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Dan Ariely

Duke University - Fuqua School of Business

James B Duke Professor of Psychology and Behavioral Economics

Box 90120

Durham, NC 27708-0120

United States

  • Duke University - Fuqua School of Business

    • Email
    • Tel: (919) 381-4366
SCHOLARLY PAPERS

44

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286

Scholarly Papers (44)

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1.

The Dishonesty of Honest People: A Theory of Self-Concept Maintenance

Journal of Marketing Research, Vol. 45, No. 6, pp. 633-644, 2008
Number of pages: 48 Posted: 12 Apr 2007 Last Revised: 08 Apr 2011
Nina Mazar, On Amir and Dan Ariely
Boston University - Questrom School of Business, University of California, San Diego (UCSD) - Rady School of Management and Duke University - Fuqua School of Business
Downloads 24,512 (75)
Citation 52

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Honesty, Self concept, Cost - Benefit

2.

The 'IKEA Effect': When Labor Leads to Love

Harvard Business School Marketing Unit Working Paper No. 11-091
Number of pages: 34 Posted: 04 Mar 2011
Michael I. Norton, Daniel Mochon and Dan Ariely
Harvard Business School - Marketing Unit, Tulane University - A.B. Freeman School of Business and Duke University - Fuqua School of Business
Downloads 17,133 (137)
Citation 3

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3.

What Makes You Click? Mate Preferences and Matching Outcomes in Online Dating

MIT Sloan Research Paper No. 4603-06
Number of pages: 63 Posted: 11 Apr 2006
Günter J. Hitsch, Ali Hortacsu and Dan Ariely
University of Chicago - Booth School of Business, University of Chicago - Department of Economics and Duke University - Fuqua School of Business
Downloads 6,857 (766)
Citation 10

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4.

Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially

Downloads 5,123 ( 1,273)
Citation 44

Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially

American Economic Review, Vol. 99, No. 1, pp. 544-555, 2009
Number of pages: 12 Posted: 31 Oct 2011
Dan Ariely, Anat Bracha and Stephan Meier
Duke University - Fuqua School of Business, The Federal Reserve Bank of Boston and Federal Reserve Bank of Boston
Downloads 3,226 (2,816)
Citation 44

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Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially

IZA Discussion Paper No. 2968, FRB of Boston Working Paper No. 07-9
Number of pages: 34 Posted: 29 Aug 2007
Dan Ariely, Anat Bracha and Stephan Meier
Duke University - Fuqua School of Business, The Federal Reserve Bank of Boston and Federal Reserve Bank of Boston
Downloads 1,897 (6,944)
Citation 44

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prosocial behavior, extrinsic incentives, image motivation, experiments

5.

Coherent Arbitrariness: Duration-Sensitive Pricing of Hedonic Stimuli Around an Arbitrary Anchor

Number of pages: 39 Posted: 21 Sep 2000
Dan Ariely, George Loewenstein and Drazen Prelec
Duke University - Fuqua School of Business, Carnegie Mellon University - Department of Social and Decision Sciences and MIT Sloan
Downloads 4,053 (1,927)
Citation 1

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6.

The (True) Legacy of Two Really Existing Economic Systems

Munich Discussion Paper No. 2014-26
Number of pages: 26 Posted: 22 Jun 2014 Last Revised: 30 Apr 2015
Dan Ariely, Ximena Garcia-Rada, Lars Hornuf and Heather Mann
Duke University - Fuqua School of Business, Duke University, University of Bremen - Faculty of Business Studies and Economics and Duke University - Fuqua School of Business
Downloads 3,686 (2,274)

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experimental economics, cheating, cross-culture study

7.

Matching and Sorting in Online Dating

Number of pages: 48 Posted: 30 Mar 2008
Günter J. Hitsch, Ali Hortacsu and Dan Ariely
University of Chicago - Booth School of Business, University of Chicago - Department of Economics and Duke University - Fuqua School of Business
Downloads 1,577 (9,675)
Citation 22

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matching, market design, Gale-Shapley, marriage, sorting

8.

