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  1. Directory
  2. Faculty
  3. Sheena Iyengar

Sheena Iyengar

S. T. Lee Professor of Business
Management Division
Sheena Iyengar
Areas of Expertise
Artificial Intelligence (AI), Decision Making & Negotiations, Entrepreneurship & Innovation
Contact
Office: 322 Kravis
Phone: (212) 8548539
E-mail: [email protected]
Links
Curriculum Vitae

Sheena S. Iyengar is the inaugural S.T. Lee Professor of Business in the Management Division at Columbia Business School, and a world expert on choice and decision-making. Her book The Art of Choosing received the Financial Times and Goldman Sachs Business Book of the Year 2010 award, and was ranked #3 on the Amazon.com Best Business and Investing Books of 2010. Her research is regularly cited in the New York Times, Wall Street Journal, and The Economist as well as in popular books, such as Malcolm Gladwell’s Blink and Aziz Ansari’s Modern Romance. Dr. Iyengar has also appeared on television, including the Today Show, the Daily Show, and Fareed Zakaria’s GPS on CNN. Her TED Talks have collectively received almost four million views and her research continues to inform markets, businesses, and individuals around the world.  

Growing up in New York City as a blind Indian American and the daughter of immigrants, Dr. Iyengar began to look at the choices she and others had, and how to get the most from choice. She first started researching choice as an undergrad at the Wharton School of the University of Pennsylvania where she graduated with a B.S. in Economics. She received her Ph.D. in Social Psychology from Stanford University where her dissertation, “Choice and its Discontents,” received the Best Dissertation Award. Dr. Iyengar received the Presidential Early Career Award in 2002, and in 2011 and 2019, she was named a member of the Thinkers50, a global ranking of the top 50 management thinkers. She won the Dean’s Award for Outstanding Core Teaching from Columbia Business School in 2012 and was named one of the World’s Best B-School Professors by Poets and Quants. She has also given keynotes, and consulted for companies as wide ranging as Deloitte, Google, Bloomberg, Blizzard Entertainment, J.P. Morgan & Chase, and The North Face. 

In a groundbreaking, new course called "Think Bigger," Dr. Iyengar created a six-step method for teaching people how to take advantage of lessons learned from neurological and cognitive science to put our minds to work when generating our best ideas. Her new book Think Bigger will be released in 2022.  She also teaches another course, the Innovation Salon, a forum comprised of students, alumni, faculty, and Innovation Fellows which seeks to not only understand the issues facing industry today, but how to address those issues with innovation.  

Education
BA, University of Pennsylvania, 1992; BS, University of Pennsylvania, 1992; PhD, Stanford, 1997
Joined CBS
1998

