Papers Published in 2020

Berman, Jonathan Z., Amit Bhatacharjee, Deborah A. Small, & Gal Zauberman (2020), “Passing the buck to the wealth-ier: Reference-dependent standards of generosity,” Organizational Behavior and Human Decision Processes, 157, 46-56.

Bitterly, T. B. & Schweitzer, M. (2020). The economic and interpersonal consequences of deflecting direct questions. Journal of Personality and Social Psychology, 118(5), 945.

Chang, E.H.*, Kirgios, E.L.*, Rai, A., Milkman, K.L. (2020). The Isolated Choice Effect and Its Implications for Gender Diversity in Organizations. Management Science, 66(6), 2752-2761. *denotes equal authorship

Dai, H., Chan, C., & Mogilner, C. (2020). People Rely Less on Consumer Reviews for Experiential than Material Purchases. Journal of Consumer Research, 46(6), 1052–1075.

Ebersole, C. R., Mathur, M. B., Baranski, E., Bart-Plange, D. J., Buttrick, N. R., Chartier, C. R., … & Szecsi, P. (2020). Many Labs 5: Testing pre-data-collection peer review as an intervention to increase replicability. Advances in Methods and Practices in Psychological Science, 3(3), 309-331.

Hart, E. & Schweitzer, M. (2020). Getting to less: When negotiating harms post-agreement performance. Organizational Behavior and Human Decision Processes, 156, 155-175.

Hart, E., VanEpps, E. M., & Schweitzer, M. E. (2021). The (better than expected) consequences of asking sensitive questions. Organizational Behavior and Human Decision Processes, 162, 136-154.

Jung, M.*, Moon, A.*, & Nelson, L.D. (2020). Overestimating the valuations and preferences of others. Journal of Experimental Psychology: General, 149, 1193-1214.

Kang, P., Anand, K., Feldman, P., & Schweitzer, M. (2020). Insincere Negotiation: Using the Negotiation Process to Pursue Nonagreement Motives. Journal of Experimental Social Psychology. 89. 103981.

Kirgios, E.L., Chang, E.H., Levine, E.E., Milkman, K.L., Kessler, J.B. (2020). Forgoing Earned Incentives to Signal Pure Motives.
Proceedings of the National Academy of Sciences, 117(29), 16891-16897.

Kirgios, E.L., Chang, E.H., Milkman, K.L. (2020). Going It Alone: Competition Increases the Attractiveness of Minority Status.
Organizational Behavior and Human Decision Processes, 161, 20-33.

Kirgios, E.L., G.H. Mandel, Y. Park, K.L. Milkman, D.M. Gromet, J. Kay, A. Duckworth (2020). “Does Teaching Temptation Bundling Boost Exercise?: A Field Experiment.” Organizational Behavior and Human Decision Processes, Vol. 161(S), 20-35.

Kundro, T.G. & Nurmohamed, S. In press. Understanding when and why third parties punish cover-ups less severely. Academy of Management Journal.

Kundro, T.G., Burke, V., Grandey, A.A., & Sayre, G. In press. A perfect storm: Customer sexual harassment as a joint function of financial dependence and emotional labor. Journal of Applied Psychology.

Lewis, J. & Simmons, J.P. (2020). Prospective Outcome Bias: Incurring (Unnecessary) Costs to Achieve Outcomes That Are Already Likely. Journal of Experimental Psychology: General, 149, 870-888.

Mehr, K., K.L. Milkman, A. Duckworth (2020). “Copy-Paste Prompts: A New Nudge to Promote Goal Achievement.” Journal of the Association of Consumer Research, Vol. 5(3), 329-334.

Melnikoff, D. and Strohminger, N. (2020). The automatic influence of advocacy on lawyers and novices. Nature Human Behaviour, pages 1–7.

Melumad, S. and Meyer, R. (2020),“Full Disclosure: How Smartphones Enhance Consumer Self-Disclosure,” Journal of Marketing, 84(3), 28-45.

Melumad, S., Meyer, R. and Kim, Y. (2020) “The Dynamics of Distortion: How Successive Summarization alters the Retelling of News”, Journal of Marketing Research.

Melumad, Shiri and Michel Tuan Pham (2020), “The Smartphone as a Pacifying Technology,” Journal of Consumer Research, 47(2), 237-255.

Moon, A., & Nelson, L.D. (2020). The uncertain value of uncertainty: When consumers are unwilling to pay for what they like. Management Science, 66, 4686-4702.

Moon, A., Gan, M., & Critcher, C.R. (2020). The overblown implications effect. Journal of Personality and Social Psychology, 118, 720-742.

Packard, Grant and Jonah Berger (2020) “Thinking of You: How Second Person Pronouns Shape Cultural Success,” Psychological Science, 31(4), 397-407.

Scott, Sydney, Paul Rozin, and Deborah A. Small, (2020) “Consumers prefer “Natural” more for preventatives than for curatives”, Journal of Consumer Research, 47, 454-71.

Sharif, M*. & Woolley K. (2020). The effect of categorization on goal progress perceptions and motivation. Journal of Consumer Research.

Sharif, M.. & Oppenheimer, D. (2020). The effect of salient categories in relative encoding biases on memory-based judgments. Organizational Behavior and Human Decision Processes.

Skorb, L., Aczel, B., Bakos, B. E., Feinberg, L., Halasa, E., Kauff, M., … & Hartshorne, J. K. (2020). Many Labs 5: Replication of van Dijk, van Kleef, Steinel, and van Beest (2008). Advances in Methods and Practices in Psychological Science, 3(3), 418-428.

Van Zant, A. B., & Berger, J. (2020). How the voice persuades. Journal of Personality and Social Psychology, 118(4), 661-682.

Yimin Cheng, Anirban Mukhopadhyay and Patti Williams (2020) “Smiling Signals Intrinsic Motivation,” Journal of Consumer Research, 46 (February), 915-935.

Yin, Siyuan and Cait Lamberton (2020), “The devil you know: the problem of equilibrium goals,” competitive paper presented at the Association of Consumer Research Conference.

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