In Search of Homo Economicus: Preference Consistency, Emotions, and Cognition

Downloads 1,499 ( 10,497)
Citation 10

In Search of Homo Economicus: Preference Consistency, Emotions, and Cognition

Number of pages: 41 Posted: 23 Aug 2006
Leonard Lee, On Amir and Dan Ariely
Columbia Business School - Marketing, University of California, San Diego (UCSD) - Rady School of Management and Duke University - Fuqua School of Business
Downloads 1,321 (12,647)
Citation 4

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Transitivity, Emotion, Cognition, Preferences, Rationality

In Search of Homo Economicus: Cognitive Noise and the Role of Emotion in Preference Consistency

Journal of Consumer Research, No. 36, No. 2, pp. 173-187, 2009
Number of pages: 15 Posted: 16 Nov 2011
Leonard Lee, On Amir and Dan Ariely
Columbia Business School - Marketing, University of California, San Diego (UCSD) - Rady School of Management and Duke University - Fuqua School of Business
Downloads 178 (156,195)
Citation 10

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9.

Improving Online Dating with Virtual Dates

HBS Marketing Research Paper No. 06-058
Number of pages: 27 Posted: 17 Nov 2006
Jeana Frost, Michael I. Norton and Dan Ariely
Boston University, Harvard Business School - Marketing Unit and Duke University - Fuqua School of Business
Downloads 941 (21,566)

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Online dating, computer-mediated communication, decision making, expectations, information, uncertainty

10.

Dishonesty in Everyday Life and its Policy Implications

Journal of Public Policy and Marketing, Vol. 25, No. 1, pp. 117-126, 2006, FRB of Boston Working Paper No. 06-3
Number of pages: 41 Posted: 04 Mar 2006 Last Revised: 06 Aug 2009
Nina Mazar and Dan Ariely
Boston University - Questrom School of Business and Duke University - Fuqua School of Business
Downloads 867 (24,260)
Citation 8

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performance-based incentives

11.

Winning the Battle But Losing the War: The Psychology of Debt Management

Journal of Marketing Research, Forthcoming
Number of pages: 40 Posted: 13 Feb 2011 Last Revised: 01 Jun 2011
Moty Amar, Dan Ariely, Shahar Ayal, Cynthia Cryder and Scott Rick
Ono Academic College, Duke University - Fuqua School of Business, Duke University, Washington University in St. Louis - John M. Olin Business School and University of Michigan, Stephen M. Ross School of Business
Downloads 815 (26,559)
Citation 1

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Financial Decision Making, Debt Repayment, Debt Consolidation, Subgoals, Credit Cards

12.

Wine Online: Search Costs and Competition on Price, Quality, and Distribution

MIT Sloan Working Paper No. 4191-01
Number of pages: 44 Posted: 16 Nov 2001
Dan Ariely and John G. Lynch
Duke University - Fuqua School of Business and University of Colorado-Boulder, Leeds School of Business - Center for Research on Consumer Financial Decision Making
Downloads 753 (29,598)
Citation 49

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13.

When Rational Sellers Face Non-Rational Buyers: Evidence from Herding on Ebay

Number of pages: 32 Posted: 18 May 2005
Uri Simonsohn and Dan Ariely
Ramon Llull University - ESADE Business School and Duke University - Fuqua School of Business
Downloads 695 (32,998)
Citation 9

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Auctions, herding, behavioral economics, misattribution, biases

14.

If I'm Not Hot, are You Hot or Not? Physical Attractiveness Evaluations and Dating Preferences as a Function of Own Attractiveness

Number of pages: 29 Posted: 16 Nov 2007
Leonard Lee, George Loewenstein, Dan Ariely, James Hong and Jim Young
Columbia Business School - Marketing, Carnegie Mellon University - Department of Social and Decision Sciences, Duke University - Fuqua School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 638 (37,046)

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Dating Preferences, Hedonic Adaptation, Prospect Theory, Attractiveness

15.

