Eric J. Johnson

Columbia University - Columbia Business School, Marketing

Norman Eig Professor of Business and Director, Center for the Decision Sciences

New York, NY 10027

United States

  • Columbia University - Columbia Business School, Marketing

SCHOLARLY PAPERS

65

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Scholarly Papers (65)

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1.

Do Defaults Save Lives?

Science, Vol. 302, pp. 1338-1339, 2003
Number of pages: 2 Posted: 09 Jan 2009
Eric J. Johnson and Daniel G. Goldstein
Columbia University - Columbia Business School, Marketing and Microsoft Research New York City
Downloads 30,058 (101)
Citation 36

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organ donors, donation of organs, donation of tissues, transplantation

2.

Consumer Buying Behavior on the Internet: Findings from Panel Data

Journal of Interactive Marketing, Vol. 14, No. 1, pp. 15-29, 2000
Number of pages: 15 Posted: 08 Jan 2009
Gerald Lohse, Steven Bellman and Eric J. Johnson
Accenture Corporation, Murdoch University and Columbia University - Columbia Business School, Marketing
Downloads 9,334 (861)
Citation 15

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consumer behavior, electronic commerce, consumers' attitudes

3.

Individual-Level Loss Aversion in Riskless and Risky Choices

IZA Discussion Paper No. 2961
Number of pages: 25 Posted: 29 Aug 2007 Last Revised: 10 Aug 2022
Simon Gaechter, Eric J. Johnson and Andreas Herrmann
University of Nottingham, Columbia University - Columbia Business School, Marketing and University of St. Gallen - MCM Institute
Downloads 2,009 (11,487)
Citation 24

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field experiments, endowment effect, loss aversion

4.

Gambling with the House Money and Trying to Break Even: The Effects of Prior Outcomes on Risky Choice

Management Science, Vol. 36, No. 6, pp. 643-660, 1990
Posted: 29 Jun 2009
Richard H. Thaler and Eric J. Johnson
University of Chicago - Booth School of Business and Columbia University - Columbia Business School, Marketing
Downloads 1,991 (11,638)
Citation 67

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decision making, prospect theory, sunk costs, mental accounting

5.

Predictors of Online Buying Behavior

Communications of the ACM, Vol. 42, pp. 32-48
Number of pages: 7 Posted: 18 Jun 2009
Steven Bellman, Gerald Lohse and Eric J. Johnson
Murdoch University, Accenture Corporation and Columbia University - Columbia Business School, Marketing
Downloads 1,961 (11,914)
Citation 6

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6.

Measuring Consumer Risk-Return Tradeoffs

Number of pages: 38 Posted: 13 Oct 2005
Daniel G. Goldstein, Eric J. Johnson and William F. Sharpe
Microsoft Research New York City, Columbia University - Columbia Business School, Marketing and Stanford University - Graduate School of Business
Downloads 1,606 (16,279)
Citation 7

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marketing research tools, consumer behavior, decision-making, parameter estimation, measurement, segmentation, risk, utility, uncertainty

7.

Exploring the Nature of Loss Aversion

IZA Discussion Paper No. 2015
Number of pages: 47 Posted: 21 Mar 2006
Eric J. Johnson, Simon Gaechter and Andreas Herrmann
Columbia University - Columbia Business School, Marketing, University of Nottingham and University of St. Gallen - MCM Institute
Downloads 1,337 (21,466)

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loss aversion, consumer choice, reference-dependent preferences

8.

Mindful Judgment and Decision Making

Downloads 1,282 ( 22,881)

Mindful Judgment and Decision Making

Annual Review of Psychology, Vol. 60, p. 53, 2009, Columbia Business School Research Paper
Number of pages: 36 Posted: 09 Nov 2011
Elke U. Weber and Eric J. Johnson
Princeton University - Department of Psychology and Columbia University - Columbia Business School, Marketing
Downloads 1,282 (22,486)
Citation 8

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choice, preference, inference, cognition, emotion, attention, memory, learning, process models

Mindful Judgment and Decision Making

Annual Review of Psychology, Vol. 60, November 2008
Posted: 21 Nov 2008
Elke U. Weber and Eric J. Johnson
Princeton University - Department of Psychology and Columbia University - Columbia Business School, Marketing

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9.

Defaults and Donation Decisions

Transplantation, Vol. 78, No. 12, pp. 1713-1716
Number of pages: 4 Posted: 07 Jan 2009
Eric J. Johnson and Daniel G. Goldstein
Columbia University - Columbia Business School, Marketing and Microsoft Research New York City
Downloads 1,164 (26,327)
Citation 4

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Organ donation, Decision, Defaults, Policy

10.

