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  1. Directory
  2. Faculty
  3. Eric Johnson

Eric Johnson

Norman Eig Professor of Business
Marketing Division
Director
Center for the Decision Sciences
Fellow
Association for Psychological Science
Eric Johnson
Areas of Expertise
Climate, Consumer Behavior, Decision Making & Negotiations, Digital Future, Marketing
Contact
Office: 727 Kravis
Phone: (212) 8545068
E-mail: [email protected]
Links
Curriculum Vitae

Eric Johnson is a faculty member at the Columbia Business School at Columbia University where he is the inaugural holder of the Norman Eig Chair of Business, and Director of the Center for Decision Sciences. His research examines the interface between Behavioral Decision Research, Economics and the decisions made by consumers, managers, and their implications for public policy, markets and marketing. Among other topics, Johnson has explored how the way options are presented to decision-makers affect their choices in areas such as organ donation, the choice of environmentally friendly products, and investments. Prof. Johnson’s research and comments have appeared in The New York Times, The Wall Street Journal, Money, Discover, Business Week and The Financial Times, and on The CBS Evening News and National Public Radio. His research has been published in the Science, Psychological Review, Psychological Science, Nature Neuroscience, Harvard Business Review, the Journal of Economic Theory, and many other consumer, economic, marketing and psychology journals. He has co-authored two books: Decision Research: A Field Guide, published by Sage Publications and The Adaptive Decision-Maker published by Cambridge University Press, and is currently working on a book on choice architecture. After graduation from Rutgers University, he received his M.S. and PhD. in Psychology from Carnegie-Mellon University, and was a National Science Foundation postdoctoral fellow at Stanford.

He previously has taught at Carnegie Mellon, was a visiting professor at the Sloan School at MIT, was the inaugural holder of the David W. Hauck Chair in Marketing, and a Professor of Operations and Information Management and Psychology at the University of Pennsylvania. The National Science Foundation, The National Institutes of Health, The Alfred P. Sloan and Russell Sage Foundations, and the Office of Naval Research have supported his research. He was awarded the Distinguished Scientific Contribution Award from the Society for Consumer Psychology, and named a Fellow by the Association for Consumer Research, was awarded an honorary doctorate in Economics from the University of St. Gallen, and is a Fellow of the TIAA-CREF Institute Fellow and the Association for Psychological Science. According to the Institute for Scientific Information, he is one of the most highly cited scholars in Business and Economics. He has been an Associate Editor of the Journal of Consumer Psychology, and is a member of several editorial boards as well as the Senior Editor for Decision Sciences at Behavioral Science and Policy and an Editor at Frontiers in Decision Neuroscience.

Education
BA, Rutgers, 1976; MS, Carnegie Mellon, 1978; PhD, 1980
Joined CBS
1999

