Manoj Thomas
Datos Biográficos
| ID | 3793170 |
|---|---|
| NOMBRE | Manoj Thomas |
| NOMBRES | Manoj |
| APELLIDO | Thomas |
| FIRMA | THOMAS M |
| AFILIACIONES | Cornell University |
| ORCID | 0000-0002-3548-6309 |
| VERIFICADO | Sí |
| TOTAL DE OBRAS | 25 |
| TOTAL DE CITAS | 102 |
| TOTAL COMO AUTOR | 14 |
| TOTAL COMO EDITOR | 11 |
| PRIMER AÑO DE PUBLICACIÓN | 2005 |
| AÑO MÁS RECIENTE DE PUBLICACIÓN | 2026 |
| ÍNDICE H | 6 |
A Mega-Replication of the Effect of Cash Versus Card Payment on Pain of Paying
We revisit the widely accepted finding that paying with cash is more painful than paying with card by conducting the first systematic mega-replication (including 13 large-scale preregistered replications; a total of 32,371 participants, 65 products, and 57 price points ranging from $1.09 to $400). The aggregate evidence reveals four insights: (1) leveraging a broad set of established paradigms, we replicate the finding that paying with cash is mo…
Who Negotiates? The Political Psychology of Price Negotiations
Price negotiation is often a zero-sum interaction where one party’s gain is another’s loss. In such contexts, a buyer’s willingness to negotiate can depend on the perceived justifiability of negotiation. This research examines how political ideology shapes these perceptions. Two archival studies ( N = 56,615) and four preregistered studies ( N = 3,157) show that conservative buyers are more likely to negotiate prices for houses and used cars. Con…
How Numerical Cognition Explains Ambiguity Aversion
Consumers generally prefer precise probabilities or outcomes over imprecise ranges with the same expected value, a bias known as “ambiguity aversion.” We argue that two elementary principles of numerical cognition explain great heterogeneity in this bias, affecting consumer choices in many domains where options are characterized by varying levels of uncertainty (e.g., lotteries, discounts, investment products, vaccines, etc.). The first principle…
Let Me Show You What Your Tips Can Do! Materially Referenced Tip Recommendations Prompt Tipping
Given the emergence of new technologies (e.g., online payment systems) and new service contexts (e.g., app-based services), the use of tip recommendations is becoming increasingly prevalent. Based on one large secondary dataset analysis (176,237 food delivery orders) and nine experiments, this research identifies an effective and easily implementable tip recommendation design—materially referenced tip recommendations (i.e., referencing a product …
Are “10 Grams of Protein” Better than “Ten Grams of Protein”? How Digits versus Number Words Influence Consumer Judgments
Numerical information can be communicated using different number formats, such as digits (“5”) or number words (“five”). For example, a battery product may claim to last for “5 hours” or “five hours.” And while these two formats are used interchangeably in the marketplace, it is not clear how they influence consumer judgments and behavior. Via six experimental studies, two online ad campaigns, and one large secondary dataset analysis, we find tha…
The Scale Orientation Effect
Technology makes it possible for researchers and practitioners to change the orientation of scales. Scales can be oriented horizontally from left to right with values increasing (0 left–10 right) or decreasing (10 left–0 right), or vertically from top to bottom with values increasing (0 top–10 bottom) or decreasing (10 top–0 bottom). Does the congruence of a scale’s spatial orientation (whether it is horizontal vs. vertical) and magnitude orienta…
How Perceptual Disfluency Affects Consumer Choices
Marketing materials often create difficulties for consumers through elements like unconventional fonts or distracting background images, leading to perceptual disfluency—a sense of difficulty encoding information. During choices, consumers can mistake perceptual disfluency for choice difficulty, a feeling of indecision. Building on this idea, 11 preregistered experiments (N = 9,042) show that when making choices, perceptual disfluency can lead co…
Final Price Neglect in Multi-Product Promotions
Price reductions take either an integrated form (e.g., a discount shown directly on the price tag) or a non-integrated form (e.g., a discount contained in a coupon sent to consumers and thus separate from the price tag). This research examines how non-integrated versus integrated promotions influence choices among vertically differentiated products. Under an integrated promotion (e.g., $10 off) applicable to multiple products (e.g., original list…
When is sensory consumption immoral
Although humans are hard-wired to pursue sensory pleasure, they show considerable heterogeneity in their moral evaluations of sensory pleasure. In some societies, sensory pleasure is pursued without any moral inhibition, but in other societies, it is considered to be immoral and actively suppressed. This research investigates the moral motives behind the suppression of sensory consumption. Is the suppression of sensory consumption caused by the m…
How Do Consumers Read and Encode a Price
