You searched for procrastination

Here’s my Q&A column from the WSJ this week — and if you have any questions for me, you can tweet them to @danariely with the hashtag #askariely, post a comment on my Ask Ariely Facebook page, or email them to AskAriely@wsj.com.

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Dear Dan,

I’m having trouble waking up in the morning. I set my alarm clock, but I always wind up hitting the snooze button or turning it off completely. Any advice? If I want to wake up at 7 a.m., what time should I set my alarm for, and how many times should I hit snooze?

—Phillip

Set your alarm for exactly the time you need to get up. Since you want to start your day at 7, you may be tempted to set the alarm a bit early (let’s say 6:40) and hit snooze a few times until it is 7 or maybe even 7:15. But if you pick this snooze strategy, your body can’t learn the conditioned response between hearing the alarm and getting up.

In general, our bodies do better when they can get used to a single clear rule: Get out of bed the moment the alarm sounds. When we play with the snooze button, our bodies get a confused message: Sometimes we hear the beeping and get up, sometimes we hear it and stay put for 10 more minutes, sometimes we lie there for another 20 minutes, and so on.

So just bite the bullet and get out of bed when the alarm tells you to. Do this faithfully for a few months, and the conditioning should start to kick in. It won’t be fun in the beginning, but over time, it should pay off. Good luck.

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Dear Dan,

When I’m out for dinner, I occasionally encounter a wine so special that I buy a case of it to drink at home. But the subsequent bottles never taste as appealing as the initial one, so I wind up not only regretting the purchase of additional wine but also spoiling some of the wonderful memories of my night at the restaurant.

So why can’t I enjoy the same wine as much at home? Is there something special about the way the restaurant handles the wine or the glow of the original occasion?

—Eugene

After an excellent dinner out, we might remember the wine as impeccable. But we probably won’t realize that part of our enjoyment of the wine flowed from the flickering candles, the beautiful music, the tasty food and the charming company. At home, the same wine is just the wine, without the halo effect, and it isn’t the same experience. Psychologists call this phenomenon the “misattribution of emotions”: We assume that the source of our enjoyment is one thing when it is really another.

It’s almost never possible to revisit special experiences. The place where you spent your honeymoon, for example, probably won’t make a good family vacation spot: A few days of chasing the kids and trying to eke out a few hours of sleep will certainly taint (if not erase) the original memory.

Next time, enjoy the wine, commit the whole experience to memory, don’t try to relive it, and look forward to new experiences.

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Dear Dan,

I recently started using a smartphone app to manage my to-do list, and I’m really enjoying it. Every night, I take some time to make my to-do list; every morning, I go over it; and as I tackle different tasks throughout the day, I check them off my list. I feel not only more organized but more productive. Is there good documentation about an increase in productivity from to-do lists?

—Lev

You might be experiencing some increase in real productivity, but my guess is that you are mostly experiencing “structured procrastination.” That is the feeling of productivity that we get from making lists and crossing things off them—which spurs us to spend time on things that make us feel productive rather than on being productive. I am not recommending that you stop using this app, but I hope that you will measure your productivity based on what you’re getting done in your real-life projects, not on racking up checkmarks.

See the original article in the Wall Street Journal here.

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Dear Dan,

For some time now, I’ve been proposing different experiments at my company—experiments with the prices we charge, what we pay employees and the way we treat customers who call to complain. But the experimental approach that seems so successful for science bumps into substantial resistance within my company. Any ideas about how to make experiments more palatable in the business world?

—Darren

Without knowing exactly why your colleagues are balking at the experimental approach, it is hard to propose a solution. But based on my own corporate experiences, I’ll assume that they are objecting to the idea that some people in your experiments will get better treatment and some will get worse treatment, which just seems unfair.

One of my colleagues at Duke experienced a related challenge recently. He asked a local urban high school if he could offer half the students a free lunch to see how it might influence their attendance and academic performance. In the spirit of experimentation, he wanted to randomly select which pupils would get the free lunch and which ones wouldn’t. The school found the suggestion repugnant: It seemed offensive to select some kids and not others.

My colleague waited a few months and tried again. This time, he told the school administrators that he wanted to give all the students the free lunch but could only afford to pay for half of them—and asked the school how to decide who would get the free lunch. And what was their suggestion? You guessed it: to pick the kids randomly. As this story illustrates, equity is a major obstacle to executing experiments. But if you can figure out how to frame them as fair, they might become more palatable.

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Dear Dan,

I’m a philosophy professor, teaching metaphysics and philosophy of language. What’s the best policy for penalizing students who hand in coursework late, with an eye on preparing them for the world of work?

—Andrew

If the goal is to prepare students for life, I would start by creating a penalty system with a continuously increasing punishment—say, cutting their total grade by 3% for every day of delay. This largely resembles the penalties that adult life imposes: Even for things with very clear deadlines, like taxes, you can be late—but there’s a penalty for doing so, and the longer you wait, the larger it becomes.

Since you’re interested in helping your students more generally, you could also help them learn how to better plan their time. Students procrastinate, routinely and repeatedly, and they rarely seem to conquer this pattern. You could take a more active role in helping them create virtuous habits of planning and time management, perhaps by helping them break down daunting tasks into manageable sub-tasks and showing them how to schedule these in their calendars. Such ploys won’t teach them philosophy, but by dedicating some class time to such things, you might teach your students some important life lessons—and free up more time for them to read Aristotle and Wittgenstein.

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Dear Dan,

I’m a server in a New York City restaurant in New York, and I want diners to trust my recommendations and leave me larger tips. Any advice?

—Robert

As soon as you hand them the menu, tell them that you strongly recommend they avoid the branzino special (or any other very expensive dish). By demonstrating that you’re willing to steer them away from a pricey entrée, they’re more likely to think that you truly care about them, trust your advice and tip you more.

See the original article in the Wall Street Journal here.

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I love my job, and I want to be successful and get promoted—but I seem to be my own worst enemy. I procrastinate a lot, and I don’t know how to stop. Any advice?

—Theo

You aren’t alone. Think of procrastination as just one more example of how we fail to do things that are in our long-term interests. Much of life is about fighting such temptations.

Perhaps the best tool we have to fight procrastination is to set rules for ourselves. As William O’Donohue and Kyle Ferguson note in their book “The Psychology of B.F. Skinner,” the famous psychologist had a rule of waking up at 5 a.m. each day and not doing anything else until he had written for two hours. Facebook and email weren’t around to distract people back then, but plenty of other temptations were—and Skinner stuck to his commitment.

Such clear rules are useful because they leave us in no doubt about whether we are following them or not. This makes us feel bad when we violate them. So pick some rules, make them clear and strict, and for good measure, ask friends, family and colleagues to hold you to them.

P.S. Skinner was an amazing scientist, a master at designing his own life and controlling his environment. But I’m not sure he would have had the will power to resist “Candy Crush.”

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Why do people tend to like new versions of old things? In other words, how many versions of “Sherlock Holmes” will be made? Why do different countries make their own versions of TV shows that have already been hits elsewhere? Money can’t be the only reason. Am I the only one wondering, “Can’t they come up with something new?”

—Patricia

I’m willing to bet that “Sherlock Holmes” will be with us for as long as humanity continues to exist. The explanation lies in what psychologists call the “mere-exposure effect”: As something becomes more familiar to us through repetition, our brain starts to process that information more efficiently—and we mistake this faster processing for liking something.

In one of the first experiments to demonstrate the mere-exposure effect, a few research assistants were asked to sit in a large university class and say nothing for the whole semester. At the term’s end, the students in the class were asked how attractive they found the research assistants who had been sitting in the class, as well as new research assistants whom they had never met. The students, on average, considered the more familiar research assistants to be more attractive.

To go back to “Sherlock”: My prediction is that as we see more of the legendary sleuth, we will like him more and demand more of the same—maybe with small variations, such as the clearly Holmes-inspired, mystery-solving doctor on “House.”

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I work for my company’s digital-strategy team, and for some reason, management doesn’t realize how important our work is to the organization’s future. As a consequence, our group is facing budget cuts, and no one really listens to us. What can we do to help management understand how vital we are to the company?

—Katz

Few improvements have ever resulted from making people understand anything. Try instead to make people feel.

I would suggest changing your department’s name from the “digital-strategy team” to the “digital innovation center for excellence”—or DICE. With all those buzzwords and a catchy acronym, who could cut your funding without feeling they’re harming the company?

See the original article in the Wall Street Journal here.

Procrastination (from the Latin pro, meaning for; and cras, meaning tomorrow) is one of our most common, but least welcome, partners in life. In its most common form, procrastination takes place whenever we promise to finish a project by the end of the week, just to watch deadline zoom by. But, more broadly, procrastination is also why we decide to start saving more money, exercise more regularly and watch our diet—but fail to follow through time after time.

To consider procrastination in a general way, imagine I asked you to smell some amazing chocolate and then gave you the following choice: would you rather have half a pound of chocolate right now or one pound of it in a week from today. When asked the question this way, most people take the smaller amount of chocolate right now, implying that it is not worthwhile to wait a week for another half a pound of chocolate. But, what if I focused on the distant future and asked you if you would rather have half a pound of this chocolate a year from now or a pound of the same chocolate in a year and a week from today? When asked the question this way, most people say they would be happy to wait the additional week. Both setups are really asking the same question: is it worthwhile for you to wait a week for another half a pound of chocolate — but they don’t feel like the same question. In the first scenario we can almost taste the chocolate and want it right now, but in the second scenario we are not emotional and just think about the value of the larger amount of chocolate relative to the cost of waiting a week.

