Research Papers / Publications


  • Abba M. Krieger, Samuel-Cahn, E. (2016), A Generalized Secretary Problem, Journal of Sequential Analysis, to appear.
  • Yimin Cheng, Anirban Mukhopadhyay, Rom Y. Schrift (2016), Do Costly Options Lead to Better Outcomes? How the Protestant Work Ethic Influences the Cost-Benefit Heuristic in Goal Pursuit, Journal of Marketing Research, (forthcoming).
  • Yonat Zwebner, Rom Y. Schrift (Work In Progress), The Pain of Choice: Preference Elicitation Modes, Effort and Conflict.
  • Yonat Zwebner, Rom Y. Schrift (Work In Progress), Conspicuous Conflict: how being observed while Making Tradeoffs Impacts Consumers’ Choice and Why.
  • Shalena Srna, Gal Zauberman, Rom Y. Schrift (Work In Progress), A Prediction Gap in Effect of Income Tax on Effort.
  • Pinar Yildirim, Jennifer Shang, Guoquan Zhang (2016), Optimal Pricing for Group Buying with Network Effects, Omega, 63 (September), 69 - 82.
  • Berkeley J. Dietvorst, Joseph Simmons, Cade Massey (2016), Overcoming Algorithm Aversion: People Will Use Algorithms If They Can (Even Slightly) Modify Them, Management Science, forthcoming.  Abstract
  • Florian Stahl, Raghuram Iyengar, Yuxin Chen, Andreas Herrmann (Under Revision), Latent Change Point Model for Intertemporal Discounting with Reference Durations.  
  • J. Scott Armstrong, K.C. Green (Working), Guidelines for Science: Evidence and Checklists.  
  • Daniel Zantedeschi, Elea McDonnell Feit, Eric Bradlow (2016), Measuring Multi-Channel Advertising Response, Management Science
  • Robert Mislavsky, Uri Simonsohn (Under Revision), Weird Transactions Lower Valuations: Evidence from the ‘Uncertainty’ Effect.
  • Necati Tereyagoglu, Peter Fader, Senthil Veeraraghavan (2016), Pricing Theater Seats: The Value of Price Commitment and Monotone Discounting, Production and Operations Management
  • Necati Tereyagoglu, Peter Fader, Senthil Veeraraghavan (2016), Multi-attribute Loss Aversion and Reference Dependence: Evidence from the Performing Arts Industry, Management Science
  • Rom Y. Schrift, Ran Kivetz, Oded Netzer (2016), Complicating Decisions: The Work Ethic Heuristic and the Construction of Effortful Decisions, Journal of Experimental Psychology: General, 145 (7), 807 - 829.
  • Liangbin Yang, Eric Bradlow, Peter Fader (Working), Inferring Individual Preferences and Intragroup Dynamics Using Aggregate and De-Identified Data: An application to Targeted TV Advertising [Job Market Paper].  Abstract
  • Ulrich Doraszelski, Jordi Jaumandreu (Working), Measuring the Bias of Technological Change.    Related Materials
  • Yimin Cheng, Patti Williams, Anirban Mukhopadhyay (Under Revision), Smiling Signals Intrinsic Motivation.  
  • Joseph Simmons, Uri Simonsohn (2016), Power Posing: P-curving the Evidence, Psychological Science , forthcoming.  Abstract  Related Materials
  • Jehoshua Eliashberg, Thorsten Hennig-Thurau, Charles B. Weinberg, Berend Wierenga (2016), Of Video Games, Music, Movies, and Celebrities, International Journal of Research in Marketing, 33 (2), 241 - 245.  
  • Grant Packard, Anocha Aribarg, Jehoshua Eliashberg, Natasha Foutz (2016), The Role of Network Embeddeness in Film Success, International Journal of Research in Marketing, 33 (2), 328 - 342.  