All Activities

  • Research
  • Teaching
  • Awards and Honors
  • Press
  • CaseWorks
  • Journal articles
  • Working papers
  • Articles
  • Books
  • Chapters
Journal Article
Krefeld-Schwalb, Antonia , Xuwen (Kevin) Hua , and Eric Johnson
. “Measuring population heterogeneity requires heterogeneous populations.”
Proceedings of the National Academy of Science
vol.
122
, no.
8
(February 18, 2025).doi:
10.1073
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Journal Article
Johnson, Eric, Eli Sugerman , Vicki Morwitz , Gita Johar , and Michael Morris
. “Widespread misestimates of greenhouse gas emissions suggest low carbon competence.”
Nature: Climate Change
vol.
14
, (June 21, 2024):
707
-
714
. doi:
https://doi.org/10.1038/s41558-024-02032-z
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Journal Article
Krefeld-Schwab, Antonia, Eli Sugerman , and Eric Johnson
. “Exposing Omitted Moderators: Why Effects Size Differ in the Social Sciences.”
Proceedings of the National Academy of Sciences
(March 11, 2024).doi:
https://doi.org/10.1073/pnas.2306281121
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Journal Article
Dellaert, Benedict, Eric Johnson , Shannon Duncan, and Tom Baker
. “Choice Architecture for Healthier Insurance Decisions: Ordering and Partitioning Together Can Improve Consumer Choice.”
Journal of Marketing
(January 01, 2024).doi:
https://doi.org/10.1177/00222429221119086
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Journal Article
Posner, Nathaniel, Andrey Simonov , Kellen Mrkva, and Eric Johnson
. “Dark defaults: How choice architecture steers political campaign donations.”
PNAS
vol.
120
, no.
40
(September 26, 2023).doi:
https://doi.org/10.1073/pnas.2306281121
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Journal Article
Reeck, Crystal, Nathaniel Posner , Kellen Mrkva, and Eric Johnson
. “Nudging App Adoption: Choice Architecture Facilitates Consumer Uptake of Mobile Apps.”
Journal of Marketing
(July 01, 2023).doi:
https://doi.org/10.1177/00222429221141066
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Journal Article
Li, Ye, Antonia Krefeld-Schwalb, Daniel Wall, Olivier Toubia , Eric Johnson , and Daniel Bartels
. “The More You Ask, the Less You Get: When Additional Questions Hurt External Validity.”
Journal of Marketing Research
vol.
59
, no.
5
(October 01, 2022):
963
-
982
.
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Journal Article
Kalkstein, David , Fabiana De Lima, Shannon Brady, Christopher Rozek, Eric Johnson , and Gregory Walton
. “Defaults are not a panacea: distinguishing between default effects on choices and on outcomes.”
Behavioural Public Policy
(August 03, 2022).doi:
10.1017/bpp.2022.24
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Journal Article
Hancock, Patrick , Leidy Klotz, Tripp Shealy, Eric Johnson , Elke Weber, Katelyn Stenger, and Richa Vuppuluri
. “Framing to reduce present bias in infrastructure design intentions.”
iScience
(March 18, 2022).doi:
https://doi.org/10.1016/j.isci.2022.103954
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Journal Article
Milovanovic, Julie, Tripp Shealy, Leidy Klotz, Eric Johnson , and Elke Weber
. “Pictures Matter: How Images of Projected Sea-Level Rise Shape Long-Term Sustainable Design Decisions for Infrastructure Systems.”
Sustainability
(March 02, 2022).doi:
https://doi.org/10.3390/su14053007
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Journal Article
Sugerman, Eli, Ye Li, and Eric Johnson
. “Local warming is real: A meta-analysis of the effect of recent temperature on climate change beliefs.”
Current Opinion in Behavioral Sciences
(December 01, 2021).doi:
https://doi.org/10.1016/j.cobeha.2021.04.015
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Journal Article
Gächter, Simon, Eric Johnson , and Andreas Herrmann
. “Individual-level loss aversion in riskless and risky choices.”
Theory and Decision
(August 23, 2021).doi:
https://doi.org/10.1007/s11238-021-09839-8
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Journal Article
Mrkva, Kellen, Nathaniel Posner , Crystal Reeck, and Eric Johnson
. “Do Nudges Reduce Disparities? Choice Architecture Compensates for Low Consumer Knowledge.”
Journal of Marketing
(July 01, 2021).doi:
https://doi.org/10.1177/0022242921993186
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Journal Article
Reeck, Crystal, Bernd Figner, Elke Weber, Jason Steffener, Amy Krosch, Tor Wager, and Eric Johnson
. “Framing the future first: Medial Temporal Lobe Activation Discriminates Delay and Acceleration Framing in Intertemporal Choice.”
Journal of Neuroscience, Psychology, and Economics
(June 01, 2021).doi:
https://doi.org/10.1037/npe0000122
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Journal Article
Mrkva, Kellen, Eric Johnson , Simon Gätcher, and Andreas Herrmann
. “Moderating Loss Aversion: Loss Aversion Has Moderators but Reports of its Death are Greatly Exaggerated.”
Journal of Consumer Psychology
vol.
30
, no.
3
(December 19, 2020):
407
-
428
. doi:
https://doi.org/10.1002/jcpy.1156
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Journal Article
Wall, Daniel , Raymond D. Crookes, Eric Johnson , and Elke Weber
. “ Risky choice frames shift the structure and emotional valence of internal arguments: A query theory account of the unusual disease problem.”
Judgment and Decision Making
vol.
15
, no.
5
(September 01, 2020):
685
-
703
. doi:
https://doi.org/10.1017/S1930297500007877
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Journal Article
Lehmann, Don, Gita Johar , Eric Johnson , and Oded Netzer
. “Introduction.”
Marketing Letters
(June 23, 2020).doi:
https://doi.org/10.1007/s11002-020-09531-x
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Journal Article
Aczel, B., B. Szaszi, A. Sarafoglou, Z. Kekecs, D. Benjamin, and Eric Johnson
. “A Consensus-Based Transparency Checklist.”
Nature Human Behavior
vol.
4
, (January 01, 2020):
1
-
