This research examines the role of imagination difficulty on the evaluation of really new products (RNPs) in comparison to incrementally new products (INPs). We extend past research on accessibility utilizing an anticipatory approach where consumers look forward and generate mental images for...

We study discrimination against immigrants using micro-level data from Switzerland, where, until recently, some municipalities used referendums to decide on the citizenship applications of foreign residents. We show that naturalization decisions vary dramatically with immigrants' attributes,...

Experiments based on the Beard and Beil (1994) two-player coordination game robustly show that coordination failures arise as a result of two puzzling behaviors: (i) subjects are not willing to rely on others' self-interested maximization, and (ii) self-interested maximization is not ubiquitous....

We investigate the effect of group versus individual decision-making in the context of risky investment decisions in which all subjects are fully informed of the probabilities and payoffs. Although there is full information, the lottery choices pose cognitive challenges so that people may not be...

We study the interaction of different motives and decision processes in determining behavior in the ultimatum game. We rely on an ego-depletion manipulation which consumes self-control resources, thereby enhancing the influence of default reactions, or in psychological terms, automatic...

Advertisers are increasingly incorporating online and offline media in their marketing communication plans to leverage synergies across them. However, if there are no differences in modality it is unclear if mixed online-offline media usage can lead to cross-media synergies. Drawing from priming...