The Rational Animal: How Evolution Made Us Smarter Than We Think

by Kenrick, Douglas T.

  Playing Games

  For the origins of the prisoner’s dilemma, see Rapaport and Chammah (1965).

  For more on actual behavior in economic games, such as the ultimatum game, across cultures, see Henrich et al. (2005) and Camerer (2003).

  Home Economics: The Kinship Game

  For the study on economic games with twins, see Segal and Hershberger (1999).

  For more on twins, see Segal (2000) and Segal and Harris (2008).

  For more on the principle of inclusive fitness (also known as kin selection), see Hamilton (1964) and Burnstein, Crandall, and Kitayama, 1994.

  For a discussion of selective altruism toward kin in ground squirrels, see Sherman (1981). For a discussion of nepotism in white-fronted bee-eaters, see Emlen, Wrege, and Demong (1995).

  For the family inheritance findings, see Smith, Kish, and Crawford (1987).

  For findings on stepchildren and adopted children, see Daly and Wilson (1998).

  Home Economics Versus Corporate Economics

  For the evolutionary prisoner’s dilemma study, see Kenrick et al. (2006) and Kenrick, Sundie, and Kurzban (2008).

  For more on game theory and human evolution, see Hagen and Hammerstein (2006).

  For more on sibling rivalry, see Trivers (1974).

  Team Payoffs: The Affiliation Game

  For Alan Fiske’s models of exchange, see Fiske (1992).

  For more on the relationship between Steve Jobs and Steve Wozniak, see Isaacson (2011).

  For more on “equality matching” and the evolution of reciprocal altruism, see Trivers (1971) and Axelrod and Hamilton (1981).

  For more on the study about exchanging different types of rewards, see Foa and Foa (1980) and Turner, Foa, and Foa (1971).

  Pyramid Play: The Status Game

  For more on the evolution of leadership and followership, see Van Vugt, Hogan, and Kaiser (2008) and Van Vugt and Ahuja (2010).

  For more on how people behave differently depending on whether they have high or low status, see Rucker, Galinsky, and Dubois (2012).

  Foxhole Economics: The Self-Protection Game

  For more on Genghis Khan and the city of Nishapur, see Weatherford (2005).

  Is Market Economics Any Way to Run a Business?

  For more information on Frederick Winslow Taylor, see Gabor (2000).

  Bringing Home Economics to Wall Street

  For the trust game study, see DeBruine (2002).

  A Family Company

  For more on family companies, see Nicholson (2008).

  The quote about Southwest being like a family comes from Grubbs-West (2005). For more on Southwest Airlines, see Smith (2004) and Freiberg and Freiberg (1996).

  CHAPTER 4: SMOKE DETECTORS IN THE MIND

  For more on the Zambia aid story, see Lewin (2007) and BBC News (2002).

  Defective Brains and Does Adaptive = Accurate?

  For a more detailed discussion of errors and biases from an evolutionary perspective, see Haselton et al. (2009).

  For auditory looming in humans, see Neuhoff (1998, 2001). For auditory looming in rhesus monkeys, see Ghazanfar, Neuhoff, and Logothetis (2002).

  Not All Errors Are Created Equal and Money Up in Smoke

  For more on the smoke detector principle and human biases, see Haselton and Nettle (2006) and Nesse (2005).

  The Behavioral Immune System: In the Mind of Your Disease-Avoidance Subself

  For more on the behavioral immune system, see Schaller and Park (2011) and Schaller and Duncan (2007).

  For the condom study, see Tybur et al. (2011).

  For the study on the behavioral and physical immune systems, see Schaller et al. (2010).

  Revisiting Zambian Aid and Mutant French Fries

  For the story on McDonald’s pulling mutant french fries, see Martin (2000).

  For more on the safety of genetically modified foods, see World Health Organization, “20 Questions on Genetically Modified Foods.”

  Sex Detectors: In the Mind of Men’s Mate-Acquisition Subselves

  For more on sexual pheromones in moths, see Wyatt (2003).

  For more on men’s sexual-overperception bias, see Haselton and Buss (2000) and Maner et al. (2003).

  Sexy Bad Boy Delusions: In the Mind of Women’s Mate-Acquisition Subselves

  For how ovulation leads women to see sexy cads as good dads, see Durante, Griskevicius, Simpson, et al. (2012).

  Reason for Optimism: In the Mind of Your Status Subself

  For more on Steve Jobs, see Isaacson (2011).