8
.
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Journal Article
Aczel, Balazs, Barnabas Szaszi, Alexandra Sarafoglou, Zoltan Kekecs, Šimon Kucharský, Daniel Benjamin, Eric Johnson , and et al
. “A consensus-based transparency checklist.”
Natural Human Behavior
(December 02, 2019):
1
-
3
. doi:
https://doi.org/10.1038/s41562-019-0772-6
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Journal Article
M. Jachimowicz, Jon , Shannon Duncan, Elke Weber , and Eric Johnson
. “When and why defaults influence decisions: a meta-analysis of default effects.”
Behavioural Public Policy
vol.
3
, no.
2
(November 01, 2019):
159
-
186
. doi:
https://doi.org/10.1017/bpp.2018.43
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Journal Article
Shealy, Tripp , Leidy Klotz, Elke Weber , Eric Johnson , and Ruth Greenspan Bell
. “ Bringing Choice Architecture to Architecture and Engineering Decisions: How the Redesign of Rating Systems Can Improve Sustainability.”
ournal of Management in Engineering
vol.
35
, no.
4
(May 02, 2019).doi:
https://doi.org/10.1061/(ASCE)ME.1943-5479.0000692
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Journal Article
Johnson, Eric, Stephan Meier , and Olivier Toubia
. “What's the Catch? Suspicion in Bank Motives and Sluggish Refinancing.”
The Review of Financial Studies
vol.
32
, (January 01, 2019):
467
-
495
.
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Journal Article
Klotz, Leidy, Elke Weber , Eric Johnson , Tripp Shealy, Morela Hernandez, and Bethany Gordon
. “Beyond rationality in engineering design for sustainability.”
Nature Sustainability
vol.
1
, (May 15, 2018):
225
-
233
. doi:
https://doi.org/10.1038/s41893-018-0054-8
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Journal Article
Shealy , Tripp, Eric Johnson , Elke Weber , Leidy Klotz, Sydney Applegate, Dalya Ismael, and Ruth Greenspan Bell
. “Providing descriptive norms during engineering design can encourage more sustainable infrastructure.”
Sustainable Cities and Society
vol.
40
, (April 13, 2018):
182
-
188
. doi:
https://dx.doi.org/10.1016/j.scs.2018.04.017
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Journal Article
Enkavi, A. Zeynep , Bernd Weber, Iris Zweyer, Jan Wagner, Christian E. Elger, Elke Weber , and Eric Johnson
. “Evidence for hippocampal dependence of value-based decisions.”
Scientific Reports
(December 18, 2017):
1
-
0
. doi:
https://doi.org/10.1038/s41598-017-18015-4
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Journal Article
Reeck, Crystal, Daniel Wall, and Eric Johnson
. “Search predicts and changes patience in intertemporal choice.”
Proceedings of the National Academy of Sciences
vol.
114
, no.
45
(October 23, 2017).doi:
https://doi.org/10.1073/pnas.1707040114
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Journal Article
A. Atlas, Stephen, Eric Johnson , and John W. Payne
. “Time Preferences and Mortgage Choice.”
Journal of Marketing Research
vol.
54
, no.
3
(June 01, 2017):
415
-
429
. doi:
https://doi.org/10.1509/jmr.14.0481
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Journal Article
Ungemach, Christoph, Adrian R. Camilleri, Eric Johnson , Richard P. Larrick, and Elke Weber
. “Translated Attributes as Choice Architecture: Aligning Objectives and Choices Through Decision Signposts.”
Management Science
(March 23, 2017).doi:
https://doi.org/10.1287/mnsc.2016.2703
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Journal Article
Meier, Stephan, Brigitte Madrian, Hal Hershfield, Abigail Sussman, Saurabh Bhargava, Jeremy Burke, Scott Huettel, Julian Jamison, Eric Johnson , John Lynch, Scott Rick, and Suzanne Shu
. “Behaviorally Informed Policies for Household Financial Decisionmaking.”
Behavioral Science & Policy
vol.
3
, (January 01, 2017):
27
-
40
.
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Journal Article
Shealy, Tripp, Leidy Klotz, Elke Weber, and Eric Johnson
. “Using Framing Effects to Inform More Sustainable Infrastructure Design Decisions.”
Journal of Construction Engineering and Management
vol.
142
, (January 01, 2016):
04016037
.
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Journal Article
Greenleaf, Eric, Eric Johnson , Vicki Morwitz , and Edith Shalev
. “The Price Does Not Include Additional Taxes, Fees, and Surcharges: A Review of Research on Partitioned Pricing.”
Journal of Consumer Psychology
vol.
26
, (January 01, 2016):
105
-
124
.
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Journal Article
Johnson, Eric
. “Connecting cognition and consumer choice.”
Cognition
vol.
135
, (January 01, 2015):
47
-
51
.
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Journal Article
Ubel, Peter, David Comerford, and Eric Johnson
. “Healthcare.gov 3.0 — Behavioral Economics and Insurance Exchanges.”
New England Journal of Medicine
vol.
372
, (January 01, 2015):
695
-
698
.
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Journal Article
Appelt, Kirstin, Melissa Knoll, Eric Johnson , and Jonathan Westfall
. “Time to Retire: Why Americans Claim Benefits Early and How to Encourage Them to Delay.”
Behavioral Science and Policy
vol.
1
, (January 01, 2015):
53
-
62
.
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Journal Article
Li, Ye, A Zeynep Enkavi, Lisa Zaval, Elke Weber , and Eric Johnson
. “Sound credit scores and financial decisions despite cognitive aging.”
Proceedings of the National Academy of Science
vol.
112
, no.
1
(December 22, 2014):
65
-
69
. doi:
https://doi.org/10.1073/pnas.1413570112
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Journal Article
Zaval, Lisa, Elizabeth Keenan, Eric Johnson , and Elke Weber
. “How warm days increase belief in global warming.”
Nature Climate Change
vol.
4
, (January 01, 2014):
143
-
147
.
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Journal Article
Johnson, Eric, Ran Hassin, Tom Baker, Allison Bajger, and Galen Treuer
. “Can Consumers Make Affordable Care Affordable? The Value of Choice Architecture.”
