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  • April 2023
  • Article

Inattentive Inference
By: Thomas Graeber
This paper studies how people infer a state of the world from information structures that include additional, payoff-irrelevant states. For example, learning from a customer review about a product’s quality requires accounting for the reviewer’s otherwise irrelevant...  View Details
Keywords: Cognition and Thinking; Information Types; Behavior; Knowledge Acquisition
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  • 2023
  • Working Paper

Complexity and Time
By: Benjamin Enke, Thomas Graeber and Ryan Oprea
We provide experimental evidence that core intertemporal choice anomalies -- including extreme short-run impatience, structural estimates of present bias, hyperbolicity and transitivity violations -- are driven by complexity rather than time or risk preferences. First,...  View Details
Keywords: Decision Choices and Conditions; Motivation and Incentives
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  • 2022
  • Working Paper

Stories, Statistics and Memory
By: Thomas Graeber, Christopher Roth and Florian Zimmermann
For most decisions, we rely on information encountered over the course of days, months or years. We consume this information in various forms, including abstract summaries of multiple data points – statistics – and contextualized anecdotes about individual instances...  View Details
Keywords: Decision Choices and Conditions; Information Types; Media; Cognition and Thinking
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  • 2022
  • Working Paper

Improving Human-Algorithm Collaboration: Causes and Mitigation of Over- and Under-Adherence
By: Maya Balakrishnan, Kris Ferreira and Jordan Tong
Even if algorithms make better predictions than humans on average, humans may sometimes have “private” information which an algorithm does not have access to that can improve performance. How can we help humans effectively use and adjust recommendations made by...  View Details
Keywords: Cognitive Biases; Algorithm Transparency; Forecasting and Prediction; Behavior; AI and Machine Learning; Analytics and Data Science; Cognition and Thinking
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  • November 2022
  • Technical Note

Leader Action Orientations
By: Ryan Raffaelli, Akshaya Varghese and Laura Weimer
Leaders are responsible for planning and executing actions that advance organizational goals. As individuals gain career experience, they tend to develop and rely on implicit mental models that shape how they go about “getting things done.” Without knowing it, most...  View Details
Keywords: Leadership Development; Prejudice and Bias; Cognition and Thinking; Decision Making; Behavior
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  • 2022
  • Working Paper

Shared Models in Networks, Organizations, and Groups
By: Joshua Schwartzstein and Adi Sunderam
To understand new information, we exchange models or interpretations with others. This paper provides a framework for thinking about such social exchanges of models. The key assumption is that people adopt the interpretation in their network that best explains the...  View Details
Keywords: Social Learning Theory; Theory; Social Issues; Cognition and Thinking; Social and Collaborative Networks; Attitudes
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  • 2022
  • Working Paper

When Do Individuals Give Up Agency? The Role of Decision Avoidance
By: Holly Dykstra, Christine L. Exley and Muriel Niederle
A common policy problem is that individuals reject recommended options and insist on making their own choices. Via a large-scale experiment, we document and investigate what factors contribute to this preference for agency. Our main results show that individuals’...  View Details
Keywords: Choice; Decision Making; Policy; Cognition and Thinking
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  • 2022
  • Working Paper

Confidence, Self-Selection and Bias in the Aggregate
By: Benjamin Enke, Thomas Graeber and Ryan Oprea
The influence of behavioral biases on aggregate outcomes like prices and allocations depends in part on self-selection: whether rational people opt more strongly into aggregate interactions than biased individuals. We conduct a series of betting market, auction and...  View Details
Keywords: Prejudice and Bias; Cognition and Thinking; Markets; Price
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  • July 2022
  • Article

The Developmental Origins and Behavioral Consequences of Attributions for Inequality
By: Antonya Marie Gonzalez, Lucia Macchia and Ashley V. Whillans
Attributions, or lay explanations for inequality, have been linked to inequality-relevant behavior. In adults and children, attributing inequality to an individual rather than contextual or structural causes is linked to greater support for economic inequality and less...  View Details
Keywords: Social Cognition; Inequality; Prosocial Behavior; Parent-child Transmission; Equality and Inequality; Cognition and Thinking; Attitudes; Behavior
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  • July 2022
  • Article

What Do I Make of the Rest of My Life? Global and Quotidian Life Construal across the Retirement Transition
By: Jeff Steiner and Teresa M. Amabile
Retirement means relinquishing the daily structure that work provides and the career-dependent meanings that it offers life narratives. The retirement transition can therefore involve contemplating both how to spend newly-freed daily time and the implications of...  View Details
Keywords: Retirement Transition; Life Narrative; Construal Level Theory; Global Construal; Quotidian Construal; Meanings Of Work And Retirement; Retirement; Transition; Perspective
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  • 2022
  • Article

