This paper attempts to provide an evolutionary explanation for humans' motivation to strive for money in present-day societies. We propose that people's desire for money is an adaptation of their desire for food. In three studies we show that feelings of financial and caloric scarcity are...

Three experiments show that the relative slowness of typing in comparison with talking seriously limits the internet's potential to yield self-disclosure in qualitative market research. In experiment 1, huge self-disclosure differences between a face-to-face and an online focus group resulted...

Recent models of altruism point out the success of a strategy called 'Raise-The-Stakes' (RTS) in situations allowing variability in cooperation. In theory, RTS is difficult to exploit because it begins with a small investment in an iterated Prisoner's Dilemma Game. When its cooperation is...

The present research aims to elucidate to what extent the motive to ensure equality in outcomes is general and to what extent it interacts with other important motives such as maximizing own or collective gains. Because individuals may have different considerations and motivations in...

In daily life, people are often exposed to food temptations, such as ads for chocolate or friends offering cookies. This article examines how consumers respond to such food temptations. We investigate whether food temptations, differing in strength (weak vs. strong), lead consumers to eat more...

We propose a method to quantify the willingness-to-pay for the consumption of others in group decisions. Our method is based on revealed preference theory. It measures willingness-to-pay for others' consumption by evaluating positive consumption externalities in monetary terms. Within the...

People frequently fail to see themselves as environmentally-conscious consumers; one reason for this is that they are oftentimes prone to dismissing their more common ecological behaviors (e.g., avoid littering) as non-diagnostic for that particular self-image. The cueing of commonly performed...

In this paper we investigated whether a company's recommendation factor can be increased by opt-in e-zines. A sample of 817 railway travelers was interviewed on the train. Using Reichheld's (2001) recommendation index, respondents were categorized as brand detractors, passively satisfied...

We propose a method to quantify the willingness-to-pay for the consumption of others in group decisions. Our method is based on revealed preference theory. It measures willingness-to-pay for others' consumption by evaluating positive consumption externalities in monetary terms. Within the...

We studied the decision making process in the Dictator Game and showed that decisions are the result of a two-step process. In a first step, decision makers generate an automatic, intuitive proposal. Given sufficient motivation and cognitive resources, they adjust this in a second, more...