PLoS ONE
(December 18, 2013).doi:
http://dx.doi.org/10.2139/ssrn.2291598
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Journal Article
N. Smith, Craig, Daniel Goldstein, and Eric Johnson
. “Choice without Awareness: Ethical and Policy Implications of Defaults.”
Journal of Public Policy & Marketing
vol.
32
, no.
2
(September 01, 2013):
159
-
172
. doi:
https://doi.org/10.1509/jppm.10.114
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Journal Article
Li, Ye, M. Baldassi, Eric Johnson , and Elke Weber
. “Complementary Cognitive Capabilities, Economic Decision-Making, and Aging.”
Psychology and Aging
vol.
28
, (September 01, 2013):
595
-
613
.
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Journal Article
Payne, John W., N Sagara, Suzanne B. Shu, Kirstin Appelt, and Eric Johnson
. “Life Expectancy as a Constructed Belief: Evidence of a Live-To or Die-By Framing Effect.”
Journal of Risk and Uncertainty
vol.
46
, (February 01, 2013):
27
-
50
.
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Journal Article
Toubia, Olivier, Eric Johnson , Theodoros Evgeniou, and Philippe Delquie
. “Dynamic Experiments for Estimating Preferences: An Adaptive Method of Eliciting Time and Risk Parameters.”
Management Science
vol.
59
, (January 01, 2013):
613
-
640
.
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Journal Article
Johnson, Eric
. “Choice theories: What are they good for?”
Journal of Consumer Psychology
vol.
23
, (January 01, 2013):
154
-
157
.
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Journal Article
Johnson, Eric, Suzanne B. Shu, Benedict G. C. Dellaert, Craig Fox, Daniel Goldstein, Gerald Häubl, Richard Larrick, John W. Payne, Ellen Peters, and David Schkade
. “Beyond Nudges: Tools of a Choice Architecture.”
Marketing Letters
vol.
23
, (January 01, 2012):
487
-
504
.
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Journal Article
Johnson, Eric, Isaac Dinner, Daniel Goldstein, and Kaiya Liu
. “Partitioning Default Effects: Why People Choose Not to Choose.”
Journal of Experimental Psychology: Applied
vol.
17
, (December 01, 2011):
332
-
341
.
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Journal Article
Li, Ye, Eric Johnson , and Lisa Zaval
. “Local Warming: Daily temperature changes influences belief in global warming.”
Psychological Science
vol.
22
, (April 01, 2011):
454
-
459
.
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Journal Article
Willemsen, M., Ulf Böckenholt, and Eric Johnson
. “Choice by value encoding and value construction: Processes of loss aversion.”
Journal of Experimental Psychology: General
vol.
140
, (January 01, 2011):
303
-
324
.
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Journal Article
Weber, Elke and Eric Johnson
. “Query Theory: Knowing What We Want by Arguing with Ourselves.”
Behavioral and Brain Sciences
vol.
34
, (January 01, 2011):
91
-
92
.
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Journal Article
Figner, Bernd, Daria Knoch, Eric Johnson , Amy R. Krosch, Sarah H. Lisanby, Ernst Fehr, and Elke Weber
. “Lateral prefrontal cortex and self-control in intertemporal choice.”
Nature Neuroscience
vol.
13
, (January 01, 2010):
538
-
539
.
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Journal Article
Hardisty, D., Eric Johnson , and Elke Weber
. “A Dirty Word or a Dirty World? Attribute Framing, Political Affiliation, and Query Theory.”
Psychological Science
vol.
21
, (January 01, 2010):
86
-
92
.
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Journal Article
Jarnebrant, Peter, Olivier Toubia , and Eric Johnson
. “The Silver Lining Effect: Formal Analysis and Experiments.”
Management Science
vol.
55
, (November 01, 2009):
1832
-
1841
.
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Journal Article
Johnson, Eric and Elke Weber
. “Mindful Judgment and Decision Making.”
Annual Review of Psychology
vol.
60
, (January 01, 2009):
53
-
85
.
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Journal Article
Johnson, Eric
. “Process Models Deserve Process Data: Comment on Brandstatter, Gigerenzer, and Hertwig (2006).”
Psychological Review
vol.
115
, (January 01, 2008):
263
-
272
.
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Journal Article
Goldstein, Daniel, Eric Johnson , and William Sharpe
. “Choosing Outcomes Versus Choosing Products: Consumer-Focused Retirement Investment Advice.”
Journal of Consumer Research
vol.
35
, (January 01, 2008):
440
-
456
.
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Journal Article
Johnson, Eric
. “Postscript: Rejoinder to Brandstatter, Gigerenzer, and Hertwig.”
Psychological Review
vol.
115
, (January 01, 2008):
272
-
273
.
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Journal Article
Johnson, Eric
. “Man, My Brain Is Tired: Linking Depletion and Cognitive Effort in Choice.”
Journal of Consumer Psychology
vol.
18
, (January 01, 2008):
14
-
16
.
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Journal Article
Weber, Elke, Eric Johnson , Kerry Milch, Hannah Chang, Jeff Brodscholl, and Daniel Goldstein
. “Asymmetric Discounting in Intertemporal Choice: A Query-Theory Account.”
Psychological Science
vol.
18
, (June 01, 2007):
516
-
523
.
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Journal Article
Johnson, Eric, G. Haeuble, and Anat Keinan
. “Aspects of Endowment: A Query Theory of Loss Aversion.”
Journal of Experimental Psychology-Learning Memory and Cognition
vol.
33
, (January 01, 2007):
461
-
474
.
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Journal Article
Johnson, Eric
. “Things That Go Bump in the Mind: How Behavioral Economics Could Invigorate Marketing.”
Journal of Marketing Research
vol.
43
, (August 01, 2006):
337
-
340
.
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Journal Article
Buchan, Nancy, Rachel Croson, and Eric Johnson
. “Let's get personal: An international examination of the influence of communication, culture and social distance on other regarding preferences.”