Do consumers really read a price from left to right, as assumed in past research? Or does price reading operate like word reading, with a single fixation toward the middle? Three eye-tracking lab studies reject both theories, revealing instead a distinct reading pattern: multiple fixations, with the first located on average between the first third and middle of the price; the first eye movement is usually to the left; and subsequent eye movements…
Experiential and Analytical Price Evaluations
Quantity can be described using perceptual units (e.g., bags, pieces) or standardized units (e.g., ounces, grams). Merely making perceptual units more salient in quantity description can increase perceived economic value. Even when the objective information and numerosity are kept constant, merely presenting the perceptual unit first (e.g., Lay's Chips 14 snack bags, 14 oz. of chips in snack bags of 1 oz. each) increases willingness to pay compar…
The Off by 100% Bias
Percentage changes greater than 100% are frequently used in consumer contexts; for example, a cordless vacuum cleaner may boast '125% longer runtime' compared to competitors. Via six studies (n = 2,395) and 11 supplementary studies (n = 3,249), the current research shows that consumers systematically underestimate the magnitude of percentage changes greater than 100%. Specifically, many consumers apply the relative size usage (e.g., '125% of,' eq…
The Impact of Payment Frequency on Consumer Spending and Subjective Wealth Perceptions
Payment frequency is a fundamental yet underexplored feature of consumers' finances. As higher payment frequencies are becoming more prevalent, consumers are receiving more frequent yet smaller paychecks. An analysis of income and expenditure data of over 30,000 consumers from a financial services provider demonstrates a naturally occurring relationship between higher payment frequencies and increased spending. A series of lab studies support thi…
The Threshold-Crossing Effect
Managers often set prices just-below a round number (e.g., $39)-a strategy that lowers price perceptions and increases sales. The authors question this conventional wisdom in a common consumer context: upgrade decisions (e.g., whether to upgrade a rental car or hotel room). Seven studies-including one field study-provide empirical evidence for a threshold-crossing effect. When a base product is priced at or just-above a threshold, consumers are m…
Obligatory Publicity Increases Charitable Acts
To entice new donors and spread awareness of the charitable cause, many charity campaigns encourage donors to broadcast their charitable acts with self-promotion devices such as donor pins, logoed apparel, and social media hashtags. However, this voluntary-publicity strategy may not be particularly attractive because potential donors may worry that observers will attribute their publicized charitable behavior to 'impure' image motives rather than…
The malleable morality of conspicuous consumption
Conspicuous consumption has often been decried as immoral by many philosophers and scholars, yet it is ubiquitous and widely embraced. This research sheds light on the apparent paradox by proposing that the perceived morality of conspicuous consumption is malleable, contingent upon how different moral lenses highlight the different characteristics embedded in the behavior. Utilizing the Moral Foundations Theory, we demonstrate that the individual…
Slider Scale or Text Box
Consumer payments elicited on slider scales can be systematically different from those elicited through text boxes because of the end point assimilation effect. When people use text boxes to make payments, they evaluate monetary values relative to the starting point of the response range. In contrast, when people use slider scales, they evaluate monetary values relative to the starting point as well as the end point of the response range. Consequ…
When Bigger Is Better (and When It Is Not)
Numeric ratings for products can be presented using a bigger-is-better format (1 = bad, 5 = good) or a smaller-is-better format with reversed rating poles (1 = good, 5 = bad). Seven experiments document how implicit memory for the bigger-is-better format—where larger numbers typically connote something is better—can systematically bias consumers’ judgments without their awareness. This rating polarity effect is the result of proactive interferenc…
Mobile payment
Problem Formulation in Knowledge Discovery via Data Analytics (KDDA) for Environmental Risk Management
With the growing popularity of data analytics and data science in the field of environmental risk management, a formalized Knowledge Discovery via Data Analytics (KDDA) process that incorporates all applicable analytical techniques for a specific environmental risk management problem is essential. In this emerging field, there is limited research dealing with the use of decision support to elicit environmental risk management (ERM) objectives and…
Assessing the determinants of cloud computing adoption
Psychological Distance and Subjective Experience
Psychological distance can reduce the subjective experience of difficulty caused by task complexity and task anxiety. Four experiments were conducted to test several related hypotheses. Psychological distance was altered by activating a construal mind-set and by varying bodily distance from a given task. Activating an abstract mind-set reduced the feeling of difficulty. A direct manipulation of distance from the task produced the same effect: par…
