by Dan Ariely
Robert Yerkes and John Dodson, “The Relation of Strength of Stimulus to Rapidity of Habit-Formation,” Journal of Comparative Neurology and Psychology 18 (1908): 459–482.
Robert Zajonc, “Social Facilitation,” Science 149 (1965): 269–274.
Robert Zajonc, Alexander Heingartner, and Edward Herman, “Social Enhancement and Impairment of Performance in the Cockroach,” Journal of Personality and Social Psychology 13, no. 2 (1969): 83–92.
Additional readings
Robert Ashton, “Pressure and Performance in Accounting Decision Setting: Paradoxical Effects of Incentives, Feedback, and Justification,” Journal of Accounting Research 28 (1990): 148–180.
John Baker, “Fluctuation in Executive Compensation of Selected Companies,” The Review of Economics and Statistics 20, no. 2 (1938): 65–75.
Roy Baumeister, “Choking Under Pressure: Self-Consciousness and Paradoxical Effects of Incentives on Skillful Performance,” Journal of Personality and Social Psychology 46, no. 3 (1984): 610–620.
Roy Baumeister and Carolin Showers, “A Review of Paradoxical Performance Effects: Choking under Pressure in Sports and Mental Tests,” European Journal of Social Psychology 16, no. 4 (1986): 361–383.
Ellen J. Langer and Lois G. Imber, “When Practice Makes Imperfect: Debilitating Effects of Overlearning,” Journal of Personality and Social Psychology 37, no. 11 (1979): 2014–2024.
Chu-Min Liao and Richard Masters, “Self-Focused Attention and Performance Failure under Psychological Stress,” Journal of Sport and Exercise Psychology 24, no. 3 (2002): 289–305.
Kenneth McGraw, “The Detrimental Effects of Reward on Performance: A Literature Review and a Prediction Model,” in The Hidden Costs of Reward: New Perspectives on the Psychology of Human Motivation, ed. Mark Lepper and David Greene (New York: Erlbaum, 1978).
Dean Mobbs, Demis Hassabis, Ben Seymour, Jennifer Marchant, Nikolaus Weiskopf, Raymond Dolan. and Christopher Frith, “Choking on the Money: Reward-Based Performance Decrements Are Associated with Midbrain Activity,” Psychological Science 20, no. 8 (2009): 955–962.
Chapter 2:
The Meaning of Labor:
What Legos Can Teach Us about the Joy of Work
Based on
Dan Ariely, Emir Kamenica, and Dražen Prelec, “Man’s Search for Meaning: The Case of Legos,” Journal of Economic Behavior and Organization 67, nos. 3–4 (2008): 671–677.
Glen Jensen, “Preference for Bar Pressing over ‘Freeloading’ as a Function of Number of Unrewarded Presses,” Journal of Experimental Psychology 65, no. 5 (1963): 451–454.
Glen Jensen, Calvin Leung, and David Hess, “ ‘Freeloading’ in the Skinner Box Contrasted with Freeloading in the Runway,” Psychological Reports 27 (1970): 67–73.
George Loewenstein, “Because It Is There: The Challenge of Mountaineering . . . for Utility Theory,” Kyklos 52, no. 3 (1999): 315–343.
Additional readings
George Akerlof and Rachel Kranton, “Economics and Identity,” The Quarterly Journal of Economics 115, no. 3 (2000): 715–753.
David Blustein, “The Role of Work in Psychological Health and Well-Being: A Conceptual, Historical, and Public Policy Perspective,” American Psychologist 63, no. 4 (2008): 228–240.
Armin Falk and Michael Kosfeld, “The Hidden Costs of Control,” American Economic Review 96, no. 5 (2006): 1611–1630.
I. R. Inglis, Björn Forkman, and John Lazarus, “Free Food or Earned Food? A Review and Fuzzy Model of Contrafreeloading,” Animal Behaviour 53, no. 6 (1997): 1171–1191.
Ellen Langer, “The Illusion of Control,” Journal of Personality and Social Psychology 32, no. 2 (1975): 311–328.
Anne Preston, “The Nonprofit Worker in a For-Profit World,” Journal of Labor Economics 7, no. 4 (1989): 438–463.
Chapter 3:
The IKEA Effect:
Why We Overvalue What We Make
Based on
Gary Becker, Morris H. DeGroot, and Jacob Marschak, “An Experimental Study of Some Stochastic Models for Wagers,” Behavioral Science 8, no. 3 (1963): 199–201.
Leon Festinger, A Theory of Cognitive Dissonance (Stanford, Calif.: Stanford University Press, 1957).
Nikolaus Franke, Martin Schreier, and Ulrike Kaiser, “The ‘I Designed It Myself’ Effect in Mass Customization,” Management Science 56, no. 1 (2009): 125–140.
