Publications

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 September2014 Vol. 54 Pages 11-24.

The Product-Agnosia Effect: How More Visual Impressions Affect Product Distinctiveness in Comparative Choice

Jayson Shi Jia, Baba Shiv, Sanjay Rao

Journal of Consumer Research August2014 Vol. 41 Issue 2 Pages 342-360.

How Do Firms Make Money Selling Digital Goods Online?

Anja Lambrecht, Avi Goldfarb, Alessandro Bonatti, Anindya Ghose, Daniel G. Goldstein, Randall Lewis, Anita Rao, Navdeep S. Sahni, Song Yao

Marketing Letters June242014 Vol. 25 Issue 3 Pages 331-341.

The Role of the Beneficiary in Willingness to Pay for Socially Responsible Products: A Meta-analysis

Stephanie M. Tully, Russell S. Winer

Journal of Retailing June2014 Vol. 90 Issue 2 Pages 255-274.

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 April2014 Vol. 5 Issue 3 Pages 263-270.

JMR: The Bass Years

David Bruce Montgomery (1938–2025)

Journal of Marketing Research: 50th Anniversary Issue February2014 Vol. 51 Issue 1 Pages 96-100.

Consumer conviction and commitment: An appraisal-based framework for attitude certainty

Derek D. Rucker, Zakary Tormala, Richard E. Petty , Pablo Briñol

Journal of Consumer Psychology January2014 Vol. 24 Issue 1 Pages 119-136.

Elaboration and attitude strength: The new meta-cognitive perspective

Jamie Barden, Zakary Tormala

Social and Personality Psychology Compass 2014 Vol. 8 Pages 17-29.

Meaningful Choice

Jennifer Aaker

Journal Consumer Research 2014

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.

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.

Beating the Market: The Allure of Unintended Value

Aner Sela, Itamar Simonson, Ran Kivetz

Journal of Marketing Research December2013 Vol. 50 Issue 6 Pages 691-705.

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

Ioannis Evangelidis, Jonathan Levav

Journal of Marketing Research December2013 Vol. 50 Issue 6 Pages 753-766.

The Unexpected Positive Impact of Fixed Structures on Goal Completion

Liyin Jin, Szu-chi Huang, Ying Zhang (All authors contributed equally)

Journal of Consumer Research December2013 Vol. 40 Issue 4 Pages 711-725.

Social Ties and User-Generated Content: Evidence from an Online Social Network

Scott K. Shriver, Harikesh S. Nair, Reto Hofstetter

Management Science June2013 Vol. 59 Issue 6 Pages 1425-1443.

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

Cassie Mogilner, Baba Shiv, Sheena S. Iyengar

Journal of Consumer Research April2013 Vol. 39 Issue 6 Pages 1300-1312.

All Roads Lead to Rome: The Impact of Multiple Attainment Means on Motivation

Szu-chi Huang, Ying Zhang

Journal of Personality and Social Psychology February2013 Vol. 104 Issue 2 Pages 236-248.

Estimation of Causal Installed Base Effects: A Bias Correction Approach

Sridhar Narayanan, Harikesh S. Nair

Journal of Marketing Research February2013 Vol. 50 Issue 1 Pages 70-94.

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 January2013 Vol. 23 Issue 1 Pages 137–149.

Bayesian Estimation of Discrete Games of Complete Information

Sridhar Narayanan

Quantitative Marketing and Economics 2013 Vol. 11 Issue 1 Pages 39-81.