How Credit Card Payments Increase Unhealthy Food Purchases
Some food items that are commonly considered unhealthy also tend to elicit impulsive responses. The pain of paying in cash can curb impulsive urges to purchase such unhealthy food products. Credit card payments, in contrast, are relatively painless and weaken impulse control. Consequently, consumers are more likely to buy unhealthy food products when they pay by credit card than when they pay in cash. Results from four studies support these hypot…
Will I Spend More in 12 Months or a Year? The Effect of Ease of Estimation and Confidence on Budget Estimates
Consumers' budgets are influenced by the temporal frame used for the budget period. Budgets planned for the next month are much lower than recorded expenses, while those for the next year are closer to recorded expenses (study 1). The difficulty of estimating budgets for the next year imparts low confidence and leads to upward adjustment. When consumers' confidence in their estimates is increased (study 2), when their natural beliefs about the re…
Penny Wise and Pound Foolish
Through five experiments, we provide a cognitive account of when and why nine-ending prices are perceived to be smaller than a price one cent higher. First, this occurs only when the leftmost digits of the prices differ (e.g., $2.99 vs. $3.00). Second, the left-digit effect also depends on the numerical and psychological distances between the target price and a competing product's price. The closer the two prices being compared, the more likely i…
Penny Wise and Pound Foolish
Through five experiments, we provide a cognitive account of when and why nine-ending prices are perceived to be smaller than a price one cent higher. First, this occurs only when the leftmost digits of the prices differ (e.g., $2.99 vs. $3.00). Second, the left-digit effect also depends on the numerical and psychological distances between the target price and a competing product's price. The closer the two prices being compared, the more likely i…
Will I Spend More in 12 Months or a Year? The Effect of Ease of Estimation and Confidence on Budget Estimates
Consumers' budgets are influenced by the temporal frame used for the budget period. Budgets planned for the next month are much lower than recorded expenses, while those for the next year are closer to recorded expenses (study 1). The difficulty of estimating budgets for the next year imparts low confidence and leads to upward adjustment. When consumers' confidence in their estimates is increased (study 2), when their natural beliefs about the re…
Slider Scale or Text Box
Consumer payments elicited on slider scales can be systematically different from those elicited through text boxes because of the end point assimilation effect. When people use text boxes to make payments, they evaluate monetary values relative to the starting point of the response range. In contrast, when people use slider scales, they evaluate monetary values relative to the starting point as well as the end point of the response range. Consequ…
How Credit Card Payments Increase Unhealthy Food Purchases
Some food items that are commonly considered unhealthy also tend to elicit impulsive responses. The pain of paying in cash can curb impulsive urges to purchase such unhealthy food products. Credit card payments, in contrast, are relatively painless and weaken impulse control. Consequently, consumers are more likely to buy unhealthy food products when they pay by credit card than when they pay in cash. Results from four studies support these hypot…
The malleable morality of conspicuous consumption
Conspicuous consumption has often been decried as immoral by many philosophers and scholars, yet it is ubiquitous and widely embraced. This research sheds light on the apparent paradox by proposing that the perceived morality of conspicuous consumption is malleable, contingent upon how different moral lenses highlight the different characteristics embedded in the behavior. Utilizing the Moral Foundations Theory, we demonstrate that the individual…
Psychological Distance and Subjective Experience
Psychological distance can reduce the subjective experience of difficulty caused by task complexity and task anxiety. Four experiments were conducted to test several related hypotheses. Psychological distance was altered by activating a construal mind-set and by varying bodily distance from a given task. Activating an abstract mind-set reduced the feeling of difficulty. A direct manipulation of distance from the task produced the same effect: par…
The Impact of Payment Frequency on Consumer Spending and Subjective Wealth Perceptions
Payment frequency is a fundamental yet underexplored feature of consumers' finances. As higher payment frequencies are becoming more prevalent, consumers are receiving more frequent yet smaller paychecks. An analysis of income and expenditure data of over 30,000 consumers from a financial services provider demonstrates a naturally occurring relationship between higher payment frequencies and increased spending. A series of lab studies support thi…
Obligatory Publicity Increases Charitable Acts
