• Publications
  • Influence
Goals as Reference Points
It is argued that goals serve as reference points and alter outcomes in a manner consistent with the value function of Prospect Theory and is used to explain previous empirical results in the goal literature on affect, effort, persistence, and performance. Expand
Beyond nudges: Tools of a choice architecture
This paper outlines the tools available to choice architects, that is anyone who present people with choices, and divides these tools into two categories: those used in structuring the choice task and Those used in describing the choice options. Expand
Conflict Management Style: Accounting for Cross-National Differences
A problem in joint ventures between U.S. and Asian firms is that cultural differences impede the smooth resolution of conflicts between managers. In a survey of young managers in the U.S., China,Expand
Skilled or unskilled, but still unaware of it: how perceptions of difficulty drive miscalibration in relative comparisons.
It is proposed that a noise-plus-bias model of judgment is sufficient to explain the relation between skill level and accuracy of judgments of relative standing, and that judges at all skill levels are subject to similar degrees of error. Expand
Strategies for revising judgment: how (and how well) people use others' opinions.
The authors developed the probability, accuracy, redundancy (PAR) model and found that averaging was the more effective strategy across a wide range of commonly encountered environments and that despite this finding, people tend to favor the choosing strategy. Expand
Intuitions About Combining Opinions: Misappreciation of the Averaging Principle
It is described how people may face few opportunities to learn the benefits of averaging and how misappreciating averaging contributes to poor intuitive strategies for combining estimates. Expand
Social network schemas and the learning of incomplete networks.
The findings suggest that people can become schematic for complex, incomplete social networks, and improved learning of an incomplete network affected a strategic organizational choice. Expand
The MPG Illusion
Using "miles per gallon" as a measure of fuel efficiency leads people to undervalue the benefits of replacing the most inefficient automobiles.
Motivational factors in decision theories : the role of self-protection
This article reviews the standard economic and cognitive models of decision making under risk and describes the psychological assumptions that underlie these models. It then reviews importantExpand