Beyond Nudges: Tools of a Choice Architecture

Marketing Letters (2012) Vol 23: pp 487–504, University of Alberta School of Business Research Paper No. 2013-739, Columbia Business School Research Paper No. 13-61
Number of pages: 18 Posted: 13 Jul 2013
Eric J. Johnson, Suzzane Shu, Benedict G. C. Dellaert, Craig R. Fox, Daniel G. Goldstein, Gerald Haeubl, Richard P. Larrick, John W. Payne, Ellen Peters, David Schkade, Brian Wansink and Elke U. Weber
Columbia University - Columbia Business School, Marketing, University of California, Los Angeles (UCLA), Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), University of California, Los Angeles (UCLA) - Anderson School of Management, Microsoft Research New York City, Independent, Duke University - Fuqua School of Business, Duke University - Marketing, Ohio State University - Psychology Department, University of California, San Diego, Cornell University and Princeton University - Department of Psychology
Downloads 1,141 (27,058)
Citation 15

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Choice architecture, Decision support, Options and alternatives, Describing attributes

11.

Framing, Probability Distortions, and Insurance Decisions

Journal of Risk and Uncertainty, Vol. 7, No. 1, 1993
Number of pages: 9 Posted: 29 Jun 2009
Eric J. Johnson, John C. Hershey, Jacqueline Meszaros, Howard Kunreuther and Howard Kunreuther
Columbia University - Columbia Business School, Marketing, University of Pennsylvania - Operations & Information Management Department, affiliation not provided to SSRN and National Bureau of Economic Research (NBER)University of Pennsylvania - Wharton Risk Management and Decision Processes Center
Downloads 835 (42,105)
Citation 53

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insurance decisions, biases, probability distortions, framing

12.

Constructing Preferences from Memory

The Construction of Preference, Lichtenstein, S. & Slovic, P., (eds.), pp. 397-410, New York, NY, Cambridge University Press, 2006
Number of pages: 26 Posted: 17 Nov 2008 Last Revised: 31 Aug 2011
Elke U. Weber and Eric J. Johnson
Princeton University - Department of Psychology and Columbia University - Columbia Business School, Marketing
Downloads 713 (51,950)
Citation 8

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13.

Divide and Prosper: Consumers' Reaction to Partitioned Prices

Journal of Marketing Research, Vol. 35, pp. 453-463, November 1998
Posted: 24 Jun 2009
Vicki Morwitz, Eric Greenleaf and Eric J. Johnson
New York University (NYU) - Department of Marketing, New York University (NYU) - Department of Marketing and Columbia University - Columbia Business School, Marketing
Downloads 598 (65,182)
Citation 19

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14.

Man, My Brain is Tired: Linking Depletion and Cognitive Effort in Choice

Journal of Consumer Psychology, Vol. 18, No. 1, pp. 14-16, 2008
Number of pages: 3 Posted: 07 Jan 2009
Eric J. Johnson
Columbia University - Columbia Business School, Marketing
Downloads 544 (73,471)
Citation 5

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15.

Life Expectancy as a Constructed Belief: Evidence of a Live-To or Die-By Framing Effect

Columbia Business School Research Paper No. 12-10
Number of pages: 32 Posted: 18 Jan 2012
John W. Payne, Namika Sagara, Suzanne B. Shu, Kirstin C. Appelt and Eric J. Johnson
Duke University - Marketing, Duke University - Fuqua School of Business, University of California, Los Angeles - Anderson School of Management, University of British Columbia (UBC) - Sauder School of Business and Columbia University - Columbia Business School, Marketing
Downloads 542 (73,810)
Citation 11

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Behavioral Economics, Personal Finance, Expectations

16.

Can Consumers Make Affordable Care Affordable? The Value of Choice Architecture

U of Penn, Inst for Law & Econ Research Paper No. 13-28, Columbia Business School Research Paper No. 13-56
Number of pages: 6 Posted: 11 Jul 2013 Last Revised: 24 Jan 2014
Eric J. Johnson, Ran Hassin, Tom Baker, Allison Bajger and Galen Treuer
Columbia University - Columbia Business School, Marketing, Hebrew University of Jerusalem, University of Pennsylvania Carey Law School, Columbia University - Department of Psychology and University of Miami
Downloads 521 (77,506)
Citation 12

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Choice Architecture, healthcare, decision making, Affordable Care Act, Insurance Decisions

17.

