Publications

Below are publications associated with work done in the Behavioral Lab.

Recent Publications

Journal Article|

Organizations Appear More Unethical than Individuals

Arthur S. Jago, Jeffrey Pfeffer

Journal of Business Ethics. November

2019, Vol. 160, Issue 1, Pages 71-87

Journal Article|

It's the Journey, Not the Destination: How Metaphor Drives Growth After Goal Attainment

Szu-chi Huang, Jennifer Aaker

Journal of Personality and Social Psychology. October

2019, Vol. 117, Issue 4, Pages 697-720

Journal Article|

When Individual Goal Pursuit Turns Competitive: How We Sabotage and Coast

Szu-chi Huang, Stephanie C. Lin, Ying Zhang

Journal of Personality and Social Psychology. September

2019, Vol. 117, Issue 3, Pages 605-620

Journal Article|

And the Winner Is…? Forecasting the Outcome of Others’ Competitive Efforts

Daniella Kupor, Melanie S. Brucks, Szu-chi Huang

Journal of Personality and Social Psychology. September

2019, Vol. 117, Issue 3, Pages 500-521

Journal Article|

Resolving Attacker-Defender Conflicts through Intergroup Negotiation

Nir Halevy

Behavioral and Brain Sciences. August

2019, Vol. 42

Journal Article|

Planning for Multiple Shopping Goals in the Marketplace

Jacob Suher, Szu-chi Huang, Leonard Lee

Journal of Consumer Psychology. July

31, 2019, Vol. 29, Issue 4, Pages 642-651

Journal Article|

The Solitude of Secrecy: Thinking About Secrets Evokes Goal Conflict and Feelings of Fatigue

Nir Halevy, Michael L. Slepian, Adam D. Galinsky

Personality and Social Psychology Bulletin. July

1, 2019, Vol. 45, Issue 7, Pages 1129-1151

Journal Article|

Crossing Categorical Boundaries: A Study of Diversification by Social Movement Organizations

Dan J. Wang, Hayagreeva Rao, Sarah A. Soule

American Sociological Review. June

1, 2019, Vol. 84, Issue 3, Pages 420-458

Journal Article|

It’s Not Going to Be That Fun: Negative Experiences Can Add Meaning to Life

Kathleen D. Vohs, Jennifer Aaker, Rhia Catapano

Current Opinion in Psychology. April

2019, Vol. 26, Pages 11-14

Journal Article|

Acting on Authenticity: Individual Interpretations and Behavioral Responses

David W. Lehman, Kieran O'Connor..., Glenn R. Carroll

Review of General Psychology. March

1, 2019, Vol. 23, Issue 1, Pages 19-31

Journal Article|

Intersectional Escape: Older Women Elude Agentic Prescriptions More Than Older Men

Ashley Martin, Michael S. North, Katherine W. Phillips

Personality and Social Psychology Bulletin. March

1, 2019, Vol. 45, Issue 3, Pages 342-359

Journal Article|

Does Private Regulation Preempt Public Regulation?

Neil Malhotra, Benoît Monin, Michael Tomz

American Political Science Review. February

2019, Vol. 113, Issue 1, Pages 19–37

Journal Article|

Understanding Diversity Ideologies From the Target’s Perspective: A Review and Future Directions

Seval Gündemir, Ashley Martin, Astrid C. Homan

Frontiers in Psychology. February

2019, Vol. 10

Journal Article|

Perspective Taking and Self-Persuasion: Why “Putting Yourself in Their Shoes” Reduces Openness to Attitude Change

Rhia Catapano, Zakary Tormala, Derek Rucker

Psychological Science. January

29, 2019, Vol. 30, Issue 3, Pages 424-435

Journal Article|

Brokerage and Brokering: An Integrative Review and Organizing Framework for Third Party Influence

Nir Halevy, Eliran Halali, Julian J. Zlatev

Academy of Management Annals. January

1, 2019, Vol. 13, Issue 1, Pages 215-239

Journal Article|

Economic Reasoning with a Racial Hue: Is the Immigration Consensus Purely Race Neutral?

Benjamin J. Newman, Neil Malhotra

The Journal of Politics. January

2019, Vol. 81, Issue 1

Journal Article|

Leveraging Means – Goal Associations to Boost Children’s Water Consumption: Persuasion in a Four-School Three-Month Field Experiment

Szu-chi Huang, Daniella Kupor, Michal Maimaran, Andrea Weihrauch, (All authors contributed equally)

Journal of the Association for Consumer Research. January

2019, Vol. 4, Issue 1, Pages 77-86

Journal Article|

Predispositions and the Political Behavior of American Economic Elites: Evidence from Technology Entrepreneurs

David Broockman, Gregory Ferenstein, Neil Malhotra

American Journal of Political Science. January

2019, Vol. 63, Issue 1, Pages 212-233

Journal Article|

Latent Human Traits in the Language of Social Media: An Open-Vocabulary Approach

Vivek Kullkarni, Margaret L. Kern, David Stillwell, Michal Kosinski, Sandra Matz, Lyle Ungar, Steven Skiena, H. Andrew Schwartz

PLoS ONE. November

28, 2018, Vol. 13, Issue 11

Journal Article|

Once in the Door: Gender, Tryouts, and the Initial Salaries of Managers

Adina Sterling, Roberto M. Fernandez

Management Science. November

2018, Vol. 64, Issue 11, Pages 4967-5460

Journal Article|

The Delegate Paradox: Why Polarized Politicians Can Represent Citizens Best

Douglas Ahler, David Broockman

Journal of Politics. October

2018, Vol. 80, Issue 4, Pages 1117-1133

Journal Article|

The Effect of Economic Consequences on Social Judgment and Choice: Reward Interdependence and the Preference for Sociability versus Competence

