Harvard Business School (2009)
Michael I. Norton, Dan Ariely, Jeana H. Frost
The present research shows that although people believe that learning more about others leads to greater liking, more information about others leads, on average, to less liking. Thus,...
Itzhak Aharon, Nancy Etcoff, Dan Ariely, Christopher F. Chabris, Hans C. Breiter
The brain circuitry processing rewarding and aversive stimuli is hypothesized to be at the core of motivated behavior. In this study, discrete categories of beautiful faces are shown to have...
Address correspondence to: (2008)
Elizabeth K. Huffman, Christopher F. Chabris, Dan Ariely, Itzhak Aharon, Lee M. Kaplan, Hans C. Breiter, ...
3188 words
Las trampas del deseo : cómo controlar los impulsos irracionales que nos llevan al error (2008)
Ariely, Dan, Ramos, Francisco (tr.)
978-84-344-5367-8
Towards Quantifying Depth and Size Perception in 3D Virtual Environments (2007)
Jannick P. Rolland, Christina A. Burbeck, William Gibson, Dan Ariely
With the fast advance of real-time computer graphics, head-mounted displays (HMDs) have become popular tools for 3D visualization. One of the most promising and challenging future uses of HMDs,...
John G. Lynch, Dan Ariely, Thank Lisa Abendroth, Dave Arnold, Matt Bailey, ...
Interactive Home Shopping: Effects of Search Cost for Price and Quality Information on Consumer Price Sensitivity, Satisfaction with Merchandise, And Retention A fundamental dilemma confronts...
Electronic Commerce Software Agents: How to Increase Their Machine IQ? (2007)
Luis C. Rabelo, Dan Ariely, Ph. D, Ph. D
The growth of the Internet is currently occurring at phenomenal rates. In this new environment, agents are needed to support our activities, ranging from simple Web surfing to sales and shopping. For...
Dan Ariely, George Loewenstein
Role of Duration 2 Research on sequences of outcomes shows that people care about features of the experience, such as improvement or deterioration over time, and peak and end levels, that the...
An Explanation of the Asymmetric Dominance Effect (2007)
An important example of the influence of context on elicited values and choice is the effect of asymmetri. cally dominated alternatives, first studied by Huber, Payne, and Puto (1982). A theory of...
Gestalt Characteristics of Experiences: The De®ning Features of Summarized Events (2007)
In this paper we take stock of recent research on how people summarize and evaluate extended experiences. Summary assessments do not simply integrate all the components of the evaluated events, but...
Joel Huber, Dan Ariely, Gregory Fischer
One of the more disturbing yet important findings in the social sciences is the observation that alternative tasks result in different expressed preferences among choice alternatives. We examine this...
Sequential Choice in Group Settings: Taking the Road Less Traveled and Less Enjoyed (2007)
Dan Ariely, Jonathan Levav, Kristin Diehl, Rebecca Hamilton, George Loewenstein, Rebecca Ratner, ...
We begin with a true story of a brunch honoring a colleague who had recently accepted an academic position at a west coast university. To celebrate this joyous occasion, we chose a restaurant that...
Dan Ariely, David V. Budescu, Thomas S. Wallsten, Wing Tung Au, Christiane B. Dietz, Randall H. Bender, ...
The average probability estimate of J> 1 judges is generally better than its components. Two studies test 3 predictions regarding averaging that follow from theorems based on a cognitive model of...
Abstract — Procrastination is all too familiar to most people. People delay writing up their research (so we hear!), repeatedly declare they will start their diets tomorrow, or postpone until next...
Consistency and Heterogeneity of Individual Behavior under Uncertainty ∗ (2007)
Syngjoo Choi, Raymond Fisman, Shachar Kariv, Jim Andreoni, Dan Ariely, Liran Einav, ...
NYU ∗ Some of the results reported here were previously distributed in a paper titled “Substantive
Günter J. Hitsch, Ali Hortaçsu, Dan Ariely
This paper uses a novel data set obtained from an online dating service to draw inferences on mate preferences and to investigate the role played by these preferences in determining match outcomes...
Idea generation, creativity, and incentives (2005)
Olivier Toubia, Shane Frederick, Dražen Prelec, Dan Ariely, Birger Wernerfelt, Brian Gibbs, ...
help with the logistics of this experiment, as well as Robert Klein and his team at Applied Marketing Science, Inc. for their cooperation and suggestions. Idea Generation, Creativity, and Incentives...
An Experimental Analysis of Ending Rules in Internet Auctions.” Working paper (2005)
Dan Ariely, Axel Ockenfels, Alvin E. Roth
A great deal of late bidding has been observed on internet auctions such as eBay, which employ a second price auction with a fixed deadline. Much less late bidding has been observed on internet...
Forward-looking bidding in online auctions (2005)
Robert Zeithammer, Birger Wernerfelt, Elie Ofek, Dan Ariely, Sergei Izmalkov, Jeroen Swinkels, ...
marketing departments around the country, where I presented an early version of this paper in
An Experimental Analysis (2005)
Of Ending Rules, Dan Ariely, Axel Ockenfels, Alvin E. Roth
A great deal of late bidding has been observed on internet auctions such as eBay, which employ a second price auction with a fixed deadline. Much less late bidding has been observed on internet...