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

Harvard Business School NOM Unit Working Paper No. 11-064
Number of pages: 47 Posted: 12 Jan 2011
Francesca Gino and Dan Ariely
Harvard Business School and Duke University - Fuqua School of Business
Downloads 611 (39,231)
Citation 1

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creativity, creative thinking, dishonesty, intelligence, unethical behavior

16.

Tom Sawyer and the Construction of Value

FRB of Boston Working Paper No. 05-10
Number of pages: 21 Posted: 11 Aug 2005
Dan Ariely, George Loewenstein and Drazen Prelec
Duke University - Fuqua School of Business, Carnegie Mellon University - Department of Social and Decision Sciences and MIT Sloan
Downloads 536 (46,478)
Citation 13

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Preferences, preference uncertainty, coherent arbitrariness

17.

The Dissociation between Monetary Assessments and Predicted Utility

Number of pages: 28 Posted: 24 Jul 2006
On Amir, Dan Ariely and Ziv Carmon
University of California, San Diego (UCSD) - Rady School of Management, Duke University - Fuqua School of Business and INSEAD
Downloads 525 (47,719)
Citation 2

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Decision-Making, Buyer Behavior, Market Research

18.

How Small is Zero Price? The True Value of Free Products

FRB of Boston Working Paper No. 06-16
Number of pages: 44 Posted: 14 Dec 2006
Dan Ariely and Kristina Shampan'er
Duke University - Fuqua School of Business and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 521 (48,222)
Citation 2

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19.

Decisions by Rules: The Case of Unwillingness to Pay for Beneficial Delays

Number of pages: 32 Posted: 23 Jan 2006
On Amir and Dan Ariely
University of California, San Diego (UCSD) - Rady School of Management and Duke University - Fuqua School of Business
Downloads 518 (48,591)
Citation 9

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Decision making, rules, intertemporal choice

20.

The Tree of Experience in the Forest of Information: Overweighing Experienced Relative to Observed Information

Number of pages: 52 Posted: 30 Mar 2004
Uri Simonsohn, Niklas Karlsson, George Loewenstein and Dan Ariely
Ramon Llull University - ESADE Business School, Goteborg University, Faculty of Social Sciences, Department of Psychology, Carnegie Mellon University - Department of Social and Decision Sciences and Duke University - Fuqua School of Business
Downloads 477 (53,949)
Citation 4

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Games, behavioral economics, psychology, experimental economics, learning

21.

An Experimental Analysis of Ending Rules in Internet Auctions

CESifo Working Paper Series No. 987; Harvard NOM Working Paper No. 03-42; MIT Sloan Working Paper No. 4419-03
Number of pages: 41 Posted: 21 Aug 2003
Dan Ariely, Axel Ockenfels and Alvin E. Roth
Duke University - Fuqua School of Business, University of Cologne - Department of Economics and HBS Negotiations, Organizations and Markets Unit
Downloads 471 (54,806)
Citation 25

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22.

Financial Deprivation Selectively Shifts Moral Standards and Compromises Moral Decisions

Organizational Behavior and Human Decision Processes, September 2013, Rotman School of Management Working Paper No. 2325954
Number of pages: 57 Posted: 16 Sep 2013
Eesha Sharma, Nina Mazar, Adam Alter and Dan Ariely
Dartmouth College, Boston University - Questrom School of Business, New York University (NYU) - Department of Marketing and Duke University - Fuqua School of Business
Downloads 447 (58,445)

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ethics, fairness, morality, dishonesty, cheating, lying, scarcity, judgment and decision making

23.

The Enduring Impact of Transient Emotions on Decision Making

Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 34 Posted: 18 Feb 2009 Last Revised: 01 Oct 2009
Eduardo B. Andrade and Dan Ariely
FGV/EBAPE and Duke University - Fuqua School of Business
Downloads 390 (68,843)
Citation 5

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emotion, mood, affect, feelings, decision making, negotiation, ultimatum game

24.

