Research
 
Morrison Center Funded Research

When Impact Appeals Backfire: Evidence from a Multinational Field Experiment and the Lab

Hengchen Dai, Associate Professor of Management and Organizations and Behavioral Decision Making, UCLA Anderson
Jana Gallus, Associate Professor of Strategy and Behavioral Decision Making, UCLA Anderson School of Management
Joseph Reiff, Assistant Professor of Marketing, University of Maryland

Understanding Responses to Stereotype Content in Ads

Margaret Shih, Department Chair and Deputy Dean of Academic Affairs, Neil Jacoby Chair in Management; Professor of Management and Organizations, UCLA Anderson
Elizabeth Jiang, M & O Ph.D. Student, UCLA Anderson

Misinformation and Mistrust: The Equilibrium Effects Of Fake Reviews on Amazon.com

Ashvin Gandhi, Assistant Professor, UCLA Anderson
Brett Hollenbeck, Associate Professor of Marketing, UCLA Anderson

Framings of Uncertainty and Intentions to Take Protective Action

Eitan Rude, Marketing Ph.D. Student, UCLA Anderson
Hal Hershfield, Professor of Marketing and Behavioral Decision Making, Marketing Area Chair, UCLA Anderson

Asymmetric Reactions to Erroneous Punishments and Rewards

Eitan Rude, Marketing Ph.D. Student, UCLA Anderson
Franklin Shaddy, Assistant Professor of Marketing and Behavioral Decision Making, UCLA Anderson

Spending Responses to Income vs. Balance Information

Stephen Spiller, Associate Professor of Marketing and Behavioral Decision Making, Associate Dean of Anderson Ph.D. Program, UCLA Anderson
David Dolifka, Marketing Ph.D. Student, UCLA Anderson
Stephanie Smith, Ph.D., UCLA Anderson

Company-Level Mental Accounting for Consumer Investors

Stephen Spiller, Associate Professor of Marketing and Behavioral Decision Making, Associate Dean of Anderson Ph.D. Program, UCLA Anderson
David Dolifka, Marketing Ph.D. Student, UCLA Anderson
Eitan Rude, Marketing Ph.D. Student, UCLA Anderson

From Warm Glow to Cold Chill: Choice Avoidance in Charitable Donations

Ilana Brody, Behavioral Decision Making Ph.D. Student, UCLA Anderson
Hengchen Dai, Associate Professor of Management and Organizations and Behavioral Decision Making, UCLA Anderson
Jana Gallus, Associate Professor of Strategy and Behavioral Decision Making, UCLA Anderson

Do Different Forms of Prospection Lead to Different Emotional Outcomes?

Tayler Bergstrom, PhD Student, Marketing, UCLA Anderson School of Management
Hal Hershfield, Professor of Marketing and Behavioral Decision Making, UCLA Anderson School of Management

Leveraging Past Adversity to Increase Vaccination Behavior

Ilana Brody, PhD Student, Behavioral Decision Making, UCLA Anderson School of Management
Hal Hershfield, Professor of Marketing and Behavioral Decision Making, UCLA Anderson School of Management

Rationalization Reduction: Intervention Science to Promote Moral Action

Ilana Brody, PhD Student, Behavioral Decision Making, UCLA Anderson School of Management
Eugene Caruso, Associate Professor of Management and Organizations, UCLA Anderson School of Management
Noah J. Goldstein, Professor of Management and Organizations, UCLA Anderson School of Management

How People Perceive Invasiveness

Jon Bogard, PhD Student, Behavioral Decision Making, UCLA Anderson School of Management
Eugene Caruso, Associate Professor of Management and Organizations, UCLA Anderson School of Management

Megan Weber, PhD Student, Behavioral Decision Making, UCLA Anderson School of Management

The Impact of Policy Framing on Narratives for Poverty and Prosperity

Ilana Brody, PhD Student, Behavioral Decision Making, UCLA Anderson School of Management
Sherry Jueyu Wu, Assistant Professor of Management and Organizations, UCLA Anderson School of Management

Megan Weber, PhD Student, Behavioral Decision Making, UCLA Anderson School of Management

The Interactive Effects of the Three Dimensions of Social Norms Comparisons

Noah Goldstein, Professor of Management and Organizations, UCLA Anderson School of Management
Jon Bogard, Ph.D. Student, Behavioral Decision Making, UCLA Anderson School of Management

Grocery Store Closures and Household Nutritional Choices

Julia Levine, Ph.D. Student, Marketing, UCLA Anderson School of Management
Sylvia Hristakeva, Assistant Professor of Marketing, UCLA Anderson School of Management

Is Money More Valued than Time in Cost Transparent Prices?

David Dolifka, Ph.D. Student, Marketing, UCLA Anderson School of Management
Franklin Shaddy, Assistant Professor of Marketing and Behavioral Decision Making, UCLA Anderson School of Management
Neha Nair, Ph.D. Student, Marketing, UCLA Anderson School of Management

Consumer Spending in Response to Income or Balance Information

David Dolifka, Ph.D. Student, Marketing, UCLA Anderson School of Management
Stephanie Smith, Ph.D. Student, Behavioral Decision Making, UCLA Anderson School of Management
Stephen Spiller, Associate Professor of Marketing and Behavioral Decision Making

The Role of Claim Objectivity on Source Memory

Daniel Mirny, Ph.D. Student, Marketing, UCLA Anderson School of Management
Stephen Spiller, Associate Professor of Marketing and Behavioral Decision Making

