• Publications
  • Influence
The Dishonesty of Honest People: A Theory of Self-Concept Maintenance
People like to think of themselves as honest. However, dishonesty pays—and it often pays well. How do people resolve this tension? This research shows that people behave dishonestly enough to profitExpand
Seeing Sets: Representation by Statistical Properties
  • D. Ariely
  • Psychology, Medicine
  • Psychological science
  • 1 March 2001
Three experiments showed that observers know a set's mean quite accurately but know little about the individual items, except their range, which suggests that the visual system represents the overall statistical, and not individual, properties of sets. Expand
Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially
This paper experimentally examines image motivation--the desire to be liked and well regarded by others--as a driver in prosocial behavior (doing good), and asks whether extrinsic monetary incentivesExpand
“Coherent Arbitrariness”: Stable Demand Curves Without Stable Preferences
In six experiments we show that initial valuations of familiar products and simple hedonic experiences are strongly influenced by arbitrary "anchors" (sometimes derived from a person's socialExpand
Beautiful Faces Have Variable Reward Value fMRI and Behavioral Evidence
Functional magnetic resonance imaging at 3 T shows that passive viewing of beautiful female faces activates reward circuitry, in particular the nucleus accumbens. Expand
Buying, Bidding, Playing, or Competing? Value Assessment and Decision Dynamics in Online Auctions
An analytical framework for studying bidding behavior in online auctions is proposed and it is suggested that due to a focus on the narrow auction context, consumers under-search and, consequently, overpay for widely available commodities and higher auction starting prices tend to lead to higher winning bids. Expand
Procrastination, Deadlines, and Performance: Self-Control by Precommitment
The answer to three questions is “yes” to the first two questions, and “nO'’ to the third, showing that people have self-control problems, they recognize them, and they try to control them by self-imposing costly deadlines. Expand
Controlling the Information Flow: Effects on Consumers' Decision Making and Preferences
The results show that controlling the information flow can help consumers better match their preferences, have better memory and knowledge about the domain they are examining, and be more confident in their judgments, but it is also shown that controlled information flow creates demands on processing resources and therefore under some circumstances can have detrimental effects on consumers' ability to utilize information. Expand
Large stakes and big mistakes
Workers in a wide variety of jobs are paid based on performance, which is commonly seen as enhancing effort and productivity relative to non-contingent pay schemes. However, psychological researchExpand
Building a Better America—One Wealth Quintile at a Time
  • M. Norton, D. Ariely
  • Sociology, Medicine
  • Perspectives on psychological science : a journal…
  • 1 January 2011
All demographic groups—even those not usually associated with wealth redistribution such as Republicans and the wealthy—desired a more equal distribution of wealth than the status quo, according to a nationally representative online panel. Expand