An Empirical Analysis, Günter J. Hitsch, Ali Hortaçsu, Dan Ariely
This paper uses a novel data set obtained from a major online dating service to draw inferences on mate preferences and the match outcomes of the site users. The data set contains detailed...
An Experimental Analysis of Ending Rules in Internet Auctions.” Working paper (2005)
Dan Ariely, Axel Ockenfels, Alvin E. Roth
pp. 891–908 A great deal of late bidding has been observed on eBay, which employs a second price auction with a fixed deadline. Much less late bidding has been observed on Amazon, which can only...
What makes you click? An Empirical Analysis of Online Dating (2004)
HITSCH, GUENTER, Hortacsu, Ali, Ariely, Dan
This paper uses a novel data set obtained from a major online dating service to draw inferences on mate preferences and ultimately the match outcomes of the site users. The data set contains detailed...
e-Bay’s Happy Hour: Nonrational Herding in On-Line Auctions. Working Paper. The (2004)
We hypothesized that on-line auction bidders would herd behind other bidders even when observed choices did not reveal private information. A model that inserts bidders engaging in this type of...
We propose an analytical framework for studying bidding behavior in online auctions. The framework focuses on three key dimensions: the multi-stage process, the types of value-signals employed at...
An experimental analysis of ending rules in internet auctions (2002)
Ariely,Dan, Ockenfels,Axel, Roth,Alvin E.
A great deal of late bidding has been observed on internet auctions such as eBay, which employ a second price auction with a fixed deadline. Much less late bidding has been observed on internet...
An experimental analysis of ending rules in internet auctions (2002)
Ariely, Dan, Ockenfels, Axel, Roth, Alvin E.
A great deal of late bidding has been observed on internet auctions such as eBay, which employ a second price auction with a fixed deadline. Much less late bidding has been observed on internet...
Wine online : search costs and competition on price, quality, and distribution (2001)
Title from cover.
Wine Online: Search costs affect competition on price, quality, and distribution (2000)
A fundamental dilemma confronts retailers with stand-alone sites on the World Wide Web and those attempting to build electronic malls for delivery via the Internet, online services, or interactive...
How do people create overall evaluations for experiences that change in intensity over time? What `rules' do they use for combining such different intensities into single overall evaluations?...
Controlling the Information Flow: Effects on Consumers’ Decision Making and Preferences (2000)
One of the main objectives facing marketers is to present consumers with information on which to base their decisions (Anderson and Rubin 1986; Bettman 1975). Presenting such information is not...
Focusing On The Forgone: How Value Can Appear So Different To Buyers And Sellers (2000)
The lowest price at which consumers agree to part from a good (selling price) is often considerably higher than the highest price at which they agree to acquire the same item (buying price). For...
Dan Ariely, Daniel Kahneman, George Loewenstein
Loewenstein wrote a response. But we were afraid that the two pieces exaggerated our differences and failed to represent our considerable areas of agreement. The purpose of this commentary is to...
Wine Online: Search Costs and Competition on Price, Quality, and Distribution (2000)
A fundamental dilemma confronts retailers with stand-alone sites on the World Wide Web and those attempting to build electronic malls for delivery via the Internet, on-line services, or interactive...
West, Patricia M., Ariely, Dan, Bellman, Steve, Bradlow, Eric, Huber, Joel, Johnson, Eric, ...
The advent of electronic environments is bound to have profound effects on consumer decision making. While the exact nature of these influences is only partially known it is clear that consumers...
West, Patricia M., Ariely, Dan, Bellman, Steve, Bradlow, Eric, Huber, Joel, Johnson, Eric, ...
The advent of electronic environments is bound to have profound effects on consumer decision making. While the exact nature of these influences is only partially known it is clear that consumers...
Steve Hoeffler, Steve Hoeffler, Dan Ariely
There are two polar schools of thought regarding the existence of preferences. The “economics ” tradition is based on the assumption of existing preferences. The emerging “constructive ”...
Goal-based construction of preferences: Task goals and the prominence effect (1999)
Gregory W. Fischer, Ziv Carmon, Dan Ariely, Gal Zauberman
Preferences inferred from choice are more likely to favor the alternative that is superior with respect to the prominent (most important or salient) attribute than are preferences inferred from...
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Typescript.
Thesis (Ph. D.)--University of North Carolina at Chapel Hill, 1996.
Linking object boundaries at scale: a common mechanism for size and shape judgements (1996)
Christina A. Burbeck, Stephen M. Pizer, Bryan S. Morse, Dan Ariely, Gal S. Zauberman, Jannick P. Rolland
The area over which boundary information contributes to the determination of the center of an extended object was inferred from results of a bisection task. The object to be bisected was a rectangle...
The effect of past-injury on pain threshold and tolerance (1995)
Reuven Dar, Dan Ariely, Hanan Frenk
Summary Forty male veterans who had been injured during their military service in the Israeli Defense Forces were assessed for pain threshold and tolerance in a thermal pain procedure. Based on their...