Peter Belmi, Jeffrey Pfeffer

Journal of Organizational Behavior. October

2018, Vol. 39, Issue 8, Pages 990-1007

Journal Article|

When moderation fosters persuasion: The persuasive power of deviatory reviews

Daniella Kupor, Zakary Tormala

Journal of Consumer Research. October

2018, Vol. 45, Pages 490-510

Journal Article|

Intergroup Conﬂict is Our Business: CEOs’ Ethical Intergroup Leadership Fuels Stakeholder Support for Corporate Intergroup Responsibility

Nir Halevy, Sora Jun, Eileen Y. Chou

Journal of Business Ethics. September

18, 2018, Pages 1-18

Journal Article|

To Delegate or not to Delegate: Gender Differences in Affective Associations and Behavioral Responses to Delegation

Modupe Akinola, Ashley Martin, Katherine Y. Phillips

Academy of Management Journal. August

16, 2018, Vol. 61, Issue 4

Journal Article|

In Your Eyes Only? Discrepancies and Agreement Between Self- and Other-Reports of Personality From Age 14 to 29

J.M. Rohrer, B. Egloff, Michal Kosinski, S.C. Schmukle

Journal of Personality and Social Psychology. August

2018, Vol. 115, Issue 2, Pages 304–320

Journal Article|

Musical Preferences Predict Personality: Evidence From Active Listening and Facebook Likes

Gideon Nave, Juri Minxha, David M. Greenberg, Michal Kosinski, David Stillwell, Jason Rentfrow

Psychological Science. July

2018, Vol. 29, Issue 7, Pages 1145–1158

Journal Article|

Social Information Avoidance: When, Why, and How it is Costly in Goal Pursuit

Szu-chi Huang

Journal of Marketing Research. June

2018, Vol. 55, Issue 3, Pages 382-395

Journal Article|

When inter-team conflict spirals into intra-team power struggles: The pivotal role of team power structures

Lisanne Van Bunderen, Lindred Greer, Daan Van Knippenberg

Academy of Management Journal. June

2018, Vol. 61, Pages 1100-1130

Journal Article|

Herd Invisibility: The Psychology of Racial Privilege

L. Taylor Phillips, Brian Lowery

Safe Journals. May

1, 2018, Vol. 27, Issue 3, Pages 156-162

Journal Article|

One Size Fits All: Context Collapse, Self-Presentation Strategies and Language Styles on Facebook

Teresa Gil-Lopez, Cuihua Shen, Grace Benefield, Nicholas Palomares, Michal Kosinski, David Stillwell

Journal of Computer-Mediated Communication. May

1, 2018, Vol. 23, Issue 2, Pages 127-145

Journal Article|

Donn, Vic and Tiki Bar Authenticity

Glenn R. Carroll, Dennis Ray Wheaton

Consumption, Markets & Culture. April

27, 2018, Vol. 22, Issue 2, Pages 157-182

Journal Article|

The Asymmetric Impact of Context on Advantaged Versus Disadvantaged Options

Ioannis Evangelidis, Jonathan Levav, Itamar Simonson

Journal of Market Research. April

2018, Vol. 55, Issue 2, Pages 239-253

Journal Article|

Bringing (Contingent) Loss Aversion Down to Earth — A Comment on Gal & Rucker’s Rejection of “Losses Loom Larger Than Gains”

Itamar Simonson, Ran Kivetz

Journal of Consumer Psychology. March

30, 2018

Journal Article|

More for Us or More for Me? Social Dominance as Parochial Egoism

Eliran Halali, Anna Dorfman, Sora Jun, Nir Halevy

Social Psychological and Personality Science. March

2018, Vol. 9, Issue 2, Pages 254-262

Journal Article|

Disasters and Community Resilience: Spanish Flu and the Formation of Retail Cooperatives in Norway

Hayagreeva Rao, Henrich R. Greve

Academy of Management Journal. February

28, 2018, Vol. 61, Issue 1, Pages 5-25

Journal Article|

Personalization in Email Marketing: The Role of Non-Informative Advertising Content

Navdeep S. Sahni, S. Christian Wheeler, Pradeep Chintagunta

Marketing Science. February

27, 2018, Vol. 37, Issue 2, Pages 177-331

Journal Article|

Deep Neural Networks Are More Accurate Than Humans at Detecting Sexual Orientation From Facial Images

Michal Kosinski, Yilun Wang

Journal of Personality and Social Psychology. February

2018, Vol. 114, Issue 2, Pages 246-257

Journal Article|

Attitude Certainty: Antecedents, Consequences, and New Directions

Zakary Tormala, Derek D. Rucker

Consumer Psychology Review. January

2018, Vol. 1, Issue 1, Pages 72-89

Journal Article|

Judgments of Taste and Judgments of Quality

Anirban Mukhopadhyay, Priya Raghubir, S. Christian Wheeler

Journal of Consumer Psychology. January

2018, Vol. 28, Issue 1, Pages 1-4

Journal Article|

Rethinking Time: Implications for Well-Being

Cassie Mogilner, Hal E. Hershfield, Jennifer Aaker

Consumer Psychology Review. January

2018, Vol. 1, Issue 1, Pages 41-53

Journal Article|

Why and when hierarchy impacts team effectiveness: A meta-analytic examination

Lindred Greer, Bart De Jong, Maartje Schouten, Jennifer Dannals

Journal of Applied Psychology.

2018, Vol. 103, Pages 591-613

Journal Article|

Work Hours and Health: A Comment on "Beyond Nine to Five"

Jeffrey Pfeffer

Academy of Management Discoveries.