  For further reading on overconfidence and better-than-average effects, see Alicke, Dunning, and Kruger (2005), Hoorens (1993), Larrick, Burson, and Soll (2007), Moore and Healy (2008), and Weinstein (1980).

  For the study on the evolutionary basis of overconfidence, see Johnson and Fowler (2011).

  For the study of overconfidence, competence, and leadership, see Anderson et al. (2012).

  Born to Be Biased

  For data on beliefs about marriage, see Arnett and Schwab (2012).

  CHAPTER 5: MODERN CAVEMEN

  For more on the Shiwiar, see Sugiyama (2004a, 2004b).

  For the Shiwiar and performance on logic tests, see Sugiyama, Tooby, and Cosmides (2002).

  Logically Deficient Minds and Communicating on Our Natural Frequency

  For medical errors, see Vohs and Frances Luce (2010).

  For the “Linda problem,” see Tversky and Kahneman (1983).

  Why Can’t Johnny Do the Math? and Communicating on Our Natural Frequency

  For cancer study and natural frequencies, see Gigerenzer et al. (2007).

  Detecting Cheaters

  For the workings of cheater detection, see Cosmides (1989) and Cosmides and Tooby (1992).

  Erasing Errors by Engaging the Affiliation Subself

  For the Asian disease problem, see Tversky and Kahneman (1981).

  For the revised version of the disease problem, see Wang (1996a, 1996b).

  How to Help Suicidal Turtles (and Irrational Humans)

  For suicidal turtles, see Scott (2009).

  CHAPTER 6: LIVING FAST AND DYING YOUNG

  For more on MC Hammer, see Wikipedia, “MC Hammer.”

  For the Sports Illustrated article, see Torre (2009).

  For The Millionaire Next Door, see Stanley and Danko (1996).

  Life History Theory

  For more detailed discussions of life history theory, see Kenrick and Luce (2000), Kaplan and Gangestad (2005), Roff (2002), Stearns (1992), Hill and Kaplan (1999), and Chisholm (1993).

  The Three Stages

  For more on the three stages, see Kenrick, Griskevicius, et al. (2010).

  For risky behavior in the mating stage, see Wilson, Daly, and Pound (2002).

  For the study on testosterone, see Dabbs and Morris (1990).

  For the studies on violence, homicide, and “trivial altercations,” see Daly and Wilson (1988) and Wilson and Daly (1985).

  For average ages of becoming a first-time parent, see Griskevicius et al. (2011).

  For the hockey and aggression study, see Palmer (1993).

  For testosterone dropping after marriage and the birth of a child, see Gettler et al. (2011) and Gettler, McDade, and Kuzawa (2011).

  The Age of Entrepreneurism

  For the testosterone and investing study, see Coates and Herbert (2008).

  For testosterone injections in New York, see Abraham (2012).

  For entrepreneurs peaking by age twenty-five, see Arrington (2011).

  For the mergers and acquisitions study, see Levi, Li, and Zhang (2010).

  For the testosterone and negotiation study, see Burnham (2007).

  For the successful entrepreneurs study, see Wadhwa et al. (2009).

  Fast Versus Slow Strategies

  For the original marshmallow study, see Mischel, Ebbesen, and Zeiss (1972).

  For the relationship between the marshmallow study and later behavior, see Shoda, Mischel, and Peake (1990).

&n
bsp; High Risk, No Reward

  For more on Ray Otero, see Feuer (2008).

  For more on the New York State Lottery, see DiNapoli (2008).

  Fast and Slow People

  For more on fast and slow life history strategies, see Griskevicius et al. (2013), Nettle (2010), and Figueredo et al. (2009).

  For reproductive timing statistics, see Mathews and Hamilton (2005).

  Raised to Run

  For the influence of childhood environment on life history strategies, see Ellis et al. (2009), Belsky, Steinberg, and Draper (1991), and Del Giudice (2009).

  For the study of local mortality levels in 170 countries, see Low et al. (2008).

  For the Chicago neighborhood study, see Wilson and Daly (1997).

  For the study of violent crime in the United States, see Griskevicius et al. (2011).

  For the effect of childhood environment on the timing of puberty and menstruation, see Belsky, Houts, and Fearon (2010) and Ellis (2004).

  For influence of the first five years of life, see Simpson et al. (2012).

