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Gratitude: A Tool for Reducing Economic Impatience
(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 ...
Sadness and Consumption
(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, ...
Individual Differences in Need for Cognition and Decision-Making Competence among Leaders
(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 Disgust-Promotes-Disposal Effect
(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 ...
Disgust Promotes Disposal: Souring the Status Quo
(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 Interaction of Testosterone and Cortisol Is Associated With Attained Status in Male Executives.
(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 ...
Trust your gut or think carefully? Examining whether an intuitive, versus a systematic, mode of thought produces greater empathic accuracy.
(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 ...
Perceiving Others’ Feelings: The Importance of Personality and Social Structure
(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 ...
Misery Is Not Miserly
(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” ...
Feelings and Consumer Decision Making: Extending the Appraisal-Tendency Framework
(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, ...