To entice new donors and spread awareness of the charitable cause, many charity campaigns encourage donors to broadcast their charitable acts with self-promotion devices such as donor pins, logoed apparel, and social media hashtags. However, this voluntary-publicity strategy may not be particularly attractive because potential donors may worry that observers will attribute their publicized charitable behavior to 'impure' image motives rather than…
Experiential and Analytical Price Evaluations
Quantity can be described using perceptual units (e.g., bags, pieces) or standardized units (e.g., ounces, grams). Merely making perceptual units more salient in quantity description can increase perceived economic value. Even when the objective information and numerosity are kept constant, merely presenting the perceptual unit first (e.g., Lay's Chips 14 snack bags, 14 oz. of chips in snack bags of 1 oz. each) increases willingness to pay compar…
The Threshold-Crossing Effect
Managers often set prices just-below a round number (e.g., $39)-a strategy that lowers price perceptions and increases sales. The authors question this conventional wisdom in a common consumer context: upgrade decisions (e.g., whether to upgrade a rental car or hotel room). Seven studies-including one field study-provide empirical evidence for a threshold-crossing effect. When a base product is priced at or just-above a threshold, consumers are m…
When Bigger Is Better (and When It Is Not)
Numeric ratings for products can be presented using a bigger-is-better format (1 = bad, 5 = good) or a smaller-is-better format with reversed rating poles (1 = good, 5 = bad). Seven experiments document how implicit memory for the bigger-is-better format—where larger numbers typically connote something is better—can systematically bias consumers’ judgments without their awareness. This rating polarity effect is the result of proactive interferenc…
Final Price Neglect in Multi-Product Promotions
Price reductions take either an integrated form (e.g., a discount shown directly on the price tag) or a non-integrated form (e.g., a discount contained in a coupon sent to consumers and thus separate from the price tag). This research examines how non-integrated versus integrated promotions influence choices among vertically differentiated products. Under an integrated promotion (e.g., $10 off) applicable to multiple products (e.g., original list…
When is sensory consumption immoral
Although humans are hard-wired to pursue sensory pleasure, they show considerable heterogeneity in their moral evaluations of sensory pleasure. In some societies, sensory pleasure is pursued without any moral inhibition, but in other societies, it is considered to be immoral and actively suppressed. This research investigates the moral motives behind the suppression of sensory consumption. Is the suppression of sensory consumption caused by the m…
How Do Consumers Read and Encode a Price
Do consumers really read a price from left to right, as assumed in past research? Or does price reading operate like word reading, with a single fixation toward the middle? Three eye-tracking lab studies reject both theories, revealing instead a distinct reading pattern: multiple fixations, with the first located on average between the first third and middle of the price; the first eye movement is usually to the left; and subsequent eye movements…
The Off by 100% Bias
Percentage changes greater than 100% are frequently used in consumer contexts; for example, a cordless vacuum cleaner may boast '125% longer runtime' compared to competitors. Via six studies (n = 2,395) and 11 supplementary studies (n = 3,249), the current research shows that consumers systematically underestimate the magnitude of percentage changes greater than 100%. Specifically, many consumers apply the relative size usage (e.g., '125% of,' eq…
Penny Wise and Pound Foolish
Through five experiments, we provide a cognitive account of when and why nine-ending prices are perceived to be smaller than a price one cent higher. First, this occurs only when the leftmost digits of the prices differ (e.g., $2.99 vs. $3.00). Second, the left-digit effect also depends on the numerical and psychological distances between the target price and a competing product's price. The closer the two prices being compared, the more likely i…
Will I Spend More in 12 Months or a Year? The Effect of Ease of Estimation and Confidence on Budget Estimates
Consumers' budgets are influenced by the temporal frame used for the budget period. Budgets planned for the next month are much lower than recorded expenses, while those for the next year are closer to recorded expenses (study 1). The difficulty of estimating budgets for the next year imparts low confidence and leads to upward adjustment. When consumers' confidence in their estimates is increased (study 2), when their natural beliefs about the re…
How Credit Card Payments Increase Unhealthy Food Purchases
Some food items that are commonly considered unhealthy also tend to elicit impulsive responses. The pain of paying in cash can curb impulsive urges to purchase such unhealthy food products. Credit card payments, in contrast, are relatively painless and weaken impulse control. Consequently, consumers are more likely to buy unhealthy food products when they pay by credit card than when they pay in cash. Results from four studies support these hypot…