All Activities

  • Research
  • Teaching
  • Awards and Honors
  • Press
  • CaseWorks
  • Journal articles
  • Working papers
  • Articles
  • Books
  • Chapters
Journal Article
Bailey, E. R., J.T. Carter, Sheena Iyengar , and Adam Galinsky
. “The Privilege to be yourself.”
Personality and Social Psychology Bulletin
(Forthcoming).
Explore Further about The Privilege to be yourself
Journal Article
Bailey, Erica R., Mike W. White , Sheena Iyengar , and Modupe Akinola
. “Americans misperceive the frequency and format of political debate.”
Scientific Reports
vol.
14
, (March 06, 2024):
1
-
8
.
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Journal Article
C. Blaine Horton Jr. '25, , Mike W. White , and Sheena Iyengar
. “Bias against AI art can enhance perceptions of human creativity.”
Scientific Reports
vol.
13
, (November 03, 2023).doi:
doi.org/10.1038/s41598-023-45202-3
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Journal Article
Bertini, Marco, Luc Wathieu, and Sheena Iyengar
. “The Discriminating Consumer: Product Proliferation and Willingness to Pay for Quality.”
Journal of Marketing Research
vol.
49
, (January 01, 2012):
39
-
49
.
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Journal Article
Mogilner, Cassie, Baba Shiv, and Sheena Iyengar
. “Eternal Quest for the Best: Sequential (vs. Simultaneous) Option Presentation Undermines Choice Commitment.”
Journal of Consumer Research
vol.
39
, (January 01, 2012):
1300
-
1312
.
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Download PDF on Eternal Quest for the Best: Sequential (vs. Simultaneous) Option Presentation Undermines Choice Commitment
Journal Article
Chua, Roy and Sheena Iyengar
. “Perceiving Freedom Givers: Effects of Granting Decision Latitude on Personality and Leadership Perceptions.”
Leadership Quarterly
vol.
22
, (October 01, 2011):
863
-
880
.
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Journal Article
Iyengar, Sheena
. “Lead by Choice.”
Leadership Excellence
vol.
27
, (November 01, 2010):
13
.
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Journal Article
Leotti, Lauren, Sheena Iyengar , and Kevin Ochsner
. “Born to Choose: The Origins and Value of the Need for Control.”
Trends in Cognitive Science
vol.
14
, (October 01, 2010):
457
-
463
.
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Journal Article
Iyengar, Sheena and Emir Kamenica
. “Choice Proliferation, Simplicity Seeking, and Asset Allocation.”
Journal of Public Economics
vol.
94
, (August 01, 2010):
530
-
539
.
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Journal Article
Heitmann, Mark, Andreas Herrmann, and Sheena Iyengar
. “Order in Product Customization Decisions: Evidence from Field Experiments.”
Journal of Political Economy
vol.
118
, (April 01, 2010):
274
-
299
.
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Journal Article
DeVoe, Sanford and Sheena Iyengar
. “Medium of Exchange Matters: What's Fair for Goods is Unfair for Money.”
Psychological Science
vol.
21
, (February 01, 2010):
159
-
162
.
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Journal Article
Botti, Simona, Kristina Orfali, and Sheena Iyengar
. “Tragic Choices: Autonomy and Emotional Responses to Medical Decisions.”
Journal of Consumer Research
vol.
36
, (October 01, 2009):
337
-
352
.
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Journal Article
Mogilner, Cassie, Tamar Rudnick, and Sheena Iyengar
. “The Mere Categorization Effect: How the Presence of Categories Increases Choosers' Perceptions of Assortment Variety and Outcome Satisfaction.”
Journal of Consumer Research
vol.
35
, (August 01, 2008):
202
-
215
.
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Journal Article
Chua, Yong Joo Roy and Sheena Iyengar
. “Creativity as a Matter of Choice: Prior Experience and Task Instruction as Boundary Conditions for the Positive Effect of Choice on Creativity.”
Journal of Creative Behavior
vol.
42
, (January 01, 2008):
164
-
180
.
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Journal Article
Iyengar, Sheena, Emir Kamenica, and Itamar Simonson
. “Racial Preferences in Dating: Evidence from a Speed Dating Experiment.”
Review of Economic Studies
vol.
75
, (January 01, 2008):
117
-
132
.
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Journal Article
Pohlmann, Claudia, Erica Carranza, Bettina Hannover, and Sheena Iyengar
. “Repercussions of Self-Construal for Self-Relevant and Other-Relevant Choice.”
Social Cognition
vol.
25
, (January 01, 2007):
284
-
305
.
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Journal Article
Huberman, Gur, Sheena Iyengar , and Wei Jiang
. “Defined Contribution Pension Plans: Determinants of Participation and Contribution Rates.”
Journal of Financial Services Research
vol.
31
, (January 01, 2007):
1
-
32
.
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Journal Article
