aaker (2006), "Bridging the Culture Chasm: Ensuring that Consumers are Healthy, Wealthy and Wise," Journal of Public Policy & Marketing, 25 (1), 53-66.

Briley, Donnel A. and Aaker, Jennifer L. "When Does Culture Matter? Effects of Cultural and Personal Knowledge on the Anchoring and Adjustment of Judgments," Journal of Marketing Research, Aug 2006, Vol. 43, Issue 3, p395-408.

Lowery, B. S., Unzueta, M. M., Knowles, E. D., & Goff, P. A. (2006). Concern for the ingroup and opposition to affirmative action. Journal of Personality and Social Psychology, 90, 961-974.

2005

DeMarree, K. G., Wheeler, S. C., & Petty, R. E. (2005). Priming a new identity: Self-monitoring moderates the effects of non-self stereotype primes on self-judgments and behavior. Journal of Personality and Social Psychology, 89(5), 657-671. Lead article.

Johar, Gita, Jaideep Sengupta and Jennifer Aaker (2005), "Two Roads to Updating Brand Personality Impressions: Trait versus Evaluative Inferencing," Journal of Marketing Research (November), 458-469.

Sinaceur, Marwan, and Neale, Margaret A. (2005). Not all threats are created equal: The impact of threat type and timing in negotiated outcomes. Group Decision and Negotiation, 14, 63-85.

Wheeler, S. C., Petty, R. E., & Bizer, G. Y. (2005). Self-schema matching and attitude change: Situational and dispositional determinants of message elaboration. Journal of Consumer Research, 31(4), 787-797.

2004

Aaker, Jennifer, Susan Fournier and S. Adam Brasel (2004), "When Good Brands Do Bad," Journal of Consumer Research, 31 (June), 1-18*

Kay, A. C., Wheeler, S. C., Bargh, J. A., & Ross, L. (2004). Material Priming: The Influence of Mundane Physical Objects on Situational Construal and Competitive Behavioral Choice. Organizational Behavior and Human Decision Processes, 95(1), 83-96.

Lee, Angela and Aaker, Jennifer (2004), "Bringing the Frame Into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion," Journal of Personality and Social Psychology, 86 (February) 205-218.

Phillips, Katherine W., Mannix, Elizabeth A., Neale, Margaret A., and Gruenfeld, Deborah H. (2004). Diverse groups and information sharing: The effect of congruent ties. Journal of Experimental Social Psychology, 40, 497-510.

2002

Drolet, Aimee and Jennifer Aaker (2002), "Off Target? Changing Cognitive-Based Attitudes," Journal of Consumer Psychology, 12 (1), 59-68.

Williams, Patti and Jennifer Aaker (2002), "Can Mixed Emotions Peacefully Co-Exist?" Journal of Consumer Research, 28 (March), 636-649.