Psychological Distance and Subjective Experience
Psychological distance can reduce the subjective experience of difficulty caused by task complexity and task anxiety. Four experiments were conducted to test several related hypotheses. Psychological distance was altered by activating a construal mind-set and by varying bodily distance from a given task. Activating an abstract mind-set reduced the feeling of difficulty. A direct manipulation of distance from the task produced the same effect: par…
Assessing the determinants of cloud computing adoption
Mobile payment
Problem Formulation in Knowledge Discovery via Data Analytics (KDDA) for Environmental Risk Management
With the growing popularity of data analytics and data science in the field of environmental risk management, a formalized Knowledge Discovery via Data Analytics (KDDA) process that incorporates all applicable analytical techniques for a specific environmental risk management problem is essential. In this emerging field, there is limited research dealing with the use of decision support to elicit environmental risk management (ERM) objectives and…
When Bigger Is Better (and When It Is Not)
Numeric ratings for products can be presented using a bigger-is-better format (1 = bad, 5 = good) or a smaller-is-better format with reversed rating poles (1 = good, 5 = bad). Seven experiments document how implicit memory for the bigger-is-better format—where larger numbers typically connote something is better—can systematically bias consumers’ judgments without their awareness. This rating polarity effect is the result of proactive interferenc…
Slider Scale or Text Box
Consumer payments elicited on slider scales can be systematically different from those elicited through text boxes because of the end point assimilation effect. When people use text boxes to make payments, they evaluate monetary values relative to the starting point of the response range. In contrast, when people use slider scales, they evaluate monetary values relative to the starting point as well as the end point of the response range. Consequ…
The malleable morality of conspicuous consumption
Conspicuous consumption has often been decried as immoral by many philosophers and scholars, yet it is ubiquitous and widely embraced. This research sheds light on the apparent paradox by proposing that the perceived morality of conspicuous consumption is malleable, contingent upon how different moral lenses highlight the different characteristics embedded in the behavior. Utilizing the Moral Foundations Theory, we demonstrate that the individual…
Experiential and Analytical Price Evaluations
Quantity can be described using perceptual units (e.g., bags, pieces) or standardized units (e.g., ounces, grams). Merely making perceptual units more salient in quantity description can increase perceived economic value. Even when the objective information and numerosity are kept constant, merely presenting the perceptual unit first (e.g., Lay's Chips 14 snack bags, 14 oz. of chips in snack bags of 1 oz. each) increases willingness to pay compar…
The Off by 100% Bias
Percentage changes greater than 100% are frequently used in consumer contexts; for example, a cordless vacuum cleaner may boast '125% longer runtime' compared to competitors. Via six studies (n = 2,395) and 11 supplementary studies (n = 3,249), the current research shows that consumers systematically underestimate the magnitude of percentage changes greater than 100%. Specifically, many consumers apply the relative size usage (e.g., '125% of,' eq…
The Impact of Payment Frequency on Consumer Spending and Subjective Wealth Perceptions
Payment frequency is a fundamental yet underexplored feature of consumers' finances. As higher payment frequencies are becoming more prevalent, consumers are receiving more frequent yet smaller paychecks. An analysis of income and expenditure data of over 30,000 consumers from a financial services provider demonstrates a naturally occurring relationship between higher payment frequencies and increased spending. A series of lab studies support thi…
The Threshold-Crossing Effect
Managers often set prices just-below a round number (e.g., $39)-a strategy that lowers price perceptions and increases sales. The authors question this conventional wisdom in a common consumer context: upgrade decisions (e.g., whether to upgrade a rental car or hotel room). Seven studies-including one field study-provide empirical evidence for a threshold-crossing effect. When a base product is priced at or just-above a threshold, consumers are m…
Obligatory Publicity Increases Charitable Acts
To entice new donors and spread awareness of the charitable cause, many charity campaigns encourage donors to broadcast their charitable acts with self-promotion devices such as donor pins, logoed apparel, and social media hashtags. However, this voluntary-publicity strategy may not be particularly attractive because potential donors may worry that observers will attribute their publicized charitable behavior to 'impure' image motives rather than…
When is sensory consumption immoral