This is what procrastination is all about. When we think about our life in general we see the benefits of getting our work done on time, saving for retirement, eating better and other good habits. Yet when we face the decision about right now, we get tempted and too often follow our immediate desires and not what it is good for us in the long-term.

Why am I discussing procrastination? It’s never more apparent than on April 15, which should really be called Procrastination Day, when hoards of people finally file their tax returns. Tax Day is a natural celebration of procrastination. I hope we will use the lessons from this day to reflect on procrastination, and hopefully learn something.

One such lesson is the link between procrastination and diminished productivity. Imagine it is the first of April, and you have to work on your taxes. You have an amount of paperwork that would take you 15 days to complete if you worked on it for one hour a day. On the first of the month you are not that excited about looking at all the receipts and forms so you direct your attention to something else. The next day you work on your taxes a bit, but at some point you open Facebook, and the hour you dedicated to the task is gone. The next few days have their temptations, and on the 13th of the month you realize that you have made very little progress so far. Now, if you worked on your taxes for an hour every day, it would take 15 hours of your time, but the nature of productivity is such that we get a lot of output in the first hour on a task, less during the second hour, less in the third hour and so on. (This is what is called diminished productivity.) So now, the amount of work that you could have done in 10 sessions of one hour each would take you not 10 hours but 20. You spend most of the day on the 13th, 14th and 15th working very hard and making slow progress. You finish at some point late on the 15th and rush only to spend hours in the post office to mail your taxes to the IRS. You promise never to do this again, to start early next year and not procrastinate – but will you?

So, let’s take advantage of this massive experiment. (You can’t convince me that the US tax system and Tax Day are not part of a large scale experiment by some evil social scientist!) Let’s make a promise to be better about our finances, taxes and procrastination in general. Let’s make a pledge to put time on our schedules to start large tasks earlier and stick to our plans. (And while we are at it, let’s also remember that we are often overly optimistic about what we can achieve, and buffer our plans by 20-25% to compensate for this bias.)

The point is that when it comes to the different types of procrastination, we are our own worst enemies. We are paying a high price for this behavior, and it is time we start controlling this beast.

Happy Procrastination Day.

productivity

For the last 2 years I have been positing this video in celebration of the new school year, and all the hopes and promises we make to ourselves that this year things will be different….

Somewhat unsurprisingly, this video is still as relevant as always.

Happy new school year

Dan

Here is a video dedicated to the start of a new academic year.

Today we all have good intentions but what will come of these intentions in the future?

Happy semester

Here is a video dedicated to the start of a new academic year.

Today we all have good intentions but what will come of these intentions in the future?

Happy semester

Other

Curriculum Vitae with links

Current Appointments	2008 – Current Duke University, Professor of Psychology and Behavioral Economics
	2016 – Current Visiting Professor, AMC-UvA
	2018-Current Part-time Professor, Aarhus University
	2021-Current Duke University, Division of Behavioral Medicine and Neurosciences in the Department of Psychiatry

Education	Duke University, The Fuqua School of Business, Durham, NC Ph.D. Business Administration, August 1998.
	University of North Carolina, Chapel Hill, NC Ph.D. Cognitive Psychology, August 1996
	University of North Carolina, Chapel Hill, NC M.A. Cognitive Psychology, August 1994
	Tel Aviv University, Tel Aviv, Israel B.A. Psychology, June 1991

Other Appointments	2001 – 2002: University of California at Berkeley
	2004 (Summer): Stanford, The Center for Advanced Studies in the Behavioral Sciences
	2005 – 2007: Princeton, The Institute for Advanced Study
	1998 – 2008: MIT, Sloan School of Management
	2000 – 2010: MIT, The Media Laboratory