2018, Vol. 4, Issue 1, Pages 94-96

Journal Article|

Cultivating Optimism: How to Frame Your Future during a Health Challenge

Donnel A. Briley, Melanie Rudd, Jennifer Aaker

Journal of Consumer Research. December

1, 2017, Vol. 44, Issue 4, Pages 895-915

Journal Article|

Self-Expression Cues in Product Rating Distributions: When People Prefer Polarizing Products

Bella Rozenkrants, S. Christian Wheeler, Baba Shiv

Journal of Consumer Research. December

1, 2017, Vol. 44, Issue 4, Pages 759-777

Journal Article|

Default Neglect in Attempts at Social Influence

Julian J. Zlatev, David P. Daniels, Hajin Kim, Margaret Ann Neale

Proceedings of the National Academy of Sciences USA. December

2017, Vol. 114, Issue 52, Pages 13643-13648

Journal Article|

Building a Profile of Subjective Well-Being for Social Media Users

Lushi Chen, Tao Gong, Michal Kosinski, David Stillwell, Robert L. Davidson

PLoS ONE. November

14, 2017, Vol. 12, Issue 11

Journal Article|

Facial Width-to-Height Ratio Does Not Predict Self-Reported Behavioral Tendencies

Michal Kosinski

Psychological Science. November

1, 2017, Vol. 28, Issue 11, Pages 1675-1682

Journal Article|

Conservative Bias in Perceptions of Public Opinion Among American Political Elites

David Broockman, Christopher Skovron

American Political Science Review (conditionally accepted). October

2017

Journal Article|

Self-reliance: A Gender Perspective on its Relationship to Communality and Leadership Evaluations

Rebecca L. Schaumberg, Francis J. Flynn

Academy of Management. October

2017, Vol. 60, Issue 5, Pages 1859-1881

Journal Article|

Frankly, We Do Give a Damn: The Relationship Between Profanity and Honesty

Gilad Feldman, Huiwen Lian, Michal Kosinski, David Stillwell

Social Psychological and Personality Science. September

1, 2017, Vol. 8, Issue 7, Pages 816-826

Journal Article|

The Goldilocks Contract: The Synergistic Benefits of Combining Structure and Autonomy for Persistence, Creativity, and Cooperation

Nir Halevy, EY Chou, AD Galinsky, JK Murninghan

Journal of Personality & Social Psychology. September

2017, Vol. 113, Issue 3, Pages 393-412

Journal Article|

Step by Step: Sub-Goals as a Source of Motivation

Szu-chi Huang, Liyin Jin, Ying Zhang

Organizational Behavior and Human Decision Processes. July

2017, Vol. 141, Pages 1-15

Journal Article|

Clarifying the Link Between Job Satisfaction and Absenteeism: The Role of Guilt Proneness

Francis J. Flynn, RL Schaumberg

The Journal of Applied Psychology. June

2017, Vol. 102, Issue 6, Pages 982-992

Journal Article|

How Winning Changes Motivation in Multiphase Competitions

Szu-chi Huang, Jordan Etkin, Liyin Jin (First two authors contributed equally)

Journal of Personality and Social Psychology . June

2017, Vol. 112, Issue 6, Pages 813-837

Journal Article|

Behavioral Processes in Long-Lag Intervention Studies

Dale T. Miller, Jennifer E. Dannals, Julian J. Zlatev

Perspectives on Psychological Science. May

2017, Vol. 12, Issue 3, Pages 454-467

Journal Article|

Healthier Than Thou? “Practicing What You Preach” Backfires by Increasing Anticipated Devaluation.

Lauren C. Howe, Benoît Monin

Journal of Personality and Social Psychology. May

2017, Vol. 112, Issue 5, Pages 718-735

Journal Article|

Moral Traps: When Self-Serving Attributions Backfire in Prosocial Behavior

Stephanie C. Lin, Julian J. Zlatev, Dale T. Miller

Journal of Experimental Social Psychology. May

2017, Vol. 70, Pages 198-203

Journal Article|

On the Pursuit of Desired Attitudes: Wanting a Different Attitude Affects Information Processing and Behavior

Kenneth DeMarree, Cory Clark, S. Christian Wheeler, Pablo Briñol, Richard Petty

Journal of Experimental Social Psychology. May

2017, Vol. 70, Pages 129-142

Journal Article|

The Economic Evaluation of Time Can Cause Stress

Jeffrey Pfeffer, Dana Carney

Academy of Management. February

27, 2017

Journal Article|

The dysfunctions of power in teams: A review and emergent conflict perspective

Lindred Greer, Lisanne Van Bunderen, Siyu Yu

Research in Organizational Behavior.

2017, Vol. 37, Pages 103-124

Journal Article|

The Positive Effect of Assortment Size on Purchase Likelihood: The Moderating Influence of Decision Order

Leilei Gao, Itamar Simonson

Journal of Consumer Psychology. October

2016, Vol. 26, Issue 4, Pages 542-549

Journal Article|

Power and Death: Mortality Salience Increases Power Seeking While Feeling Powerful Reduces Death Anxiety

Peter Belmi, Jeffrey Pfeffer

Journal of Applied Psychology. May

2016, Vol. 101, Issue 5, Pages 702-720

Journal Article|

Imperfect Progress: An Objective, Quality Assessment of the Role of User Reviews in Consumer Decision Making

Itamar Simonson

Journal of Consumer Research. April

19, 2016, Vol. 42, Issue 6, Pages 840-845

Book Chapter|

The Construction of the Consumer Decision Making Field by Jim Bettman – The Case of Preference Construction

Itamar Simonson

Legends in Consumer Behavior. March

2016

Journal Article|

Selfish Third Parties Act as Peacemakers by Transforming Conflicts and Promoting Cooperation

Nir Halevy, Eliran Halali

(PNAS) Proceedings of the National Academy of Sciences of the United States of America . June

2, 2015, Vol. 112, Issue 22, Pages 6937–6942

Journal Article|

How “Organization” Can Weaken the Norm of Reciprocity: The Effects of Attributions for Favors and a Calculative Mindset

