Intuitively, people should cheat more when cheating is more lucrative, but we find that the effect of performance-based pay-rates on dishonesty depends on how readily people can compare their pay-rate to that of others. In Experiment 1, participants were paid 5 cents or 25 cents per...

New marketing paradigms that exploit the capabilities for data collection, aggregation, and dissemination introduced by the Internet provide benefits to consumers but also pose real or perceived privacy hazards. In four experiments, we seek to understand consumer decisions to reveal or withhold...

Understanding the value that individuals assign to the protection of their personal data is of great importance for business, law, and public policy. We use a field experiment informed by behavioral economics and decision research to investigate individual privacy valuations and find evidence of...

In this field experiment, we attempted to reduce sedentary workplace behavior by introducing walkstations – slow-moving treadmills attached to elevated workspaces enabling employees to walk while working – giving employees feedback on their own and their coworkers’ walkstation usage, and...

While selfish incentives typically outperform prosocial incentives, in the context of customer referral rewards, prosocial incentives can be more effective. Companies frequently offer “selfish” (i.e., sender-benefiting) referral incentives, offering customers financial incentives for...

Firms do not typically disclose information on their costs to produce a good to consumers.However, we provide evidence of when and why doing so can increase consumers' purchase interest. Specifically, building on the psychology of disclosure and trust, we posit that cost transparency, insofar as...