Psychological Risk Aggregation: Selling Products Of Uncertain Qualities With Probabilistic
Companies often market products of uncertain qualities with probabilistic promotions (e.g., 50% chance of getting 15% off; 50% chance of getting 45% off). A product provides uncertain qualities to Read More »
The Role Of Cognition In Uncertainty Aversion: When Less Thought Leads To More Rational Choices
Human beings often strive to be rational and consistent in their decision making. As a result, a great deal of academic research has been devoted to understanding the decision strategies that promote Read More »
The Influence Of Framing On Willingness To Pay As An Explanation Of The Uncertainty Effect
Gneezy, List, and Wu (2006) documented the intriguing uncertainty effect (UE) where risky prospects are valued less than their worst outcome. For example, people are willing to pay an average of $26 Read More »
The Influence Of Pride Diagnosticity On Self-Control
Pride is a self-conscious emotion shown to generate appraisals of increased self-worth, which can have a diametric influence on self-control efforts. In some instances, pride’s increased self-worth Read More »
Author: Anthony Salerno, Juliano Laran, Chris A. Janiszewski
Contributor: eb™ Research Team
‘I’ Versus ‘You’: Self-focus As A Mediator Of Emotion Effects On Self-control
Anecdotal evidence has suggested that behavior and consumption are related with the emotion that a person is experiencing. In deed, research on incidental or ambient emotions has discovered the Read More »