Peter Belmi, Jeffrey Pfeffer

Academy of Management Discoveries. June

1, 2015, Vol. 1, Issue 1, Pages 36-57

Journal Article|

Pressed for Time? Goal Conflict Shapes How Time Is Perceived, Spent, and Valued

Jennifer Aaker, Jordan Etkin, Ioannis Evangelidis

Journal of Marketing Research. June

2015, Vol. 52, Issue 3, Pages 394-406

Journal Article|

The Effect of Self-Control on the Construction of Risk Perceptions

Jayson S. Jia, Ab Litt

Management Science. April

17, 2015, Vol. 61, Issue 9, Pages 2259-2280

Journal Article|

Anticipating Divine Protection? Reminders of God Can Increase Nonmoral Risk Taking

Daniella M. Kupor, Kristin Laurin, Jonathan Levav

Psychological Science. April

2015, Vol. 26, Issue 4, Pages 374-384

Journal Article|

Threats to Social Identity Can Trigger Social Deviance

Peter Belmi, Rodolfo Cortes Barragan, Margaret Ann Neale, Geoffrey Lawrence Cohen

Personality and Social Psychology Bulletin. April

2015, Vol. 41, Issue 4, Pages 467-484

Journal Article|

From Close to Distant: The Dynamics of Interpersonal Relationships in Shared Goal Pursuit

Szu-chi Huang, Susan M. Broniarczyk, Ying Zhang, Mariam Beruchashvili

Journal of Consumer Research . February

2015, Vol. 41, Issue 5, Pages 1252-1266

Journal Article|

Conflict Templates in Negotiations, Disputes, Joint Decisions, and Tournaments

Nir Halevy, L. Taylor Phillips

Social Psychological and Personality Science. January

2015, Vol. 6, Issue 22, Pages 13-22

Journal Article|

Attitude certainty and attitudinal advocacy: The unique roles of clarity and correctness

Lauren Cheatham, Zakary Tormala

Personality and Social Psychology Bulletin.

2015, Vol. forthcoming

Journal Article|

Mission (Largely) Accomplished: What’s Next for Consumer BDT-JDM Researchers?

Itamar Simonson

Journal of Marketing Behavior.

2015, Vol. 1, Pages 9-35

Journal Article|

Persuasion, interrupted: The effect of momentary interruptions on message processing and persuasion

Daniella Kupor, Zakary Tormala

Journal of Consumer Research.

2015, Vol. 42, Pages 300-315

Journal Article|

The BDT Effect and Future: A Reply to John Lynch and Norbert Schwarz

Itamar Simonson

Journal of Marketing Behavior.

2015, Vol. 1, Issue 1, Pages 59-73

Journal Article|

The Influence of Initial Possession Level on Consumers' Adoption of a Collection Goal: A Tipping Point Effect

Leilei Gao, Yanliu Huang, Itamar Simonson

Journal of Marketing. November

2014, Vol. Vol. 78, Issue 6, Pages 143-156

Journal Article|

Money in the Bank: Feeling Powerful Increases Saving

Emily N. Garbinsky, Anne-Kathryn Klesse, Jennifer Aaker

Journal of Consumer Research. October

1, 2014, Vol. 41, Issue 3, Pages 610-623

Journal Article|

A Relationship with God? Connecting with the Divine to Assuage Fears of Interpersonal Rejection

Kristin Laurin, Karina Schumann, John G. Holmes

Social Psychological & Personality Science. September

2014, Vol. 5, Issue 7, Pages 777-785

Journal Article|

Getting the Most out of Giving: Concretely Framing a Presocial Goal Maximizes Happiness

Melanie Rudd, Jennifer Aaker, Michael I. Norton

Journal of Experimental Social Psychology. September

2014, Vol. 54, Pages 11-24

Journal Article|

Hierarchy, Leadership, and Construal Fit

Yair Berson, Nir Halevy

Journal of Experimental Psychology: Applied. September

2014, Vol. 20, Issue 3, Pages 232-246

Journal Article|

Thought calibration: How thinking just the right amount increases one’s influence and appeal

Daniella M. Kupor, Zakary Tormala, Michael I. Norton, Derek D. Rucker

Social Psychological and Personality Science. April

2014, Vol. 5, Issue 3, Pages 263-270

Journal Article|

How Decisions Happen: Focal Points and Blind Spots in Interdependent Decision Making

Nir Halevy, Taya R. Cohen, Eileen Y. Chou, James J. Katz, A. T. Panter

Journal of Personality and Social Psychology. March

2014, Vol. 106, Issue 3, Pages 398-417

Journal Article|

Meaningful Choice

Jennifer Aaker

Journal Consumer Research.

2014

Journal Article|

Mental Models at Work: Cognitive Causes and Consequences of Conflict in Organizations

Nir Halevy, Taya Cohen, Eileen Chou, James Katz, A. T. Panter

Personality and Social Psychology Bulletin.

2014, Vol. 40, Issue 1, Pages 92-110

Journal Article|

Mirror, Mirror on the Wall, Who’s the Fairest of Them All? Thinking that one is attractive increases the tendency to support inequality.

Margaret Ann Neale, Peter R. Belmi

Organizational Behavior and Human Decision Processes.

2014

Journal Article|

The allure of unknown outcomes: Exploring the role of uncertainty in the preference for potential

Daniella Kupor, Zakary Tormala, Michael Norton

Journal of Experimental Social Psychology.

2014, Vol. 5, Pages 263-270

Journal Article|

Wanting other attitudes: Actual–desired attitude discrepancies predict feelings of ambivalence and ambivalence consequences

S. Christian Wheeler

Journal of Experimental Social Psychology.