Iyengar, Sheena, Emir Kamenica, and Itamar Simonson
. “Gender Differences in Mate Selection: Evidence from a Speed Dating Experiment.”
Quarterly Journal of Economics
vol.
121
, (May 01, 2006):
673
-
97
.
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Journal Article
Iyengar, Sheena, Rachael E. Wells, and Barry Schwartz
. “Doing Better But Feeling Worse: Looking for the 'Best' Job Undermines Satisfaction.”
Psychological Science
vol.
17
, (January 01, 2006):
143
-
50
.
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Journal Article
Botti, Simona and Sheena Iyengar
. “The Dark Side of Choice: When Choice Impairs Social Welfare.”
Journal of Public Policy and Marketing
vol.
25
, (January 01, 2006):
24
-
38
.
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Journal Article
Chua, Roy and Sheena Iyengar
. “Empowerment through Choice? A Critical Analysis of the Effects of Choice in Organizations.”
Research in Organizational Behavior
vol.
27
, (January 01, 2006):
41
-
79
.
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Journal Article
Ames, Daniel and Sheena Iyengar
. “Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection.”
Journal of Experimental Social Psychology
vol.
41
, (January 01, 2005):
271
-
82
.
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Journal Article
Wells, Rachael E. and Sheena Iyengar
. “Positive Illusions of Preference Consistency: When Remaining Eluded by One's Preferences Yields Greater Subjective Well-Being and Decision Outcomes.”
Organizational Behavior and Human Decision Processes
vol.
98
, (January 01, 2005):
66
-
87
.
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Journal Article
Ames, Daniel and Sheena Iyengar
. “Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection.”
Journal of Experimental Social Psychology
vol.
41
, (January 01, 2005):
271
-
282
.
Explore Further about Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection
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Journal Article
Lepper, Mark R., Jennifer Henderlong Corpus, and Sheena Iyengar
. “Intrinsic and Extrinsic Motivational Orientations in the Classroom: Developmental Trends and Academic Correlates.”
Journal of Educational Psychology
vol.
97
, (January 01, 2005):
184
-
96
.
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Journal Article
Botti, Simona and Sheena Iyengar
. “The Psychological Pleasure and Pain of Choosing: When People Prefer Choosing at the Cost of Subsequent Well-Being.”
Journal of Personality and Social Psychology
vol.
87
, (September 01, 2004):
312
-
26
.
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Journal Article
Iyengar, Sheena
. “Interpreting the Other Person's Behavior in the Heat of Conflict: Negative Trait Attributions Affect Dispute Resolution Procedure Preferences and Account for Situational and Cultural Differences.”
Asian Journal of Social Psychology
vol.
7
, (August 01, 2004):
122
-
147
.
Explore Further about Interpreting the Other Person's Behavior in the Heat of Conflict: Negative Trait Attributions Affect Dispute Resolution Procedure Preferences and Account for Situational and Cultural Differences
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Journal Article
Morris, Michael, Angela Ka-yee Leung, and Sheena Iyengar
. “Person Perception in the Heat of Conflict: Negative Trait Attributions Affect Procedural Preferences and Account for Situational and Cultural Differences.”
Asian Journal of Social Psychology
vol.
7
, (August 01, 2004):
127
-
47
.
Explore Further about Person Perception in the Heat of Conflict: Negative Trait Attributions Affect Procedural Preferences and Account for Situational and Cultural Differences
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Journal Article
DeVoe, Sanford and Sheena Iyengar
. “Managers' Theories of Subordinates: A Cross-Cultural Examination of Manager Perceptions of Motivation and Appraisal of Performance.”
Organizational Behavior and Human Decision Processes
vol.
93
, (January 01, 2004):
47
-
61
.
Explore Further about Managers' Theories of Subordinates: A Cross-Cultural Examination of Manager Perceptions of Motivation and Appraisal of Performance
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Journal Article
Hernandez, Miriam and Sheena Iyengar
. “What Drives Whom? A Cultural Perspective on Human Agency.”
Social Cognition
vol.
19
, (July 01, 2001):
269
-
94
.
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Journal Article
Iyengar, Sheena and Mark R. Lepper
. “When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?”
Journal of Personality and Social Psychology
vol.
79
, (December 01, 2000):
995
-
1006
.
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Journal Article
Iyengar, Sheena and Mark R. Lepper
. “Rethinking the Value of Choice: A Cultural Perspective on Intrinsic Motivation.”