Journal of Economics and Behavior in Organizations
vol.
60
, (July 01, 2006):
373
-
398
.
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Journal Article
Buchan, Nancy, Eric Johnson , and Rachel Croson
. “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
, (July 01, 2006):
373
-
398
.
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Journal Article
Bellman, Steve, Eric Johnson , Gerald Lohse, and Naomi Mandel
. “Designing Marketplaces of the Artificial with Consumers in Mind: Four Approaches to Understanding Consumer Behavior in Electronic Environments.”
Journal of Interactive Marketing
vol.
20
, (January 01, 2006):
21
-
33
.
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Journal Article
Johnson, Eric, Mary Steffel, and Daniel Goldstein
. “Making Better Decisions: From Measuring to Constructing Preferences.”
Health Psychology
vol.
24
, (July 01, 2005):
S17-S22
.
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Journal Article
Johnson, Eric
. “Defaults and Donation Decisions.”
Transplantation
vol.
78
, (May 23, 2004):
1713
-
1716
.
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Journal Article
Johnson, Eric, Wendy Moe, Peter Fader, Steve Bellman, and Gerald Lohse
. “On the Depth and Dynamics of Online Search Behavior.”
Management Science
vol.
50
, (May 01, 2004):
299
-
308
.
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Journal Article
Buchan, Nancy, Rachel Croson, and Eric Johnson
. “When Do Fair Beliefs Influence Bargaining Behavior? Experimental Bargaining in Japan and the United States.”
Journal of Consumer Research
vol.
31
, (January 01, 2004):
181
-
90
.
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Journal Article
Bellman, Steve, Eric Johnson , Stephen Kobrin, and Gerald Lohse
. “International Differences in Information Privacy Concerns: A Global Survey of Consumers.”
Information Society
vol.
20
, (January 01, 2004):
313
-
24
.
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Journal Article
Johnson, Eric
. “Rediscovering Risk.”
Journal of Public Policy and Marketing
vol.
23
, (January 01, 2004):
2
-
6
.
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Journal Article
Johnson, Eric, Steve Bellman, and Gerald Lohse
. “Cognitive Lock-In and the Power Law of Practice.”
Journal of Marketing
vol.
67
, (January 01, 2003):
62
-
75
.
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Journal Article
Johnson, Eric and Daniel Goldstein
. “Do Defaults Save Lives?”
Science
vol.
302
, (January 01, 2003):
1338
-
39
.
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Journal Article
Mandel, Naomi and Eric Johnson
. “When Web Pages Influence Choice: Effects of Visual Primes on Experts and Novices.”
Journal of Consumer Research
vol.
29
, (January 01, 2002):
235
-
45
.
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Journal Article
Johnson, Eric, C. Camerer, Sankar Sen, and T. Rymon
. “Detecting Failures of Backward Induction: Monitoring Information Search in Sequential Bargaining.”
Journal of Economic Theory
vol.
104
, (January 01, 2002):
16
-
47
.
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Journal Article
Johnson, Eric
. “Digitizing Consumer Research.”
Journal of Consumer Research
vol.
28
, (September 01, 2001):
331
-
36
.
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Journal Article
Bellman, Steve, Eric Johnson , and Gerald Lohse
. “To Opt-In or Opt-Out: That Depends on the Question.”
Communications of the ACM
vol.
44
, (January 01, 2001):
25
-
27
.
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Journal Article
Lohse, Gerald, Steve Bellman, and Eric Johnson
. “Consumer Buying Behavior on the Internet: Findings from Panel Data.”
Journal of Interactive Marketing
vol.
14
, (January 01, 2000):
15
-
29
.
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Journal Article
West, P., Dan Ariely, Steve Bellman, Eric Bradlow, Joel Huber, Eric Johnson , B. Khan, John Little, and David Schkade
. “Agents to the Rescue?”
Marketing Letters
vol.
10
, (August 01, 1999):
285
-
301
.
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Journal Article
Chapman, G. and Eric Johnson
. “Anchoring, Confirmatory Search, and the Construction of Values.”
Organizational Behavior and Human Decision Processes
vol.
79
, (January 01, 1999):
115
-
53
.
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Journal Article
Morwitz, V., Eric Greenleaf, and Eric Johnson
. “Divide and Prosper: Why Firms Divide Prices Instead of Charging a Single Price.”
Journal of Marketing Research
vol.
35
, (January 01, 1998):
453
-
63
.
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Journal Article
Winer, Russell, J. Deighton, Eric Johnson , B. Mellers, V. Morwitz, T. O'Guinn, A. Rangaswamy, and Alan Sawyer
. “Choice in Computer-Mediated Environments.”
Marketing Letters
vol.
8
, (July 01, 1997):
287
-
96
.
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Journal Article
Lohse, Gerald and Eric Johnson
. “A Comparison of Two Process Tracing Methods for Choice Tasks.”
Organizational Behavior and Human Decision Processes
vol.
68
, (January 01, 1997):
28
-
34
.
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Journal Article
Sen, Sankar and Eric Johnson
. “Mere-Possession Effects Without Possession in Consumer Choice.”
Journal of Consumer Research
vol.
24
, (January 01, 1997):
105
-
77
.
Explore Further about Mere-Possession Effects Without Possession in Consumer Choice
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Journal Article
Johnson, Eric, John van Rossen, Bruce G. S. Hardie, and P. Anderson
. “Watching Customers Decide: Process Measures Add Insights to Choice Modeling Experiments.”
Marketing Research
vol.
9
, (January 01, 1997):
32
-
38
.
Explore Further about Watching Customers Decide: Process Measures Add Insights to Choice Modeling Experiments
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Journal Article