2014, Vol. 53, Pages 5-18

Journal Article|

Beating the Market: The Allure of Unintended Value

Aner Sela, Itamar Simonson, Ran Kivetz

Journal of Marketing Research. December

2013, Vol. 50, Issue 6, Pages 691-705

Journal Article|

Prominence Versus Dominance: How Relationships Between Alternatives Drive Decision Strategy and Choice

Ioannis Evangelidis, Jonathan Levav

Journal of Marketing Research. December

2013, Vol. 50, Issue 6, Pages 753-766

Journal Article|

Weak > strong: The ironic effect of argument strength on supportive advocacy

Omair Akhtar, David Paunesku, Zakary Tormala

Personality and Social Psychology Bulletin. September

2013, Vol. 39, Issue 9, Pages 1214-26

Journal Article|

Comparing Apples to Apples or Apples to Oranges: The Role of Mental Representation in Choice Difficulty

Eunice Kim Cho, Ravi Dhar

Journal of Marketing Research. August

2013, Vol. 50, Issue 4, Pages 505-516

Journal Article|

Power, moral clarity, and punishment in the workplace

Scott S. Wiltermuth, Francis J. Flynn

Academy of Management Journal. August

2013, Vol. 56, Issue 4, Pages 1002-1023

Journal Article|

Here Is a Tip: Prosocial Gratuities Are Linked to Corruption

Magnus Thor Torfason, Francis J. Flynn, Daniella Kupor

Social Psychological and Personality Science. May

2013, Vol. 4, Issue 3, Pages 348-354

Journal Article|

The Unhealthy Road Not Taken: Licensing Indulgence by Exaggerating Counterfactual Sins

Daniel A. Effron, Benoît Monin, Dale T. Miller

Journal of Experimental Social Psychology. May

2013, Vol. 49, Issue 3, Pages 573–578

Journal Article|

Eternal Quest for the Best: Sequential (vs. Simultaneous) Option Presentation Undermines Choice Commitment

Cassie Mogilner, Baba Shiv, Sheena S. Iyengar

Journal of Consumer Research. April

2013, Vol. 39, Issue 6, Pages 1300-1312

Journal Article|

Comparison selection: An approach to the study of consumer judgment and choice

Itamar Simonson, James R. Bettman, Thomas Kramer, John W. Payne

Journal of Consumer Psychology. January

2013, Vol. 23, Issue 1, Pages 137–149

Journal Article|

Some Key Differences between a Happy Life and a Meaningful Life

Roy F. Baumeister, Kathleen D. Vohs, Jennifer Aaker, Emily N. Garbinsky

Journal of Positive Psychology.

2013, Vol. 8, Issue 6, Pages 505-516

Journal Article|

When contradictions foster persuasion: An attributional perspective

Taly Reich, Zakary Tormala

Journal of Experimental Social Psychology.

2013, Vol. 9, Issue 3, Pages 426–439

Journal Article|

Inventing Racist Roads Not Taken: The Licensing Effects of Immoral Counterfactual Behaviors

Daniel A. Effron, Dale T. Miller, Benoît Monin

Journal of Personality and Social Psychology. December

2012, Vol. 103, Issue 6, Pages 916-932

Journal Article|

The Effect of Ordering Decisions by Choice-Set Size on Consumer Search

Jonathan Levav, Nicholas Reinholtz, Claire Lin

Journal of Consumer Research. October

2012, Vol. 39, Issue 3, Pages 585-599

Journal Article|

The gifts we keep on giving: Documenting and destigmatizing the regifting taboo

Gabrielle S. Adams, Francis J. Flynn, Michael I. Norton

Psychological Science. October

2012, Vol. 23, Issue 10, Pages 1145-1150

Journal Article|

The Preference for Potential

Zakary Tormala, J.S. Jia, M.I. Norton

Journal of Personality and Social Psychology. October

2012, Vol. 103, Issue 4, Pages 567-583

Journal Article|

‘We’ Are Not the Same as ‘You and I’: Causal Effects of Minor Language Variations on Consumers’ Attitudes Toward Brands

Aner Sela, S. Christian Wheeler, Gülen Sarial-Abi

Journal of Consumer Research. October

2012, Vol. 39, Issue 3, Pages 644-661

Journal Article|

Uneasy lies the head that wears the crown: The link between guilt-proneness and leadership

Rebecca L. Schaumberg, Francis J. Flynn

Journal of Personality and Social Psychology. August

2012, Vol. 103, Issue 2, Pages 327-342

Journal Article|

Inviting Questions

Uzma Khan, Zakary Tormala

Journal of Consumer Psychology. July

2012, Vol. 22, Issue 3, Pages 408-417

Journal Article|

How the Moralization of Issues Grants Social Legitimacy to Act on One's Attitudes

Daniel A. Effron, Dale T. Miller

Personality and Social Psychology Bulletin. May

2012, Vol. 38, Issue 5, Pages 690-701

Journal Article|

Exhausting or Exhilarating? Conflict as Threat to Interests, Relationships and Identities

Nir Halevy, Eileen Y. Chou, Adam D. Galinsky

Journal of Experimental Social Psychology. March

2012, Vol. 48, Issue 2, Pages 530-537

Journal Article|

Status Conferral in Intergroup Social Dilemmas: Behavioral Antecedents and Consequences of Prestige and Dominance

Nir Halevy, Eileen Y. Chou, Taya R. Cohen, Robert W. Livingston,

Journal of Personality and Social Psychology. February

2012, Vol. 102, Issue 2, Pages 351-366

Journal Article|

Asymmetric option effects on ease of consumer choice criticism and defense

Thomas Kramer, Michal Maimaran, Itamar Simonson

Organizational Behavior and Human Decision Processes. January

2012, Vol. 117, Issue 1, Pages 179–191

Journal Article|

Manipulating basic taste perception to explore how product information affects experience

Ab Litt, Baba Shiv

Journal of Consumer Psychology. January

2012, Vol. 22, Issue 1, Pages 55–66

Journal Article|

Mind Games: The Mental Representation of Conflict

Nir Halevy, Eileen Chou, J. Keith Murnighan

Journal of Personality and Social Psychology. January

2012, Vol. 102, Issue 1, Pages 132-148

Journal Article|

The fluency of social hierarchy: the ease with which hierarchical relationships are seen, remembered, learned, and liked

E.M. Zitek,

Journal of Personality and Social Psychology. January

2012, Vol. 102, Issue 1, Pages 98-115

Journal Article|

When Feeling Bad Leads to Feeling Good: Guilt-Proneness and Affective Organizational Commitment

Francis J. Flynn, Rebecca L. Schaumberg

Journal of Applied Psychology. January

2012, Vol. 97, Issue 1, Pages 124-133

Journal Article|

Compensatory Nonconformity: Self-Uncertainty and Low Implicit Self-Esteem Increase Adoption and Expression of Minority Opinions

Kimberly Rios, S. Christian Wheeler, Dale T. Miller

Journal of Experimental Social Psychology.