Journal of Personality and Social Psychology
vol.
76
, (March 01, 1999):
349
-
66
.
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Journal Article
Iyengar, Sheena and S. Nolen-Hoeksema
. “Gender Differences in Internal and External Focusing Among Adolescents.”
Sex Roles
vol.
37
, (January 01, 1997):
687
-
700
.
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Journal Article
Iyengar, Sheena and Martin Seligman
. “The Hope of Fundamentalists.”
Psychological Science
vol.
5
, (January 01, 1994):
58
.
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Journal Article
Iyengar, Sheena and Martin Seligman
. “Optimism and Fundamentalism.”
Psychological Science
vol.
4
, (July 01, 1993):
256
-
59
.
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Working Paper
Heinemann, Zachary, Modupe Akinola , Sheena Iyengar , and Adam Galinsky
. Diversity by Design: The Role of Contact and Homophily in Determining Persistent Friendships. August 13, 2020.
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Working Paper
Wang, Dan, Jackson Lu, and Sheena Iyengar
. How Social Ties Bias Group Decisions: Results from Laboratory and Field Experiments on Abstract Art and Wine. January 01, 2019.
Explore Further about How Social Ties Bias Group Decisions: Results from Laboratory and Field Experiments on Abstract Art and Wine
Working Paper
Bailey, Erica and Sheena Iyengar
. Authentic Self-Expression on Social Media Is Associated with Greater Subjective Well-Being. January 01, 2019.
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Working Paper
Horton, Carl, Aharon Levy, and Sheena Iyengar
. The Artistic Value of a Human in the Age of the AI. January 01, 2019.
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Working Paper
Horton, Carl, Erica Bailey, and Sheena Iyengar
. Taking the True Self out of Authenticity: A New Measure of Felt Authenticity. January 01, 2019.
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Working Paper
Kuwabara, Ko, Claudius Hildebrand, Sheena Iyengar , and Xi Zou
. Lay Theories of Networking Ability: Beliefs that Inhibit Engagement in Networking. January 01, 2019.
Explore Further about Lay Theories of Networking Ability: Beliefs that Inhibit Engagement in Networking
Working Paper
Ingram, Paul, Yoonjin Choi, Carl Horton, and Sheena Iyengar
. The Authenticity Challenge: How a Value Affirmation Exercise Can Engender Authentic Leadership. January 01, 2019.
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Working Paper
Horton, Carl and Sheena Iyengar
. The Simple Benefits of Saying Your Name in Pitch. January 01, 2019.
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Working Paper
Lu, Jackson, Alexandra Suppes, Carl Horton, and Sheena Iyengar
. Other-Perceived Sincerity Predicts Political Election Outcomes, Facebook Popularity, and Speed-Dating Success . January 01, 2018.
Explore Further about Other-Perceived Sincerity Predicts Political Election Outcomes, Facebook Popularity, and Speed-Dating Success
Working Paper
Ingram, Paul, Yoonjin Choi, Carl Horton, and Sheena Iyengar
. The Authenticity Challenge: How a Value Affirmation Exercise Can Engender Authentic Leadership. January 01, 2018.
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Working Paper
Iyengar, Sheena
. The Ties That B(l)ind: How Social Connectedness Diminishes Individual Influence in Group Judgments. January 01, 2016.
Explore Further about The Ties That B(l)ind: How Social Connectedness Diminishes Individual Influence in Group Judgments
Working Paper
Suppes, Alexandra and Sheena Iyengar
. What can a looking glass reflect? Trait observability predicts what feedback is incorporated into self-knowledge. January 10, 2011.
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Working Paper
Iyengar, Sheena, Sanford DeVoe, and Claudius Hildebrand
. Reconsidering Choice in the Design of Work: The Persistent Influence of Ethnicity Within a Multinational Organization. November 23, 2010.
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Working Paper
Botti, Simona and Sheena Iyengar
. So Many Choices, So Little Time: The Influence of Timeframe on Decision Confidence and Affect. August 24, 2010.
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Working Paper
Iyengar, Sheena, Emir Kamenica, and Itamar Simonson
. Racial Preferences in Dating: Evidence from a Speed Dating Experience. January 01, 2005.
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Newspaper/Magazine Article
Hildebrand, Claudius, Sheena Iyengar , and Xi Zou
. “Lay Theories of Networking Ability: Beliefs that Inhibit Engagement in Networking.”
Journal of Applied Psychology
. Forthcoming.
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Newspaper/Magazine Article
Iyengar, Sheena
. “A Better Choosing Experience.”
strategy+business
. September 27, 2010.
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Newspaper/Magazine Article