Seeking subjective dominance in multidimensional space /--by Dan Ariely. (1994)
Thesis (M.A.)--University of North Carolina at Chapel Hill, 1994.
Psychology, Behavioral Economics, and Public Policy
On Amir, Dan Ariely, Alan Cooke, David Dunning, Nicholas Epley, Uri Gneezy, ...
Economics has typically been the social science of choice to inform public policy and policymakers. In the current paper we contemplate the role behavioral science can play in enlightening...
An Experimental Analysis of Ending Rules in Internet Auctions
Dan Ariely, Axel Ockenfels, Alvin E. Roth
A great deal of late bidding has been observed on internet auctions such as eBay, which employ a second price auction with a fixed deadline. Much less late bidding has been observed on internet...
An Experimental Analysis of Ending Rules in Internet Auctions
Dan Ariely, Axel Ockenfels, Alvin E. Roth
A great deal of late bidding has been observed on eBay, which employs a second-price auction with a fixed deadline. Much less late bidding has been observed on Amazon, which can only end when ten...
How small is zero price? : the true value of free products
Kristina Shampan'er, Dan Ariely
When faced with a choice of selecting one of several available products (or possibly buying nothing), a standard theoretical perspective suggests that the option with the highest benefit-cost...
An Experimental Analysis of Ending Rules in Internet Auctions
Dan Ariely, Axel Ockenfels, Alvin E. Roth
A great deal of late bidding has been observed on internet auctions such as eBay, which employ a second price auction with a fixed deadline. Much less late bidding has been observed on internet...
Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially
Dan Ariely, Anat Bracha, Stephan Meier
This paper experimentally examines image motivation - the desire to be liked and wellregarded by others - as a driver in prosocial behavior (doing good), and asks whether extrinsic monetary...
Path dependent preferences: The role of early experience and biased search in preference development
Doing good or doing well? Image motivation and monetary incentives in behaving prosocially
Dan Ariely, Anat Bracha, Stephan Meier
This paper examines image motivation—the desire to be liked and well-regarded by others— as a driver in prosocial behavior (doing good), and asks whether extrinsic monetary incentives (doing...
Tom Sawyer and the construction of value
Dan Ariely, George Loewenstein, Drazen Prelec
This paper challenges the common assumption that economic agents know their tastes. After reviewing previous research showing that valuation of ordinary products and experiences can be manipulated by...
Dan Ariely, Uri Gneezy, George Loewenstein, Nina Mazar
Most upper-management and sales force personnel, as well as workers in many other jobs, are paid based on performance, which is widely perceived as motivating effort and enhancing productivity...
Dishonesty in everyday life and its policy implications
Dishonest acts are all too prevalent in day-to-day life. In the current review, we examine some possible psychological causes for such dishonesty that go beyond the standard economic considerations...
"Coherent Arbitrariness": Stable Demand Curves Without Stable Preferences
Dan Ariely, George Loewenstein, Drazen Prelec
In six experiments we show that initial valuations of familiar products and simple hedonic experiences are strongly influenced by arbitrary "anchors" (sometimes derived from a person's social...
Sequential Choice in Group Settings: Taking the Road Less Traveled and Less Enjoyed.
Many individual decisions take place in a group context wherein group members voice their choices sequentially. In this article we examine the impact of this dynamic decision process on individuals'...
Controlling the Information Flow: Effects on Consumers' Decision Making and Preferences.
One of the main objectives facing marketers is to present consumers with information on which to base their decisions. In doing so, marketers have to select the type of information system they want...
Rebecca Ratner, Dilip Soman, Gal Zauberman, Dan Ariely, Ziv Carmon, Punam Keller, ...
Behavioral decision research, Consumers, Interventions,
Shopping Goals, Goal Concreteness, and Conditional Promotions
We propose a two-stage model to describe the increasing concreteness of consumers' goals during the shopping process, testing the model with a series of field experiments at a convenience store....
Mochon, Daniel, Norton, Michael I., Ariely, Dan
Many studies have shown that few events in life have a lasting impact on subjective well-being because of people's tendency to adapt quickly; worse, those events that do have a lasting impact tend to...
The Impact of Add-On Features on Consumer Product Evaluations
Marco Bertini, Elie Ofek, Dan Ariely
The research presented in this article provides evidence that add-on features sold to enhance a product can be more than just discretionary benefits. We argue that consumers draw inferences from the...
DAN ARIELY, URI GNEEZY, GEORGE LOEWENSTEIN, NINA MAZAR
Workers in a wide variety of jobs are paid based on performance, which is commonly seen as enhancing effort and productivity relative to non-contingent pay schemes. However, psychological research...
Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially
Dan Ariely, Anat Bracha, Stephan Meier
This paper experimentally examines image motivation--the desire to be liked and well regarded by others--as a driver in prosocial behavior (doing good), and asks whether extrinsic monetary incentives...
The enduring impact of transient emotions on decision making
Andrade, Eduardo B., Ariely, Dan
People often do not realize they are being influenced by an incidental emotional state. As a result, decisions based on a fleeting incidental emotion can become the basis for future decisions and...