  • Liangbin Yang, Eric Bradlow, Peter Fader (Work In Progress), Modeling Binge Behavior during Joint Consumption: Self-control, Willpower, Intragroup and Intergroup Dynamics.  Abstract
  • Liangbin Yang, Eric M. Schwartz, Peter Fader (Working), Sequential Allocation for Customer Acquisition.  Abstract
  • Liangbin Yang, Raghuram Iyengar, Jehoshua Eliashberg (Work In Progress), The Mystery of Mystery Promotion.  Abstract
  • Sydney Scott, Yoel Inbar, Paul Rozin (2016), Evidence for Absolute Moral Opposition to Genetically Modified Food in the United States, Perspectives on Psychological Science
  • Sydney Scott, Paul Rozin, Deborah Small (Under Revision), Consumers Prefer “Natural” More for Preventatives than for Curatives.
  • Marcel Lichters, Claudia Brunnlieb, Gideon Nave, Marko Sarstedt, Bodo Vogt (2016), The influence of serotonin deficiency on choice deferral and the compromise effect, Journal of Marketing Research
  • Liangbin Yang, David Bell (Working), A New Dynamic Bayesian Space-Time Model for Customer Acquisition.  Abstract
  • Joy Lu, Liangbin Yang (Working), Keep Winning or Stop Losing? The Effects of Consumption Outcomes on Customer Engagement in Experiential Products.  Abstract
  • Liangbin Yang (Working), The Bright Side of Keeping Your Customers Waiting.  Abstract
  • Liangbin Yang, David Bell (Work In Progress), The e-Location of Online Retailers.  Abstract
  • Liangbin Yang (Work In Progress), Inferring Group Decision Mechanisms during Joint Consumption.  Abstract
  • Robert Mislavsky, Berkeley Dietvorst, Uri Simonsohn (Working), Critical Condition: People Only Object to Corporate Experiments if They Object to a Condition.
  • Ron Berman, Case Study: United by Blue  Description
  • Colin Camerer, Anna Dreber, Teck Ho, Eskil Forsell, Jurgen Huber, Michael Kirchler, Gideon Nave (2016), Evaluating replicability of laboratory experiments in economics, Science
  • Evan Weingarten, Qijia Chen, Maxwell McAdams, Jessica Yi, Justin Hepler, Dolores Albarracin (2016), From Primed Concepts to Action: A Meta-Analysis of the Behavioral Effects of Incidentally-Presented Words, Psychological Bulletin, 142 (5), 472 - 497.  
  • Nicole M. Verrochi Coleman, Patti Williams, Andrea C. Morales, Andrew Edward White (Under Review), Attention, Attitudes and Action: When and Why Incidental Fear Increases Consumer Choice.  
  • Evan Weingarten, Jonah Berger (Under Review), Fired Up for the Future: How Time Shapes Sharing.
  • Evan Weingarten, J. Wesley Hutchinson (Under Review), Does Ease Mediate the Ease-of-Retrieval Effect? A Meta-Analysis.
  • Ashish Agarwal, Kartik Hosanagar, Michael B. Smith (Under Revision), Sponsored Search: Do Organic Results Help or Hurt.
  • Keith Niedermeier, Emily Wang, Xiaohan Zhang (2016), The use of social media among business-to-business sales professionals in China: How social media helps create and solidify guanxi relationships between sales professionals and customers, Journal of Research in Interactive Marketing, 10 (1), 33 - 49.  Abstract
  • Kristin Diehl, Evan Weingarten, Gal Zauberman (Under Review), Duration Sensitivity of Key Moments.
  • Andreas Buja, Abba M. Krieger, Edward I. George, "A Tool for Mining Large Correlation Tables: The Association Navigator". In Handbook of Big Data, edited by Peter Bühlmann, Petros Drineas, Michael Kane, Mark van der Laan, (2016), 73 - 102.  Related Materials
  • Evan Weingarten, Sudeep Bhatia, Barbara Mellers (Under Review), Multiple Goals as Reference Points.
  • Evan Weingarten, J. Wesley Hutchinson (Work In Progress), The Effect of Salience on Valuation: Accessibility-Diagnosticity Reconsidered.
  • Evan Weingarten, Jonah Berger (Working), Discussing Proximal Pasts and Far Futures: When Do People Talk About and Why?.