Iyengar, Sheena
. “Why the Soda Tax Makes Us Angry.”
Slate.com
. June 01, 2010.
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Newspaper/Magazine Article
Iyengar, Sheena
. “Assisted Suicide and 'Free Choice'.”
CNN Opinion
. May 05, 2010.
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Newspaper/Magazine Article
Iyengar, Sheena
. “Nudge: Improving Decisions About Health, Wealth, and Happiness.”
Journal of Pension Economics and Finance
. January 19, 2010.
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Book
Iyengar, Sheena
. The Art of Choosing. 
New York
:
Twelve
, 2010.
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Chapter
Iyengar, Sheena and Elena Reutskaja
. “The Full Information Assumption and the Choice Overload Effect.” In
Behavioral Economics and Economic Psychology
, edited by
Marcel Zeelenberg and Diederik A. Stapel
,
London
:
Psychology Press
, Forthcoming.
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Chapter
Iyengar, Sheena and Tucker Kuman
. “Does More Choice Lead to More Flourishing?” In
Human Flourishing in an Age of Gene Editing
, edited by
Erik Parens and Josephine Johnston
,
New York
:
Oxford University Press
, 2018.
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Chapter
Reutskaja, E., Sheena Iyengar , B. Fasolo, and R. Misuraca
. “Can You Adapt to the Load? Cognitive and Affective Consequences of Information Load.” In
Handbook on Bounded Rationality
,
New York
:
Routledge
, 2017.
Explore Further about Can You Adapt to the Load? Cognitive and Affective Consequences of Information Load
Chapter
DeVoe, Sanford and Sheena Iyengar
. “Allocating resources among group members: The medium of exchange matters.” In
Research on Managing Groups and Teams: Fairness and Groups, Volume 13
, edited by
B. Mannix, M. Neale, and E. Mullen
,
159
-
181
.
Bingley, UK
:
Emerald
, 2010.
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Chapter
Iyengar, Sheena
. “How Much Choice Is Too Much? Determinants of Individual Contributions in 401K Retirement Plans.” In
Pension Design and Structure: New Lessons from Behavioral Finance
, edited by
O. S. Mitchell and S. P. Utkus
,
New York
:
Oxford University Press
, 2004.
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Chapter
Iyengar, Sheena, Wei Jiang , and Gur Huberman
. “How much choice is too much: Determinants of individual contributions in 401K retirement plans.” In
Pension Design and Structure: Lessons from Behavioral Finance
,
83
-
95
.
Oxford, UK
:
Oxford University Press
, 2004.
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Chapter
Iyengar, Sheena and Sanford DeVoe
. “Rethinking the Value of Choice: Considering Cultural Mediators of Intrinsic Motivation.” In
Cross-Cultural Differences in Perspectives on the Self
, edited by
Virginia Murphy-Berman and John J. Berman
,
Lincoln, Neb.; London
:
University of Nebraska Press
, 2003.
Explore Further about Rethinking the Value of Choice: Considering Cultural Mediators of Intrinsic Motivation
Chapter
Iyengar, Sheena and Mark R. Lepper
. “Choice and Its Consequences: On the Costs and Benefits of Self-Determination.” In
Self and Motivation: Emerging Psychological Perspectives
, edited by
Abraham Tesser, Diederik A. Stapel, Janne V. Wood, and Joanne V. Wood
,
Washington, D.C.
:
American Psychological Association
, 2002.
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Chapter
Iyengar, Sheena and Joel Brockner
. “Cultural Differences in Self and the Impact of Personal and Social Influences.” In
The Practice of Social Influence in Multiple Cultures
, edited by
Wilhelmina Wosinska, Robert B. Cialdini, and Daniel W. Barrett
,
Mahwah, N.J.
:
Lawrence Erlbaum
, 2001.
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Chapter
Iyengar, Sheena, Mark R. Lepper, and Lee Ross
. “Independence from Whom? Interdependence with Whom? Cultural Perspectives on Ingroups Versus Outgroups.” In
Cultural Divides: Understanding and Overcoming Group Conflict
, edited by
Deborah A. Prentice and Dale T. Miller
,
New York
:
Russell Sage
, 1999.
Explore Further about Independence from Whom? Interdependence with Whom? Cultural Perspectives on Ingroups Versus Outgroups
Chapter
Lepper, Mark R., Sheena Iyengar , Dania Dialdin, and Michael Drake
. “Intrinsic and Extrinsic Motivation: A Developmental Perspective.” In
Developmental Psychopathology: Perspectives on Adjustment, Risk, and Disorder
, edited by
Suniya S. Luthar, Jacob A. Burack, and Dante Cicchetti
,
New York
:
Cambridge University Press
, 1997.
Explore Further about Intrinsic and Extrinsic Motivation: A Developmental Perspective
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Competition in the Geo-Mosaic Industry

What is the best managerial style and organizational structure to most efficiently complete a given task?

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