When Web Pages Influence Choice: Effects of Visual Primes on Experts and Novices

Journal of Consumer Research, Vol. 29, No. 2, 2002
Number of pages: 12 Posted: 08 Jan 2009
Naomi Mandel and Eric J. Johnson
Arizona State University (ASU) - Marketing Department and Columbia University - Columbia Business School, Marketing
Downloads 484 (84,734)
Citation 4

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consumers' preferences, research, electronic commerce, web sites, consumers' attitudes, priming, color, pictures, choice, persuasion, design, masked priming, visual communication, industrial design coordination

18.

To Opt-In or Opt-Out? It Depends on the Question

Communications of the ACM, Vol. 44, No. 2, pp. 25-27, 2001
Number of pages: 4 Posted: 08 Jan 2009
Steven Bellman, Eric J. Johnson and Gerald Lohse
Murdoch University, Columbia University - Columbia Business School, Marketing and Accenture Corporation
Downloads 453 (91,640)

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consumer behavior, permission marketing, web sites, internet users, response rates, records management, filtering software

19.

Query Theory: Knowing What We Want by Arguing with Ourselves

Downloads 426 ( 98,435)

Query Theory: Knowing What We Want by Arguing with Ourselves

Behavioral and Brain Sciences, Vol. 34, No. 2, pp. 91-92, 2011
Number of pages: 2 Posted: 16 Nov 2011 Last Revised: 08 Jul 2013
Elke U. Weber and Eric J. Johnson
Princeton University - Department of Psychology and Columbia University - Columbia Business School, Marketing
Downloads 333 (129,084)

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Query Theory: Knowing What We Want by Arguing with Ourselves

Behavior and Brain Sciences, Vol. 34, No. 2, p. 91, 2011, Columbia Business School Research Paper
Number of pages: 2 Posted: 09 Nov 2011
Elke U. Weber and Eric J. Johnson
Princeton University - Department of Psychology and Columbia University - Columbia Business School, Marketing
Downloads 93 (388,646)

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20.

Designing Marketplaces of the Artificial with Consumers in Mind: Four Approaches to Understanding Consumer Behavior in Electronic Environments.

Journal of Interactive Marketing, Vol. 20, No. 1, pp. 21-33
Number of pages: 14 Posted: 22 Jan 2020
Steven Bellman, Eric J. Johnson, Gerald Lohse and Naomi Mandel
Murdoch University, Columbia University - Columbia Business School, Marketing, Accenture Corporation and Arizona State University (ASU) - Marketing Department
Downloads 386 (110,315)

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web site development, electronic commerce, consumer behavior, internet marketing, internet industry, marketing

21.

Partitioning Default Effects: Why People Choose Not to Choose

Number of pages: 33 Posted: 14 Jul 2009 Last Revised: 05 Sep 2012
Isaac M. Dinner, Eric J. Johnson, Daniel G. Goldstein and Kaiya Liu
Indeed, Columbia University - Columbia Business School, Marketing, Microsoft Research New York City and University of South Dakota - School of Business
Downloads 349 (123,426)
Citation 25

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defaults, query theory, decision making, preference construction

22.

International Differences in Information Privacy Concerns: A Global Survey of Consumers

Information Society, Vol. 20, No. 5, pp. 313-324, 2004
Number of pages: 13 Posted: 09 Jan 2009
Steven Bellman, Eric J. Johnson, Stephen J. Kobrin and Gerald Lohse
Murdoch University, Columbia University - Columbia Business School, Marketing, The Wharton School, University of Pennsylvania and Accenture Corporation
Downloads 348 (123,772)
Citation 1

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information resources management, consumers research, privacy, consumers' prefrences, internet, consumer satisfaction

23.

Lateral Prefrontal Cortex and Self-Control in Intertemporal Choice

Downloads 290 (134,078)
Citation 12

Lateral Prefrontal Cortex and Self-Control in Intertemporal Choice

Nature Neuroscience, March 2010, Columbia Business School Research Paper
Number of pages: 2 Posted: 09 Nov 2011
Bernd Figner, daria knoch, Eric J. Johnson, Amy Krosch, Sarah H Lisanby, Ernst Fehr and Elke U. Weber
Columbia University, affiliation not provided to SSRN, Columbia University - Columbia Business School, Marketing, Columbia University, affiliation not provided to SSRN, University of Zurich - Department of Economics and Princeton University - Department of Psychology
Downloads 290 (149,388)

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24.

