This article explores the effects of two distinct retail choice architectures—those that organize assortments by attributes and those that organize items by benefits. Relative to attribute-based organizations, benefit-based organizations lead to more abstract construal and heighten similarity...

Can we rely on our high self-control friends to help us make better joint spending and diet decisions? The current research reports seven studies showing that in joint decisions, homogeneous high self-control pairs make less indulgent choices than both homogeneous low self-control and mixed...

Past research has shown the robustness of egocentric anchoring or false consensus effects (e.g., Naylor, Lamberton, and Norton; Ross, Greene, and House) primarily in situations where consumers adopt a cooperative or neutral stance toward one another. However, competition among consumers is a...

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...

The diagnosticity of feelings in judgment depends not only on their representativeness and relevance, but also on people’s trust in their feelings in general. Trust in feelings is the degree to which individuals believe that their feelings generally point toward the “right” direction in...

Online social networks are used by hundreds of millions of people every day, but little is known about their effect on behavior. In five experiments, the authors demonstrate that social network use enhances self-esteem in users who are focused on close friends (i.e., strong ties) while browsing...

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 across a variety of prediction domains, including (a)...