This research examines a novel process by which soliciting consumer input can affect subsequent purchase and engagement, namely, by changing consumers’ subjective perception of their relationship with the organization. We contrast different types of consumer input and propose that, relative to...

Prior research has shown that exerting self-control can lead to increased aggression. In the present research, we find that exerting self-control is associated with angry behavior more broadly. In particular, using a “matched-choice paradigm,” we find that after exerting self-control people...

This research examines how a focus on time versus money can lead to two distinct mind-sets that affect consumers' willingness to donate to charitable causes. The results of three experiments, conducted both in the lab and in the field, reveal that asking individuals to think about "how much time...

Normative models of choice assert axiomatically that preferences are consistent, coherent, and determined only by relevant alternatives. In contrast to this classical economic perspective, behavioral models derived from research in psychology and consumer behavior assert that preferences are not...

This research examines the phenomenon of interruptions and suspensions in decision making. It is proposed that information processing may change from a bottom-up, data-driven to a top-down, goal-directed mode after an interruption, thereby affecting preferences. In particular, in decisions...

Previous research suggests making plans is generally beneficial for self-control activities such as saving money or dieting. Yet the results of five experiments reveal that planning does not always benefit everyone. Although planning tends to aid subsequent self-control for those who are in good...

Assortment size has been shown to influence whether consumers make a choice, but could it also influence what they choose? Five studies demonstrate that because choosing from larger assortments is often more difficult, it leads people to select options that are easier to justify. Virtues and...

In this research, we investigate the impact of significant life experiences on intertemporal decisions among young adults. A series of experiments focus specifically on the impact of experiencing the death of a close other by cancer. We show that such an experience, which bears information about...

This research examines how a focus on time versus money can lead to two distinct mindsets that impact consumers' willingness to donate to charitable causes. The results of three experiments, conducted both in the lab and in the field, reveal that asking individuals to think about "how much time...