  For the marshmallow and unpredictable environment study, see Kidd, Palmen, and Aslin (2013).

  Win, Crash, or Burn

  For the very informal rock star study, see Dial the Truth Ministries, “Premature Death of Rock Stars.” Note that this is not a scientific study and likely underestimates how long rock stars live.

  For monkey studies, see Rosenblum et al. (2001) and Andrews and Rosenblum (1991).

  For studies on how stress influences life history strategies, see White et al. (forthcoming) and Griskevicius et al. (2011a, 2011b, 2013).

  Off to the Races

  For more on Ray Otero, see Feuer (2008).

  CHAPTER 7: GOLD PORSCHES AND GREEN PEACOCKS

  For the gold Porsche, see Russia (2008).

  For The Theory of the Leisure Class, see Veblen (1899).

  For more about “grillz,” see Nelly’s 2006 song of the same name.

  Why Do We Throw Money Away?

  For more on conspicuous consumption across cultures and time, see Bird and Smith (2005), Godoy et al. (2007), Sundie et al. (2011), and Veblen (1899).

  For more about an economic take on conspicuous consumption, see De Fraja (2009).

  Are We Out of Touch with the Causes of Our Own Behavior?

  For more on how people don’t know the reasons for their decisions, see Nisbett and Wilson (1977).

  For the “Why People Really Buy Hybrids” study, see Klein (2007).

  For the “going green to be seen” study, see Griskevicius, Tybur, and Van den Bergh (2010).

  For the automobile culture quote, see Schneider (2004).

  For more on the Sextons’ work, see Dubner (2011).

  For more on who’s getting the first Fisker Karma, see Autoblog (2011).

  For more on Consumer Reports and the Fisker Karma, see O’Toole (2012).

  Multiple Explanations for the Same Behavior

  For the scientific origins of proximate and ultimate explanations in biology, see Tinbergen (1963).

  For a more detailed discussion of proximate and ultimate explanations in humans, see Kenrick, Griskevicius, et al. (2010) and Alcock (2013).

  Bower Power

  For more on bowerbird displays, see Borgia (1985) and Miller (2000).

  Flashing the Cash

  For more on the study of women’s influence on young men, see Roney (2003).

  For the study of how mate-acquisition motives influence conspicuous consumption, see Griskevicius et al. (2007).

  Peacocks, Porsches, and Papas

  For the personality test, see Simpson and Gangestad (1991). For a fuller discussion of the concept, see Gangestad and Simpson (2000).

  For the study of conspicuous consumption in peacock-like men, see Sundie et al. (2011).

  For the conspicuous consumption and testosterone study, see Saad and Vongas (2009).

  The Ultimate Driver of Behavior

  To find the German Porsche ad, see YouTube, “Hot Girl Flashes Porsche 911.”

  For more on evolution and consumer behavior, see Miller (2009) and Saad (2007, 2011).

  CHAPTER 8: SEXUAL ECONOMICS: HIS AND HERS

  For more on the Eliot Spitzer scandal, see Wikipedia, “Eliot Spitzer Prostitution Scandal.”

  For more on the Emperor’s Club escorts, see Huffington Post (2008).

  For more on the prices for brides, see Beaumont (2007) and Tertilt (2005).

  Why Do Men Pay So Much for the Company of a Woman?

  For more on bride price, see Anderson (2007).

  For more on the principle of minimum parental investment, see Trivers (1972).

  For the sexual-economics study, see Baumeister and Vohs (2004).

  For the study of men’s and women’s minimum standards for mates and dates, see Kenrick et al. (1990, 1993).

  For men’s lower standards for women for sex across cultures, see Schmitt (2005) and Schmitt et al. (2003).

  For the “Would you go to bed with me?” study, see Clark and Hatfield (1989).

  I Love You . . . Sort Of

  For the “I love you” study, see Ackerman, Griskevicius, and Li (2011).

  Are Men Completely Nondiscriminating?

  For Bringing Down the House, see Mezrich (2002).

  For age preferences in mates across cultures, see Kenrick and Keefe (1992).

  For teenagers’ age preferences in mates, see Kenrick et al. (1996).

  Designing a Mate: Hers Versus His

  For the “design a mate” study, see Li et al. (2002).

  For more on gender differences and similarities in mate preferences, see Buss (1989) and Li and Kenrick (2006).

  Why Do Women Sometimes Pay for Men?