van Rossen, John and Eric Johnson
. “Empirical Generalizations in the Modeling of Consumer Choice.”
Marketing Science
vol.
14
, (January 01, 1995):
G180
-
9
.
Explore Further about Empirical Generalizations in the Modeling of Consumer Choice
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Journal Article
Chapman, G. and Eric Johnson
. “Preference Reversals in Monetary and Life Expectancy Evaluations.”
Organizational Behavior and Human Decision Processes
vol.
62
, (January 01, 1995):
300
-
17
.
Explore Further about Preference Reversals in Monetary and Life Expectancy Evaluations
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Journal Article
Johnson, Eric, J. Hershey, J. Meszaros, and Howard Kunreuther
. “Framing, Probability Distortions, and Insurance Decisions.”
Journal of Risk and Uncertainty
vol.
7
, (August 01, 1993):
35
-
51
.
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Journal Article
Bettman, James, Eric Johnson , M. F. Luce, and John W. Payne
. “Correlation, Conflict, and Choice.”
Journal of Experimental Psychology: Learning, Memory, and Cognition
vol.
19
, (January 01, 1993):
931
-
51
.
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Journal Article
Hardie, Bruce G. S., Eric Johnson , and Peter Fader
. “Reference Dependence, Loss Aversion, and Brand Choice.”
Marketing Science
vol.
12
, (January 01, 1993):
378
-
94
.
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Journal Article
Morwitz, V., Eric Johnson , and D. Schmittlein
. “Does Measuring Intent Change Behavior?”
Journal of Consumer Research
vol.
20
, (January 01, 1993):
46
-
61
.
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Journal Article
Payne, John W., James Bettman, Eloise Coupey, and Eric Johnson
. “A Constructive Process View of Decision Making: Multiple Strategies in Judgment and Choice.”
Acta Psychologica
vol.
80
, (January 01, 1992):
107
-
41
.
Explore Further about A Constructive Process View of Decision Making: Multiple Strategies in Judgment and Choice
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Journal Article
Payne, John W., James Bettman, and Eric Johnson
. “Behavioral Decision Research: A Constructive Processing Perspective.”
Annual Review of Psychology
vol.
43
, (January 01, 1992):
87
-
131
.
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Journal Article
Thaler, R. and Eric Johnson
. “Gambling with the House Money and Trying to Break Even: The Effects of Prior Outcomes on Risky Choice.”
Management Science
vol.
36
, (January 01, 1990):
643
-
60
.
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Journal Article
Johnson, Eric, John van Rossen, and S. Ghose
. “When Choice Models Fail: Compensatory Representations in Negatively-Correlated Environments.”
Journal of Marketing Research
vol.
26
, (January 01, 1989):
255
-
70
.
Explore Further about When Choice Models Fail: Compensatory Representations in Negatively-Correlated Environments
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Journal Article
Schkade, David and Eric Johnson
. “Cognitive Processes in Preference Reversals.”
Organizational Behavior and Human Decision Processes
vol.
44
, (January 01, 1989):
203
-
31
.
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Journal Article
van Rossen, John and Eric Johnson
. “Information Overload and the Nonrobustness of Linear Models: A Comment on Keller and Staelin.”
Journal of Consumer Research
vol.
15
, (January 01, 1989):
498
-
503
.
Explore Further about Information Overload and the Nonrobustness of Linear Models: A Comment on Keller and Staelin
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Journal Article
Johnson, Eric and David Schkade
. “Bias in Utility Assessments: Further Evidence and Explanations.”
Management Science
vol.
35
, (January 01, 1989):
406
-
24
.
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Journal Article
Johnson, Eric
. “Adaptive Strategy Selection in Decision Making.”
Journal of Experimental Psychology: Learning, Memory, and Cognition
vol.
14
, (July 01, 1988):
534
-
52
.
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Journal Article
Johnson, Eric, John W. Payne, and James Bettman
. “Information Displays and Preference Reversals.”
Organizational Behavior and Human Decision Processes
vol.
42
, (January 01, 1988):
121
.
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Journal Article
Johnson, Eric and John W. Payne
. “Effort and Accuracy in Choice.”
Management Science
vol.
31
, (January 01, 1985):
395
-
414
.
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Journal Article
Johnson, Eric and R. J. Meyer
. “Compensatory Choice Models of Noncompensatory Processes: The Effect of Varying Context.”
Journal of Consumer Research
vol.
11
, (January 01, 1984):
528
-
41
.
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Journal Article
Johnson, Eric and J. E. Russo
. “Product Familiarity and Learning New Information.”
Journal of Consumer Research
vol.
11
, (January 01, 1984):
542
-
50
.
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Working Paper
Gachter, S., A. Herrmann, and Eric Johnson
. Measuring individual-level loss aversion using simple experiments. January 01, 2014.
Explore Further about Measuring individual-level loss aversion using simple experiments
Working Paper
Figner, Bernd, Elke Weber, J. Steffener, Amy R. Krosch, T. Wager, and Eric Johnson
. Framing the future first: Brain mechanisms that increase patience in intertemporal choice. February 09, 2011.
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Working Paper
Weber, Elke, Eric Johnson , S. Nair, and S. Czaja
. Comparison of web-based vs. in-person cognitive function tests of younger and older adults. February 09, 2011.
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Working Paper
Johnson, Eric and Elke Weber
. Should seniors be in charge? Decision-making over the lifespan. February 09, 2011.
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Working Paper