Psychology and Behavioral Economics Lessons for the Design of a Green Growth Strategy

World Bank Policy Research Working Paper No. 6240
Number of pages: 50 Posted: 20 Apr 2016
Elke U. Weber and Eric J. Johnson
Princeton University - Department of Psychology and Columbia University - Columbia Business School, Marketing
Downloads 253 (172,167)

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Environmental Economics & Policies, Economic Theory & Research, Knowledge for Development, Climate Change Economics, Climate Change Mitigation and Green House Gases

25.

Moderating Loss Aversion: Loss Aversion Has Moderators, But Reports of its Death are Greatly Exaggerated

Forthcoming, Journal of Consumer Psychology.
Number of pages: 54 Posted: 06 Jan 2020
Kellen Mrkva, Eric J. Johnson, Simon Gaechter and Andreas Herrmann
Columbia University - Columbia Business School, Marketing, Columbia University - Columbia Business School, Marketing, University of Nottingham and University of St. Gallen - MCM Institute
Downloads 241 (180,377)
Citation 2

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loss aversion, judgment and decision making, preference construction, status quo, age, experience

26.

Let's Get Personal: An International Examination of the Influence of Communication, Culture and Social Distance on Other Regarding Preferences

Journal of Economic Behavior and Organization, Vol. 60, No. 3, 2006
Number of pages: 26 Posted: 07 Jan 2009
Nancy Buchan, Eric J. Johnson and Rachel T. A. Croson
University of Wisconsin - Madison - Department of Marketing, Columbia University - Columbia Business School, Marketing and Michigan State University
Downloads 229 (189,388)
Citation 6

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Trust, Reciprocity, International, Communication, Social distance

27.

Choosing Outcomes Versus Choosing Products: Consumer-Focused Retirement Investment Advice

Journal of Consumer Research, Vol. 35, pp. 440-456
Number of pages: 17 Posted: 18 Jun 2009
Daniel G. Goldstein, Eric J. Johnson and William F. Sharpe
Microsoft Research New York City, Columbia University - Columbia Business School, Marketing and Stanford University - Graduate School of Business
Downloads 222 (195,181)
Citation 4

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28.

Defaults, Framing and Privacy: Why Opting In-Opting Out

Marketing Letters, Vol. 13, No. 1, pp. 5-15, 2002
Posted: 09 Jan 2009
Eric J. Johnson, Steven Bellman and Gerald Lohse
Columbia University - Columbia Business School, Marketing, Murdoch University and Accenture Corporation
Downloads 212 (203,680)
Citation 13

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privacy, consumer choice, framing, default effects, electronic commerce

29.

Aspects of Endowment: A Query Theory of Value Construction

Journal of Experimental Psychology: Learning, Memory, and Cognition, Vol. 33, No. 3, pp. 461-474
Number of pages: 14 Posted: 07 Jan 2009
Eric J. Johnson, Gerald Häubl and Anat Keinan
Columbia University - Columbia Business School, Marketing, University of Alberta - Department of Marketing, Business Economics & Law and Harvard University - Business School (HBS)
Downloads 207 (208,211)
Citation 10

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decision making, preference construction, loss aversion, endowment effect

30.

Modeling Loss Aversion and Reference Dependence Effects on Brand Choice

Marketing Science, Vol. 12, No. 4, pp. 378-394, 1993
Number of pages: 18 Posted: 28 Jun 2009
Bruce Hardie, Eric J. Johnson and Peter Fader
London Business School, Columbia University - Columbia Business School, Marketing and University of Pennsylvania - Marketing Department
Downloads 189 (225,879)
Citation 38

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brand choice, buyer behavior, choice models, reference effects

31.

On the Depth and Dynamics of Online Search Behavior

Management Science, Vol. 50, No. 3, pp. 299-308
Number of pages: 30 Posted: 07 Jan 2009
Eric J. Johnson, Wendy W. Moe, Peter Fader, Steven Bellman and Gerald Lohse
Columbia University - Columbia Business School, Marketing, University of Maryland - Robert H. Smith School of Business, University of Pennsylvania - Marketing Department, Murdoch University and Accenture Corporation
Downloads 183 (232,344)
Citation 8

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32.

Asymmetric Discounting in Intertemporal Choice: A Query Theory Account

Psychological Science, Vol. 18, pp. 516-523, 2007
Number of pages: 8 Posted: 17 Nov 2008 Last Revised: 31 Aug 2011
Elke U. Weber, Eric J. Johnson, Kerry F. Milch, Hannah Chang, Jeffrey Brodscholl and Daniel G. Goldstein
Princeton University - Department of Psychology, Columbia University - Columbia Business School, Marketing, Columbia University, Singapore Management University - Lee Kong Chian School of Business, Harris Interactive and Microsoft Research New York City
Downloads 183 (232,344)
Citation 7

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33.