  For more on dowry and bride price, see Randeria and Visaria (1984), Anderson (2007), and Rajamaran (1983).

  Swinging Singles: The Mate-Acquisition Game

  For more on men’s and women’s singles ads, see Kenrick and Keefe (1992), Rajecki, Bledsoe, and Rasmussen (1991), Wiederman (1993), and Baize and Schroeder (1995).

  For the studies of different causes of mortality, see Kenrick and Gomez-Jacinto (2013).

  For more on how men behave when mate-acquisition motives are activated, see Baker and Maner (2008), Griskevicius et al. (2006a, 2006b, 2007, 2009), Iredale, Van Vugt, and Dunbar (2008), Wilson and Daly (2004), and Van der Bergh, Dewitte, and Warlop (2008).

  All the Single Ladies

  For how mate acquisition leads women to become agreeable, see Griskevicius, Goldstein et al. (2006).

  For the tipping study, see Griskevicius et al. (2007).

  For the study on women taking risks to look beautiful, see Hill and Durante (2011).

  For the study on how beauty for women is a necessity, see Hill et al. (2012).

  Wedding Bonds: The Mate-Retention Game

  For the study on men’s high standards for marriage partners, see Kenrick et al. (1990).

  Jealousy: His and Hers

  For the research on sex differences in jealousy, see Buss et al. (1999) and Sagarin (2005).

  For cross-cultural replication, see Buunk et al. (1996), Buss et al. (1999), and Wiederman and Kendall (1999).

  Sexual Supply and Demand

  For the Georgia statistics and for how sex ratio influences men’s spending, see Griskevicius et al. (2012).

  For Too Many Women?, see Guttentag and Secord (1983).

  For more on sex ratio in different countries, see Hesketh (2009), Francis (2011), Belanger and Tran (2011), and Hudson and den Boar (2005).

  For more on sex ratio and women’s behavior, see Durante, Griskevicius, Cantu, et al. (2012).

  CHAPTER 9: DEEP RATIONALITY PARASITES

  For more about cuckoos and reed warblers, see Davies and Brooke (1988) and Alcock (2013).

  For more about Bernie Madoff, see Kirtzman (2009).

  The Exploitation Continuum

  For more information about the distinct forms of mutualism and parasitism between different species, see B
oucher (1985), Hoeksma and Bruna (2000), and Hirsch (2004).

  Getting People to Pay More and Buy More

  For data on business failure from the Bureau of Labor Statistics, see Knaup (2005).

  For the statistics on shoe ownership among the affluent, see Time (2006).

  Swimming (and Spending) in Infested Waters

  For a discussion of aggressive mimicry in blennies and wrasses, see Wickler (1966) and Cheney and Cote (2005).

  For a discussion of scarcity and the parallels between animal parasites and humans, see Cialdini (2008).

  How Much Would You Pay for a Rock?

  For a discussion of Ernest Oppenheimer and De Beers, see Kanfer (1993).

  A Pill with That, Sir?

  For the statistics on drug prescriptions, see Schondelmeyer (2007).

  For the statistics on drug deaths, see Null et al. (2011).

  For more on the fake-medicine industry, see World Health Organization, “Growing Threat from Counterfeit Medicines.”

  CONCLUSION: MEMENTOS FROM OUR TOUR

  Lesson 2: Rational Self-Interest Is Not in Your Self-Interest.

  For the research on the effects of merely calling a strategic interaction the “Wall Street game,” see Liberman, Samuels, and Ross (2004).

  References

  Abraham, Tamara. 2012. “Is Testosterone the New Drug of Choice on Wall Street? How Traders Are Using Male Hormone Booster Shots to Maintain a Competitive Edge.” Daily Mail, February 10, http://www.dailymail.co.uk/femail/article-2099372/Is-testosterone-new-drug-choice-Wall-Street-How-traders-using-male-hormone-booster-shots-maintain-competitive-edge.html.

  Ackerman, J. M., D. V. Becker, C. R. Mortensen, T. Sasaki, S. L. Neuberg, and D. T. Kenrick. 2009. “A Pox on the Mind: Disjunction of Attention and Memory in the Processing of Physical Disfigurement.” Journal of Experimental Social Psychology 45: 478–485.

  Ackerman, J. M., V. Griskevicius, and N. P. Li. 2011. “Let’s Get Serious: Communicating Commitment in Romantic Relationships.” Journal of Personality and Social Psychology 100: 1015–1026.