Michael Norton, Daniel Mochon, and Dan Ariely, “The IKEA Effect: When Labor Leads to Love,” manuscript, Harvard University, 2010.
Additional readings
Hal Arkes and Catherine Blumer, “The Psychology of Sunk Cost,” Organizational Behavior and Human Decision Processes 35, no. 1 (1985): 124–140.
Neeli Bendapudi and Robert P. Leone, “Psychological Implications of Customer Participation in Co-Production,” Journal of Marketing 67, no. 1 (2003): 14–28.
Ziv Carmon and Dan Ariely, “Focusing on the Forgone: How Value Can Appear So Different to Buyers and Sellers,” Journal of Consumer Research 27, no. 3 (2000): 360–370.
Daniel Kahneman, Jack Knetsch, and Richard Thaler, “Anomalies: The Endowment Effect, Loss Aversion, and Status Quo Bias,” Journal of Economic Perspectives 5, no. 1 (1991): 193–206.
Daniel Kahneman, Jack Knetsch, and Richard Thaler, “Experimental Tests of the Endowment Effect and the Coase Theorem,” The Journal of Political Economy 98, no. 6 (1990): 1325–1348.
Jack Knetsch, “The Endowment Effect and Evidence of Nonreversible Indifference Curves,” The American Economic Review 79, no. 5 (1989): 1277–1284.
Justin Kruger, Derrick Wirtz, Leaf Van Boven, and T. William Altermatt, “The Effort Heuristic,” Journal of Experimental Social Psychology 40, no. 1 (2004): 91–98.
Ellen Langer, “The Illusion of Control,” Journal of Personality and Social Psychology 32, no. 2 (1975): 311–328.
Carey Morewedge, Lisa Shu, Daniel Gilbert, and Timothy Wilson, “Bad Riddance or Good Rubbish? Ownership and Not Loss Aversion Causes the Endowment Effect,” Journal of Experimental Social Psychology 45, no. 4 (2009): 947–951.
Chapter 4:
The Not-Invented-Here Bias:
Why “My” Ideas Are Better than “Yours”
Based on
Zachary Shore, Blunder: Why Smart People Make Bad Decisions (New York: Bloomsbury USA, 2008).
Stephen Spiller, Rachel Barkan, and Dan Ariely, “Not-Invented-by-Me: Idea Ownership Leads to Higher Perceived Value,” manuscript, Duke University, 2010.
Additional readings
Ralph Katz and Thomas Allen, “Investigating the Not Invented Here (NIH) Syndrome: A Look at the Performance, Tenure, and Communication Patterns of 50 R&D Project Groups,” R&D Management 12, no. 1 (1982): 7–20.
Jozef Nuttin, Jr., “Affective Consequences of Mere Ownership: The Name Letter Effect in Twelve European Languages,” European Journal of Social Psychology 17, no. 4 (1987): 381–402.
Jon Pierce, Tatiana Kostova, and Kurt Dirks, “The State of Psychological Ownership: Integrating and Extending a Century of Research,” Review of General Psychology 7, no. 1 (2003): 84–107.
Jesse Preston and Daniel Wegner, “The Eureka Error: Inadvertent Plagiarism by Misattributions of Effort,” Journal of Personality and Social Psychology 92, no. 4 (2007): 575–584.
Michal Strahilevitz and George Loewenstein, “The Effect of Ownership History on the Valuation of Objects,” Journal of Consumer Research 25, no. 3 (1998): 276–289.
Chapter 5:
The Case for Revenge:
What Makes Us Seek Justice?
Based on
Dan Ariely, “Customers’ Revenge 2.0,” Harvard Business Review 86, no. 2 (2007): 31–42.
Ayelet Gneezy and Dan Ariely, “Don’t Get Mad, Get Even: On Consumers’ Revenge,” manuscript, Duke University, 2010.
Keith Jensen, Josep Call, and Michael Tomasello, “Chimpanzees Are Vengeful but Not Spiteful,” Proceedings of the National Academy of Sciences 104, no. 32 (2007): 13046–13050.
Dominique de Quervain, Urs Fischbac
her, Valerie Treyer, Melanie Schellhammer, Ulrich Schnyder, Alfred Buck, and Ernst Fehr, “The Neural Basis of Altruistic Punishment,” Science 305, no. 5688 (2004): 1254–1258.
Albert Wu, I-Chan Huang, Samantha Stokes, and Peter Pronovost, “Disclosing Medical Errors to Patients: It’s Not What You Say, It’s What They Hear,” Journal of General Internal Medicine 24, no. 9 (2009): 1012–1017.
