How does the anticipated connectedness between one’s current and future identity help explain impatience in intertemporal preferences? The less consumers are closely connected psychologically to their future selves, the less willing they will be to forgo immediate benefits in order to ensure...

We study how a person’s evaluation of choice options influences her estimates of other people’s evaluations when their choices are known. People rely on the relation between their own evaluations and their final decision to make sense of others, projecting their evaluations of the...

Language is pervasive and hence a common factor in people’s decision making. Prior research has mostly studied the effects of comprehensible language, language that communicates a literal meaning to consumers – on behavior and attitudes. In this paper, we investigate the potential for...

Statistical forecasts are increasingly prevalent. How do forecasts affect people’s beliefs about corresponding future events? This research proposes that the format in which the forecast is communicated biases its interpretation. We contrast two common forecast formats: chance (e.g., the...

People making decisions for others often do not choose what their recipients want. Prior research has generally explained such preference mismatches as decision makers mispredicting recipients’ satisfaction. We propose a smile-seeking hypothesis as a distinct cause for these mismatches in the...