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  • Influence
To do or to have? That is the question.
TLDR
Evidence that experiences make people happier is focused on because they are more open to positive reinterpretations, are a more meaningful part of one's identity, and contribute more to successful social relationships. Expand
Perspective taking as egocentric anchoring and adjustment.
The authors propose that people adopt others' perspectives by serially adjusting from their own. As predicted, estimates of others' perceptions were consistent with one's own but differed in a mannerExpand
Social Projection of Transient Drive States
TLDR
It is hypothesized that mentally trading places would lead to social projection of transient drive states, and participants' predictions of how they would feel in the hikers' situation statistically mediated the effect of exercise. Expand
Looking forward, looking back: anticipation is more evocative than retrospection.
The results of 5 experiments indicate that people report more intense emotions during anticipation of, than during retrospection about, emotional events that were positive (Thanksgiving Day),Expand
Feeling close: emotional intensity reduces perceived psychological distance.
TLDR
Results of 6 experiments indicate that emotional intensity reduces perceived psychological distance, and providing people with an alternative interpretation of their emotions significantly reduced, even reversed, the negative correlation between self-reported emotional intensity and perceived psychologicaldistance. Expand
Egocentric Empathy Gaps between Owners and Buyers: Misperceptions of the Endowment Effect
TLDR
In 5 studies, the authors examined people's perceptions of the endowment effect, or the tendency to value an object more once one owns it, and showed egocentric empathy gaps stem partly from people's misprediction of what their own valuation would be if they were in the other role. Expand
A Look into the Mind of the Negotiator: Mental Models in Negotiation
Negotiation can be conceptualized as a problem-solving enterprise in which mental models guide behavior. We examined the association between negotiation outcomes and mental models, as measured byExpand
What’s Next? Judging Sequences of Binary Events
TLDR
An explanation-based, mental models framework for describing people's beliefs about binary sequences, based on 4 perceived characteristics of the sequence generator: randomness, intentionality, control, and goal complexity is introduced. Expand
Stigmatizing Materialism: On Stereotypes and Impressions of Materialistic and Experiential Pursuits
TLDR
The stigmatization of materialism led participants to like less and enjoy interacting less with their conversation partners when discussing materialistic rather than experiential purchases, and the authors discuss these findings’ implications for self-perception, accurate social perception, and well-being. Expand
Identifiable but Not Identical: Combining Social Identity and Uniqueness Motives in Choice
How do consumers reconcile conflicting motives for social group identification and individual uniqueness? Four studies demonstrate that consumers simultaneously pursue assimilation andExpand
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