Denken hilft zwar, nutzt aber nichts

KATHLEEN VOHS, NICOLE MEAD und MIRANDA GOODE: The Psychological Consequences of Money, Science, 2006. Weiterführende Arbeiten

ALAN FISKE: The Four Elementary Forms of Sociality: Framework for a Unified Theory of Social Relations, Psychological Review, 1992.

PANKAJ AGGARWAL: The Effects of Brand Relationship Norms on Consumer Attitudes and Behavior, Journal of Consumer Research, 2004.

Fünf

Der Einfluss sexueller ErregungVerwendete Arbeiten

DAN ARIELY und GEORGE LOEWENSTEIN: The Heat of the Moment: The Effect of Sexual Arousal on Sexual Decision Making, Journal of Behavioral Decision Making, 2006. Weiterführende Arbeiten

GEORGE LOEWENSTEIN: Out of Control: Visceral Influences on Behavior, Organizational Behavior and Human Decision Processes, 1996.

PETER H. DITTO, DAVID A. PIZARRO, EDEN B. EPSTEIN, JILL A. JACOBSON und TARA K. McDONALD: Motivational Myopia: Visceral Influences on Risk Taking Behavior, Journal of Behavioral Decision Making, 2006.

Sechs

Vom ewigen AufschiebenVerwendete Arbeiten

DAN ARIELY und KLAUS WERTENBROCH: Procrastination, Deadlines, and Performance: Self-Control by Precommitment, Psychological Science, 2002. Weiterführende Arbeiten

TED O’DONOGHUE und MATHEW RABIN: Doing It Now or Later, American Economic Review, 1999.

YAACOV TROPE und AYELET FISHBACH: Counteractive Self-Control in Overcoming Temptation, Journal of Personality and Social Psychology, 2000.

Sieben

Der hohe Preis des BesitzesVerwendete Arbeiten

ZIV CARMON und DAN ARIELY: Focusing on the Forgone: How Value Can Appear So Different to Buyers and Sellers, Journal of Consumer Research, 2000.

JAMES HEYMAN, YESIM ORHUN und DAN ARIELY: Auction Fever: The Effect of Opponents and Quasi-Endowment on Product Valuations, Journal of Interactive Marketing, 2004. Weiterführende Arbeiten

DICK THALER: Toward a Positive Theory of Consumer Choice, Journal of Economic Behavior and Organization, 1980.

DANIEL KAHNEMAN, JACK KNETSCH und DICK THALER: Experimental Tests of the Endowment Effect and the Coase Theorem, Journal of Political Economy, 1990.

Acht

Ein Hintertürchen offenhaltenVerwendete Arbeiten

JIWOONG SHIN und DAN ARIELY: Keeping Doors Open: The Effect of Unavailability on Incentives to Keep Options Viable, Management Science, 2004. Weiterführende Arbeiten

SHEENA IYENGAR und MARK LEPPER: When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?, Journal of Personality and Social Psychology, 2000.

DANIEL GILBERT und JANE EBERT: Decisions and Revisions: The Affective Forecasting of Changeable Outcomes, Journal of Personality and Social Psychology, 2002.

ZIV CARMON, KLAUS WERTENBROCH und MARCEL ZEELENBERG: When Deliberating Makes Choosing Feel Like Losing, Journal of Consumer Research, 2003.

Neun

Der Effekt von ErwartungenVerwendete Arbeiten

JOHN BARGH, MARK CHEN und LARA BURROWS: Automaticity of Social Behavior: Direct Effects of Trait Construct and Stereotype Activation on Action, Journal of Personality and Social Psychology, 1996.

MARGARET SHIN, TODD PITTINSKY und NALINI AMBADY: Stereotype Susceptibility: Identity Salience and Shifts in Quantitative Performance, Psychological Science, 1999.

SAM McCLURE, JIAN LI, DAMON TOMLIN, KIM CYPERT, LATANÉ MONTAGUE und READ MONTAGUE: Neural Correlates of Behavioral Preference for Culturally Familiar Drinks, Neuron, 2004.

LEONARD LEE, SHANE FREDERICK und DAN ARIELY: Try It, You’ll Like It: The Influence of Expectation, Consumption and Revelation on Preferences for Beer, Psychological Science, 2006.

MARCO BERTINI, ELIE OFEK und DAN ARIELY: To Add or Not to Add? The Effects of Add-Ons on Product Evaluation, Arbeitspapier, HBS, 2007. Weiterführende Arbeiten

GEORGE LOEWENSTEIN: Anticipation and the Valuation of Delayed Consumption, Economic Journal, 1987.

GREG BERNS, JONATHAN CHAPPELOW, MILOS CEKIC, CARY ZINK, GIUSEPPE PAGNONI und MEGAN MARTIN-SKURSKI: Neurobiological Substrates of Dread, Science, 2006.

Zehn

Die Macht des PreisesVerwendete Arbeiten