Past research documents an asymmetry between consumers’ willingness to pay for an object and their willingness to accept to give up this object. The current paper presents three studies which demonstrate that materialism moderates this “endowment effect”. Although materialism is not...

Household recycling is conceptualized as a social dilemma in which households have a choice between cooperative and defective options. Promoting cooperative choice in the recycling dilemma has emerged as an important issue for social marketing in recent years. Most of the available insights that...

The present paper shows that people’s compliance with a request can be substantially increased if the requester first gets them to agree with a series of statements unrelated to the request, but selected to induce agreement. We label this effect the ‘mere agreement effect’, and present a...

In de accounting literatuur wordt veelal beweerd dat accuratere kosteninformatie (ABC) leidt tot betere beslissingen, zonder dit empirisch te toetsen. Deze paper bestudeert de rol van accurate kostenrapporten bij prijszettingbeslissingen in een competitieve markt, gekenmerkt door twee...

Measures derived from eye-movement data reveal that during brand choice consumers adapt to time pressure by accelerating the visual scanning sequence, by filtering information and by changing their scanning strategy. In addition, consumers with high task motivation filter brand information less...

We studied the decision making process in the Dictator Game and showed that decisions are the result of a two-step process. In a first step, decision makers generate an automatic, intuitive proposal. Given sufficient motivation and cognitive resources, they adjust this in a second, more...

Neuroscientific studies demonstrate that erotic stimuli activate the reward circuitry processing monetary and drug rewards. Theoretically, a general reward system may give rise to nonspecific effects: exposure to "hot stimuli" from one domain may thus affect decisions in a different domain. We...

People are often exposed to actionable food temptations (i.e., an immediate opportunity to consume, like when friends offer cookies) and nonactionable food temptations (i.e., no immediate consumption opportunity, like ads for chocolate). The results of three experiments suggest that prior...