Cognitive Lock-In and the Power Law of Practice

Journal of Marketing, Vol. 67, pp. 62-75, 2003
Number of pages: 15 Posted: 09 Jan 2009
Eric J. Johnson, Steven Bellman and Gerald Lohse
Columbia University - Columbia Business School, Marketing, Murdoch University and Accenture Corporation
Downloads 181 (234,515)
Citation 1

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consumer behavior, research, web sites, electronic commerce, marketing research, purchasing, customer loyalty, learning, environmental aspects, cognitive science

34.

The More You Ask, the Less You Get: When Additional Questions Hurt External Validity

Number of pages: 86 Posted: 11 Dec 2020 Last Revised: 28 Jan 2022
Ye Li, Antonia Krefeld-Schwalb, Daniel Wall, Eric J. Johnson, Olivier Toubia and Daniel M. Bartels
University of California, Riverside (UCR) - Department of Management and Marketing, Columbia University - Columbia Business School, University of Pennsylvania, Columbia University - Columbia Business School, Marketing, Columbia University - Columbia Business School, Marketing and University of Chicago - Booth School of Business
Downloads 179 (237,973)
Citation 1

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35.

A Dirty Word or a Dirty World? Attribute Framing, Political Affiliation, and Query Theory

Downloads 126 (252,289)
Citation 31

A Dirty Word or a Dirty World? Attribute Framing, Political Affiliation, and Query Theory

Psychological Science, Vol. 21, No. 1, pp. 86-92, 2010
Number of pages: 7 Posted: 31 Oct 2011
Elke U. Weber, David J. Hardisty and Eric J. Johnson
Princeton University - Department of Psychology, Sauder School of Business and Columbia University - Columbia Business School, Marketing
Downloads 71 (456,452)

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attribute framing, constructed preference, consumer choice, political affiliation, query theory

A Dirty Word or a Dirty World? Attribute Framing, Political Affiliation, and Query Theory

Psychological Science, Forthcoming
Number of pages: 25 Posted: 15 Aug 2009
David J. Hardisty, Eric J. Johnson and Elke U. Weber
Sauder School of Business, Columbia University - Columbia Business School, Marketing and Princeton University - Department of Psychology
Downloads 55 (519,513)
Citation 3

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attribute framing, constructive preference, consumer choice, memory representation, political affiliation, Query Theory

36.

Does Measuring Intent Change Behavior?

Journal of Consumer Research, Vol. 20, pp. 46-61, 1993
Posted: 29 Jun 2009
Vicki Morwitz, Eric J. Johnson and David Schmittlein
New York University (NYU) - Department of Marketing, Columbia University - Columbia Business School, Marketing and affiliation not provided to SSRN
Downloads 159 (261,640)
Citation 12

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37.

Detecting Failures of Backward Induction: Monitoring Information Search in Sequential Bargaining

Journal of Economic Theory, Vol. 104, No. 1, 2002
Number of pages: 32 Posted: 08 Jan 2009
Eric J. Johnson, Colin Camerer, Sankar Sen and Talia Rymon
Columbia University - Columbia Business School, Marketing, California Institute of Technology - Division of the Humanities and Social Sciences, City University of New York (CUNY) - Allen G. Aaronson Department of Marketing & International Business and affiliation not provided to SSRN
Downloads 159 (261,640)
Citation 12

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bargaining, experimental economics, bounded rationality, behavioral economics, behavioral game theory, fairness, limited cognition

38.

Complementary Cognitive Capabilities, Economic Decision-Making, and Aging

Psychology & Aging, 28(3), 595-613. DOI 10.1037/a0034172
Number of pages: 65 Posted: 27 Sep 2013 Last Revised: 04 Nov 2013
Ye Li, Martine Baldassi, Eric J. Johnson and Elke U. Weber
University of California, Riverside (UCR) - Department of Management and Marketing, Columbia University - Columbia Business School, Columbia University - Columbia Business School, Marketing and Princeton University - Department of Psychology
Downloads 149 (275,730)
Citation 1

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Cognitive Aging, Decision Making, Fluid Intelligence, Crystallized Intelligence

39.

Partitioning Sorted Sets: Overcoming Choice Overload While Maintaining Decision Quality

Columbia Business School Research Paper No. 18-2
Number of pages: 59 Posted: 05 Dec 2017
Benedict G. C. Dellaert, Tom Baker and Eric J. Johnson
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), University of Pennsylvania Carey Law School and Columbia University - Columbia Business School, Marketing
Downloads 147 (278,729)
Citation 1

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Choice architecture, Partitioning, Sorting, Decision Making, Product Recommendations

40.