Other Projects	2023– Current Consulting Producer The Irrational

Published Papers	Alex Landry, Katrina Fincher, Nathaniel Barr, Nick Brosowsky, John Protzko, Dan Ariely, and Paul Seli (Forthcoming), “Harnessing Dehumanization Theory, Modern Media, and an Intervention Tournament to Reduce Support for Retributive War Crimes.” Journal of Experimental Social Psychology. Jamie E. Diamond, Lisa Kaltenbach, Bradi B. Granger, Gregg C. Fonarow, Hussein R. Al-Khalidi, Nancy M. Albert, Javed Butler, Larry A. Allen, David E. Lanfear, Jennifer T. Thibodeau, Christopher B. Granger, Adrian F. Hernandez, Dan Ariely, and Adam D. DeVore (Forthcoming), “Access to Mobile Health Interventions Among Patients Hospitalized Within Heart Failure: Insights Into the Digital Divide From the CONNECT-HF mHealth Substudy.” Circulation: Heart Failure. Aaron Nichols, Jordan Axt, Evelyn Gosnell, Dan Ariely (2023), Nature Human Behavior. “A Field Study Examining How Workplace Diversity Impacts the Recruitment of Minority Group Members.” Panagiotis Mitkidis, Hanna Thaler, Sonja Perkovic, Shahar Ayal, Simon Karg, Dan Ariely (2023), Acta Psychologica. “On the Interplay Between Pain Observation, Guilt and Shame Proneness and Honesty.” Panagiotis Mitkidis, Sonja Perkovic, Aaron Nichols, Christian Truelsen Elbæk, Philip Gerlach, Dan Ariely (2023), Journal of Experimental Psychology: Applied. “Morality in Minimally Deceptive Environments.” Vishal N. Rao, Lisa A. Kaltenbach, Bradi B. Granger, Gregg C. Fonarow, Hussein R. Al-Khalidi, Nancy M. Albert, Javed Butler, Larry A. Allen, David E. Lanfear, Dan Ariely, Julie M. Miller, Michael A. Brodsky, Thomas A. Lalonde, James C. Lafferty, Christopher B. Granger, Adrian F. Hernandez, Adam D. Devore (2022), Journal of Cardiac Failure. “The Association of Digital Health Application Use With Heart-Failure Care and Outcomes: Insights From Connect-HF.” Rebecca Dyer, David Pizarro, and Dan Ariely (2022), Social Cognition. “They Had it Coming: The Interaction of Perpetrator-Blame and Victim-Blame.” Federico Zimmerman, Gerry Garbulsky, Dan Ariely, Mariano Sigman, Joaquin Navajas (2022), Science Advances. “Political Coherence and Certainty as Drivers of Interpersonal Liking Over and Above Similarity.” Nina Bartmann, Rebecca Rayburn-Reeves, and Dan Ariely (2022), Health Communication. “Does Real Age Feedback Motivate Us to Change our Lifestyle? Results from an Online Experiment.” Ulya Tsolmon and Dan Ariely (2022), “Health Insurance Benefits as a Labor Market Friction: Evidence from a Quasi-Experiment.” Strategic Management Journal. https://onlinelibrary.wiley.com/doi/abs/10.1002/smj.3378 Lucia Macchia and Dan Ariely (2021), “Eliciting Preferences for Redistribution Across Domains: A Study on Wealth, Education, and Health.” Analyses of Social Issues and Public Policy. https://spssi.onlinelibrary.wiley.com/doi/abs/10.1111/asap.12279 Joaquin Navajas, Facundo Álvarez Heduan, Gerry Garbulsky, Enzo Tagliazucchi, Dan Ariely, and Mariano Sigman (2021), “Moral Responses to the COVID-19 Crisis.” Royal Society Open Science. https://royalsocietypublishing.org/doi/full/10.1098/rsos.210096 Murali Doraiswamy, Mohan M. Chilukuri, Dan Ariely, Alexandra R. Linares (2021), “Physician Perceptions of Catching COVID-19: Insights from a Global Survey.” Journal of General Internal Medicine. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC8007056/ Sarah Whitley, Ximena Garcia-Rada, Fleura Bardhi, Dan Ariely, Carey Morewedge (2021), “Relational Spending in Funerals: Caring for Others Loved and Lost.” Journal of Consumer Psychology. https://papers.ssrn.com/sol3/papers.cfm?abstract_id=3810168 Mirat Shah, Anna Ferguson, Phyllis Dvora Corn, Ravi Varadhan, Dan Ariely, Vered Stearns, B. Douglas Smith, Thomas J. Smith, and Benjamin W. Corn (2021), “Developing Workshops to Enhance Hope Among Patients With Metastatic Breast Cancer and Oncologists: A Pilot Study.” JCO Oncology Practice. https://pubmed.ncbi.nlm.nih.gov/33596099/ Stephen Spiller and Dan Ariely (2020), “How Does the Perceived Value of a Medium of Exchange Depend on its Set of Possible Uses?” Organizational Behavior and Human Decision Processes. https://www.sciencedirect.com/science/article/abs/pii/S0749597820303708 Adi Berliner Senderey, Tamar Kornitzer, Gabriella Lawrence, Hilla Zysman, Yael Hallek, and Dan Ariely (2020), “ It’s How You Say It: Systematic A/B Testing of Digital Messaging Cut Hospital No-show Rates.” PLOS One. https://journals.plos.org/plosone/article?id=10.1371/journal.pone.0234817 Aaron Nichols, Martin Lang, Christopher Kavanagh, Radek Kundt, Junko Yamada, Dan Ariely, and Panagiotis Mitkidis (2020), “Replicating and Extending the Effects of Auditory Religious Cues on Dishonest Behavior.” PLOS One. https://journals.plos.org/plosone/article?id=10.1371/journal.pone.0237007 Jaime Miranda, Alvaro Taype-Rondan, Janina Bazalar-Palacios, Antonio Bernabe-Ortiz, and Dan Ariely (2019), “The Effect of a Priest-Led Intervention on the Choice and Preference of Soda Beverages: A Cluster-Randomized Controlled Trial in Catholic Parishes.” Annals of Behavioral Medicine. https://pubmed.ncbi.nlm.nih.gov/31850492/ Joaquin Navajas, Facundo Álvarez Heduan, Juan Manuel Garrido, Pablo A. Gonzalez, Gerry Garbulsky, Dan Ariely and Mariano Sigman (2019), “Reaching Consensus in Polarized Moral Debates.” Current Biology. https://www.sciencedirect.com/science/article/pii/S0960982219313247 Dar Peleg, Shahar Ayal, Dan Ariely, and Guy Hochman (2019), “The Lie Deflator—The Effect of Polygraph Test Feedback on Subsequent (Dis)Honesty.” Judgement and Decision Making. http://journal.sjdm.org/19/190526/jdm190526.html Catherine Berman, Julia O’Brien, Zachary Zenko, and Dan Ariely (2019), “The Limits of Cognitive Reappraisal: Changing Pain Valence, but not Persistence, during a Resistance Exercise Task.” International Journal of Environmental Research and Public Health. https://pubmed.ncbi.nlm.nih.gov/31590219/ Darius-Aurel Frank, Polymeros Chrysochou, Panagiotis Mitkidis, and Dan Ariely (2019), “Human Decision-Making Biases in the Moral Dilemmas of Autonomous Vehicles.” Scientific Reports. https://www.nature.com/articles/s41598-019-49411-7 Dan Ariely, Ximena Garcia-Rada, Katrin Gödker, Lars Hornuf, Heather Mann (2019), “The Impact of Two Different Economic Systems on Dishonesty.” European Journal of Political Economy. https://www.sciencedirect.com/science/article/pii/S0176268018303744 Merve Akbas, Sevgi Yuksel, and Dan Ariely (2019), “When is Inequality Fair? An Experiment on the Effect of Procedural Justice and Agency.” Journal of Economic Behavior and Organization. https://ideas.repec.org/a/eee/jeborg/v161y2019icp114-127.html Ximena Garcia-Rada, Lalin Anik, Dan Ariely (2019), “Consuming Together (Versus Separately) Makes the Heart Grow Fonder.” Marketing Letters. https://www.hbs.edu/faculty/Pages/item.aspx?num=55792 Haiyang Yang, Ziv Carmon, Dan Ariely, Michael Norton (2019), “The Feeling of Not Knowing It All.” Journal of Consumer Psychology. https://myscp.onlinelibrary.wiley.com/doi/10.1002/jcpy.1089 Chang-Yuan Lee, Carey Morewedge, Guy Hochman, and Dan Ariely (2019), “Small Probabilistic Discounts Stimulate Spending: Pain of Paying in Price Promotion.” Journal of the Association for Consumer Research. https://www.journals.uchicago.edu/doi/10.1086/701901 Nina Mazar, Daniel Mochon, and Dan Ariely (2018), “If you are going to pay within the next 24 hours, press 1: Automatic planning prompt reduces credit card delinquency.” Journal of Consumer Psychology. https://myscp.onlinelibrary.wiley.com/doi/full/10.1002/jcpy.1031 Julie O’Brien, Rachel Kahn, Zachary Zenko, Jessica Fernandez, and Dan Ariely (2018), “Naïve models of dietary splurges: Beliefs about caloric compensation and weight change following non-habitual overconsumption.” Appetite. https://pubmed.ncbi.nlm.nih.gov/29902503/ Ezra Hahn, Dan Ariely, Ian Tannock, Anthony Fyles, and Benjamin W. Corn (2018), “Slogans and Donor Pages of Cancer Centres: Do They Convey Discordant Messages?” The Lancet. https://www.thelancet.com/journals/lanonc/article/PIIS1470-2045(18)30203-1/fulltext Moty Amar, Dan Ariely, Ziv Carmon, and Haiyang Yang (2018), “How Counterfeits Infect Genuine Products: The Role of Moral Disgust.” Journal of Consumer Psychology. https://myscp.onlinelibrary.wiley.com/doi/10.1002/jcpy.1036 Jingzhi Tan, Dan Ariely, and Brian Hare (2017), “Bonobos Respond Prosocially Toward Members of Other Groups.” Scientific Reports. https://www.nature.com/articles/s41598-017-15320-w Dan Ariely, Uri Gneezy, and Ernan Haruvy (2017), “Social Norms and the Price of Zero.” Journal of Consumer Psychology. https://rady.ucsd.edu/docs/Social%20norms%20and%20the%20price%20of%20zero.pdf Dan Ariely and Aline Holzworth (2017), “The choice architecture of privacy decision-making.” Health Technology. https://link.springer.com/article/10.1007/s12553-017-0193-3 Zachary Zenko, Julia O’Brien, Catherine J. Berman, and Dan Ariely (2017), “Comparison of Affect-Related, Self-Regulated, and Heart-Rate Regulated Exercise Prescriptions: Protocol for a Randomized Controlled Trial. Psychology of Sport and Exercise. https://www.researchgate.net/publication/318032378_Comparison_of_affect-regulated_self-regulated_and_heart-rate_regulated_exercise_prescriptions_Protocol_for_a_randomized_controlled_trial Adrian Hernandez, Adam DeVore, Zubin Eapen, Dan Ariely, Leslie Chang, and Bradi Granger (2017), “Leveraging Behavioral Economics to Improve Heart Failure Care and Outcomes.” Circulation. https://pubmed.ncbi.nlm.nih.gov/28827221/ Sachin Banker, Sarah Ainsworth, Roy Baumeister, Dan Ariely, and Kathleen Vohs (2017), “The Sticky Anchor Hypothesis: Ego Depletion Increases Susceptibility to Situational Cues.” Journal of Behavioral Decision Making. https://experts.umn.edu/en/publications/the-sticky-anchor-hypothesis-ego-depletion-increases-susceptibili Janet Schwartz and Dan Ariely (2016), “Life is a Battlefield.” The Independent Review. https://www.independent.org/pdf/tir/tir_20_03_09_schwartz-ariely.pdf Neil Garrett, Stephanie Lazzaro, Dan Ariely, and Tali Sharot (2016), “The Brain Adapts to Dishonesty.” Nature Neuroscience. https://pubmed.ncbi.nlm.nih.gov/27775721/ Shahar Ayal, Guy Hochman, Dan Ariely (2016), “Editorial: Dishonest behavior, from theory to practice.” Frontiers in Psychology. https://www.frontiersin.org/articles/10.3389/fpsyg.2016.01521/full Chang-Yuan Lee, Guy Hochman, Steve Prince, and Dan Ariely (2016), “Self-Signals: How Acting in a Self-Interested Way Influences Environmental Decision Making.” PLOS ONE. https://journals.plos.org/plosone/article?id=10.1371/journal.pone.0158456 Daniel Mochon, Karen Johnson, Janet Schwartz, and Dan Ariely (2016) “What Are Likes Worth? A Facebook page field experiment.” Journal of Marketing Research. https://www.jstor.org/stable/44876597 Heather Mann, Ximena Garcia-Rada, Lars Hornuf, Juan Tafurt, and Dan Ariely (2016), “Cut from the Same Cloth: Similarly Dishonest Individuals Across Countries.” Journal of Cross-Cultural Psychology. https://journals.sagepub.com/doi/abs/10.1177/0022022116648211 Daniel Mochon, Janet Schwartz, Josiase Maroba, Deepak Patel, and Dan Ariely (2016), “Gain without pain: The Extended Effects of a Behavioral Health Intervention.” Management Science. https://pubsonline.informs.org/doi/abs/10.1287/mnsc.2015.2322 Elanor Williams, David Pizarro, Dan Ariely, and James Weinberg (2016) “The Valjean Effect: Visceral States and Cheating.” Emotion. https://pubmed.ncbi.nlm.nih.gov/27148848/ Nina Mazar, Kristina Shampanier, and Dan Ariely (2016) “When Retailing and Las Vegas Meet: Probabilistic Free Price Promotions.’’ Management Science. https://pubsonline.informs.org/doi/abs/10.1287/mnsc.2015.2328 Dan Ariely, Anat Bracha, and Jean-Paul L’Huillier (2015) “Public and Private Values.” Journal of Behavioral Decision Making. https://www.researchgate.net/publication/281829108_Public_and_Private_Values Dan Ariely and William Lanier (2015) “Disturbing Trends in Physician Burnout and Satisfaction With Work-Life Balance: Dealing With Malady Among the Nation’s Healers.” Mayo Clinic Proceedings. https://pubmed.ncbi.nlm.nih.gov/26653295/ Shahar Ayal, Francesca Gino, Rachel Barkan, and Dan Ariely (2015) “Three Principles to REVISE People’s Unethical Behavior.” Perspectives on Psychological Science. https://journals.sagepub.com/doi/full/10.1177/1745691615598512 Michal Grinstein-Weiss, Blair Russell, William Gale, Clint Key, and Dan Ariely (2015) “Behavioral Interventions to Increase Tax-Time Saving: Evidence from a National Randomized Trial.” Journal of Consumer Affairs. https://www.researchgate.net/publication/302980838_Behavioral_Interventions_to_Increase_Tax-Time_Saving_Evidence_from_a_National_Randomized_Trial_Evidence_from_a_National_Randomized_Trial Gadi Gilam, Tamar Lin, Gal Raz, Shir Azrielant, Eyal Fruchter, Dan Ariely, and Talma Hendler (2015), “Neural Substrates Underlying the Tendency to Accept Anger-Infused Ultimatum Offers During Dynamic Social Interactions.” NeuroImage. https://pubmed.ncbi.nlm.nih.gov/26166623/ Francesca De Petrillo, Antonio Micucci, Emanuele Gori, Valentina Truppa, Dan Ariely, and Elsa Addessi (2015) “Self-Control Depletion in Tufted Capuchin Monkeys: Does Delay of Gratification Rely on a Limited Resource?” Frontiers in Psychology. https://www.frontiersin.org/articles/10.3389/fpsyg.2015.01193/full Guy Hochman, Shahar Ayal, and Dan Ariely (2015), “Fairness Requires Deliberation: The Primacy of Economic Over Social Considerations.” Frontiers in Psychology. https://www.frontiersin.org/articles/10.3389/fpsyg.2015.00747/full Zöe Chance, Francesca Gino, Michael Norton, and Dan Ariely (2015) “The Slow Decay and Quick Revival of Self-Deception.” Frontiers in Psychology. https://www.frontiersin.org/articles/10.3389/fpsyg.2015.01075/full Rachel Barkan, Shahar Ayal, and Dan Ariely (2015) “Ethical Dissonance, Justifications, and Moral Behavior.” Current Opinion in Psychology. https://www.researchgate.net/profile/Rachel-Barkan/publication/281430233_Ethical_Dissonance_Justifications_and_Moral_Behavior/links/5a09828d0f7e9b68229d00d9/Ethical-Dissonance-Justifications-and-Moral-Behavior.pdf Kurt Carlson, Jared Wolfe, Simon Blanchard, Joel Huber, and Dan Ariely (2015), “The Budget Contraction Effect: How Contracting Budgets Lead to Less Varied Choice. Journal of Marketing Research. https://journals.sagepub.com/doi/abs/10.1509/jmr.10.0243 Leonard Lee, Michelle P. Lee, Marco Bertini, Gal Zauberman, Dan Ariely (2015) “Money, Time, and the Stability of Consumer Preferences.” Journal of Marketing Research. https://journals.sagepub.com/doi/abs/10.1509/jmr.10.0386 Michael Norton, David Neal, Cassie Govan, Dan Ariely, and Elise Holland (2014) “The Not-So-Commonwealth of Australia: Evidence for a Cross-Cultural Desire for a More Equal Distribution of Wealth.” Analyses of Social Issues and Public Policy. https://www.hbs.edu/faculty/Pages/item.aspx?num=46588 Guy Hochman, Shahar Ayal, Dan Ariely (2014), “Keeping Your Gains Close But Your Money Closer: The Prepayment Effect In Riskless Choices.” Journal of Economic Behavior and Organization. https://ideas.repec.org/a/eee/jeborg/v107y2014ipbp582-594.html Cindy Chan, Leaf Van Boven, Eduardo Andrade, and Dan Ariely (2014), “Moral Violations Reduce Oral Consumption.” Journal of Consumer Psychology. https://pubmed.ncbi.nlm.nih.gov/25125931/ Sarah Ainsworth, Roy Baumeister, Dan Ariely, and Kathleen Vohs (2014) “Ego Depletion Decreases Trust in Economic Decision Making.” Journal of Experimental Social Psychology. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC4085096/ Heather Mann, Ximena Garcia-Rada, Daniel Houser, and Dan Ariely (2014) “Everybody Else is Doing It: Exploring Social Transmission of Lying Behavior.” PLOS ONE. https://journals.plos.org/plosone/article?id=10.1371/journal.pone.0109591 Eran Chajut, Avner Caspi, Rony Chen, Moshe Hod, Dan Ariely (2014) “In Pain Thou Shalt Bring Forth Children: Peak-and-End Rule in Recalling Labor Pain.” Psychological Science. https://journals.sagepub.com/doi/abs/10.1177/0956797614551004 Nina Mazar, Botond Koszegi, and Dan Ariely (2014), “True Context-Dependent Preferences? The Causes of Market-Dependent Valuations.” Journal of Behavioral Decision Making. https://onlinelibrary.wiley.com/doi/abs/10.1002/bdm.1794 Janet Schwartz, Daniel Mochon, Lauren Wyper, Josiase Maroba, Deepak Patel, and Dan Ariely (2014), “Healthier by Precommitment.” Psychological Science. https://journals.sagepub.com/doi/abs/10.1177/0956797613510950 Carey Morewedge, Tamar Krishnamurti, and Dan Ariely (2014), “Focused on Fairness: Alcohol Intoxication Increases the Costly Rejection of Inequitable Rewards.” Journal of Experimental Social Psychology. https://www.researchgate.net/publication/259090882_Focused_on_fairness_Alcohol_intoxication_increases_the_costly_rejection_of_inequitable_rewards Cara Ansher, Dan Ariely, Alisa Nagler, Mariah Rudd, Janet Schwartz, and Ankoor Shah (2013), “Better Medicine by Default.” Medical Decision Making. https://journals.sagepub.com/doi/full/10.1177/0272989X13507339 Francesca Gino, Shahar Ayal, and Dan Ariely (2013), “Self-serving Altruism? The Lure of Unethical Actions that Benefit Others.” Journal of Economic Behavior & Organization. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC3835312/ Eesha Sharma, Nina Mazar, Adam Alter, and Dan Ariely (2013), “Financial Deprivation Selectively Shifts Moral Standards and Compromises Moral Decisions.” Organizational Behavior and Human Decision Processes. https://papers.ssrn.com/sol3/papers.cfm?abstract_id=2325954 Sunita Sah, Pierre Elias, and Dan Ariely (2013), “Investigation Momentum: The Relentless Pursuit to Resolve Uncertainty.” JAMA Internal Medicine. https://pubmed.ncbi.nlm.nih.gov/23588200/ Igor Kotlyar and Dan Ariely (2012), “The Effect of Nonverbal Cues on Relationship Formation.” Computers in Human Behavior. https://www.researchgate.net/publication/257253060_The_effect_of_nonverbal_cues_on_relationship_formation Janet Schwartz, Nortin Hadler, Dan Ariely, Joel Huber, Thomas Emerick (2012), “Choosing Among Employee-Sponsored Health Plans: What Drives Employees Choices?” Journal of Occupational and Environmental Medicine. https://www.researchgate.net/publication/233880516_Choosing_Among_Employer-Sponsored_Health_Plans_What_Drives_Employee_Choices Yoel Inbar, David Pizarro, Tom Gilovich, Dan Ariely (2012), “Moral Masochism: On the connection between guilt and self-punishment.” Emotion. https://pubmed.ncbi.nlm.nih.gov/22985340/ Daniel Mochon, Michael Norton and Dan Ariely (2012), “Bolstering and Restoring Feelings of Competence Via the IKEA Effect.” International Journal of Research and Marketing. https://dash.harvard.edu/bitstream/handle/1/11320608/mochon,norton,ariely_bolstering.pdf Rachel Barkan, Shahar Ayal, Francesca Gino, and Dan Ariely (2012), “The Pot Calling the Kettle Black: Distancing Response to Ethical Dissonance.” Journal of Experimental Psychology. https://pubmed.ncbi.nlm.nih.gov/22409664/ Steve Hoeffler, Dan Ariely, Patricia West, Rod Duclos (2012), “Preference Exploration and Learning: The Role of Intensiveness and Extensiveness of Experience.” Journal of Consumer Psychology. https://www.researchgate.net/publication/228150318_Preference_Exploration_and_Learning_The_Role_of_Intensiveness_and_Extensiveness_of_Experience Michael Norton, Daniel Mochon, Dan Ariely (2012), “The IKEA Effect: When Labor Leads to Love.” Journal of Consumer Psychology. https://www.hbs.edu/faculty/Pages/item.aspx?num=41121 Janet Schwartz, Jason Riis, Brian Elbel and Dan Ariely (2012), “Inviting Consumers to Downsize Fast-Food Portions Significantly Reduces Calorie Consumption. Health Affairs. https://pubmed.ncbi.nlm.nih.gov/22323171/ Michael Norton, Elizabeth Dunn, Dana Carney, Dan Ariely (2011), “The Persuasive “Power” of Stigma?” Organizational Behavior and Human Decision Processes. http://faculty.haas.berkeley.edu/dana_carney/norton_dunn_carney_ariely.pdf Moty Amar, Dan Ariely, Shahar Ayal, Cynthia E. Cryder, and Scott I. Rick (2011), “Winning the Battle but Losing the War: The Psychology of Debt Management. Journal of Marketing Research. https://journals.sagepub.com/doi/10.1509/jmkr.48.SPL.S38 Michael Norton and Dan Ariely (2011), “Building a Better America—One Wealth Quintile at a Time.” Perspectives on Psychological Science. https://www.hbs.edu/faculty/Pages/item.aspx?num=38500 Francesca Gino and Dan Ariely (2011), “The Dark Side of Creativity: Original Thinkers Can Be More Dishonest.” Journal of Personality and Social Psychology. https://www.hbs.edu/ris/Publication%20Files/11-064_0681cbbe-2b60-4c65-aff2-8015ea4f0728.pdf Mike Norton and Dan Ariely (2011), “From Thinking Too Little to Thinking Too Much: A Continuum of Decision Making.” Cognitive Science. https://www.hbs.edu/faculty/Pages/item.aspx?num=39098 Daniel Mochon, Michael Norton, and Dan Ariely (2011), “Who Benefits from Religion?” Social Indicators Research. https://www.hbs.edu/faculty/Pages/item.aspx?num=40219 Zoë Chance, Michael Norton, Dan Ariely, Francesca Gino (2011), “A Temporal View of the Costs and Benefits of Self-Deception.” PNAS https://spinup-000d1a-wp-offload-media.s3.amazonaws.com/faculty/wp-content/uploads/sites/63/2019/06/ZChancepaper3-PNAS2011-Self-deception.pdf Janet Schwartz, Mary Frances Luce, and Dan Ariely (2011), “Are Consumers Too Trusting? The Effects of Relationships with Expert Advisers,” Journal of Marketing Research. https://journals.sagepub.com/doi/10.1509/jmkr.48.SPL.S163 Francesca Gino, Michael I. Norton, Dan Ariely, (2010), “The Counterfeit Self: The Deceptive Costs of Faking It.” Psychological Science. https://www.hbs.edu/faculty/Pages/item.aspx?num=37911 Günter Hitsch, Ali Hortaçsu, Dan Ariely (2010), “What Makes You Click? – Mate Preferences in Online Dating.” Quantitative Marketing and Economics. https://www.researchgate.net/publication/225149906_What_Makes_You_Click_Mate_Preferences_in_Online_Dating Elsa Addessi, Alessandra Mancini, Lara Crescimbene, Dan Ariely, Elisabetta Visalberghi (2010), “How to Spend a Token? Trade-Offs Between Food Variety and Food Preferences In Tufted Capuchin Monkeys.” Behavioural Processes. https://pubmed.ncbi.nlm.nih.gov/20026196/ Günter Hitsch, Ali Hortaçsu, Dan Ariely (2010), “Matching and Sorting in Online Dating.” American Economic Review. Quantitative Marketing and Economics. https://www.aeaweb.org/articles?id=10.1257/aer.100.1.130 Dan Ariely and Gregory S. Berns (2010), “Neuromarketing: The Hope and Hype of Neuroimaging in Business.” Nature Reviews Neuroscience. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC2875927/ Dan Ariely and Michael Norton (2009), “Conceptual Consumption.” Annual Review of Psychology. https://www.hbs.edu/ris/Publication%20Files/Norton_Michael_Conceptual%20consumption_62643679-1bf0-4df3-a595-229ac858aacf.pdf Dan Ariely, Anat Brach and Stephen Meier (2009), “Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially.” American Economic Review. https://www.aeaweb.org/articles?id=10.1257/aer.99.1.544 On Amir, Dan Ariely and Leonard Lee (2009), “In Search of Homo Economicus: Cognitive and the Role of Emotion in Preference Consistency.” Journal of Consumer Research. https://academic.oup.com/jcr/article-abstract/36/2/173/1942735?redirectedFrom=fulltext Dan Ariely, Uri Gneezy, George Lowenstein, and Nina Mazar (2009), “Large Stakes and Big Mistakes.” Review of Economic Studies. https://rady.ucsd.edu/faculty/directory/gneezy/pub/docs/large-stakes.pdf Dan Ariely, Shahar Ayal and Francesca Gino (2009), “Contagion and Differentiation in Unethical Behavior: The Effect of One Bad Apple on the Barrel.” Psychological Science. https://journals.sagepub.com/doi/10.1111/j.1467-9280.2009.02306.x Marco Bertini, Elie Ofek and Dan Ariely (2009), “The Impact of Add-on Features on Consumer Product Evaluations.” Journal of Consumer Research. Vol. 36, No. 1: 17-28. https://www.jstor.org/stable/10.1086/596717 Eduardo Andrade, Dan Ariely (2009), “The Enduring Impact of Transient Emotions on Decision Making.” Organizational Behavior and Human Decision Processes. Vol. 109: 1-8. https://www.sciencedirect.com/science/article/abs/pii/S0749597809000211 Nicole Mead, Roy Baumeister, Francesca Gino, Maurice E. Schweitzer, Dan Ariely (2009), “Too Tired to Tell the Truth: Self-Control Resource Depletion and Dishonesty.” Journal of Experimental Social Psychology. https://www.ncbi.nlm.nih.gov/pmc/articles/PMC2680601/ On Amir and Dan Ariely (2008), “Resting on Laurels: The Effects of Discrete Progress Markers as Subgoals on Task Performance and Preferences.” Journal of Experimental Psychology: Learning, Memory, and Cognition. Vol. 34, No. 5: 1158-71. https://www.researchgate.net/publication/23230160_Resting_on_Laurels_The_Effects_of_Discrete_Progress_Markers_as_Subgoals_on_Task_Performance_and_Preferences On Amir, Dan Ariely and Ziv Carmon (2008), “The Dissociation Between Monetary Assessment and Predicted Utility.” Marketing Science. Vol. 27, No. 6: 1055- 1064. https://www.jstor.org/stable/40057163 On Amir, Dan Ariely and Nina Mazar (2008), “The Dishonesty of Honest People: A Theory of Self-Concept Maintenance.” Journal of Marketing Research. Vol. 45: 633-634. https://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.231.6203&rep=rep1&type=pdf Dan Ariely, Levy Boaz, Won Chi, Igor Elman, Scott Lukas and Nina Mazar (2008), “Gender Differences in the Motivational Processing of Facial Beauty.” Learning and Motivation. Vol. 39, No. 2: 136-145. https://zh.booksc.eu/book/13644887/b7f807 Daniel Mochon, Michael Norton and Dan Ariely (2008), “Getting off the Hedonic Treadmill, One Step at a Time: The Impact of Regular Religious Practice and Exercise on Well-being.” Journal of Economic Psychology. Vol. 29: 632-642. https://www.researchgate.net/publication/222395713_Getting_off_the_hedonic_treadmill_one_step_at_a_time_The_impact_of_regular_religious_practice_and_exercise_on_well-being Dan Ariely (2008), “Better Than Average? When Can We Say That Subsampling of Items is Better Than Statistical Summary Representations?” Perception & Psychophysics. Vol. 70, No. 7: 1325-26. https://psycnet.apa.org/record/2008-15724-016 Dan Ariely and Uri Simonsohn (2008), “When Rational Sellers Face Nonrational Buyers: Evidence from Herding on eBay.” Management Science. Vol. 54, No. 9: 1624- 1637. https://www.jstor.org/stable/30219128 Boris Maciejovsky, David Budescu and Dan Ariely (2008) “The Researcher as a Consumer of Scientific Publications: How Do Name Ordering Conventions Affect Inferences About Contribution Credits?” Marketing Science. Articles in Advance: 1-10. https://pubsonline.informs.org/doi/10.1287/mksc.1080.0406 