Goldstein, Daniel, Eric Johnson , and William Sharpe
. Distribution Builder: A Tool for Measuring Preferences for Investment Risk. December 01, 2010.
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Working Paper
Johnson, Eric, S. Gaechter, and A. Herrmann
. Mediators of Loss Aversion. December 01, 2010.
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Working Paper
Johnson, Eric, Bruce G. S. Hardie, R. J. Meyer, and John Walsh
. Observing Unobserved Heterogeneity: Using Process Data to Enhance Choice Models. December 01, 2010.
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Working Paper
Heitmann, Mark, Eric Johnson , and Andreas Herrmann
. Pricing Add-Ons as Totals: How Changing Price Display Can Influence Consumer Choice. November 01, 2010.
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Working Paper
Toubia, Olivier, Eric Johnson , Theodoros Evgeniou, and Philippe Delquie
. Estimation of Risk and Time Preferences: Response Error, Heterogeneity, Adaptive Questionnaires, and Experiment Evidence from Mortgagers. July 30, 2010.
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Working Paper
Adams, Marjorie, Eric Johnson , and Deborah Mitchell
. Your Preferences May be Hazardous to Your Wealth: How False Consensus and Overconfidence Influence Judgments of Product Success. January 01, 1995.
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Book
Johnson, Eric
. The Elements of Choice: Why the Way We Decide Matters. 
Riverhead Books
, 2021.
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Book
Johnson, Eric, James Bettman, and John W. Payne
. The Adaptive Decision Maker. 
Cambridge, England
:
Cambridge University Press
, 1993.
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Book
Johnson, Eric and J. S. Carroll
. Decision Research: A Field Guide. 
London, England
:
SAGE
, 1990.
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Chapter
Johnson, Eric and R. Ratcliff
. “Computational and Process Models of Decision Making in Psychology and Behavioral Economics.” In
Neuroeconomics: Decision Making and the Brain
, edited by
P. W. Glimcher & E. Fehr
,
35
-
47
.
London
:
Academic Press
, 2013.
Explore Further about Computational and Process Models of Decision Making in Psychology and Behavioral Economics
Chapter
Johnson, Eric, Christian Keysers, Robert Boyd, Jonathan Cohen, Merlin Donald, Werner Güth, Robert Kurzban, Lael J. Schooler, Jonathan Schooler, Elizabeth Spelke, and Julia Trommershäuser
. “Explicit and Implicit Strategies in Decision Making.” In
Better Than Conscious? Decision Making, the Human Mind, and Implications for Institutions
, edited by
Christoph Engel and Wolf Singer
,
225
-
258
.
MA
:
MIT Press
, 2008.
Explore Further about Explicit and Implicit Strategies in Decision Making
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Chapter
Weber, Elke and Eric Johnson
. “Decisions under Uncertainty: Psychological, Economic, and Neuroeconomic Explanations of Risk Preference.” In
Neuroeconomics: Decision Making and the Brain
, edited by
Paul Glimcher, Ernst Fehr, Colin Camerer, and Russell Alan Poldrack
,
127
-
144
.
London
:
Academic Press
, 2008.
Explore Further about Decisions under Uncertainty: Psychological, Economic, and Neuroeconomic Explanations of Risk Preference
Chapter
Johnson, Eric, Michel Tuan Pham , and Gita Johar
. “Consumer Behavior and Marketing.” In
Social Psychology: Handbook of Basic Principles
, edited by
Arie Kruglanski and E. Tory Higgins
,
New York
:
Guilford
, 2007.
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Chapter
Weber, Elke and Eric Johnson
. “Constructing Preferences From Memory.” In
The Construction of Preference
, edited by
Sarah Lichtenstein and Paul Slovic
,
397
-
410
.
New York
:
Cambridge University Press
, 2006.
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Chapter
Buchan, Nancy, Rachel Croson, Eric Johnson , and George Wu
. “Gain and Loss Ultimatums.” In
Advances in Applied Microeconomics, Volume 13: Experimental and Behavioral Economics
, edited by
John Morgan
,
1
-
24
.
Amsterdam
:
Elsevier
, 2005.
Explore Further about Gain and Loss Ultimatums
Chapter
Camerer, C. and Eric Johnson
. “Thinking About Attention in Games: Backward and Forward Induction.” In
The Psychology of Economic Decisions
, edited by
I. Brocas and J. Carillo
,
111
-
129
.
New York
:
Oxford University Press
, 2003.
Explore Further about Thinking About Attention in Games: Backward and Forward Induction
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Chapter
Camerer, C. and Eric Johnson
. “The Process-Performance Paradox in Expert Judgment: How Can Experts Know So Much and Predict So Badly?” In
Toward a General Theory of Expertise: Prospects and Limits
, edited by
A. Ericsson and J. Smith
,
New York
:
Cambridge University Press
, 1991.
Explore Further about The Process-Performance Paradox in Expert Judgment: How Can Experts Know So Much and Predict So Badly?
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  • Courses
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Course
B7619: Behavioral Economics & Decision Making
View Course on Behavioral Economics & Decision Making
Course
B8744: The Psychology and Economics of Consumer Finance
View Course on The Psychology and Economics of Consumer Finance
Course
B8619: Behavioral Economics & Decision Making
View Course on Behavioral Economics & Decision Making
Course
B9617: (PhD) Consumer Behavior II
View Course on (PhD) Consumer Behavior II
Case Study
Johnson, Eric and Christopher Mayer
. The 2/28 Mortgage: When Business and Psychology Intersect in a New Consumer Product. 
New York, NY
:
CaseWorks
, 2011.
Explore Further about The 2/28 Mortgage: When Business and Psychology Intersect in a New Consumer Product
Case Study
Zeldes, Stephen and Eric Johnson
. Keep the Change: Bank of America's Savings Program.  2010.
Explore Further about Keep the Change: Bank of America's Savings Program
  • Awards & Honors
  • In the Media
  • Articles
In the Media

