Now showing items 1-12 of 12

    • Disgust Promotes Disposal: Souring the Status Quo 

      Han, Seunghee; Lerner, Jennifer S.; Zeckhauser, Richard Jay (John F. Kennedy School of Government, Harvard Uinversiy, 2010)
      Humans naturally dispose of objects that disgust them. Is this phenomenon so deeply embedded that even incidental disgust – i.e., where the source of disgust is unrelated to a possessed object – triggers disposal? Two ...
    • The Disgust-Promotes-Disposal Effect 

      Han, Seunghee; Lerner, Jennifer S.; Zeckhauser, Richard Jay (Springer, 2012)
      Individuals tend toward status quo bias: preferring existing options over new ones. There is a countervailing phenomenon: Humans naturally dispose of objects that disgust them, such as foul-smelling food. But what if the ...
    • Feelings and Consumer Decision Making: Extending the Appraisal-Tendency Framework 

      Lerner, Jennifer; Han, Seunghee; Keltner, Dacher (Wiley-Blackwell, 2007)
      This article presents the Appraisal Tendency Framework (ATF) (Lerner & Keltner, 2000, 2001; Lerner & Tiedens, 2006) as a basis for predicting the influence of specific emotions on consumer decision making. In particular, ...
    • Gratitude: A Tool for Reducing Economic Impatience 

      DeSteno, David; Li, Ye; Dickens, Leah; Lerner, Jennifer (SAGE Publications, 2014)
      The human mind tends to excessively discount the value of delayed rewards relative to immediate ones, with “hot” affective processes believed to drive desires for short-term gratification. Supporting this view, recent ...
    • Individual Differences in Need for Cognition and Decision-Making Competence among Leaders 

      Carnevale, Jessica J.; Inbar, Yoel; Lerner, Jennifer S. (Elsevier, 2012-09-27)
      When making decisions, people sometimes deviate from normative standards. While such deviations may appear to be alarmingly common, examining individual differences may reveal a more nuanced picture. Specifically, the ...
    • The Interaction of Testosterone and Cortisol Is Associated With Attained Status in Male Executives. 

      Sherman, Gary; Lerner, Jennifer S.; Josephs, Robert A.; Renshon, Jonathan; Gross, James J. (American Psychological Association (APA), 2015)
      Are hormone levels associated with the attainment of social status? Although endogenous testosterone predicts status-seeking social behaviors, research suggests that the stress hormone cortisol may inhibit testosterone’s ...
    • Leadership Is Associated with Lower Levels of Stress 

      Sherman, Gary D.; Lee, J. J.; Cuddy, Amy J. C.; Renshon, Jonathan; Oveis, Christopher; Gross, James J.; Lerner, Jennifer S. (2012-11-02)
      As leaders ascend to more powerful positions in their groups, they face ever-increasing demands. This has given rise to the common perception that leaders have higher stress levels than non-leaders. But if leaders also ...
    • Misery Is Not Miserly 

      Cryder, Cynthia E.; Lerner, Jennifer; Gross, James J.; Dahl, Ronald E. (SAGE Publications, 2008)
      Misery is not miserly: sadness increases the amount of money decision makers give up to acquire a commodity (Lerner, Small, & Loewenstein, 2004). The present research investigated when and why the “misery-is-not-miserly” ...
    • Perceiving Others’ Feelings: The Importance of Personality and Social Structure 

      Sherman, Gary D.; Lerner, Jennifer; Renshon, Jonathan; Ma-Kellams, Christine; Joel, Samantha (SAGE Publications, 2015)
      Recent research has explored the relationship between social hierarchy and empathic accuracy— the ability to accurately infer others’ mental states. In the current research, we tested the hypothesis that, regardless of ...
    • Revisiting the Effects of Anger on Risk-Taking: Empirical and Meta-Analytic Evidence for Differences Between Males and Females 

      Ferrer, Rebecca A.; Maclay, Alexander; Litvak, Paul M.; Lerner, Jennifer (Wiley-Blackwell, 2016)
      That anger elicited in one situation can carry over to drive risky behavior in another situation has been described since the days of Aristotle. The present studies examine the mechanisms through which and the conditions ...
    • Sadness and Consumption 

      Garg, Nitika; Lerner, Jennifer S. (Elsevier, 2012)
      Sadness influences consumption, leading individuals to pay more to acquire new goods and to eat more unhealthy food than they would otherwise. These undesirable consumption effects of sadness can occur without awareness, ...
    • Trust your gut or think carefully? Examining whether an intuitive, versus a systematic, mode of thought produces greater empathic accuracy. 

      Ma-Kellams, Christine; Lerner, Jennifer (American Psychological Association (APA), 2016)
      Cultivating successful personal and professional relationships requires the ability to accurately infer the feelings of others – i.e., to be empathically accurate. Some are better than others at this, which may be explained ...