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

  • INSEAD - Marketing

SCHOLARLY PAPERS

17

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TOTAL CITATIONS
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Top 17,256

in Total Papers Citations

65

Scholarly Papers (17)

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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 1,666 (23,570)
Citation 10

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

2.

Option Attachment: When Deliberating Makes Choosing Feel Like Losing

Downloads 1,271 (35,243)
Citation 16

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 1,271 (34,650)
Citation 16

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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 977 (51,443)
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 571 (104,449)
Citation 8

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5.

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
Geoffrey Tomaino, Hisham Abdulhalim, Pavel Kireyev and Klaus Wertenbroch
INSEAD - Singapore, Technion-Israel Institute of Technology, INSEAD and INSEAD - Marketing
Downloads 552 (108,910)
Citation 1

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

6.

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 460 (136,150)
Citation 2

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

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 420 (151,483)
Citation 1

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

8.

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 235 (282,384)
Citation 4

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

9.

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 234 (282,384)
Citation 1

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authenticity, signaling, impression formation, status, taste

10.

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
Quentin André, Ziv Carmon, Klaus Wertenbroch, Alia Crum, Frank Douglas, William Goldstein, Joel Huber, Leaf Van Boven, Bernd Weber and Haiyang Yang
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 203 (323,591)
Citation 8

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

11.

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 195 (335,870)
Citation 3

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

12.

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 187 (349,037)

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

13.

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 172 (376,146)
Citation 1

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

14.

Why People Post

INSEAD Working Paper No. 2024/38/MKT
Number of pages: 65 Posted: 24 Jun 2024
Felix Jan Nitsch, Klaus Wertenbroch and Hilke Plassmann
INSEAD, INSEAD - Marketing and INSEAD
Downloads 103 (570,390)

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Social Media, Digital Social Status, Content Sharing

15.

Autonomy in Consumer Choice

Forthcoming, Marketing Letters
Number of pages: 18 Posted: 11 Jun 2020
Klaus Wertenbroch
INSEAD - Marketing
Downloads 98 (586,302)
Citation 3

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

16.

A Simple Method for Improving Generalizability in Behavioral Science: Scope Testing with AI-Generated Stimuli (STAGS)

INSEAD Working Paper No. 2025/05/MKT, The Wharton School Research Paper
Number of pages: 21 Posted: 31 Dec 2024 Last Revised: 14 Feb 2025
Geoff Tomaino, Asaf Mazar, Ziv Carmon and Klaus Wertenbroch
University of Florida - Department of Marketing, University of Pennsylvania - The Wharton School, INSEAD and INSEAD - Marketing
Downloads 61 (770,103)

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GenAI, experimental design, representative design, generalizability

17.

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