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The adaptive decision maker
Preface 1. Adaptive decision behaviour: an introduction 2. Contingencies in decision making 3. Deciding how to decide: an effort/accuracy framework 4. Studying contingent decisions: an integrated methodology 5. Constructive processes in decision-making . Expand
Do Defaults Save Lives?
The article discusses how should policy-makers choose defaults regarding organ donors. First, consider that every policy must have a no-action default, and defaults impose physical, cognitive, and,… Expand
Predictors of online buying behavior
Online retailing raises many questions about how to market on the Net.Consumers worldwide can shop online 24 hours a day, seven days a week, 365 days a year. Expand
International Differences in Information Privacy Concerns: A Global Survey of Consumers
We examine three possible explanations for differences in Internet privacy concerns revealed by national regulation: (1) These differences reflect and are related to differences in cultural values described by other research; or (3) they reflect differences in the desires of political institutions without reflecting underlying differences in privacy preferences. Expand
On the Depth and Dynamics of Online Search Behavior
- E. Johnson, Wendy W. Moe, P. Fader, S. Bellman, G. Lohse
- Business, Computer Science
- Manag. Sci.
- 1 March 2004
We model an individual's tendency to search as a logarithmic process, finding that shoppers search across very few sites in a given shopping month. Expand
Incorporating the Irrelevant: Anchors in Judgments of Belief and Value
Imagine walking down a supermarket aisle and passing an end-of-aisle display of canned tomato soup. A sign on the display says, “Limit 12 per customer.” Would such a sign influence the number of cans… Expand
Detecting Failures of Backward Induction: Monitoring Information Search in Sequential Bargaining
We ran three-round sequential bargaining experiments in which the perfect equilibrium offer was $1.25 and an equal split was $2.25 in the third period, and nothing after that. Expand
The limits of anchoring.
Anchoring and adjustment is a pervasive bias in which decision makers are influenced by random or uninformative numbers or starting points. As a means of understanding this effect, we explore two… Expand
Let's Get Personal: An International Examination of the Influence of Communication, Culture and Social Distance on Other Regarding Preferences
This paper identifies when other-regarding preferences (ORPs) such as trust, reciprocity and altruism will likely arise. We experimentally examine the influence of social distance and communication… Expand
Asymmetric Discounting in Intertemporal Choice
- E. Weber, E. Johnson, K. Milch, H. Chang, J. Brodscholl, D. Goldstein
- Psychology, Medicine
- Psychological science
- 1 June 2007
People are impatient and discount future rewards more when they are asked to delay consumption than when they are offered the chance to accelerate consumption. The three experiments reported here… Expand