2012, Vol. 48, Issue 6, Pages 1300-1309

Journal Article|

Cultivating Admiration in Brands

Jennifer Aaker, Emily N. Garbinsky, Kathleen D. Vohs

Journal of Consumer Psychology.

2012, Vol. 22, Issue 2, Pages 191–194

Journal Article|

Divergent Effects of Activating Thoughts of God on Self-Regulation

Kristin Laurin, Aaron Kay, Gráinne Fitzsimons

Journal of Personality and Social Psychology.

2012, Vol. 102, Issue 1, Pages 4-21

Journal Article|

EXECUTIVE SUMMARY: THE GIFT THAT KEEPS ON GOING

Gabrielle S. Adams, Francis J. Flynn, Michael I. Norton

Business Strategy Review.

2012, Vol. 23, Issue 2, Pages 80

Journal Article|

How Happiness Affects Choice

Cassie Mogilner, Jennifer Aaker, Sepandar D. Kamvar

Journal of Consumer Research.

2012, Vol. 39, Issue 2, Pages 429-443

Journal Article|

How power corrupts relationships: Cynical attributions for others' generous acts

M. Ena Inesi, Deborah H. Gruenfeld, Adam D. Galinsky

Journal of Experimental Social Psychology.

2012, Vol. 48, Issue 4, Pages 795-803

Journal Article|

Not All Selves Feel the Same Uncertainty: Motivated Assimilation to Primes among Individualists and Collectivists

Kimberly Rios Morrison, Camille S. Johnson, S. Christian Wheeler

Social Psychological and Personality Science.

2012, Vol. 3, Issue 1, Pages 118-126

Journal Article|

When Blemishing Leads to Blossoming: The Positive Effect of Negative Information

Baba Shiv, Zakary Tormala

Journal of Consumer Research.

2012, Vol. 38, Issue 5, Pages 846-859

Journal Article|

Food, sex and the hunger for distinction

Jonah Berger, Baba Shiv

Journal of Consumer Psychology. October

2011, Vol. 21, Issue 4, Pages 464–472

Journal Article|

Give them what they want: The benefits of explicitness in gift exchange

Francesca Gino, Francis J. Flynn

Journal of Experimental Social Psychology. September

2011, Vol. 47, Issue 5, Pages 915-922

Journal Article|

The Repetition-Break Plot Structure Makes Effective Television Advertisements

Jeffrey Loewenstein, Rajagopal Raghunathan, Chip Heath

Journal of Marketing. September

2011, Vol. 75, Issue 5, Pages 105-119

Journal Article|

Multiple routes to self- versus other-expression in consumer choice

Michal Maimaran, Itamar Simonson

Journal of Marketing Research. August

2011, Vol. 48, Issue 4, Pages 755-766

Journal Article|

Religiosity and Social Welfare: Competing Influences of Cultural Conservatism and Prosocial Value Orientation

Ariel Malka, Christopher J. Soto, Adam B. Cohen, Dale T. Miller

Journal of Personality. August

2011, Vol. 79, Issue 4, Pages 763-792

Journal Article|

The Mainstream Is Not Electable: When Vision Triumphs Over Representativeness in Leader Emergence and Effectiveness

Nir Halevy, Yair Berson, Adam D. Galinsky

Personality and Social Psychology Bulletin. April

5, 2011, Pages 13

Journal Article|

Diffusion of Entitlement: An Inhibitory Effect on the Consumption of Scarce Commodities

Daniel A. Effron, Dale T. Miller

Journal of Experimental Social Psychology. March

2011, Vol. 47, Issue 2, Pages 378–383

Journal Article|

Does Fast or Slow Evaluation Foster Greater Certainty?

Zakary Tormala, Joshua J. Clarkson, Marlone D. Henderson

Personality and Social Psychology Bulletin. March

2011, Vol. 37, Issue 3, Pages 422-434

Journal Article|

Reducing Exposure to Trust-Related Risks in Order to Avoid Self-Blame

Daniel A. Effron, Dale T. Miller

Personality and Social Psychology Bulletin. February

2011, Vol. 37, Issue 2, Pages 181-192

Journal Article|

A Multidimensional Association Approach to Sequential Consumer Judgments

David Sleeth-Keppler, S. Christian Wheeler

Journal of Consumer Psychology. January

2011, Vol. 21, Issue 1, Pages 14-23

Journal Article|

Dissociating Valuation and Saliency Signals during Decision-Making

A. Litt, H. Plassmann, Baba Shiv, A. Rangel

Cerebral Cortex. January

2011, Vol. 21, Issue 1, Pages 95-102

Journal Article|

Powerful postures versus powerful roles: which is the proximate correlate of thought and behavior?

Li Huang, Adam D. Galinsky, Deborah H. Gruenfeld, Lucia E. Guillory

Psychological Science. January

2011, Vol. 22 , Issue 1, Pages 95-102

Journal Article|

Too much information: The perils of non-diagnostic information in negotiations.

Scott S. Wiltermuth, Margaret Ann Neale

Journal of Applied Psychology. January

2011, Vol. 96, Issue 1, Pages 192-201

Journal Article|

If Money Does Not Make You Happy, Consider Time

Jennifer Aaker, Melanie Rudd, Cassie Mogilner

Journal of Consumer Psychology.