Social Interactivity in Live Video Experiences Reduces Loneliness
By: Benjamin T. Kaveladze, Robert R. Morris, Rosa Victoria Dimitrova-Gammeltoft, Amit Goldenberg, James J. Gross, Judd Antin, Melissa Sandgren and Melissa C. Thomas-Hunt
Background: Loneliness, especially when chronic, can substantially reduce one's quality of life. However, positive social experiences might help to break cycles of loneliness by promoting more prosocial cognitions and behaviors. Internet-mediated live video...  View Details
Keywords: Lonelines; Social Connection; Internet-mediated Communication; Experiment; Emotions; Well-being; Interpersonal Communication; Internet
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  • 2022
  • Article

Open or Closed? Your Mind, Your Decision!
By: Gerald Zaltman
The marketing profession faces challenging times. The shelf life for decisions and the half-life of the knowledge used, are becoming shorter and shorter while the problems addressed are becoming messier. Fortunately, the emergence of what I call the “prosthetic age” is...  View Details
Keywords: Marketing; Information; Cognition and Thinking; Innovation and Invention
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  • January 10, 2022
  • Article

The Secret Ingredient of Thriving Companies? Human Magic
By: Hubert Joly
The traditional corporate approach to motivating people has been a combination of carrots and sticks: a system of financial incentives designed to mobilize everyone around a plan designed by a few smart people at the top. Multiple studies have confirmed that, for any...  View Details
Keywords: Meaning; Purpose; Organizational Culture; Employees; Motivation and Incentives; Performance
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  • 2023
  • Working Paper

Cognitive Uncertainty in Intertemporal Choice
By: Benjamin Enke and Thomas Graeber
This paper studies the relevance of cognitive uncertainty – subjective uncertainty over one's utility-maximizing action – for understanding and predicting intertemporal choice. The main idea is that when people are cognitively noisy, such as when a decision is complex,...  View Details
Keywords: Cognitive Uncertainty; Intertemporal Choice; Cognition and Thinking; Complexity; Decision Choices and Conditions
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  • 2021
  • Working Paper

Channeled Attention and Stable Errors
By: Tristan Gagnon-Bartsch, Matthew Rabin and Joshua Schwartzstein
We develop a framework for assessing when a person will notice that a theory she has about the world is wrong, premised on the idea that people neglect information that they view (through the lens of their misconceptions) to be irrelevant. Focusing on the question of...  View Details
Keywords: Attentional Stability; Cognition and Thinking; Attitudes; Information; Theory
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  • June 2021
  • Article

Cognition and Emotion in Extreme Political Action: Individual Differences and Dynamic Interactions
By: Leor Zmigrod and Amit Goldenberg
Who is most likely to join and engage in extreme political action? While traditional theories have focused on situational factors or group identity attributes, an emerging science illustrates that tendencies for extreme political action may also be rooted in...  View Details
Keywords: Extreme Political Action; Ideology; Political Psychology; Cognition-emotion Interactions; Cognition and Thinking; Emotions; Personal Characteristics
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  • Article

Sizing Up Entrepreneurial Potential: Gender Differences in Communication and Investor Perceptions of Long-Term Growth and Scalability
By: Laura Huang, Priyanka D. Joshi, Cheryl J. Wakslak and Andy Wu
Female entrepreneurs have been found to face disadvantages as compared with male entrepreneurs, especially in acquiring the financial resources they need to sustain and grow their ventures. Across three studies, we examine how disparities in funding outcomes may be due...  View Details
Keywords: Business Startups; Finance; Gender; Prejudice and Bias; Communication; Perception
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  • 2021
  • Working Paper

Cognitive Biases: Mistakes or Missing Stakes?
By: Benjamin Enke, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman and Jeroen van de Ven
Despite decades of research on heuristics and biases, empirical evidence on the effect of large incentives—as present in relevant economic decisions—on cognitive biases is scant. This paper tests the effect of incentives on four widely documented biases: base rate...  View Details
Keywords: Cognitive Biases; Incentives; Motivation and Incentives; Decision Making; Performance
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  • March 2021
  • Article

Bayesian Signatures of Confidence and Central Tendency in Perceptual Judgment
By: Yang Xiang, Thomas Graeber, Benjamin Enke and Samuel Gershman
This paper theoretically and empirically investigates the role of Bayesian noisy cognition in perceptual judgment, focusing on the central tendency effect: the well-known empirical regularity that perceptual judgments are biased towards the center of the...  View Details
Keywords: Visual Perception; Bayesian Modeling; Perception; Judgments
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  • March 2021
  • Article

The Crowd Emotion Amplification Effect
By: Amit Goldenberg, Erika Weisz, Timothy D. Sweeney, Mina Cikara and James Gross
How do people go about reading a room or taking the temperature of a crowd? When people catch a brief glimpse of an array of faces, they can only focus their attention on some of the faces. We propose that perceivers preferentially attend to faces exhibiting strong...  View Details
Keywords: Crowds; Social Cognition; Intergroup Dynamics; Emotions; Perception; Judgments; Analysis
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