Additional readings
Robert Bies and Thomas Tripp, “Beyond Distrust: ‘Getting Even’ and the Need for Revenge,” in Trust in Organizations: Frontiers in Theory and Research, ed. Roderick Kramer and Tom Tyler (Thousand Oaks, Calif.: Sage Publications, 1996).
Ernst Fehr and Colin F. Camerer, “Social Neuroeconomics: The Neural Circuitry of Social Preferences,” Trends in Cognitive Sciences 11, no. 10 (2007): 419–427.
Marian Friestad and Peter Wright, “The Persuasion Knowledge Model: How People Cope with Persuasion Attempts,” Journal of Consumer Research 21, no. 1 (1994): 1–31.
Alan Krueger and Alexandre Mas, “Strikes, Scabs, and Tread Separations: Labor Strife and the Production of Defective Bridgestone/Firestone Tires,” Journal of Political Economy 112, no. 2 (2004): 253–289.
Ken-ichi Ohbuchi, Masuyo Kameda and Nariyuki Agarie, “Apology as Aggression Control: Its Role in Mediating Appraisal and Response to Harm,” Journal of Personality and Social Psychology 56, no. 2 (1989): 219–227.
Seiji Takaku, “The Effects of Apology and Perspective Taking on Interpersonal Forgiveness: A Dissonance-Attribution Model of Interpersonal Forgiveness,” Journal of Social Psychology 141, no. 4 (2001): 494–508.
Chapter 6:
On Adaptation:
Why We Get Used to Things (but Not All Things, and Not Always)
Based on
Henry Beecher, “Pain in Men Wounded in Battle,” Annals of Surgery 123, no. 1 (1946): 96–105.
Philip Brickman, Dan Coates, and Ronnie Janoff-Bulman, “Lottery Winners and Accident Victims: Is Happiness Relative?” Journal of Personality and Social Psychology 36, no. 8 (1978): 917–927.
Andrew Clark, “Are Wages Habit-Forming? Evidence from Micro Data,” Journal of Economic Behavior & Organization 39, no. 2 (1999): 179–200.
Reuven Dar, Dan Ariely, and Hanan Frenk, “The Effect of Past-Injury on Pain Threshold and Tolerance,” Pain 60 (1995): 189–193.
Paul Eastwick, Eli Finkel, Tamar Krishnamurti, and George Loewenstein, “Mispredicting Distress Following Romantic Breakup: Revealing the Time Course of the Affective Forecasting Error,” Journal of Experimental Social Psychology 44, no. 3 (2008): 800–807.
Leif Nelson and Tom Meyvis, “Interrupted Consumption: Adaptation and the Disruption of Hedonic Experience,” Journal of Marketing Research 45 (2008): 654–664.
Leif Nelson, Tom Meyvis, and Jeff Galak, “Enhancing the Television-Viewing Experience through Commercial Interruptions,” Journal of Consumer Research 36, no. 2 (2009): 160–172.
David Schkade and Daniel Kahneman, “Does Living in California Make People Happy? A Focusing Illusion in Judgments of Life Satisfaction,” Psychological Science 9, no. 5 (1998): 340–346.
Tibor Scitovsky, The Joyless Economy: The Psychology of Human Satisfaction (New York: Oxford University Press, 1976).
Additional readings
Dan Ariely, “Combining Experiences over Time: The Effects of Duration, Intensity Changes and On-Line Measurements on Retrospective Pain Evaluations,” Journal of Behavioral Decision Making 11 (1998): 19–45.
Dan Ariely and Ziv Carmon, “Gestalt Characteristics of Experiences: The Defining Features of Summarized Events,” Journal of Behavioral Decision Making 13, no. 2 (2000): 191–201.
Dan Ariely and Gal Zauberman, “Differential Partitioning of Extended Experiences,” Organizational Behavior and Human Decision Processes 91, no. 2 (2003): 128–139.
Shane Frederick and George Loewenstein, “Hedonic Adaptation,” in Well-Being: The Foundations of Hedonic Psychology, ed. Daniel Kahneman, Ed Diener, and Norbert Schwarz (New York: Russell Sage Foundation, 1999).
Bruno Frey, Happiness: A Revolution in Economics (Cambridge, Mass.: MIT Press, 2008).
Daniel Gilbert, Stumbling on Happiness (New York: Knopf, 2006).
Jonathan Levav, “The Mind and the Body: Subjective Well-Being in an Objective World,” in Do Emotions Help or Hurt Decision Making? ed. Kathleen Vohs, Roy Baumeister, and George Loewenstein (New York: Russell Sage, 2007).
Sonja Lyubomirsky, “Hedonic Adaptation to Positive and Negative Experiences,” in Oxford Handbook of Stress, Health, and Coping, ed. Susan Folkman (New York: Oxford University Press, 2010).