2011, Vol. 21, Issue 2, Pages 126–130

Journal Article|

Pressure and Perverse Flights to Familiarity

Ab Litt, Senia Maymin, Senia Maymin, Baba Shiv

Psychological Science.

2011, Vol. 22, Issue 4, Pages 523-531

Journal Article|

Self-ambivalence and resistance to subtle self-change attempts

Kenneth G. DeMarree, Kimberly Rios Morrison, S. Christian Wheeler, Richard E. Petty

Personality and Social Psychology Bulletin.

2011, Vol. 37, Issue 5, Pages 674-686

Journal Article|

The Shifting Meaning of Happiness

Cassie Mogilner, Sepandar D. Kamvar, Jennifer Aaker

Social Psychological and Personality Science.

2011, Vol. 2, Issue 4, Pages 395–402

Journal Article|

Do You Two Know Each Other? Transitivity, Homophily, and the Need for (Network) Closure

Francis J. Flynn, Ray E. Reagans, Lucia Guillory

Journal of Personality and Social Psychology. November

2010, Vol. 99, Issue 5, Pages 855-869

Journal Article|

Are two narcissists better than one? The link between narcissism, perceived creativity, and creative performance

Jack A. Goncarlo, Francis J. Flynn, Sharon H. Kim

Personality and Social Psychology Bulletin. November

2010, Vol. 36, Issue 11, Pages 1484-1495

Journal Article|

Who's with Me? False Consensus, Brokerage, and Ethical Decision Making in Organizations

Francis J. Flynn, Scott S. Wiltermuth

Academy of Management Journal. October

1, 2010, Vol. 53, Issue 5, Pages 1074-1089

Journal Article|

Gender and persistence in negotiation: A dyadic perspective

Hannah Riley Bowles, Francis J. Flynn

Academy of Management Journal. August

2010, Vol. 53, Issue 4, Pages 769-787

Journal Article|

Psyched Up or Psyched Out? The Influence of Coactor Status on Individual Performance

Francis J. Flynn, Emily T. Amanatullah

Organization Science. July

20, 2010, Vol. 23, Issue 2, Pages 402-415

Journal Article|

I feel, therefore you act: Intrapersonal and interpersonal effects of emotion as a function of social power

Jennifer R. Overbeck, Margaret Ann Neale, Cassandra L. Govan

Organizational Behavior and Human Decision Processes. July

2010, Vol. 112, Issue 2, Pages 126-139

Journal Article|

"Think" versus "feel" framing effects in persuasion

Nicole D. Mayer, Zakary Tormala

Personality and Social Psychology Bulletin. April

2010, Vol. 36, Issue 4, Pages 443-454

Journal Article|

Believe me, I have no idea what I'm talking about: The effects of source certainty on consumer involvement and persuasion

Uma R. Karmarkar, Zakary Tormala

Journal of Consumer Research. April

2010, Vol. 36, Issue 6, Pages 1033-1049

Journal Article|

The Stingy Hour: How Accounting for Time Affects Volunteering

Sanford E. DeVoe, Jeffrey Pfeffer

Personality and Social Psychology Bulletin. April

2010, Vol. 36, Issue 4, Pages 470–483

Journal Article|

Nonconformity Defines the Self: The Role of Minority Opinion Status in Self-Concept Clarity

Kimberly Rios Morrison, S. Christian Wheeler

Personality and Social Psychology Bulletin. March

2010, Vol. 36, Issue 3, Pages 297-308

Journal Article|

“Why didn’t you ask?” Overestimating the willingness to seek help and underestimating discomfort in help-seeking

Vanessa K. Bohns, Francis J. Flynn

Journal of Experimental Social Psychology. March

2010, Vol. 46, Issue 2, Pages 402-409

Journal Article|

Lusting While Loathing: Parallel Counter-Driving of Wanting and Liking

A. Litt, Uzma Khan, Baba Shiv

Psychological Science. January

2010, Vol. 21, Issue 1, Pages 118-125

Journal Article|

The effect of decision order on purchase quantity decisions

Stephen M. Nowlis, Ravi Dhar, Itamar Simonson

Journal of Marketing Research. January

2010, Vol. 47, Issue 4, Pages 725-737

Journal Article|

Accuracy and perceived expert status in group decisions: When minority members make majority members more accurate privately

Marwan Sinaceur, Melissa C. Thomas-Hunt, Margaret Ann Neale, Olivia A. O'Neill..., Christophe Haag

Personality and Social Psychology Bulletin.

2010, Vol. 36, Issue 3, Pages 423-437

Journal Article|

Fragile enhancement of attitudes and intentions following difficult decisions

Ab Litt, Zakary Tormala

Journal of Consumer Research.

2010, Vol. 37, Issue 4, Pages 584-598

Journal Article|

Non-Profits Are Seen as Warm and For-Profits as Competent

Jennifer Aaker, Kathleen D. Vohs, Cassie Mogilner

Journal of Consumer Research.

2010, Vol. 37, Issue 2, Pages 224-237

Journal Article|

When is happiness about how much you earn? The effect of hourly payment on the money-happiness connection

Sanford E. DeVoe, Jeffrey Pfeffer

Personality and Social Psychology Bulletin. December

2009, Vol. 35, Issue 12, Pages 1602-1618

Journal Article|

The Robustness of the Effects of Consumers' Participation in Market Research: The Case of Service Quality Evaluations

Chezy Ofir, Itamar Simonson, Song-Oh Yoon

Journal of Marketing. November

2009, Vol. 73, Issue 6, Pages 105-114

Journal Article|

Unraveling Priming: When Does the Same Prime Activate a Goal versus a Trait?