Resting on Laurels: The Effects of Discrete Progress Markers as Subgoals on Task Performance and Preferences

Number of pages: 51 Posted: 12 Dec 2006 Last Revised: 06 May 2008
On Amir and Dan Ariely
University of California, San Diego (UCSD) - Rady School of Management and Duke University - Fuqua School of Business
Downloads 285 (98,299)
Citation 4

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progress information, effort, uncertainty, task partitioning, goals

25.

True Context-Dependent Preferences? The Causes of Market-Dependent Valuations

Mazar, Nina, Botond Koszegi, and Dan Ariely (2013): True Context-Dependent Preferences? The Causes of Market-Dependent Valuations, Journal of Behavioral Decision Making, Forthcoming
Number of pages: 39 Posted: 27 Aug 2010 Last Revised: 15 Sep 2013
Nina Mazar, Botond Koszegi and Dan Ariely
Boston University - Questrom School of Business, Central European University (CEU) - Department of Economics and Duke University - Fuqua School of Business
Downloads 255 (110,536)

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stable preferences, context-dependent preferences, biases, demand, supply, welfare analysis, consumer surplus

26.

How to Help the Poor to Save a Bit: Evidence from a Field Experiment in Kenya

IZA Discussion Paper No. 10024
Number of pages: 34 Posted: 07 Jul 2016
Merve Akbaş, Dan Ariely, David A. Robalino and Michael Weber
Duke University - Department of Economics, Duke University - Fuqua School of Business, World Bank and World Bank - Social Protection Unit (HDNSP)
Downloads 249 (113,279)

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savings, field experiment, behavioral economics

27.

When Is Inequality Fair? An Experiment on the Effect of Procedural Justice and Agency

Number of pages: 44 Posted: 01 Aug 2014 Last Revised: 09 Mar 2016
Merve Akbaş, Dan Ariely and Sevgi Yuksel
Duke University - Department of Economics, Duke University - Fuqua School of Business and UC Santa Barbara
Downloads 234 (120,631)

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fairness, justice, inequality, redistribution, agency, risk

28.

Hedonic Versus Informational Evaluations: Task Dependent Preferences for Sequences of Outcomes

Journal of Behavioral Decision Making, Vol. 19, pp. 191-211, 2006
Number of pages: 21 Posted: 17 Jul 2006
Gal Zauberman, Kristin Diehl and Dan Ariely
University of Pennsylvania - Marketing Department, University of Southern California - Marshall School of Business and Duke University - Fuqua School of Business
Downloads 171 (161,813)
Citation 3

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Order Effects, Hedonic Evaluation, Sequences, Time

29.

The Persuasive Appeal of Stigma

HBS Marketing Research Paper No. 07-013
Number of pages: 53 Posted: 28 Jun 2007
Elizabeth W. Dunn, Dana Rose Carney, Michael I. Norton and Dan Ariely
University of British Columbia - Department of Psychology, University of California, Berkeley - Haas School of Business, Harvard Business School - Marketing Unit and Duke University - Fuqua School of Business
Downloads 146 (185,108)

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30.

Risk Preferences and Aging: The 'Certainty Effect' in Older Adults’ Decision Making

Mather, Mara, Nina Mazar, Marissa A. Gorlick, Nichole R. Lighthall, Jessica Burgeno, Andrej Schoeke, and Dan Ariely (2012): Risk Preferences and Aging: The “Certainty Effect” in Older Adults’ Decision Making, Psychology and Aging, 27 (4), 801-816.
Number of pages: 61 Posted: 13 May 2012 Last Revised: 20 May 2013
Mara Mather, Nina Mazar, Marissa Gorlick, Nichole Lighthall, Jessica Burgeno, Andrej Schoeke and Dan Ariely
University of Southern California, Boston University - Questrom School of Business, University of Texas at Austin, University of Southern California, University of Southern California - Davis School of Gerontology, University of Southern California - Davis School of Gerontology and Duke University - Fuqua School of Business
Downloads 86 (271,153)

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Certainty Effect, Risk Seeking, Risk Aversion, Older Adults, Young Adults, Emotions, Affect

31.