Things that Go Bump in the Mind: How Behavioral Economics Could Invigorate Marketing

Journal of Marketing Research, Vol. 43, No. 3, pp. 337-340
Number of pages: 5 Posted: 07 Jan 2009
Eric J. Johnson
Columbia University - Columbia Business School, Marketing
Downloads 147 (278,729)

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behavioral economicsbehavioral economics, citation analysis, decision making, marketing theory, quantitative models

41.

A Constructive Process View of Decision Making: Multiple Strategies in Judgment and Choice

Acta Psychologica, Vol. 80, pp. 107-141, 1992
Number of pages: 35 Posted: 28 Jun 2009
John W. Payne, James R. Bettman, Eloise Coupey and Eric J. Johnson
Duke University - Marketing, Duke University - Fuqua School of Business, Virginia Polytechnic Institute & State University - Department of Marketing and Columbia University - Columbia Business School, Marketing
Downloads 143 (284,825)
Citation 3

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42.

Translated Attributes as Choice Architecture: Aligning Objectives and Choices Through Decision Signposts

Management Science, Forthcoming, Columbia Business School Research Paper No. 17-30
Number of pages: 47 Posted: 23 Feb 2017
Christoph Ungemach, Adrian Camilleri, Eric J. Johnson, Richard P. Larrick and Elke Weber
Technische Universität München, University of Technology Sydney, Columbia University - Columbia Business School, Marketing, Duke University - Fuqua School of Business and Princeton University
Downloads 140 (289,632)
Citation 3

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framing, choice architecture, fuel economy label, translated attribute, decision signpost, nudge

43.

The Silver Lining Effect: Formal Analysis and Experiments

Downloads 118 (292,956)
Citation 5

The Silver Lining Effect: Formal Analysis and Experiments

Management Science, Forthcoming
Number of pages: 29 Posted: 08 Aug 2009
Peter Jarnebrant, Olivier Toubia and Eric J. Johnson
Independent, Columbia University - Columbia Business School, Marketing and Columbia University - Columbia Business School, Marketing
Downloads 83 (417,181)
Citation 1

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Mental accounting, Prospect Theory, Loss Aversion

The Silver Lining Effect: Formal Analysis and Experiments

Managem Science, Vol. 55, No. 11, pp. 1832-1841, November 2009, Columbia Business School Research Paper
Number of pages: 10 Posted: 09 Nov 2011
Peter Jarnebrant, Olivier Toubia and Eric J. Johnson
Independent, Columbia University - Columbia Business School, Marketing and Columbia University - Columbia Business School, Marketing
Downloads 35 (624,315)

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utility-preference, estimation, theory, prospect theory, loss aversion

44.

Local Warming: Daily Temperature Change Influences Belief in Global Warming

Psychological Science, 2011, 22(4)
Number of pages: 17 Posted: 22 Feb 2011 Last Revised: 18 Feb 2013
Ye Li, Eric J. Johnson and Lisa Zaval
University of California, Riverside (UCR) - Department of Management and Marketing, Columbia University - Columbia Business School, Marketing and Columbia Univeristy - Psychology
Downloads 133 (301,340)
Citation 10

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Judgment, Environmental Effects

45.

Choice Architecture for Healthier Insurance Choices: Ordering and Partitioning Can Improve Decisions

ERIM Report Series Reference
Number of pages: 51 Posted: 11 Jul 2019
Benedict G. C. Dellaert, Eric J. Johnson and Tom Baker
Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE), Columbia University - Columbia Business School, Marketing and University of Pennsylvania Carey Law School
Downloads 119 (327,039)
Citation 1

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choice architecture, decision-making, consumer decision process, health insurance choice, consumer welfare

46.

Estimation of Risk and Time Preferences: Response Error, Heterogeneity, Adaptive Questionnaires, and Experimental Evidence from Mortgagers

INSEAD Working Paper No. 2010/52/DS/TOM
Number of pages: 35 Posted: 09 Aug 2010
Olivier Toubia, Eric J. Johnson, Theodoros Evgeniou and Philippe Delquié
Columbia University - Columbia Business School, Marketing, Columbia University - Columbia Business School, Marketing, INSEAD and George Washington University - School of Business
Downloads 102 (363,488)
Citation 1

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Prospect Theory, Time Discounting, Bayesian Statistics, Adaptive Experimental Design, Revealed Preference

47.