Dan Ariely, Emir Kamenica and Drazen Prelec (2008), “Man’s Search for Meaning: The Case of Legos.” Journal of Economic Behavior and Organization. Vol. 67: 671-677. https://www.sciencedirect.com/science/article/abs/pii/S0167268108000127 Leonard Lee, George Lowenstein, James Hong, Jim Young and Dan Ariely (2008), “If I’m Not Hot, Are You Hot or Not? Physical-Attractiveness Evaluations and Dating Preferences as a Function of One’s Own Attractiveness.” Psychological Science. Vol. 19, No. 7. https://pubmed.ncbi.nlm.nih.gov/18727782/ Rebecca Waber, Baba Shiv, Ziv Carmon and Dan Ariely (2008), “Commercial Features of Placebo and Therapeutic Efficacy.” JAMA-The Journal of the American Medical Association. Vol. 299, No 9. https://pubmed.ncbi.nlm.nih.gov/18319411/ Jeana Frost, Zoë Chance, Michael Norton and Dan Ariely (2008), “People are Experience Goods: Improving Online Dating with Virtual Dates” Journal of Interactive Marketing. Vol. 22, No. 1: 51-61. https://onlinelibrary.wiley.com/doi/abs/10.1002/dir.20106 Uri Simonsohn, Niklas Karlsson, George Loewenstein and Dan Ariely (2008), “The Tree of Experience in the Forest of Information: Overweighing Experienced Relative to Observed Information.” GAMES and Economic Behavior Vol. 62: 263 – 286. https://www.sciencedirect.com/science/article/abs/pii/S0899825607000772 Dan Ariely and Michael Norton (2007), “How Actions Create—Not Just Reveal—Preferences.” TRENDS in Cognitive Sciences. Vol. 12, No. 1: 13 – 16. https://www.researchgate.net/publication/5785670_How_Actions_Create_-_Not_Just_Reveal_-_Preferences Dan Ariely and Michael Norton (2007), “Psychology and Experimental Economics: A Gap in Abstraction” Current Directions in Psychological Science. Vol. 16, Issue 6: 336 – 339. https://journals.sagepub.com/doi/abs/10.1111/j.1467-8721.2007.00531.x Kristina Shampanier, Nina Mazar, and Dan Ariely (2007), “Zero as a Special Price: The True Value of Free Products.” Marketing Science. Vol. 26, No. 6: 742-757. https://www.researchgate.net/publication/227442514_Zero_as_a_Special_Price_The_True_Value_of_Free_Products Paul Eastwick. Eli Finkel, Daniel Mochon and Dan Ariely (2007), “Selective vs. Unselective Romantic Desire: Not All Reciprocity is Created Equal.” Psychological Science. Vol. 18, No. 4: 317-319. https://journals.sagepub.com/doi/abs/10.1111/j.1467-9280.2007.01897.x?journalCode=pssa Michael Norton, Jeana Frost and Dan Ariely (2007), “Less is More: The Lure of Ambiguity, or Why Familiarity Breeds Contempt.” Journal of Personality and Social Psychology. Vol. 92: 97-105. https://psycnet.apa.org/record/2006-23056-008 On Amir and Dan Ariely (2007), “Decisions by Rules: The Case of Unwillingness to Pay for Beneficial Delays.” Journal of Marketing Research. Vol. 44, No. 1: 142-152. https://journals.sagepub.com/doi/abs/10.1509/jmkr.44.1.142 Leonard Lee, Shane Frederick and Dan Ariely (2006), “Try It, You’ll Like It: The Influence of Expectation, Consumption, and Revelation on Preferences for Beer.” Psychological Science. Vol. 17, No. 12: 1054–1058. https://pubmed.ncbi.nlm.nih.gov/17201787/ Steve Hoeffler, Dan Ariely and Pat West (2006), “Path Dependent Preferences: The Role of Early Experience and Biased Search in Preference Development.” Organizational Behavior and Human Decision Processes. 215-229. https://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.379.7852&rep=rep1&type=pdf Michael Norton, Samuel Sommers, Evan Apfelbaum, Natassia Pura and Dan Ariely (2006), “Colorblindness and Political Correctness: Playing the Political Correctness Game.” Psychological Science. Vol. 17, No. 11: 949–953. https://journals.sagepub.com/doi/full/10.1111/j.1467-9280.2006.01810.x Nina Mazar and Dan Ariely (2006), “Dishonesty in Everyday Life and its Policy Implications.” Journal of Public Policy and Marketing. Vol. 25, No. 1: 117-126. https://papers.ssrn.com/sol3/papers.cfm?abstract_id=887529 Gal Zauberman, Kristin Diehl and Dan Ariely (2006), “Hedonic Versus Informational Evaluations: Task Dependent Preferences for Sequences of Outcomes.” Journal of Behavioral Decision Making Vol. 19, No. 3: 191-211. https://onlinelibrary.wiley.com/doi/10.1002/bdm.516 Leonard Lee and Dan Ariely (2006), “Shopping Goals, Goal Concreteness, and Conditional Promotions.” Journal of Consumer Research Vol. 33: 60-70. https://www.researchgate.net/publication/23547308_Shopping_Goals_Goal_Concreteness_and_Conditional_Promotions Dan Ariely, George Loewenstein and Drazen Prelec (2006), “Tom Sawyer and the Construction of Value.” Journal of Economic Behavior and Organization. Vol. 60: 1-10. https://www.cmu.edu/dietrich/sds/docs/loewenstein/TomSawyer.pdf Dan Ariely and George Loewenstein (2006), “The Heat of the Moment: The Effect of Sexual Arousal on Sexual Decision Making.” Journal of Behavioral Decision Making. Vol.19: 87-98. https://onlinelibrary.wiley.com/doi/abs/10.1002/bdm.501 Dan Ariely, Axel Ockenfels and Alvin Roth (2005), “An Experimental Analysis of Ending Rules in Internet Auctions.” The RAND Journal of Economics. Vol. 36, No. 4: 890-907. https://www.jstor.org/stable/4135262 Baba Shiv, Ziv Carmon and Dan Ariely (2005),“Placebo Effects of Marketing Actions: Consumers May get What They Pay For.” Journal of Marketing Research. Vol. 42, No. 4: 383-393. See also comments in the same issue. https://journals.sagepub.com/doi/abs/10.1509/jmkr.2005.42.4.383 Michael Norton, Joan DiMicco, Ron Caneel, and Dan Ariely (2004), “AntiGroupWare and Second Messenger.” BT Technology Journal, Vol. 22, No. 4: 83-88. https://www.semanticscholar.org/paper/AntiGroupWare-and-Second-Messenger-Norton-DiMicco/cc5e204ce03caca17ebc681751b7845cd783d52d James Heyman and Dan Ariely (2004), “Effort for Payment: A Tale of Two Markets.” Psychological Science, Vol.15, No. 11: 787-793. Featured as “Editor’s Choice” in Science (2004), 306, page 199. https://journals.sagepub.com/doi/abs/10.1111/j.0956-7976.2004.00757.x James Heyman, Yesim Orhun and Dan Ariely (2004), “Auction Fever: The Effect of Opponents and Quasi-Endowment on Product Valuations.” Journal of Interactive Marketing, Vol. 18, No.4: 4–21. https://journals.sagepub.com/doi/10.1002/dir.20020 Jiwoong Shin and Dan Ariely (2004), “Keeping Doors Open: The Effect of Unavailability on Incentives to Keep Options Viable.” Management Science, Vol. 50, No 5: 575-586. https://www.jstor.org/stable/30046098 Dan Ariely, John G. Lynch and Manny Aparicio (2004), “Learning by Collaborative and Individual-Based Recommendation Agents.” Journal of Consumer Psychology, 14 (1&2) 81-94. https://citeseerx.ist.psu.edu/viewdoc/download?doi=10.1.1.379.3606&rep=rep1&type=pdf Dan Ariely and Gal Zauberman (2003), “Differential Partitioning of Extended Experiences.” Organizational Behavior and Human Decision Processes, Vol. 91, No. 2: 128-139. https://www.researchgate.net/publication/4836795_Differential_partitioning_of_extended_experiences Dan Ariely, George Loewenstein and Drazen Prelec (2003), “Coherent Arbitrariness: Stable Demand Curves without Stable Preferences.” Quarterly Journal of Economics, Vol.118, No. 1: 73-105. https://academic.oup.com/qje/article-abstract/118/1/73/1917051?redirectedFrom=fulltext Dan Ariely and Itamar Simonson (2003), “Buying, Bidding, Playing, or Competing? Value Assessment and Decision Dynamics in Online Auctions.” Journal of Consumer Psychology, Vol.13: 113-123. https://www.sciencedirect.com/science/article/abs/pii/S1057740803701818 Dan Ariely and Klaus Wertenbroch (2002), “Procrastination, Deadlines, and Performance: Self-control by Precommitment.” Psychological Science, Vol. 13, No. 3: 219-224. https://journals.sagepub.com/doi/10.1111/1467-9280.00441 Joel Huber, Dan Ariely and Greg Fischer (2002), “Expressing Preferences in a Principal-Agent Task: A Comparison of Choice, Rating and Matching.” Organizational Behavior and Human Decision Processes, Vol. 87, No. 1: 66-90. https://www.researchgate.net/publication/222409016_Expressing_Preferences_in_a_Principal-Agent_Task_A_Comparison_of_Choice_Rating_and_Matching Itzhak Aharon, Nancy Etcoff, Dan Ariely, Chris F. Chabris, Ethan O’Connor and, Hans C. Breiter (2001), “Beautiful Faces Have Variable Reward Value: FMRI and Behavioral Evidence.” Neuron, Vol. 32: 537-551. http://chabris.com/Aharon2001.pdf Dan Ariely and Dan Zakay (2001), “A Timely Account of the Role of Duration in Decision Making.” Acta Psychologica, Vol. 108, No. 2: 187-207. https://pubmed.ncbi.nlm.nih.gov/11569762/ Dan Ariely (2001), “Seeing Sets: Representation by Statistical Properties.” Psychological Science, Vol. 12, No. 2: 157-162. https://journals.sagepub.com/doi/10.1111/1467-9280.00327 Dan Ariely and George Loewenstein (2000), “When Does Duration Matter in Judgment and Decision Making.” Journal of Experimental Psychology: General, Vol. 129, No. 4: 508-523. See also joint commentary with Daniel Kahneman in the same issue. https://www.cmu.edu/dietrich/sds/docs/loewenstein/WhenDurationMatters.pdf Dan Ariely (2000), “Controlling the Information Flow: Effects on Consumers’ Decision Making and Preference.” Journal of Consumer Research, Vol. 27, No. 2: 233-248. https://www.researchgate.net/publication/24099058_Controlling_the_Information_Flow_Effects_on_Consumers%27_Decision_Making_and_Preferences Dan Ariely and Jonathan Levav (2000), “Sequential Choice in Group Settings: Taking the Road Less Traveled and Less Enjoyed.” Journal of Consumer Research, Vol. 27, No. 3: 279-290. https://www.jstor.org/stable/10.1086/317585 Ziv Carmon and Dan Ariely (2000), “Focusing on the Forgone: How Value Can Appear So Different to Buyers and Sellers.” Journal of Consumer Research, Vol. 27, No. 3: 360-370. https://academic.oup.com/jcr/article-abstract/27/3/360/1796841?redirectedFrom=fulltext Dan Ariely, Au Wing-Tung, Randy H. Bender, David V. Budescu, Christine B. Dietz, Hongbin Gu, Tom S. Wallsten and Gal Zauberman (2000), “The Effects of Averaging Subjective Probability Estimates Between and Within Judges.” Journal of Experimental Psychology: Applied, Vol. 6: 130-147. https://www.researchgate.net/publication/232599275_The_Effects_of_Averaging_Subjective_Probability_Estimates_Between_and_Within_Judges Dan Ariely and Gal Zauberman (2000), “On the Making of an Experience: The Effects of Breaking and Combining Experiences on Their Overall Evaluation.” Journal of Behavioral Decision Making, Vol. 13: 219-232. https://onlinelibrary.wiley.com/doi/10.1002/(SICI)1099-0771(200004/06)13:2%3C219::AID-BDM331%3E3.0.CO;2-P Dan Ariely and Ziv Carmon (2000), “Gestalt Characteristics of Experiences: The Defining Features of Summarized Events.” Journal of Behavioral Decision Making, Vol. 13: 191-201. https://onlinelibrary.wiley.com/doi/10.1002/%28SICI%291099-0771%28200004/06%2913%3A2%3C191%3A%3AAID-BDM330%3E3.0.CO%3B2-A John G. Lynch and Dan Ariely (2000), “Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution.” Marketing Science, Vol. 19, No. 1: 83-103. https://pubsonline.informs.org/doi/10.1287/mksc.19.1.83.15183 Greg Fischer, Ziv Carmon, Dan Ariely and Gal Zauberman (1999), “Goal-based Construction of Preferences: Task Goal and the Prominence Effect.” Management Science, Vol. 45, No. 8: 1057-1075. https://pubsonline.informs.org/doi/10.1287/mnsc.45.8.1057 Constantine Sedikides, Dan Ariely and Nils Olsen (1999), “Contextual and Procedural Determinants of Partner Selection: On Asymmetric Dominance and Prominence.” Social Cognition, Vol. 17: 118-139. https://psycnet.apa.org/record/1999-03814-002 Steve Hoeffler and Dan Ariely (1999), “Constructing Stable Preferences: A Look into Dimensions of Experience and Their Impact on Preference Stability.” Journal of Consumer Psychology, Vol. 8, No. 2: 113-139. https://psycnet.apa.org/record/1999-10722-001 Dan Ariely (1998), “Combining Experiences over Time: The Effects of Duration, Intensity Changes, and On-line Measurements on Retrospective Pain Evaluations.” Journal of Behavioral Decision Making, Vol. 11: 19-45. https://onlinelibrary.wiley.com/doi/abs/10.1002/%28SICI%291099-0771%28199803%2911%3A1%3C19%3A%3AAID-BDM277%3E3.0.CO%3B2-B Christina Burbeck, Steve Pizer, Brian Morse , Dan Ariely, Gal Zauberman and Jannick P. Rolland (1996), “Linking Object Boundaries at Scale: A Common Mechanism for Size and Shape Judgments.” Vision Research, Vol. 36, No. 3: 361-372. https://www.sciencedirect.com/science/article/pii/0042698995001069 Jonathan A. Marshall, Christina Burbeck, Dan Ariely, Jannick P. Rolland and Kevin E. Martin (1996), “Occlusion Edge Blur: A Cue to Relative Visual Depth.” Journal of the Optical Society of America: A, Vol. 13, No. 4: 681-688. https://opg.optica.org/josaa/abstract.cfm?uri=josaa-13-4-681 Reuven Dar, Dan Ariely and Hanan Frenk (1995), “The Effect of Past-Injury on Pain Threshold and Tolerance.”Pain, Vol. 60: 189-193. https://www.sciencedirect.com/science/article/abs/pii/030439599400108Q Dan Ariely and Tom S. Wallsten (1995), “Seeking Subjective Dominance in Multidimensional Space: An Explanation of the Asymmetric Dominance Effect.” Organizational Behavior and Human Decision Processes, Vol. 63, No. 3: 223-232. https://www.sciencedirect.com/science/article/abs/pii/S0749597885710758?via%3Dihub Jannick P. Rolland, Dan Ariely and William Gibson (1994), “Towards Quantifying Depth and Size Perception in Virtual Environments.” Presence, Vol. 4: 24-49. https://direct.mit.edu/pvar/issue/4/1