  • J. Scott Armstrong, Rui Du, Kesten C. Green, Andreas Graefe (2016), Predictive Validity of Evidence-Based Persuasion Principles, European Journal of Marketing, 50, 276 - 293.  
  • J. Scott Armstrong, Rui Du, K.C. Green, Andreas Graefe (2016), Persuasion Principles Index, European Journal of Marketing, 50, 317 - 326.  
  • J. Wesley Hutchinson, Tong Lu, Evan Weingarten, "Visual Attention in Consumer Settings". In International Handbook of Consumer Psychology, edited by Cathrine Janssen-Boyd, Magdalena Zawisza, (2016).  
  • Yupeng Chen, Raghuram Iyengar, Iyengar Garud (Forthcoming), Modeling Multimodal Continuous Heterogeneity in Conjoint Analysis – A Sparse Learning Approach.  
  • Eva Ascarza, Raghuram Iyengar, Martin Schleicher (2016), The perils of proactive churn prevention using plan recommendations: Evidence from A Field Experiment, Journal of Marketing Research, 53 (1), 46 - 60.  
  • David Reibstein, Paul W. Farris, "Marketing's Search for a Common Language". In Accountable Marketing: Linking Marketing Actions to Financial Performance, edited by David Stewart, Craig Gugel, (2016), 45 - 51.
  • Uri Simonsohn, Joseph Simmons, Leif D. Nelson (Under Review), Specification Curve: Descriptive and Inferential Statistics on All Reasonable Specifications.  Abstract
  • Gregory Park, Andrew Schwartz, Maarten Sap, Margaret L Kern, Evan Weingarten, Johannes C Echstaedt, Jonah Berger, David J Stillwell, Michael Kosinski, Lyle Ungar, Martin E Seligman (2016), Living in the Past, Present, and Future: Measuring Temporal Orientation with Language, Journal of Personality  
  • Cassie Mogilner, Michael Norton (2016), Time, Money, and Happiness, Current Opinion in Psychology  
  • Jing Peng, Christophe Van den Bulte (Under Revision), Participation vs. Effectiveness of Paid Endorsers in Social Advertising Campaigns: A Field Experiment.    Abstract
  • Jing Peng, Ashish Agarwal, Kartik Hosanagar, Raghuram Iyengar (Under Revision), Network Embeddedness and Content Sharing on Social Media Platforms.    Abstract
  • Claudia Brunnlieb, Gideon Nave, Colin Camerer, Bodo Vogt, Stephan Schosser, Thomas Munte, Marcus Heldmann (2016), Vasopressin increases human risky cooperative behavior, Proceedings of the National Academy of Sciences
  • David Reibstein, ed., Legends in Marketing: George S. Day, Volume 7, Marketing In The Firm And Society (2016).
  • David Reibstein, "Marketing in the Firm Society". In Legends in Marketing: George S. Day, Volume 7, Marketing In The Firm And Society, edited by David Reibstein, (2016).
  • Soumya Sen, Roch A. Guerin, Kartik Hosanagar (Under Revision), Shared or Dedicated Infrastructure? On the Impact of Reprovisioning.  
  • Yanhao Wei, Pinar Yildirim, Christophe Van den Bulte, Chrysanthos Dellarocas (2016), Credit Scoring with Social Network Data, Marketing Science , 35 (2), 234 - 258.    Abstract  Related Materials
  • Yogesh Joshi, David Reibstein, Z. John Zhang (2016), Turf Wars: Product Line Strategies in Competitve Markets, Marketing Science, 35 (1), 128 - 141.
  • Theresa F. Kelly, Joseph Simmons (2016), When Does Making Detailed Predictions Make Predictions Worse?, Journal of Experimental Psychology: General, forthcoming.  Abstract  Related Materials
  • A.P. McGraw, Derick F. Davis, Sydney Scott, Philip Tetlock (2016), The Price of Not Putting a Price on Love, Judgment and Decision Making
  • Hal E. Hershfield, Cassie Mogilner, Uri Barnea (2016), People Who Choose Time Over Money Are Happier, Social Psychological and Personality Science, 7 (September), 697 - 706. doi: 10.1177/1948550616649239.