Papers Published in 2012

Berger, J. and K.L. Milkman (2012). “What Makes Online Content Viral?” Journal of Marketing Research, Vol. XLIX (April 2012), 192-205.
Berman, Jonathan Z. and Deborah A. Small (2012), “Self-interest without selfishness: The hedonic benefit of imposed self-interest,” Psychological Science, 23(10), 1193-1199.
Chan, Cindy, Jonah Berger, and Leaf Van Boven (2012), “Identifiable but Not Identical: Combining Social Identity and Uniqueness Motives in Choice,” Journal of Consumer Research, 39 (3).
Coleman, Nicole Verrochi and Patti Williams (2012), “The Emotional Self,” In The Routledge Companion to Identity and Consumption, Russell Belk and Ayalla Ruvio (Eds)
Dhar, Ravi and Klaus Wertenbroch (2012), “Self-Signaling and the Costs and Benefits of Temptation in Consumer Choice,” Journal of Marketing Research.
Dunn, J., Ruedy, N. & Schweitzer, M. (2012). It hurts both ways: How social comparisons harm affective and cognitive trust. Organizational Behavior and Human Decision Processes, 117(1), 2-14.
Gino, F., Brooks, A. & Schweitzer, M. (2012). Anxiety, advice and the ability to discern: Feeling anxious motivates individuals to seek and use advice. Journal of Personality and Social Psychology, 102(3), 497-512.
Gong, M., Baron, J. and H. Kunreuther. 2012. “Why do Groups Cooperate More than Individuals to Reduce Risks?” Theory and Decision, June 2012, (DOI) 10.1007/s11238-012-9318-3.
Grant, A. M., & Dutton, J. E. 2012. Beneficiary or benefactor: The effects of reflecting about receiving versus giving on prosocial behavior. Psychological Science, 23: 1033-1039.
Kim, B. Kyu, Gal Zauberman, and James R. Bettman (2012). Space, Time, and Intertemporal Preferences. Journal of Consumer Research. 39 (4). 867-880.
Lin, Fern and Deborah A. Small (2012), “Cheapened altruism: Discounting prosocial behavior by friends of victims,” Organizational Behavior and Human Decision Processes,117, 269-274.
Milkman, K.L (2012). “Unsure What the Future Will Bring? You May Over-Indulge: Uncertainty Increases the Appeal of Wants over Shoulds.” Organizational Behavior and Human Decision Processes, Vol. 119, 163-176.
Milkman, K.L., M. Akinola, and D. Chugh (2012). “Temporal Distance and Discrimination: An Audit Study in Academia.” Psychological Science, Vol. 23(7), 710-717.
Milkman, K.L., M.C. Mazza, L.L. Shu, C. Tsay, and M.H. Bazerman (2012). “Policy Bundling to Overcome Loss Aversion: A Method for Improving Legislative Outcomes.” Organizational Behavior and Human Decision Processes, Vol. 117, 158-167.
Minson, J. & Mueller, J. S. (2012). The cost of collaboration: Why joint decision making exacerbates the rejection of outside information. Psychological Science, 3, 219-224.
Mogilner, Cassie, Baba Shiv, and Sheena S. Iyengar, “Hope from Choosing among Sequentially (vs. Simultaneously) Presented Options Reduces Choice Commitment and Satisfaction,” Conditionally Accepted at Journal of Consumer Research.
Mogilner, Cassie, Jennifer Aaker, and Sep Kamvar (2012), “How Happiness Affects Choice,” Journal of Consumer Research.
Mogilner, Cassie, Zoe Chance, and Michael Norton (2012), “Giving Time Gives You Time,” Psychological Science, Psychological Science, 23 (10), 1233-1238.
Mueller, J. S., Melwani, S., Goncalo, J. (2012). The bias against creativity: Why people desire yet reject creative ideas. Psychological Science, 21(1), 13-17
Sela, Aner and Jonah Berger (2012), “Decision Quicksand: When Trivial Sucks Us In” Journal of Consumer Research, August.
Small, Deborah A., Devin Pope, and Michael I. Norton (in press), “An age penalty in racial preferences,” Social Psychological and Personality Science.
Staats, B.R., K.L. Milkman, and C. Fox (2012). “The Team Scaling Fallacy: Underestimating the Declining Efficiency of Larger Teams.” Organizational Behavior and Human Decision Processes, Vol. 118, 132-142.
Wilkinson-Ryan, Tess (2012), Transferring Trust: Reciprocity Norms and Assignment of Contract, Journal of Empirical Legal Studies.