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Alice M. Isen's
Scholarly Papers
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Downloads
800 |
Total
Citations
8 |
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1.
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Benjamin E. Hermalin
University of California, Berkeley Alice M. Isen
Cornell University - Samuel Curtis Johnson Graduate School of Management
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11 Jan 00
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04 Dec 03
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773
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9
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Abstract:
The standard economic model of decision making assumes a decision maker makes her choices to maximize her utility or happiness. Her current emotional state is not explicitly considered. Yet there is a large psychological literature that shows that current emotional state, in particular positive affect, has a significant effect on decision making. This paper offers a way to incorporate this insight from psychology into economic modeling. Moreover, this paper shows that this simple insight can parsimoniously explain a wide variety of behaviors.
Affect, morale, emotion.
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2.
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Alice M. Isen
Cornell University - Samuel Curtis Johnson Graduate School of Management Guergana P. Spassova
affiliation not provided to SSRN
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07 Jul 09
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07 Jul 09
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Abstract:
Results from two studies show that positive affect reduces the negative consequences of choice overload on the consumer choice experience and on satisfaction with the chosen option. In study 1, these effects were observed in an on-line consumer choice setting. Study 2 was conducted in the presence of the actual products and extended these results to measures of post-sampling satisfaction and consideration set for purchase.
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