When Retailing and Las Vegas Meet: Probabilistic Free Price Promotions

Management Science, Forthcoming, Rotman School of Management Working Paper No. 2636093
Number of pages: 18 Posted: 27 Jul 2015 Last Revised: 10 Mar 2016
Nina Mazar, Kristina Shampanier and Dan Ariely
Boston University - Questrom School of Business, The Analysis Group and Duke University - Fuqua School of Business
Downloads 82 (279,204)

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discount, marketing, pricing, judgment and decision making, consumer behavior, perception, gamble, uncertainty, prospect theory, probability weighting, value, Weber-Fechner

32.

Agents to the Rescue?

Marketing Letters, Vol. 10, No. 3, 285-300
Posted: 18 Jun 2009
Patricia M. West, Dan Ariely, Steven Bellman, Eric Bradlow, Joel C. Huber, Eric J. Johnson, Barbara E. Kahn, John Little and David Schkade
Ohio State University (OSU) - Department of Marketing and Logistics, Duke University - Fuqua School of Business, Murdoch University, University of Pennsylvania - Marketing Department, Duke University - Fuqua School of Business, Columbia Business School - Marketing, University of Pennsylvania - Marketing Department, Massachusetts Institute of Technology (MIT) and University of California, San Diego
Downloads 64 (320,914)
Citation 9

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agents, e-commerce, consumer choice

33.

Public and Private Values

FRB of Boston Working Paper No. 10-5
Number of pages: 9 Posted: 02 Jul 2010
Dan Ariely, Anat Bracha and Jean-Paul L'Huillier
Duke University - Fuqua School of Business, The Federal Reserve Bank of Boston and Massachusetts Institute of Technology (MIT)
Downloads 59 (334,285)

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34.

Preference Exploration and Learning: The Role of Intensiveness and Extensiveness of Experience

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Preference Exploration and Learning: The Role of Intensiveness and Extensiveness of Experience

ADVANCES IN CONSUMER RESEARCH, Vol. 34, pp. 692-695, Gavan Fitzsimons, Vicki Morwitz, eds., Duluth, MN: Association for Consumer Research, 2010
Posted: 04 Aug 2011
Steve Hoeffler, Dan Ariely, Patricia M. West and Rod Duclos
Vanderbilt University - Marketing, Duke University - Fuqua School of Business, Ohio State University (OSU) - Department of Marketing and Logistics and Hong Kong University of Science & Technology (HKUST)

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Preference Exploration and Learning: The Role of Intensiveness and Extensiveness of Experience

Advances in Consumer Research - North American Conference Proceedings; 2007, Vol. 34, pp. 693-694
Posted: 04 Dec 2012
Steve Hoeffler, Dan Ariely, Patricia M. West and Rod Duclos
Vanderbilt University - Marketing, Duke University - Fuqua School of Business, Ohio State University (OSU) - Department of Marketing and Logistics and Hong Kong University of Science & Technology (HKUST)

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consumers preferences, abstracts

35.

If You are Going to Pay within the Next 24 Hours, Press 1: Automatic Planning Prompt Reduces Credit Card Delinquency

Journal of Consumer Psychology, Forthcoming
Number of pages: 41 Posted: 19 Jan 2018
Nina Mazar, Daniel Mochon and Dan Ariely
Boston University - Questrom School of Business, Tulane University - A.B. Freeman School of Business and Duke University - Fuqua School of Business
Downloads 31 (430,547)

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Implementation intentions, commitment, goals, financial decision making, RCT

36.

Path Dependent Preferences: The Role of Early Experience and Biased Search in Preference Development

Organizational Behavior & Human Decision Processes; Vol. 101, Issue 2, pp. 215-229, November 2006
Posted: 04 Dec 2012
Steve Hoeffler, Dan Ariely and Patricia M. West
Vanderbilt University - Marketing, Duke University - Fuqua School of Business and Ohio State University (OSU) - Department of Marketing and Logistics

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consumers' preferences, coonsumer behavior, organizational behavior, decision making, preferences (Philosophy), choice (Psychology)

37.

Choosing Among Employer Sponsored Health Plans: What Drives Employee Choices?