Non-academic papers	Dan Ariely (2009), “The End of Rational Economics.” Harvard Business Review.
	Dan Ariely (2008), “How Honest People Cheat.” Harvard Business Review.
	Dan Ariely (2007), “Customers’ Revenge 2.0.” Harvard Business Review.
	Nina Mazar and Dan Ariely (2007). “Dishonesty and its Policy Implications.” The Quest, the Magazine of the Rotman School of Management.

Commentaries	Dan Ariely and Heather Mann (2013), “A Bird’s Eye View of Unethical Behavior: Commentary on Trautmann et all.” Perspectives on Psychological Science.
	Michael Norton and Dan Ariely (2013), “America’s Desire For Less Wealth Inequality Does Not Depend On How You Ask Them.” Judgement and Decision Making.
	Steffie Woolhandler, Dan Ariely, David Himmelstein (2012),“Why Pay For Performance May be Incompatible With Quality Improvement.” British Medical Journal.
	Rebecca K. Ratner, Dilip Soman, Gal Zauberman, Dan Ariely, Ziv Carmon, Punam A. Keller, B. Kyu Kim, Fern Lin, Selin Malkoc, Deborah A. Small, and Klaus Wertenbroch (2008), “How Behavioral Decision Research Can Enhance Consumer Welfare: From Freedom of Choice to Paternalistic Intervention.” Marketing Letters.
	Dan Ariely, Joel Huber, & Klaus Wertenbroch (2005), “When Do Losses Loom Larger Than Gains?” Journal of Marketing Research. Vol. 42, No. 2: 134- 138
	Baba Shiv, Ziv Carmon and Dan Ariely (2005), “Ruminating About Placebo Effects of Marketing Actions.” Journal of Marketing Research. Vol. 42, No. 4: 410-414.
	On Amir, Dan Ariely, Alan Cooke, David Dunning, Nicholas Epley, Uri Gneezy, Botond Koszegi, Donald Lichtenstein, Nina Mazar, Sendhil Mullainathan, Drazen Prelec, Eldar Shafir, and Jose Silva (2005), “Psychology, Behavioral Economics, and Public Policy.” Marketing Letters Vol. 16, No. 4: 443 – 454.
	Dan Ariely, Daniel Kahneman and George Loewenstein (2000), “Joint Commentary on the Importance of Duration in Ratings of, and Choices between, Sequences of Outcomes.” Journal of Experimental Psychology: General, Vol. 129, No. 4: 524–529.
	Patricia M. West, Dan Ariely, Steve Bellman, Eric Bradlow, Joel Huber, Eric Johnson, Barbara Kahn, John Little, and David Schkade (1999), “Agents to the Rescue?” Marketing Letters, Vol. 10, No. 3: 285-300.