Aner Sela, Baba Shiv

Journal of Consumer Research. October

2009, Vol. 36, Issue 3, Pages 418-433

Journal Article|

Common Ground and Cultural Prominence: How Conversation Reinforces Culture

Nathanael J. Fast, Chip Heath, George Wu

Psychological Science. July

2009, Vol. 20, Issue 7, Pages 904-911

Journal Article|

Expressing Deviant Opinions: Believing You Are in the Majority Helps

Dale T. Miller, Kimberly Rios Morrison

Journal of Experimental Social Psychology. July

2009, Vol. 45, Issue 4, Pages 740–747

Journal Article|

Economic evaluation: The effect of money and economics on attitudes about volunteering

Jeffrey Pfeffer, Sanford E. Devoe

Journal of Economic Psychology. June

2009, Vol. 30, Issue 3, Pages 500–508

Journal Article|

The “Shaken Self”: Product Choices as a Means of Restoring Self-View Confidence

Leilei Gao, S. Christian Wheeler, Baba Shiv

Journal of Consumer Research. June

2009, Vol. 36, Issue 1, Pages 29-38

Journal Article|

When does choice reveal preference? Moderators of heuristic versus goal‐based choice

Aimee Drolet, Mary Frances Luce, Itamar Simonson

Journal of Consumer Research. June

2009, Vol. 36, Issue 1, Pages 137-147

Journal Article|

Illusory control: A generative force behind power’s far-reaching effects

Nathanael J. Fast, Deborah H. Gruenfeld, Niro Sivanathan, Adam D. Galinsky

Psychological Science. April

2009, Vol. 20, Issue 4, Pages 502-508

Journal Article|

Is the Pain Worth the Gain? The Advantages and Liabilities of Agreeing With Socially Distinct Newcomers

Katherine W. Phillips, Katie A. Liljenquist, Margaret Ann Neale

Personality and Social Psychology Bulletin. March

2009, Vol. 35, Issue 3, Pages 336-350

Journal Article|

Money can’t buy love: Asymmetric beliefs about the link between gift price and feelings of appreciation

Francis J. Flynn, Gabrielle S. Adams

Journal of Experimental Social Psychology. February

2009, Vol. 45, Issue 2, Pages 404–409

Journal Article|

Synchrony and Cooperation

Scott S. Wiltermuth, Chip Heath

Psychological Science. January

2009, Vol. 20, Issue 1, Pages 1-5

Journal Article|

The Repetition-Break Plot Structure: A Cognitive Influence on Selection in the Marketplace of Ideas

Jeffrey Loewenstein, Chip Heath

Cognitive Science. January

2009, Vol. 33, Issue 1, Pages 1-19

Journal Article|

The Time vs. Money Effect

Cassie Mogilner, Jennifer Aaker

Journal of Consumer Research.

2009, Vol. 36, Issue 2, Pages 277-291

Journal Article|

Circles, Squares, and Choice: The Effect of Shape Arrays on Uniqueness and Variety Seeking

Michael Maimaran, S. Christian Wheeler

Journal of Marketing Research. December

2008, Vol. 45, Issue 6, Pages 731-740

Journal Article|

Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital

Jared R. Curhan, Margaret Ann Neale, Lee Ross, Jesse Rosencranz-Engelmann

Organizational Behavior and Human Decision Processes. November

2008, Vol. 107, Issue 2, Pages 192–205

Journal Article|

Contextual priming: Where people vote affects how they vote

Jonah Berger, Marc Meredith, S. Christian Wheeler

Proceedings of the National Academy of Sciences. July

1, 2008, Vol. 105, Issue 26, Pages 8846–8849

Journal Article|

A match made in the laboratory: Persuasion matches to primed social schemata

S. Christian Wheeler, Kenneth G. DeMarree, Richard E. Petty

Journal of Experimental Social Psychology. July

2008, Vol. 44, Issue 4, Pages 1035–1047

Journal Article|

Power and the objectification of social targets

Deborah H. Gruenfeld, M. Ena Inesi, Joe C. Magee, Adam D. Galinsky

Journal of Personality and Social Psychology. July

2008, Vol. 95, Issue 1, Pages 111-127

Journal Article|

Will I like a “medium” pillow? Another look at constructed and inherent preferences

Itamar Simonson

Journal of Consumer Psychology. July

2008, Vol. 18, Issue 3, Pages 155–169

Journal Article|

Distinguishing Between Silent and Vocal Minorities: Not All Deviants Feel Marginal

Kimberly Rios Morrison, Dale T. Miller

Journal of Personality and Social Psychology. May

2008, Vol. 94, Issue 5, Pages 871-882

Journal Article|

Does self-consciousness increase or decrease behavioral priming effects? It depends

S. Christian Wheeler, Kimberly Rios Morrison, Kenneth G. DeMarree, Richard E. Petty

Journal of Experimental Social Psychology. May

2008, Vol. 44, Issue 3, Pages 882–889

Journal Article|

Choice Set Configuration as a Determinant of Preference Attribution and Strength

Song-Oh Yoon, Itamar Simonson

Journal of Consumer Research. January

2008, Vol. 35, Issue 2, Pages 324-336

Journal Article|

Recalling Mixed Emotions

Jennifer Aaker, Aimee Drolet, Dale Griffin

Journal of Consumer Research.

2008, Vol. 35, Issue 2, Pages 268-278

Journal Article|

The Happiness of Giving: The Time-Ask Effect

Wendy Liu, Jennifer Aaker

Journal of Consumer Research.

2008, Vol. 35, Issue 3, Pages 543-557

Journal Article|

Time Will Tell

Cassie Mogilner, Jennifer Aaker, Ginger L. Pennington

Journal of Consumer Research.

2008, Vol. 34, Issue 5, Pages 670-681

Journal Article|

“If you need help, just ask”: Underestimating compliance with direct requests for help

Francis J. Flynn, Vanessa Lake

Journal of Personality and Social Psychology.

2008, Vol. 95, Issue 1, Pages 128-143

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