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  • October 2020
  • Article

Overcoming Resource Scarcity: Consumers' Response to Gifts Intending to Save Time and Money
By: Alice Lee-Yoon, Grant Donnelly and A.V. Whillans
Consumers feel increasingly pressed for time and money. Gifts have the potential to reduce scarcity in recipients’ lives, yet little is known about how recipients perceive gifts given with the intention of saving them time or money. Across four studies (N=1,403), we...  View Details
Keywords: Scarcity; Status; Time; Gift Giving; Status and Position; Money; Attitudes; Emotions
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  • 2020
  • Working Paper

From Sweetheart to Scapegoat: Brand Selfie-Taking Shapes Consumer Behavior
By: Reto Hofstetter, Gabriela Kunath and Leslie K. John
Increasingly, consumers are taking self-photos and marketers, eager to capitalize on this trend, have been asking consumers to take self-photos with brands (i.e., brand selfies). We suggest that consumer compliance with such requests sparks a self-inferential process...  View Details
Keywords: Brand Selfie; Photo-taking; Self-perception; Self-inferences; Self-brand Connection; Brands and Branding; Consumer Behavior; Perception
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  • 2018
  • Working Paper

Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors
By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks
Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with...  View Details
Keywords: Gratitude; Forgiveness; Negotiations; Emotion; Emotions; Behavior; Negotiation; Ethics
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  • October 2017
  • Article

The Size of the LGBT Population and the Magnitude of Anti-Gay Sentiment Are Substantially Underestimated
By: Katherine Baldiga Coffman, Lucas C. Coffman and Keith M. Marzilli Ericson
We demonstrate that widely used measures of anti-gay sentiment and the size of the LGBT population are misestimated, likely substantially. In a series of online experiments using a large and diverse but non-representative sample, we compare estimates from the standard...  View Details
Keywords: LGBTQ; Social Trends ＆ Culture; Economic Theory; Prejudice; Prejudice and Bias; Diversity; Economics; Demographics
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  • Article

Temporal View of the Costs and Benefits of Self-Deception
By: Zoe Chance, Michael I. Norton, Francesca Gino and Dan Ariely
Researchers have documented many cases in which individuals rationalize their regrettable actions. Four experiments examine situations in which people go beyond merely explaining away their misconduct to actively deceiving themselves. We find that those who exploit...  View Details
Keywords: Hindsight Bias; Lying; Motivated Reasoning; Self-enhancement; Social Psychology; Perception; Performance Expectations
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  • November 2006
  • Article

Patent Citations as a Measure of Knowledge Flows: The Influence of Examiner Citations
By: Juan Alcacer and Michelle Gittelman
Analysis of patent citations is a core methodology in the study of knowledge diffusion. However, citations made by patent examiners have not been separately reported, adding unknown noise to the data. We leverage a recent change in the reporting of patent data showing...  View Details
Keywords: Patents; Knowledge Sharing; Management Analysis, Tools, and Techniques; Technology; Prejudice and Bias; Change
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  • 1 Aug 1983
  • Conference Presentation

The Cognitive-Affective Cross-Fire in Negative Self-Concept Individuals
By: R. Ely, W. B. Swann and J. Griffin
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