Calling consumers' attention to their cultural identity can make them aware of their membership in a group and, therefore, can induce a group mind-set. This mind-set, in turn, leads them to make decisions that minimize the risk of negative outcomes to both themselves and others. The effects of...

This research investigates hypotheses about differences between Chinese and American managers in the configuration of trusting relationships within their professional networks. Consistent with hypotheses about Chinese familial collectivism, an egocentric network survey found that affect- and...

A problem in joint ventures between U.S. and Asian firms is that cultural differences impede the smooth resolution of conflicts between managers. In a survey of young managers in the U.S., China, Philippines, and India we find support for two hypotheses about cultural differences in conflict...

Lynch and Schwarz offer different assessments of the "mission accomplished" conclusion and the summary of the manner in which BDT research tested well-established economics assumptions and offered an alternative view of decision making. By and large Lynch and I are in agreement regarding the...

A main objective of Behavioral Decision Theory (BDT) research--demonstrating that economic theory often fails as a description of decision making as well as gaining insights into systematic influences on judgment and choice--has been largely accomplished. This research program, published in...

Heuristic use is a central topic in consumer research, but the factors that determine when consumers will settle for shortcut solutions to choice problems (e.g., compromise) versus rely on "true" preferences (e.g., self-goals) remain unclear. We propose that both motivation to use self-goals, as...

We study dating behavior using data from a Speed Dating experiment where we generate random matching of subjects and create random variation in the number of potential partners. Our design allows us to directly observe individual decisions rather than just final matches. Women put greater weight...

The findings and value of market research depend critically on consumers' understanding of the research objectives and their roles. The present research presents a three-phase investigation of the impact of research participants' theories about their roles: (a) identifying the theories, (b)...