Books	Dan Ariely, Misbelief: What Makes Rational People Believe Irrational Things. HarperCollins (September 2023).
	Dan Ariely & Jeff Kreisler. HarperCollins (November 2017).
	Dan Ariely, Payoff. Simon and Schuster, Inc. (November 2016).
	Dan Ariely, Irrationally Yours. Harper Perennial (May 2015).
	Dan Ariely (Editor) The Best American Science and Nature Writing. Mariner Books (October 2012).
	Dan Ariely, The (Honest) Truth About Dishonesty. HarperCollins (June 2012).
	Dan Ariely, The Upside of Irrationality. HarperCollins (June 2010).
	Dan Ariely, Predictably Irrational. HarperCollins (February 2008).
	Christine Hughes, Dan Ariely and David Eckerman (1998), The Joy of Experimental Psychology, Kendall/Hunt.

Chapters	Guy Hochman and Dan Ariely (2015), “Behavioral Economics in Emerging Trends in the Social and Behavioral Sciences.
	On Amir, Orly Lobel, and Dan Ariely (2005), “Making Consumption Decisions by Following Personal Rules” in Ratti Ratneshwar & David Mick (eds.) Inside Consumption: Frontiers of Research on Consumer Motives, Goals, and Desires, Routledge Press.
	Dan Ariely, George Loewenstein and Drazen Prelec (2005), “Coherent Arbitrariness: Stable Demand Curves Without Stable Preferences” in Sarah Lichtenstein and Paul Slovic (eds.) The Construction of Preference, Cambridge University Press.
	Dan Ariely, George Loewenstein and Drazen Prelec (2005), “Tom Sawyer and the Construction of Value” in Sarah Lichtenstein and Paul Slovic (eds.) The Construction of Preference, Cambridge University Press.
	Dan Ariely, George Loewenstein and Drazen Prelec (2003), “Coherent Arbitrariness: Stable Demand Curves Without Stable Preferences” in Isabelle Brocas and Juan Carrillo (eds.) The Psychology of Economic Decisions, Oxford University Press.
	Dan Ariely and Ziv Carmon (2003), “The Sum Reflects only Some of Its Parts: A Critical Overview of Research on Summary Assessment of Experiences” in Roy Baumeister, George Loewenstein and Daniel Read (eds.), Time and Decisions, Russell Sage Foundation Press.
	Johnathan W. Schooler, Dan Ariely and George Loewenstein (2003), “The Pursuit and Assessment of Happiness Can be Self-Defeating” in Isabelle Brocas and Juan Carrillo (eds.) The Psychology of Economic Decisions, Oxford University Press.

