Klaus Wertenbroch

INSEAD - Marketing

Professor of Marketing and Novartis Chaired Professor of Management and the Environment

1 Ayer Rajah Ave.

Singapore, 138676

Singapore

http://www.insead.edu/faculty-research/faculty/klaus-wertenbroch

SCHOLARLY PAPERS

15

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5,331

SSRN CITATIONS
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Top 16,543

in Total Papers Citations

35

CROSSREF CITATIONS

31

Scholarly Papers (15)

1.

Self-Rationing: Self-Control in Consumer Choice

INSEAD Working Paper No. 2001/63/MKT
Number of pages: 32 Posted: 16 Jan 2002
Klaus Wertenbroch
INSEAD - Marketing
Downloads 1,335 (21,142)
Citation 9

Abstract:

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consumer choice, impulsive behavior, marketing, mental accounting, psychology, rationing, self-control, time inconsistency

Option Attachment: When Deliberating Makes Choosing Feel Like Losing

18. Carmon, Ziv, Klaus Wertenbroch, and Marcel Zeelenberg (2003), “Option Attachment: When Deliberating Makes Choosing Feel like Losing,” Journal of Consumer Research, 30 (June), 15-29.
Number of pages: 48 Posted: 21 May 2003 Last Revised: 18 May 2020
Ziv Carmon, Klaus Wertenbroch and Marcel Zeelenberg
INSEAD, INSEAD - Marketing and Tilburg University - Faculty of Social and Behavioural Sciences
Downloads 1,269 (22,367)
Citation 17

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Behavioral Decision Theory, Endowment Effect, Regret, Prefactual Ownership, Elaboration

Option Attachment: When Deliberating Makes Choosing Feel Like Losing

Posted: 28 Sep 2020
Ziv Carmon, Klaus Wertenbroch and Marcel Zeelenberg
INSEAD, INSEAD - Marketing and Tilburg University - Faculty of Social and Behavioural Sciences

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Behavioral Decision Theory, Endowment Effect, Regret, Prefactual Ownership, Elaboration

3.

Measuring Consumer Willingness to Pay at the Point of Purchase

Journal of Marketing Research, Vol. 39, May 2002
Number of pages: 14 Posted: 20 Nov 2001 Last Revised: 18 Sep 2014
Klaus Wertenbroch and Bernd Skiera
INSEAD - Marketing and Goethe University Frankfurt
Downloads 587 (65,589)
Citation 7

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contingent valuation, incentive compatibility, marketing research, pricing, reservation prices, willingness to pay

4.

Currency Numerosity Effects on the Perceived Value of Transactions

INSEAD Working Paper
Number of pages: 42 Posted: 04 Nov 2002
Dilip Soman, Klaus Wertenbroch and Amitava Chattopadhyay
affiliation not provided to SSRN, INSEAD - Marketing and INSEAD - Marketing
Downloads 479 (84,342)
Citation 7

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5.

Free will, temptation, and self-control: We must believe in free will. We have no choice

Number of pages: 19 Posted: 19 Feb 2008
Klaus Wertenbroch, Joachim Vosgerau and Sabrina Bruyneel
INSEAD - Marketing, Bocconi University and Carnegie Mellon University - David A. Tepper School of Business
Downloads 344 (123,293)
Citation 2

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Research, Theory, Self-control, Behavior, IT, Experience, philosophy, Economics, Problems, Strategy

6.

Denied by an (Unexplainable) Algorithm: Teleological Explanations for Algorithmic Decisions Enhance Customer Satisfaction

INSEAD Working Paper No. 2022/07/MKT
Number of pages: 73 Posted: 02 Sep 2020 Last Revised: 06 Feb 2022
INSEAD - Singapore, Ben Gurion University, INSEAD and INSEAD - Marketing
Downloads 330 (129,401)
Citation 1

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Algorithms, Customer Relations, Digital Interactions, Explanations, Mitigation, XAI

7.

