Publications

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March 2021 (Revised September 2021)
Case

Applied: Using Behavioral Science to Debias Hiring

By: Ashley Whillans and Jeff Polzer

The UK government’s Behavioural Insights Team (BIT) needed to hire a new associate and were trying to increase the diversity of their job candidates. This decision was based on academic research showing that recruiters and managers often fell into common traps like... View Details

Keywords: Hiring; Bias; Behavioral Science; Selection and Staffing; Diversity; Prejudice and Bias; Information Technology; Recruitment

Educators

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March 2007
Article

Behavioral Decision Research, Legislation, and Society: Three Cases

By: M. H. Bazerman

2007
Working Paper

Behavioral Decision Research, Legislation, and Society: Three Cases

By: Max H. Bazerman

March 1992
Article

Negotiator Cognition and Rationality: A Behavioral Decision Theory Perspective

By: M. A. Neale and M. H. Bazerman

Keywords: Negotiation; Cognition and Thinking; Behavior; Decision Making; Perspective; Theory

June 2020
Article

The Isolated Choice Effect and Its Implications for Gender Diversity in Organizations

By: Edward H. Chang, Erika L. Kirgios, Aneesh Rai and Katherine L. Milkman

We highlight a feature of personnel selection decisions that can influence the gender diversity of groups and teams. Specifically, we show that people are less likely to choose candidates whose gender would increase group diversity when making personnel selections in... View Details

Keywords: Behavior And Behavioral Decision Making; Organizational Studies; Decision Analysis; Economics; Decision Making; Behavior; Analysis; Organizations; Diversity; Gender

January 2025
Case

Uncovering Questionable Behavior

By: David Fubini, Patrick Sanguineti, Amy Chambers and William Fubini

In this short vignette on the boundaries of professionalism, Alex Harding, recently promoted to Team Leader, faces a difficult decision regarding his client. While serving the CFO of the client company in preparation for an upcoming merger, he and his team uncover... View Details

Keywords: Ethics; Decision Choices and Conditions; Leadership

Educators

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October 2021
Article

Changing Gambling Behavior through Experiential Learning

By: Shawn A. Cole, Martin Abel and Bilal Zia

This paper tests experiential learning as a debiasing tool to reduce gambling in South Africa, through a randomized field experiment. The study implements a simple, interactive game that simulates the odds of winning the national lottery through dice rolling.... View Details

Keywords: Debiasing; Experiential Learning; Behavioral Economics; Financial Education; Learning; Games, Gaming, and Gambling; Behavior; Decision Making

Research Summary

Overview

Professor Santana studies consumer judgment and decision making within the domain of behavioral pricing and the subjective value of money. With respect to behavioral pricing, her current projects are focused on how consumers think, feel, and behave in response to... View Details

Keywords: Judgment And Decision Making; Behavioral Pricing; Consumer Behavior

1999
Article

Broadening Behavioral Decision Research: Multiple Levels of Processing

By: D. L. Medin and M. H. Bazerman

Keywords: Decision Making; Research

24 Aug 2016
Research & Ideas

Behavioral Economists Can Make You a Healthier Consumer and Smarter Marketer

behavioral science, specifically, behavioral economics, tries to understand consumers as they actually behave and promote changes in their View Details

Keywords: by Amelia Kunhardt

16 Jan 2006
Research & Ideas

Adam Smith, Behavioral Economist?

human decision making, motivation, and interaction, which of course have strong implications for what drives consumption and savings decisions, worker productivity View Details

Keywords: by Ann Cullen

May 1999
Background Note

Note on Behavioral Pricing

By: John T. Gourville

The note introduces the behavioral or psychological aspects of consumer price acceptance. Begins by reviewing the traditional economic approach to product pricing and consumer price acceptance--namely, that consumers should be willing to purchase anytime a product's... View Details

Keywords: Customer Satisfaction; Decisions; Fairness; Price; Marketing Strategy; Behavior; Perspective; Public Opinion

Educators

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August 2015
Article

Cost Conscious? The Neural and Behavioral Impact of Price Primacy on Decision-Making

By: Uma R. Karmarkar, Baba Shiv and Brian Knutson

Price is a key factor in most purchases, but it can be presented at different stages of decision making prior to a purchase. We examine the sequence-dependent effects of price and product information on the decision-making process at both neural and behavioral levels.... View Details

Keywords: fMRI; Retail Promotion; Purchase Decisions; Price; Value; Decision Choices and Conditions; Consumer Behavior; Product Marketing; Retail Industry

February 2021
Article

I Own, So I Help Out: How Psychological Ownership Increases Prosocial Behavior

By: Ata Jami, Maryam Kouchaki and Francesca Gino

This article explores the consequences of psychological ownership going beyond the specific relationship with the possession to guide behavior in unrelated situations. Across seven studies, we find that psychological ownership leads to a boost in self-esteem, which... View Details

Keywords: Psychological Ownership; Prosocial Behavior; Altruism; Self-Esteem; Materialism; Behavior; Attitudes

1999
Working Paper

Broadening Behavioral Decision Research: Multiple Levels of Processing

By: Douglas L. Medin and Max Bazerman

2007
Chapter

Behavioral Corporate Finance: A Survey

By: Malcolm Baker, Richard Ruback and Jeffrey Wurgler

Research in behavioral corporate finance takes two distinct approaches. The first emphasizes that investors are less than fully rational. It views managerial financing and investment decisions as rational responses to securities market mispricing. The second approach... View Details

Keywords: Decisions; Prejudice and Bias; Debt Securities; Financial Management; Price; Theory; Investment; Problems and Challenges; Behavioral Finance; Corporate Finance