This research documents an intriguing empirical phenomenon whereby states of relaxation increase the monetary valuation of products. This phenomenon is demonstrated in six experiments involving two different methods of inducing relaxation, a large number of products of different types, and...

This research documents an intriguing empirical phenomenon whereby states of relaxation increase the monetary valuation of products. This phenomenon is demonstrated in six experiments involving two different methods of inducing relaxation, a large number of products of different types, and...

Although choosing from large assortments has often been found to be demotivating, a robust finding in the marketing literature is that consumers generally prefer larger product assortments. Standard explanations for this preference for larger assortments have focused on reason-based...

Eight studies reveal an intriguing phenomenon: Individuals who have higher trust in their feelings can predict the outcomes of future events better than individuals with lower trust in their feelings. This emotional oracle effect was found in a variety of domains, including (a) the 2008 U.S....

People can be surprisingly insensitive to quantities in valuation judgments — a phenomenon called scope insensitivity that is generally attributed to the operation of affective processes in judgment. Building on research showing that affect is inherently a decision-making system of the...

This research examines how the reliance on emotional feelings as a heuristic influences the proposal of offers in negotiations. Results from three experiments based on the classic ultimatum game show that, compared to proposers who do not rely on their feelings, proposers who rely on their...

We propose that consumers' investment decisions involve processes of promotion and prevention regulation that are managed across separate mental accounts, with different financial products seen as representative of promotion versus prevention. Consistent with this hypothesis, we show that (a)...

To address widespread perceptions of a reproducibility crisis in the social sciences, a growing number of scholars recommend the systematic preregistration of empirical studies. The purpose of this essay is to contribute to an epistemological dialogue on the value of preregistration in consumer...