From the Editor: A Manifesto for Research on Automation in Marketing and Consumer Behavior

appeared as Wertenbroch, Klaus (2019), “From the Editor: A Manifesto for Research on Automation in Marketing and Consumer Behavior,” Journal of Marketing Behavior, 4 (1), 1-10.
Number of pages: 12 Posted: 18 Jun 2020
Klaus Wertenbroch
INSEAD - Marketing
Downloads 236 (181,077)
Citation 1

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autonomy, equality of opportunity, marketing automation, personalization, price discrimination

8.

Consumer (Mis)Behavior and Public Policy Intervention

Mizik, Natalie and Dominique M. Hanssens (eds.), Handbook of Marketing Analytics: Methods and Applications in Marketing Management, Public Policy, and Litigation Support, Forthcoming, INSEAD Working Paper No. 2017/14/MKT
Number of pages: 21 Posted: 13 Feb 2017
Klaus Wertenbroch
INSEAD - Marketing
Downloads 150 (269,884)

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Behavioral Economics, Consumer Protection, Nudging, Policy Intervention, Precommitment, Revealed Preferences, Self-control

9.

Consumer Choice and Autonomy in the Age of Artificial Intelligence and Big Data

Customer Needs and Solutions, Forthcoming , INSEAD Working Paper , Johns Hopkins Carey Business School Research Paper No. 18-03
Number of pages: 10 Posted: 07 Feb 2018
Erasmus University, Rotterdam School of Management, INSEAD, INSEAD - Marketing, Stanford University, Analysis Group, Inc., University of Chicago - Department of Psychology, Duke University - Fuqua School of Business, University of Colorado Boulder, University of Bonn and Johns Hopkins University - Carey Business School
Downloads 145 (277,338)
Citation 5

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Artificial Intelligence, Automation, Consumer Autonomy, Big Data, Consumer Choice, Micro-Targeting

10.

Performance Pay or Redistribution? Cultural Differences in Just-World Beliefs and Preferences for Wage Inequality

INSEAD Working Paper No. 2015/10/MKT/OBH/ACGRE
Number of pages: 45 Posted: 04 Feb 2015
Douglas H. Frank, Klaus Wertenbroch and William Maddux
The Catholic University of America, INSEAD - Marketing and INSEAD - Organisational Behavior
Downloads 143 (280,361)
Citation 2

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Culture, Compensation Systems, Incentives, Income Inequality, Just-World Beliefs

11.

Too Good to Be True? Imperfection as a Costly Signal of Authenticity

INSEAD Working Paper No. 2018/35/MKT
Number of pages: 64 Posted: 23 Aug 2018 Last Revised: 18 Jul 2019
Amit Bhattacharjee, Alixandra Barasch and Klaus Wertenbroch
Erasmus University Rotterdam, INSEAD and INSEAD - Marketing
Downloads 112 (335,818)

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authenticity, signaling, impression formation, status, taste

12.

Precommitment-based Pricing

INSEAD Working Paper No. 2021/34/MKT
Number of pages: 57 Posted: 08 Jul 2021 Last Revised: 21 Jul 2021
Katja Berger, Christina Schamp, Mark Heitmann and Klaus Wertenbroch
affiliation not provided to SSRN, WU Vienna University of Economics and Business, University of Hamburg and INSEAD - Marketing
Downloads 89 (392,452)

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precommitment-based pricing, service marketing, customer acquisition, goal achievement, customer retention

13.

Intransitivity of Consumer Preferences for Privacy

INSEAD Working Paper No. 2021/50/MKT
Number of pages: 58 Posted: 13 Sep 2021
Geoffrey Tomaino, Klaus Wertenbroch and Daniel J. Walters
INSEAD - Singapore, INSEAD - Marketing and INSEAD
Downloads 60 (483,055)

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Compatibility Principle, Marketing Automation, Preference Transitivity, Privacy Preferences, Procedure Invariance

14.

Autonomy in Consumer Choice

Forthcoming, Marketing Letters
Number of pages: 18 Posted: 11 Jun 2020
Klaus Wertenbroch
INSEAD - Marketing
Downloads 52 (515,424)
Citation 1

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Autonomy, free will, self-determination consumer choice, marketing automation

15.

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

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