Awareness
It’s The Journey That Matters: The Effect Of Feelings Of Movement Toward A Goal On Reward Value
Prior research has established how proximity to goal attainment impacts the motivation to pursue that goal. What is relatively unknown is how the desirability of an extrinsic reward associated with Read More »
Signaling Virtue: Charitable Behaviors Under Consumer Elective Pricing
People want to be seen as kind, fair, and generous, and that goal influences their decision-making. Pay-what-you-want pricing highlights those goals by allowing consumers’ to express their social Read More »
Author: Minah H. Jung, Leif D. Nelson, Ayelet Gneezy, Uri Gneezy
Contributor: eb™ Research Team
(Over-)Optimism In Two-stage Choice
When facing multiple choice options, decision-makers often adopt a two-stage choice strategy. Specifically, they first select some options to form a consideration set (the screening stage), and then Read More »
Author: Rajesh Bhargave, Abhijit Guha, Amitav Chakravarti, Y. Charles Zhang
Contributor: eb™ Research Team
The Nearly Winning Effect
Prior research on goal gradient theory has shown that one’s motivational drive associated with a reward intensifies with increasing advancement toward the reward (Hull 1983). These findings raise Read More »
The Altruistic Side Of Sharing: Giving Misery Company By Sharing Personal Negative Experiences
Why do people so often share negative personal information (e.g. a fight with a spouse, a miserable product experience) when research shows focusing on one’s own or another’s negative personal Read More »
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