Biased Prestige Inferences and How to Correct Them

Gloria Danqiao Cheng, Ph.D. Student, Management and Organizations, UCLA Anderson School of Management
Jana Gallus, Associate Professor of Strategy and Behavioral Decision Making, UCLA Anderson School of Management​​​​​​​
Serena Does

Stuck In A Rut: The Behavioral Entrenchment Effect

On Amir, Professor of Marketing, UC San Diego Rady School of Management
Ziv Carmon, Professor of Marketing, INSEAD
Alicea Lieberman, Assistant Professor of Marketing, UCLA Anderson School of Management

Perceptions of Fairness in Segmentation and Targeting

Elizabeth M.S. Friedman, Assistant Professor of Business, Columbia Business School
Franklin Shaddy, Assistant Professor of Marketing and Behavioral Decision Making, UCLA Anderson School of Management
Olivier Toubia, Professor of Business, Columbia Business School

Understanding How Consumers Incorporate and Estimate Uncertainty

Stephen Spiller, Associate Professor of Marketing and Behavioral Decision Making, UCLA Anderson School of Management
David Zimmerman, Ph.D. Student, Behavioral Decision Making, UCLA Anderson School of Management

An Analysis of Excess Entry in the U.S. Discount Retail Sector

El Hadi Caoui, Assistant Professor of Strategic Management, University of Toronto
Brett Hollenbeck, Assistant Professor of Marketing, UCLA Anderson School of Management
Matthew Osborne, Associate Professor of Marketing, Department of Management, University of Toronto

What Motivates Social Security Claiming Age Intentions? Testing Behaviorally-Informed Interventions Alongside Individual Differences

Adam Eric Greenberg, Assistant Professor of Marketing, Bocconi University
Hal Hershfield, Professor of Marketing and Behavioral Decision Making, UCLA Anderson School of Management
Suzanne Shu, Professor Emeritus, UCLA Anderson School of Management
Stephen Spiller, Associate Professor of Marketing and Behavioral Decision Making, UCLA Anderson School of Management

Modeling Consumer Choice Using Eye-Tracking

 
Stephanie Smith, Ph.D. Student, Behavioral Decision Making, UCLA Anderson School of Management
Stephen Spiller, Associate Professor of Marketing and Behavioral Decision Making, UCLA Anderson School of Management

If death is the great tragedy of human life, could rituals, by helping us connect backward to heritage and forward to the future, suppress time and reduce our fear of the end of life?

Kate Christensen | Joint research with Hal Hershfield

Urgency in Consumer Decision Making

Hal Hershfield | Joint research with Joseph Reiff

Misperception about stigma as a potential barrier to applying for benefits programs

Sherry Wu | Joint research with Eugene Caruso and Alice Lee-Yoo

Interventions to Increase Support For Redistributive Policies

Franklin Shaddy | Joint research with Kate Christensen and David Dolifka

Why Do Consumers Ignore Hidden Costs?

Leila Bengali 

Equity and environmental attitudes in adoption of rooftop solar photovoltaic in Los Angeles County

Charles Corbett | Joint research with Hal Hershfield and Timothy Malloy

The Role of Claim Objectivity on Source Memory

Stephen Spiller | Joint research with Daniel Mirny

Consumer Financial Decision Making

Stephen Spiller | Joint research with David Dolifka

How Metrics Influence Elicited Prediction Intervals

Stephen Spiller | Joint research with David Zimmerman

Suspense, Surprise: What Makes a Match Fun and Engaging?

Ashvin Gandhi | Joint research with Paola Giuliano

How does Food Availability Affect Demand for Healthy Food?

Sylvia Hristakeva | Joint research with Julia Levin

Examining the role of COVID-19 testing availability on intention to isolate: A Randomized hypothetical scenario

Kate Christensen

Preferences for Suspense and Surprise in a Massive Online Computer Game

Paola Giuliano | Joint research with Ashvin Gandhi, Ph.D.

Advertising Strategy in the Presence of Reviews: An Empirical Analysis

Brett Hollenbeck | Joint research with Sridhar Moorthy, Ph.D., and Davide Proserpio, Ph.D.

Taxation and Market Power in the Legal Marijuana Industry

Brett Hollenbeck | Joint research with Kosuke Uetake, Ph.D.

The Market for Fake Reviews

Brett Hollenbeck | Joint research with Sherry He Davide Prosperio, Ph.D.

CEO Activism and Consumer Demand

Christopher Poliquin | Joint research with Young Hou, Ph.D.

The Role of Attention in Evaluating Choices Among Choices

Stephen Spiller | Joint research with Stephanie Smith, Ph.D.

The Long-Term Effects of Price Promotions on Consumer Behavior: Evidence from a Field Experiment on Alibaba

Dennis J. Zhang1*, Hengchen Dai2*, Lingxiu Dong1 , Fangfang Qi3 , Nannan Zhang3 , Xiaofei Liu3 , Zhongyi Liu3 , Jiang Yang3 1. Olin Business School, Washington University in St. Louis 2. Anderson School of Management, University of California, Los Angeles 3. Alibaba Group Inc.

The Value of Pop-up Stores in Driving Online Engagement in Platform Retailing: Evidence from a Large-Scale Field Experiment with Alibaba

Dennis J. Zhang1*, Hengchen Dai2*, Lingxiu Dong1 , Qian Wu3 , Lifan Guo3 and Xiaofei Liu3 1. Olin Business School, Washington University in St. Louis 2. Anderson School of Business, University of California at Los Angeles 3. Alibaba Group Inc.

A Theory of Goal Maintenance: A Distinct and Vivid Pre-Goal Self Predicts Post-Goal Maintenance Motivation

Author(s): John, Elicia, Advisor(s): Hershfield, Hal E, Shu, Suzanne B.