Making Better Decisions: From Measuring to Constructing Preferences

Healthy Psychology, Vol. 24, No. 4, pp. S17-S22
Number of pages: 6 Posted: 07 Jan 2009
Eric J. Johnson, Mary Steffel and Daniel G. Goldstein
Columbia University - Columbia Business School, Marketing, affiliation not provided to SSRN and Microsoft Research New York City
Downloads 98 (373,016)

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constructive preferences, decision analysis, decision environments, affective forecasting, defaults

48.

Choice Theories: What are They Good For?

Journal of Consumer Psychology 23, 1 (2013) 154 -157, Columbia Business School Research Paper No. 13-58
Number of pages: 4 Posted: 13 Jul 2013
Eric J. Johnson
Columbia University - Columbia Business School, Marketing
Downloads 95 (380,316)

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Choice models, Context effects, Choice architecture, Process tracing, Process models

49.

Process Models Deserve Process Data: Comment on Brandstatter, Gigerenzer, and Hertwig (2006)

Psychological Review, Vol. 115, No. 1, pp. 263-272, 2008
Number of pages: 10 Posted: 07 Jan 2009
Eric J. Johnson, Michael Schulte-Mecklenbeck and Martijn C. Willemsen
Columbia University - Columbia Business School, Marketing, University of Bern and Eindhoven University of Technology
Downloads 94 (382,852)

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risky choice, decision making, cognitive processes, process tracing

50.

Watching Customers Decide: Process Measures Add Insights to Choice Modeling Experiments

Marketing Research, Vol. 9, Nol. 1, pp. 32-38, 1997
Posted: 03 May 2011
Eric J. Johnson, Robert J. Meyer, Bruce Hardie and Paul Anderson
Columbia University - Columbia Business School, Marketing, University of Pennsylvania - Marketing Department, London Business School and affiliation not provided to SSRN
Downloads 77 (431,405)

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51.

Digitizing Consumer Research

Journal of Consumer Research, Vol. 28, No. 2, 2001
Number of pages: 7 Posted: 08 Jan 2009
Eric J. Johnson
Columbia University - Columbia Business School, Marketing
Downloads 76 (434,552)

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information technology, diffusion of innovations, consumers' research, consuemrs' attitudes, consumer behavior, sampling, cost effectiveness, globalization, information resources, technological innovations, methodology, information sharing

52.

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, 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 University - Columbia Business School, Marketing, University of Pennsylvania - Marketing DepartmentUniversity of Miami, Massachusetts Institute of Technology (MIT) and University of California, San Diego
Downloads 72 (447,452)
Citation 4

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agents, e-commerce, consumer choice

53.

Dynamic Experiments for Estimating Preferences: An Adaptive Method of Eliciting Time and Risk Parameters

Management Science, Articles in Advance, pp. 1-28, 2012
Number of pages: 28 Posted: 13 Jul 2013
Olivier Toubia, Eric J. Johnson, Theodoros Evgeniou and Philippe Delquié
Columbia University - Columbia Business School, Marketing, Columbia University - Columbia Business School, Marketing, INSEAD and George Washington University - School of Business
Downloads 62 (483,288)
Citation 6

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prospect theory, time discounting, Bayesian statistics, adaptive experimental design, revealed preference

54.

Choice in Computer-Mediated Environments

Marketing Letters, Vol. 8, No. 3, pp. 287-296, 1997
Number of pages: 10 Posted: 29 Jun 2009
Russell S. Winer, John Deighton, Sunil Gupta, Eric J. Johnson, Barbara Mellers, Vicki Morwitz, Thomas C. O'Guinn, Arvind Rangaswamy and Alan Sawyer
New York University (NYU) - Department of Marketing, Harvard Business School - Marketing Unit, Harvard University - Business School (HBS), Columbia University - Columbia Business School, Marketing, University of California, Berkeley - Marketing Group, New York University (NYU) - Department of Marketing, University of Wisconsin - Madison - Department of Marketing, Pennsylvania State University - Department of Marketing and affiliation not provided to SSRN
Downloads 60 (491,070)

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consumer choice, internet

55.

A Comparison of Two Process Tracing Methods for Choice Tasks

Organizational Behavior and Human Decision Processes, Vol. 68, No. 1, pp. 28-34, 1996
Number of pages: 16 Posted: 25 Jun 2009
Gerald Lohse and Eric J. Johnson
Accenture Corporation and Columbia University - Columbia Business School, Marketing
Downloads 56 (507,041)
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56.

Connecting Cognition and Consumer Choice

Cognition, 135, 47-51, 2015, Columbia Business School Research Paper No. 15-77
Number of pages: 5 Posted: 23 Aug 2015
Daniel M. Bartels and Eric J. Johnson
University of Chicago - Booth School of Business and Columbia University - Columbia Business School, Marketing
Downloads 38 (592,742)
Citation 3

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57.

