Browsing HBS Scholarly Articles by Author "Ariely, Dan"

Now showing items 1-8 of 8

    • Bolstering and Restoring Feelings of Competence via the IKEA Effect 

      Mochon, Daniel; Norton, Michael Irwin; Ariely, Dan (2012)
      We examine the underlying process behind the IKEA effect, which is defined as consumers' willingness to pay more for self-created products than for identical products made by others, and explore the factors that influence ...

    • Contingent Match Incentives Increase Donations 

      Anik, Lalin; Norton, Michael Irwin; Ariely, Dan (2014-07-23)
      We propose a new means by which non-profits can induce donors to give today and commit to giving in the future: contingent match incentives, in which matching is made contingent on the percentage of others who give (e.g., ...

    • The Dark Side of Creativity: Original Thinkers Can Be More Dishonest 

      Gino, Francesca; Ariely, Dan (American Psychological Association, 2012)
      Creativity is a common aspiration for individuals, organizations, and societies. Here, however, we test whether creativity increases dishonesty. We propose that a creative personality and a creative mindset promote ...

    • The IKEA effect: When labor leads to love 

      Norton, Michael Irwin; Mochon, Daniel; Ariely, Dan (Elsevier BV, 2012)
      In four studies in which consumers assembled IKEA boxes, folded origami, and built sets of Legos, we demonstrate and investigate boundary conditions for the IKEA effect—the increase in valuation of self-made products. ...

    • The Not-So-Common-Wealth of Australia: Evidence for a Cross-Cultural Desire for a More Equal Distribution of Wealth 

      Norton, Michael Irwin; Neal, David T.; Govan, Cassandra L.; Ariely, Dan; Holland, Elise (2014)
      Recent evidence suggests that Americans underestimate wealth inequality in the United States and favor a more equal wealth distribution (Norton & Ariely, 2011). Does this pattern reflect ideological dynamics unique to the ...

    • Self-serving Altruism? The Lure of Unethical Actions That Benefit Others 

      Gino, Francesca; Ayal, Shahar; Ariely, Dan (Elsevier, 2013-09-03)
      In three experiments, we propose and find that individuals cheat more when others can benefit from their cheating and when the number of beneficiaries of wrongdoing increases. Our results indicate that people use moral ...

    • Self-Serving Altruism? When Unethical Actions That Benefit Others Do Not Trigger Guilt 

      Gino, Francesca; Ayal, Shahar; Ariely, Dan (2012-09-12)
      In three experiments, we examine whether individuals cheat more when other individuals can benefit from their cheating (they do) and when the number of beneficiaries of wrongdoing is larger (they do). Our results indicate ...

    • The Slow Decay and Quick Revival of Self-deception 

      Chance, Zoe; Gino, Francesca; Norton, Michael Irwin; Ariely, Dan (Frontiers Research Foundation, 2015)
      People demonstrate an impressive ability to self-deceive, distorting misbehavior to reflect positively on themselves—for example, by cheating on a test and believing that their inflated performance reflects their true ...