Honors & Awards	2015: Honorary Doctorate, Erasmus University, Rotterdam
	2015: C.W. Park Outstanding Contribution to the Journal of Consumer Psychology Award. With Michael Norton, Daniel Mochon, and Dan Ariely for “The IKEA Effect: When Labor Leads to Love.”
	2014: William C. Friday Excellence in Leadership and Service Award, North Carolina State University
	2013: William F. O’Dell Award for “The Dishonesty of Honest People: A Theory of Self-Concept Maintenance.” (2008) On Amir, Dan Ariely and Nina Mazar.
	2012: Honorary Patron, The University Philosophical Society, Trinity College, Dublin
	2012: Honorary Professor, Universidad del Pacifico Lima, Peru
	2012: Contributing Editor WIRED Magazine UK
	2011: Ethel & James Valone Visiting Professor in Plastic Surgery, University North Carolina-Chapel Hill April 1, 2011
	2011: IBM Faculty Award Recipient
	2010: William F. O’Dell Award for “Placebo Effects of Marketing Actions: Consumers May get What They Pay For.”(2005) Baba Shiv, Ziv Carmon and Dan Ariely
	2009: Psychology Department Distinguished Alumni Award, University of North Carolina at Chapel Hill
	2009: Finalist for the 2009 Long Term Impact Award from INFORMS Society for Marketing Science for John G. Lynch, Jr. and Dan Ariely “Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution”
	2008: IgNobel Award in Medicine
	2008-2009: President: Society for Judgment and Decision Making
	2003: Society for Consumer Psychology: Early Career Contribution Award
	2002: Rothschild Memorial Symposia, The Institute for Advanced Studies: The 13th Summer School in Economic Theory on behavioral Economics
	2001: Best Paper Award for John G. Lynch and Dan Ariely (2000) “Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution” from the Marketing Science Institute
	2000: Judgment and Decision Making Society: Hillel Einhorn New Investigator Award
	1998: John A. Howard American Marketing Association Doctoral Dissertation Award
	1995-1996: L. L. Thurstone Psychometric Laboratory Graduate Student Award

Member	United Nations University International Human Dimensions Programme on Global Environmental Change (2012-2014)
	The Department of Economics at the University of Zurich Advisory Board, Association for Consumer Research, Association for Consumer Psychology, American Psychological Association, American Psychological Society, Judgment and Decision Making Society

Former Postdocs & PhD Advisees	Merve Akbas (Worldchanger at a startup) Moti Amar (Professor, Ono College Israel) On Amir (Professor, UC San Diego) Lalin Anik (Professor, University of Virginia) Shahar Ayal (Professor, Interdisciplinary Institute Israel) Anat Binur (Venture Capital) Anat Bracha (Researcher, Federal Reserve Bank) Troy Campbell (Professor, University of Oregon) Guy Hochman (Professor, IDC Herzliya) Leonard Lee (Professor, Columbia) Heather Mann (Worldchanger at a startup) Nina Mazar (Professor, University of Toronto) Panos Mitkidis (Professor, Aarhus University) Daniel Mochon (Professor, Tulane) Mike Norton (Professor, Harvard) Janet Schwartz (Professor, Tulane) Kristina Shampan’er (Consultant) Jiwoong Shin (Professor, Yale) Uri Simonsohn (Professor, University of Pennsylvania) S tephen Spiller (Professor, University California, Los Angeles) Aner Tal (Researcher, Cornell University) Jared Wolfe (Professor, Long Island University-Post)

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Dear Dan,

I’ve tried several techniques to be more organized and productive—to-do lists, time-management apps, keeping a journal. But switching between all these methods only makes things more confused. How do I figure out the best productivity system for me?

—Wesley

Behavioral economists refer to this kind of overplanning as structured procrastination. Juggling productivity tools and platforms makes us feel we’re making progress, when in fact they’re just another way of distracting us from our work.
To avoid this, take an experimental approach: Pick one time-management method and use it exclusively for a month. When the month is up, ask yourself if you really need a different method or extra tool. By committing to a single method and giving it time to work, you’ll be able to find out which productivity tools suit your needs and which just waste your time.

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Dear Dan,

I’m an actor in a local theater company, and sometimes we perform at benefit events for nonprofits that only pay a small stipend. In those cases, I always donate the money back to the group. But recently I was in a benefit where the play was so popular that we gave a number of extra performances, and the fee I received was significant. This time I find myself resisting the idea of donating the money, even though I never expected to earn anything from the play. Why do I feel so reluctant and how can I overcome it?

—Carol

We all enjoy the warm glow we get from being generous, but that feeling tends to diminish as the amount of money we give increases. Donating $500 doesn’t feel 10 times as good as donating $50, while the pain of giving up the larger sum is much more noticeable. The best way to avoid this problem is to commit to a donation policy in advance, rather than to evaluate each individual gift. For example, you could tell your theater’s manager that you want to donate all your stipends from benefit performances for the coming year and even ask for a certificate or receipt. That way you won’t feel tempted to change your mind each time.

___________________________________________________

Hi, Dan.

I have a 12-year-old son, and when I looked at his social media accounts last week, I was shocked to see how many ads and solicitations he receives. I’ve already talked to my son about more serious internet dangers, but how can I teach him to resist the pressure to throw away money online?

—Sadaf

Instead of telling your son how these solicitations conflict with your values as a parent, try pointing out how they conflict with his own values. A clever 2016 study by behavioral scientist Christopher Bryan and colleagues found that adolescents could be convinced to avoid unhealthy snacks by framing it as a way of standing up against the deceptive advertising practices of junk food companies. Similarly, asking your son to take a stand against manipulative online solicitations will help him feel that he’s striking a blow for his own independence rather than obeying a parental rule.

See the original article in the Wall Street Journal.

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Hi, Dan.

I work for an investment banking firm where 90% of the employees are men. I’m the only woman on my team, and ever since I joined, my teammates have treated me like the office plant. They make lunch plans without including me and say hello and goodbye to everyone except me. Generally, they pretend I don’t exist. I don’t think they are doing it to be hurtful—I just think they’re not sure how to befriend women. What can I do to change this?

—Jamie

Social isolation is difficult and painful, and I’m very sorry about your experience. Sadly, it is difficult to change the social norms of an entire group at once. An easier path would be to change the behavior of one colleague at a time; direct interactions will help them to see you as a whole person. Why don’t you try to invite one of your co-workers for coffee or lunch every week? In time, this will change the overall atmosphere in the office.

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Dear Dan,

Every time I suggest an idea for a date, my husband questions whether I’ve picked the very best option. For instance, I once suggested that we dine at the Thai restaurant down the street. Instead, he perused Zagat until he found a “better” option. And a month ago, I suggested we go on a cruise using a company my friends like, but he insisted on researching alternative companies before committing. We still haven’t made any firm plans.

From my standpoint, I’d rather make a “good enough” decision and enjoy the experience, however imperfect. My husband points out that his research often yields objectively better decisions. Who’s right?

—Caroline

In social science terminology your husband is a “maximizer” (someone who tries to make the best possible decision), and you are a “satisficer” (someone who tries to choose from within a range of good options). Lucky for you, the research suggests that your strategy is the right one.

The psychologist Barry Schwartz and colleagues did a study in 2002 comparing the two types of decision-makers. They found that maximizers had lower levels of optimism, happiness, self-esteem and even life satisfaction. They were also less happy with their daily decisions, and they tended to regret the decisions they made more often. So while your husband may indeed be finding the best-rated restaurant, movie or cruise, in the process he’s probably taking away a lot of his and your joy.

Here’s what I’d suggest: Instead of making date decisions together, take turns being in charge. That way, half the dates will go smoothly—and in the other half, you will get to practice your patience.

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Dear Dan,

I’m a scientist, and I recently volunteered to be part of my professional society’s membership committee. What is the most effective way to get people to pay their membership dues? Reminders? Guilt? Calling them up and begging them?

—Stephanie

My guess is that your members are generally interested in staying members, but they just don’t want to pay “right now”—whether that means today, tomorrow or the next day. To fight this kind of procrastination, I would make it more tempting to pay now. For instance, host an attractive webinar that is open to paying members only. That would give your members a good reason to pay promptly.

See the original article in the Wall Street Journal here.

DAN ARIELY

Updates

Ask Ariely: On Snooze Strategy, Better Bottles, and Productive Procrastination

Ask Ariely: On Experimental Explanations, Procrastination Punishments, and Server Strategies

Ask Ariely: On Putting off Procrastination, Selling Sherlock, and Feeling the DICE

The High Cost of Procrastination

Procrastination and self control

Procrastination and self control

Procrastination and self control

Curriculum Vitae

Curriculum Vitae with links

Ask Ariely: On Management Methods, Dramatic Donations, and Online Offers

Ask Ariely: On Social Solutions, Date Decisions, and Prompt Payments

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