Rediscovering Risk

Journal of Public Policy & Marketing, Vol. 23, No. 1, pp. 2-6, 2004
Number of pages: 5 Posted: 09 Jan 2009
Eric J. Johnson
Columbia University - Columbia Business School, Marketing
Downloads 38 (592,742)

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58.

Mere-Possession Effects without Possession in Consumer Choice

Journal of Consumer Research, 1997, Vol. 24, p. 105-177
Number of pages: 14 Posted: 28 Jul 2013
Sankar Sen and Eric J. Johnson
City University of New York (CUNY) - Allen G. Aaronson Department of Marketing & International Business and Columbia University - Columbia Business School, Marketing
Downloads 31 (634,189)
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59.

Postscript: Rejoinder to Brandstatter, Gigerenzer, and Hertwig (2006)

Psychological Review, pp. 272-273, 2008
Number of pages: 2 Posted: 08 Jan 2009
Eric J. Johnson, Michael Schulte-Mecklenbeck and Martijn C. Willemsen
Columbia University - Columbia Business School, Marketing, University of Bern and Eindhoven University of Technology
Downloads 30 (640,654)

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60.

Choice by Value Encoding and Value Construction: Processes of Loss Aversion

Journal of Experimental Psychology: General, 140(3), 303–324, 2011
Number of pages: 23 Posted: 11 Jul 2013
Martijn C. Willemsen, Ulf Bockenholt and Eric J. Johnson
Eindhoven University of Technology, Northwestern University and Columbia University - Columbia Business School, Marketing
Downloads 23 (691,058)
Citation 4

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decision making, preference construction, loss aversion, process tracing, multilevel analysis

61.

Decisions by Default

Shafir, E. (Ed.). (2012). The Behavioral Foundations of Public Policy, Princeton, NJ: Princeton University Press
Posted: 10 Nov 2012
Eric J. Johnson and Daniel G. Goldstein
Columbia University - Columbia Business School, Marketing and Microsoft Research New York City

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62.

Anchoring, Confirmatory Search, and the Construction of Values.

Organizational Behavior and Human Decision Processes, Vol. 79, No. 2, pp. 115-153
Posted: 18 Jun 2009
Gretchen B. Chapman and Eric J. Johnson
Rutgers, The State University of New Jersey and Columbia University - Columbia Business School, Marketing

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63.

The Price Does Not Include Additional Taxes, Fees, and Surcharges: A Review of Research on Partitioned Pricing

Posted: 26 Feb 2009 Last Revised: 01 Sep 2015
Eric Greenleaf, Eric J. Johnson, Vicki Morwitz and Edith Shalev
New York University (NYU) - Department of Marketing, Columbia University - Columbia Business School, Marketing, New York University (NYU) - Department of Marketing and New York University (NYU)

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partitioned pricing, fees, surcharges, taxes, shipping and handling

64.

When Do Fair Beliefs Influence Bargaining Behavior? Experimental Bargaining in Japan and the United States

Journal of Consumer Research, Vol. 31, 2004
Posted: 09 Jan 2009
Nancy Buchan, Rachel T. A. Croson and Eric J. Johnson
University of Wisconsin - Madison - Department of Marketing, Michigan State University and Columbia University - Columbia Business School, Marketing

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marketing research, consumer behavior, game theory, conflict management, supply & demand, negotiation, fairness, self-interest

65.

Smart Defaults: From Hidden Persuaders to Adaptive Helpers

INSEAD Business School Research Paper No. 2009/03/ISIC
Posted: 06 Apr 2008 Last Revised: 19 Feb 2013
N. Craig Smith, Daniel G. Goldstein and Eric J. Johnson
INSEAD, Microsoft Research New York City and Columbia University - Columbia Business School, Marketing

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Default Effects, Marketing Ethics, Consumer Choice, Consumer Welfare, Consumer Autonomy

Other Papers (1)

Total Downloads: 39
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1.

Do Nudges Reduce Disparities? Choice Architecture Compensates for Low Consumer Knowledge and SES

Number of pages: 56 Posted: 19 Oct 2020
Kellen Mrkva, Nathaniel Posner, Crystal Reeck and Eric J. Johnson
Columbia University - Columbia Business School, Marketing, Columbia University - Columbia Business School, Duke University - Department of Psychology and Neuroscience and Columbia University - Columbia Business School, Marketing
Downloads 39

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Defaults, Financial Literacy, Numeracy, Nudges, Socioeconomic Status