Don’t Expect Much Trade-War Pushback from Corporate America

The New Republic
In the Media

Pork or Cheese? SUVs or Trucks? Test to See if You Know What's Better for the Environment

NBC News
In the Media

How Political Campaigns Are Raising Millions through Unwitting Donors

NPR's "Planet Money"
In the Media

How Political Campaigns Raise Millions through Unwitting Donors

NPR
In the Media

Making Choices Is Complicated. Here's What to Know to Make More Informed Decisions

Fast Company
In the Media

Conversations: Eric J. Johnson, "The Elements of Choice: Why the Way We Decide Matters"

Kansas Public Radio
In the Media

Among Social Scientists, a Vigorous Debate over Loss Aversion

Salon
In the Media

Apple Bets on Users Opting in to Be Tracked, Rather Than Opting Out

Marketplace Radio
In the Media

What Happens When You're Vaccinated and Your Partner Isn't?

Marketplace Radio
In the Media

As The Stock Market Tumbles, Psychology Research Urges You To Avoid This Common Error

Forbes
In the Media

Professor Eric Johnson in Financial Times

Financial Times
Article

Why Most Americans Get Sustainability Wrong—and How to Fix It

Read More about Why Most Americans Get Sustainability Wrong—and How to Fix It
Article

The Carbon Knowledge Gap: Why Most Consumers Struggle to Make Effective Eco Choices

Read More about The Carbon Knowledge Gap: Why Most Consumers Struggle to Make Effective Eco Choices
Article

Carbon Competence: People Overwhelming Make Incorrect Sustainability Choices

Read More about Carbon Competence: People Overwhelming Make Incorrect Sustainability Choices
Article

New Research Finds Political Campaigns Raised Extra $43 Million in 2020 Using Deceptive Tactics

Read More about New Research Finds Political Campaigns Raised Extra $43 Million in 2020 Using Deceptive Tactics
Article

Choice Architecture: How to Improve Decision-Making

Read More about Choice Architecture: How to Improve Decision-Making
Article

Suspicion of Banks Following Financial Crisis Kept Homeowners from Taking Full Advantage of Harp

Read More about Suspicion of Banks Following Financial Crisis Kept Homeowners from Taking Full Advantage of Harp
Article

Defaults Are Not the Same by Default

Read More about Defaults Are Not the Same by Default
Article

New Research: How You Approach Decision Making Can Impact Your Ability to be Patient

Read More about New Research: How You Approach Decision Making Can Impact Your Ability to be Patient
Article

How Trump’s budget proposals could impact millions of women

Read More about How Trump’s budget proposals could impact millions of women
Article

Consumer Mistakes in ObamaCare Exchanges May Cost Taxpayers $9B

Read More about Consumer Mistakes in ObamaCare Exchanges May Cost Taxpayers $9B
Article

Study: Consumers May Spend $9 Billion More Than Necessary on Obamacare

Read More about Study: Consumers May Spend $9 Billion More Than Necessary on Obamacare
Article

Columbia Business School Professor Eric Johnson Selected as 2012 ACR Fellow

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Article

Association for Consumer Research Pre-Conference

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  • CaseWorks
Case ID
220306

CommonBond and Student Loan Refinancing

What is the best growth path for CommonBond which would allow it to expand without diluting its closely held mission or key competencies?

View Case on CommonBond and Student Loan Refinancing
Case ID
120315

Keep the Change: Bank of America's Savings Program

What is the net benefit of banks' "keep the change" programs for banks and for consumers--both from an economic and psychological perspective?

View Case on Keep the Change: Bank of America's Savings Program
Case ID
120301

Betterment

How can Betterment, a new online investment tool, provide additional value to its customers and continue to grow the company's worth?

View Case on Betterment
Case ID
110310

Selling CFLs at Wal-Mart

How might the largest US retailer reinvigorate consumer demand of compact florescent light bulbs?

View Case on Selling CFLs at Wal-Mart
Case ID
110302

The 2-28 Mortgage: When Business and Psychology Intersect in a New Consumer Product

What does consumer psychology tell lenders about the risks of an infamous type of subprime mortgage?

View Case on The 2-28 Mortgage: When Business and Psychology Intersect in a New Consumer Product

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