Forty-four EMBA students were randomly assigned to negotiate in either a face-to-face condition or a voice-only condition in an integrative negotiation task— New Recruits (Neale, 1987). We found that candidates in the voice-only condition had less interest in future negotiations than...

We investigate how making highly consequential, highly undesirable decisions affects emotions and preference for autonomy. We examine individuals facing real or hypothetical decisions to discontinue their infants' life support who either choose personally or have physicians choose for them....

Belief in one's ability to exert control over the environment and to produce desired results is essential for an individual's well being. It has been repeatedly argued that the perception of control is not only desirable, but it is likely a psychological and biological necessity. In this...

We provide a theoretical framework for studying mate search and selection based on a two-sided matching model. Guided by the model, we study dating behavior using data from an experimental dating market, where we generate random matching of subjects and create random variation in the number of...

We examine racial preferences in dating using data that allow for the direct observation of decisions of randomly paired individuals in a Speed Dating experiment. Females exhibit stronger racial preferences than males. Furthermore, we observe stronger same race preferences for blacks and Asians...

Organized groups face a fundamental problem of how to distribute resources fairly. We found people view it as less fair to distribute resources equally when the allocated resource invokes the market by being a medium of exchange than when the allocated resource is a good that holds value in use....

In settings such as investing for retirement or choosing a drug plan, individuals typically face a large number of options. In this paper, we analyze how the size of the choice set influences which alternative is selected. We present both laboratory experiments and field data that suggest larger...

A series of laboratory and field experiments reveal a detrimental effect of presenting options sequentially (one at a time) versus simultaneously (all at once) on choosers’ satisfaction with and commitment to their chosen option. This is because choosers presented with their options...

What is the effect of option categorization on choosers' satisfaction? A combination of field and laboratory experiments reveals that the mere presence of categories, irrespective of their content, positively influences the satisfaction of choosers who are unfamiliar with the choice domain. This...

Records of 793, 794 employees eligible to participate in 647 defined contribution pension plans are studied. About 71% of them choose to participate in the plans, and of the participants, 12% choose to contribute the maximum allowed, $10,500. The main findings are (other things equal) (i)...