Entries by admin

Spent Resources: Self-Regulatory Resource Availability Affects Impulse Buying

Authors: Kathleen D. Vohs, University of Minnesota; Ronald J. Faber, University of Minnesota Publication: Journal of Consumer Research Year: 2007 Focus Area: Persuasion, Prevention, Decision Making Relevance: If victimization by fraud is seen as a type of impulse purchase, people who tend to make impulse purchases may be uniquely vulnerable to scams. The concept of […]

Can Insight Breed Callousness? The Impact of Learning about the Identifiable Victim Effect on Sympathy

Authors: Deborah A. Small, University of Pennsylvania; George Loewenstein, Carnegie Mellon University; Paul Slovic, Decision Research Year: 2005 Focus Area: Persuasion, Prevention, Emotion, Decision Making Relevance: Frauds may take advantage of sympathy to extract money from their targets – yet another example of the emotional component of decision making. Fraud prevention programs may also use […]

The Affect Heuristic

Authors: Paul Slovic, Decision Research; Melissa Finucane, Decision Research; Ellen Peters, Decision Research; Donald G. MacGregor, Decision Research Publication: T. Gilovich, D. Griffin, & D. Kahneman, (Eds.), Intuitive Judgment: Heuristics and Biases. Cambridge University Press Year: 2003 Focus Area: Decision making, Emotion Relevance: Affective preferences guide decision making and can be deeply entrenched. The reliance […]

Rational Actors or Rational Fools? Implications of the Affect Heuristic for Behavioral Economics

Authors: Paul Slovic, Decision Research; Melissa L. Finucane, Center for Health Research, Hawaii; Ellen Peters, Decision Research; Donald G. MacGregor, Decision Research Publication: American Institute for Economic Research (symposium paper) Year: 2002 Focus Area: Decision Making, Prevention, Emotion Relevance: This article presents a readable and comprehensive review of the affect heuristic – the tendency to […]

Investment Behavior and the Negative Side of Emotion

Authors: Baba Shiv, Stanford University; George Loewenstein, Carnegie Mellon University; Antoine Bechara, University of Iowa; Hanna Damasio, University of Iowa; Antonio R. Damasio, University of Iowa Publication: Psychological Science Year: 2006 Focus Area: Decision Making, Emotion, Consumer Behavior Relevance: People use both rational thought and emotion to evaluate risk as they make decisions. Further insight […]

Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making

Authors: Baba Shiv, University of Iowa; Alexander Fedorikhan, Washington State University Publication: Journal of Consumer Research Year: 1999 Focus Area: Persuasion, Decision Making, Emotion Relevance: The products offered to people in scams, as well as the presentation of these products, may appeal to victims’ emotions. If victims are preoccupied with other mental tasks – if […]

Choosing an Inferior Alternative

Authors: J. Edward Russo, Cornell University; Kurt A. Carlson, Duke University; Margaret G. Meloy, The Pennsylvania State University Publication: Psychological Science Year: 2006 Focus Area: Persuasion, Emotion, Decision Making Relevance: People may become involved in scams that they would not rationally choose to participate in. The ways in which fraudsters present information to their victims […]

All Negative Moods Are Not Equal: Motivational Influences of Anxiety and Sadness on Decision Making

Authors: Rajagopal Raghunathan, New York University; and Michel Tuan Pham, Columbia University Publication: Organizational Behavior and Human Decision Processes Year: 1999 Focus Area: Emotion, Decision Making Relevance: Risk and reward expectations are essential components of fraud schemes, and the effect of emotion on victims’ decision can determine their vulnerability to particular types of scams as […]

Impact of Risk Disclosures Through Direct-to-Consumer Advertising on Elderly Consumers’ Behavioral Intent

Authors: Prashant Tukaram Nikam, The Ohio State University Year: 2003 Focus Area: Prevention, Consumer Behavior Relevance: Communication about risk happens both in legitimate fraud prevention programs and in fraud pitches to victims. In this research about pharmaceutical advertisements, the type of risk warning (general vs. specific) was more important than the number of warnings. The […]

How Can Decision Making Be Improved?

Authors: Katherine L. Milkman, University of Pennsylvania; Dolly Chugh, New York University; Max H. Bazerman, Harvard University Publication: Perspectives on Psychological Science Year: 2009 Focus Area: Decision making, Prevention Relevance: While prevention efforts cannot ensure that people make the correct decision, strategies to improve the decision-making process are valuable assets in improving outcomes. When is […]