Sonja Lyubomirsky, The How of Happiness: A Scientific Approach to Getting the Life You Want (New York: Penguin, 2007).
Sonja Lyubomirsky, Kennon Sheldon, and David Schkade, “Pursuing Happiness: The Architecture of Sustainable Change,” Review of General Psychology 9, no. 2 (2005): 111–131.
Chapter 7:
Hot or Not? Adaptation, Assortative Mating, and the Beauty Market
Based on
Leonard Lee, George Loewenstein, James Hong, Jim Young, and Dan Ariely, “If I’m Not Hot, Are You Hot or Not? Physical-Attractiveness Evaluations and Dating Preferences as a Function of One’s Own Attractiveness,” Psychological Science 19, no. 7 (2008): 669–677.
Additional readings
Ed Diener, Brian Wolsic, and Frank Fujita, “Physical Attractiveness and Subjective Well-Being,” Journal of Personality and Social Psychology 69, no. 1 (1995): 120–129.
Paul Eastwick and Eli Finkel, “Speed-Dating as a Methodological Innovation,” The Psychologist 21, no. 5 (2008): 402–403.
Paul Eastwick, Eli Finkel, Daniel Mochon, and Dan Ariely, “Selective vs. Unselective Romantic Desire: Not All Reciprocity Is Created Equal,” Psychological Science 21, no. 5 (2008): 402–403.
Elizabeth Epstein and Ruth Guttman, “Mate Selection in Man: Evidence, Theory, and Outcome,” Social Biology 31, no. 4 (1984): 243–278.
Raymond Fisman, Sheena Iyengar, Emir Kamenica, and Itamar Simonson, “Gender Differences in Mate Selection: Evidence from a Speed Dating Experiment,” Quarterly Journal of Economics 121, no. 2 (2006): 673–697.
Günter Hitsch, Ali Hortaçsu, and Dan Ariely, “What Makes You Click?—Mate Preferences in Online Dating,” manuscript, University of Chicago, 2010.
Chapter 8:
When a Market Fails:
An Example from Online Dating
Based on
Jeana Frost, Zoë Chance, Michael Norton, and Dan Ariely, “People Are Experience Goods: Improving Online Dating with Virtual Dates,” Journal of Interactive Marketing 22, no. 1 (2008): 51–61.
Fernanda Viégas and Judith Donath, “Chat Circles,” paper presented at SIGCHI Conference on Human Factors in Computing Systems: The CHI Is the Limit, Pittsburgh, Pa., May 15–20, 1999.
Additional readings
Steven Bellman, Eric Johnson, Gerald Lohse and Naomi Mandel, “Designing Marketplaces of the Artificial with Consumers in Mind: Four Approaches to Understanding Consumer Behavior in Electronic Environments,” Journal of Interactive Marketing 20, no. 1 (2006): 21–33.
Rebecca Hamilton and Debora Thompson, “Is There a Substitute for Direct Experience? Comparing Consumers’ Preferences after Direct and Indirect Product Experiences,” Journal of Consumer Research 34, no. 4 (2007): 546–555.
John Lynch and Dan Ariely, “Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution,” Marketing Science 19, no. 1 (2000): 83–103.
Michael Norton, Joan DiMicco, Ron Caneel, and Dan Ariely, “AntiGroupWare and Second Messenger,” BT Technology Journal 22, no. 4 (2004): 83–88.
Chapter 9:
On Empathy and Emotion:
Why We Respond to One Person Who Needs Help but Not to Many
Based on
Deborah Small and George Loewenstein, “The Devil You Know: The Effects of Identifiability on Punishment,” Journal of Behavioral Decision Making 18, no. 5 (2005): 311–318.
Deborah Small
and George Loewenstein, “Helping a Victim or Helping the Victim: Altruism and Identifiability,” Journal of Risk and Uncertainty 26, no. 1 (2003): 5–13.
Deborah Small, George Loewenstein, and Paul Slovic, “Sympathy and Callousness: The Impact of Deliberative Thought on Donations to Identifiable and Statistical Victims,” Organizational Behavior and Human Decision Processes 102, no. 2 (2007): 143–153.
Peter Singer, “Famine, Affluence, and Morality,” Philosophy and Public Affairs 1, no. 1 (1972): 229–243.
Peter Singer, The Life You Can Save: Acting Now to End World Poverty (New York: Random House, 2009).
Paul Slovic, “Can International Law Stop Genocide When Our Moral Institutions Fail Us?” Decision Research (2010; forthcoming).
Paul Slovic, “ ‘If I Look at the Mass I Will Never Act’: Psychic Numbing and Genocide,” Judgment and Decision Making 2, no. 2 (2007): 79–95.