Journal of Occupational and Environmental Medicine, Forthcoming
Posted: 26 Oct 2012
Janet Schwartz, Nortin M Hadler, Dan Ariely, Joel C. Huber and Thomas Emerick
Tulane University - A.B. Freeman School of Business, School of Medicine, University of North Carolina at Chapel Hill, Duke University - Fuqua School of Business, Duke University - Fuqua School of Business and Emerick Consulting LLC

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Health insurance, open enrollment, conjoint analysis

38.

Signing at the Beginning Makes Ethics Salient and Decreases Dishonest Self-Reports in Comparison to Signing at the End

Shu, Lisa L., Nina Mazar, Francesca Gino, Dan Ariely, and Max H. Bazerman (2012), Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end, Proceedings of the National Academy of Sciences, 109 (38), 15197-15200.
Posted: 30 Aug 2012 Last Revised: 28 May 2013
Lisa L. Shu, Nina Mazar, Francesca Gino, Dan Ariely and Max H. Bazerman
Harvard Business School, Boston University - Questrom School of Business, Harvard Business School, Duke University - Fuqua School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit

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ethics, signature, honesty, cheating, morality, nudge, policy-making, fraud

39.

Constructing Stable Preferences: A Look into Dimensions of Experience and Their Impact on Preference Stability

Journal of Consumer Psychology, Vol. 8, No. 2, pp. 113-139, 1999
Posted: 16 Aug 2011 Last Revised: 20 Nov 2012
Steve Hoeffler and Dan Ariely
Vanderbilt University - Marketing and Duke University - Fuqua School of Business

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consumer behavior, consumers' preferences, economics, conjoint analysis (marketing), economic trends, brand choice, research, decision making, consumer research college students-psychology, education, experience

40.

Path Dependent Preferences: The Role of Initial Experience and Biased Search in Preference Discovery

Elsevier, Organizational Behavior and Human Decision Processes, Vol. 101, No. 2, pp. 215-229, November 2006
Posted: 04 Aug 2011
Steve Hoeffler, Patricia M. West and Dan Ariely
Vanderbilt University - Marketing, Ohio State University (OSU) - Department of Marketing and Logistics and Duke University - Fuqua School of Business

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Preference learning, Anchoring

41.

Money, Time, and the Stability of Consumer Preferences

Journal of Marketing Research, Vol. 52, No. 2, 2015
Posted: 26 Jan 2010 Last Revised: 31 Mar 2015
Leonard Lee, Michelle Lee, Marco Bertini, Gal Zauberman and Dan Ariely
Columbia Business School - Marketing, Singapore Management University - Lee Kong Chian School of Business, ESADE - Ramon Llull University, University of Pennsylvania - Marketing Department and Duke University - Fuqua School of Business

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Money versus time, dual-process models, affect, consumer choice, preference consistency

42.

The Impact of Add-On Features on Consumer Product Evaluations

Journal of Consumer Research, Vol. 36, No. 1, 2009
Posted: 14 Oct 2009 Last Revised: 25 Jun 2010
Marco Bertini, Elie Ofek and Dan Ariely
ESADE - Ramon Llull University, Harvard Business School - Marketing Unit and Duke University - Fuqua School of Business

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Add-Ons, product design, consumer inference, structural alignment, price discrimination

43.

Learning by Collaborative and Individual-Based Recommendation Agents

Forthcoming in Journal of Consumer Psychology
Posted: 11 Nov 2002
Dan Ariely, John G. Lynch and Manuel Aparicio IV
Duke University - Fuqua School of Business, University of Colorado-Boulder, Leeds School of Business - Center for Research on Consumer Financial Decision Making and Saffron Technology, Inc.

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44.

Procrastination, Deadlines, and Performance: Self-Control by Precommitment

Psychological Science, May 2002
Posted: 07 Dec 2001
Dan Ariely and Klaus Wertenbroch
Duke University - Fuqua School of Business and INSEAD - Marketing

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Procrastination, Self-control, Intertemporal Choice