Although humans are hard-wired to pursue sensory pleasure, they show considerable heterogeneity in their moral evaluations of sensory pleasure. In some societies, sensory pleasure is pursued without any moral inhibition, but in other societies, it is considered to be immoral and actively suppressed. This research investigates the moral motives behind the suppression of sensory consumption. Is the suppression of sensory consumption caused by the m…
How Do Consumers Read and Encode a Price
Do consumers really read a price from left to right, as assumed in past research? Or does price reading operate like word reading, with a single fixation toward the middle? Three eye-tracking lab studies reject both theories, revealing instead a distinct reading pattern: multiple fixations, with the first located on average between the first third and middle of the price; the first eye movement is usually to the left; and subsequent eye movements…
Final Price Neglect in Multi-Product Promotions
Price reductions take either an integrated form (e.g., a discount shown directly on the price tag) or a non-integrated form (e.g., a discount contained in a coupon sent to consumers and thus separate from the price tag). This research examines how non-integrated versus integrated promotions influence choices among vertically differentiated products. Under an integrated promotion (e.g., $10 off) applicable to multiple products (e.g., original list…
How Numerical Cognition Explains Ambiguity Aversion
Consumers generally prefer precise probabilities or outcomes over imprecise ranges with the same expected value, a bias known as “ambiguity aversion.” We argue that two elementary principles of numerical cognition explain great heterogeneity in this bias, affecting consumer choices in many domains where options are characterized by varying levels of uncertainty (e.g., lotteries, discounts, investment products, vaccines, etc.). The first principle…
Let Me Show You What Your Tips Can Do! Materially Referenced Tip Recommendations Prompt Tipping
Given the emergence of new technologies (e.g., online payment systems) and new service contexts (e.g., app-based services), the use of tip recommendations is becoming increasingly prevalent. Based on one large secondary dataset analysis (176,237 food delivery orders) and nine experiments, this research identifies an effective and easily implementable tip recommendation design—materially referenced tip recommendations (i.e., referencing a product …
Are “10 Grams of Protein” Better than “Ten Grams of Protein”? How Digits versus Number Words Influence Consumer Judgments
Numerical information can be communicated using different number formats, such as digits (“5”) or number words (“five”). For example, a battery product may claim to last for “5 hours” or “five hours.” And while these two formats are used interchangeably in the marketplace, it is not clear how they influence consumer judgments and behavior. Via six experimental studies, two online ad campaigns, and one large secondary dataset analysis, we find tha…
The Scale Orientation Effect
Technology makes it possible for researchers and practitioners to change the orientation of scales. Scales can be oriented horizontally from left to right with values increasing (0 left–10 right) or decreasing (10 left–0 right), or vertically from top to bottom with values increasing (0 top–10 bottom) or decreasing (10 top–0 bottom). Does the congruence of a scale’s spatial orientation (whether it is horizontal vs. vertical) and magnitude orienta…
How Perceptual Disfluency Affects Consumer Choices
Marketing materials often create difficulties for consumers through elements like unconventional fonts or distracting background images, leading to perceptual disfluency—a sense of difficulty encoding information. During choices, consumers can mistake perceptual disfluency for choice difficulty, a feeling of indecision. Building on this idea, 11 preregistered experiments (N = 9,042) show that when making choices, perceptual disfluency can lead co…
A Mega-Replication of the Effect of Cash Versus Card Payment on Pain of Paying
We revisit the widely accepted finding that paying with cash is more painful than paying with card by conducting the first systematic mega-replication (including 13 large-scale preregistered replications; a total of 32,371 participants, 65 products, and 57 price points ranging from $1.09 to $400). The aggregate evidence reveals four insights: (1) leveraging a broad set of established paradigms, we replicate the finding that paying with cash is mo…
Who Negotiates? The Political Psychology of Price Negotiations
Price negotiation is often a zero-sum interaction where one party’s gain is another’s loss. In such contexts, a buyer’s willingness to negotiate can depend on the perceived justifiability of negotiation. This research examines how political ideology shapes these perceptions. Two archival studies ( N = 56,615) and four preregistered studies ( N = 3,157) show that conservative buyers are more likely to negotiate prices for houses and used cars. Con…
Psychology (16 obras) · Decision-Making and Behavioral Economics (12 obras) · Computer Science (11 obras) · Business (10 obras) · Mathematics (10 obras) · Social Psychology (10 obras) · Economics (9 obras) · Consumer Market Behavior and Pricing (7 obras) · Cognitive psychology (6 obras) · Payment (6 obras)