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...

Consumers value word-of-mouth communications in large part because customer reviews are more likely to include negative information about a product or service than are communications originating from the marketer. Despite the fact that negative information is frequently valued by those receiving...

Across six field and lab experiments, we found that impaired self-control fosters compliance with charitable requests. Experiments 1 and 2 showed that self-regulatory resource depletion was induced when participants yielded to the initial requests of a foot-in-the-door script aimed at procuring...

This research investigated impulse buying as resulting from the depletion of a common-but limited-resource that governs self-control. In three investigations, participants' self-regulatory resources were depleted or not; later, impulsive spending responses were measured. Participants whose...

When consumers are reminded of money, do they conform, shrug off, or react against others’ attempts to influence them? Prior research on reminders of money suggests that either of the last two outcomes is probable. The current research proposed that the self-sufficient motivation induced by...