Sheena S Iyengar
Biographic Data
| ID | 112886 |
|---|---|
| NAME | Sheena S Iyengar |
| GIVEN NAMES | Sheena S |
| FAMILY NAME | Iyengar |
| SIGNATURE | IYENGAR S S |
| AFFILIATIONS | Columbia University |
| VERIFIED | No |
| TOTAL WORKS | 16 |
| TOTAL CITATIONS | 241 |
| WORKS AS AUTHOR | 16 |
| WORKS AS EDITOR | 0 |
| FIRST PUBLICATION YEAR | 1999 |
| LATEST PUBLICATION YEAR | 2026 |
| H-INDEX | 6 |
The Privilege to be Yourself Depends on What Others Think of You
Authenticity is associated with numerous benefits, including well-being, relationship satisfaction, and workplace engagement, sparking interest in its antecedents. Previous research has primarily concentrated on intraindividual factors like self-knowledge, self-awareness, and self-esteem. Complementing this perspective, we suggest that interpersonal factors also influence authenticity. Specifically, we propose that social status, defined as the r…
Pinning down state authenticity
Positive—More than unbiased—Self-perceptions increase subjective authenticity
1,795) with two operationalizations of self-rated authenticity: attributed and state authenticity. We find that authenticity emerges from positive self-beliefs (Study 1), positive personality assessments (Study 2), and positive self-expressions (Study 3a and b). Further, we find that these effects are not driven only by positivity, but positive selves (Study 4), and mediated by the identity centrality (Study 5). Finally, Study 6 finds that this p…
Lay theories of networking ability
Eternal Quest for the Best
A series of laboratory and field experiments reveals a detrimental effect of presenting options sequentially (one at a time) versus simultaneously (all at once) on choosers’ satisfaction with and commitment to their chosen option. This is because choosers presented with their options simultaneously tend to remain focused on the current set of options, comparing them among each other; whereas choosers presented with their options sequentially tend…
Born to choose
Order in Product Customization Decisions
Differentiated product models are predicated on the belief that a product's utility can be derived from the summation of utilities for its individual attributes. In one framed field experiment and two natural field experiments, we test this assumption by experimentally manipulating the order of attribute presentation in the product customization process of custom-made suits and automobiles. We find that order affects the design of a suit that peo…
Tragic Choices
We investigate how making highly consequential, highly undesirable decisions affects emotions and preference for autonomy. We examine individuals facing real or hypothetical decisions to discontinue their infants' life support who either choose personally or have physicians choose for them. Findings from a multidisciplinary approach consisting of a qualitative analysis of in-depth interviews and three laboratory studies reveal that perceived pers…
The Mere Categorization Effect
What is the effect of option categorization on choosers' satisfaction? A combination of field and laboratory experiments reveals that the mere presence of categories, irrespective of their content, positively influences the satisfaction of choosers who are unfamiliar with the choice domain. This “mere categorization effect” is driven by a greater number of categories signaling greater variety among the available options, which allows for a sense …
Doing Better but Feeling Worse
Expanding upon Simon's (1955) seminal theory, this investigation compared the choice-making strategies of maximizers and satisficers, finding that maximizing tendencies, although positively correlated with objectively better decision outcomes, are also associated with more negative subjective evaluations of these decision outcomes. Specifically, in the fall of their final year in school, students were administered a scale that measured maximizing…
Gender Differences in Mate Selection
We study dating behavior using data from a Speed Dating experiment where we generate random matching of subjects and create random variation in the number of potential partners. Our design allows us to directly observe individual decisions rather than just final matches. Women put greater weight on the intelligence and the race of partner, while men respond more to physical attractiveness. Moreover, men do not value women's intelligence or ambiti…
The Dark Side of Choice
The provision of choice in terms of how people use goods and services has been proposed as a vehicle of improvement of social welfare. This article highlights some of the costs and benefits of creating choice, and it discusses how much choice policy makers and other agents (e.g., employers, retailers) should ideally grant and in what form they should grant it
Intrinsic and Extrinsic Motivational Orientations in the Classroom
Age differences in intrinsic and extrinsic motivation and the relationships of each to academic outcomes were examined in an ethnically diverse sample of 797 3rd-grade through 8th-grade children. Using independent measures, the authors found intrinsic and extrinsic motivation to be only moderately correlated, suggesting that they may be largely orthogonal dimensions of motivation in school. Consistent with previous research, intrinsic motivation …
Appraising the unusual
When choice is demotivating
Rethinking the value of choice
Rethinking the value of choice
The Mere Categorization Effect
What is the effect of option categorization on choosers' satisfaction? A combination of field and laboratory experiments reveals that the mere presence of categories, irrespective of their content, positively influences the satisfaction of choosers who are unfamiliar with the choice domain. This “mere categorization effect” is driven by a greater number of categories signaling greater variety among the available options, which allows for a sense …
Tragic Choices
We investigate how making highly consequential, highly undesirable decisions affects emotions and preference for autonomy. We examine individuals facing real or hypothetical decisions to discontinue their infants' life support who either choose personally or have physicians choose for them. Findings from a multidisciplinary approach consisting of a qualitative analysis of in-depth interviews and three laboratory studies reveal that perceived pers…
Order in Product Customization Decisions
Differentiated product models are predicated on the belief that a product's utility can be derived from the summation of utilities for its individual attributes. In one framed field experiment and two natural field experiments, we test this assumption by experimentally manipulating the order of attribute presentation in the product customization process of custom-made suits and automobiles. We find that order affects the design of a suit that peo…
Appraising the unusual
Eternal Quest for the Best
A series of laboratory and field experiments reveals a detrimental effect of presenting options sequentially (one at a time) versus simultaneously (all at once) on choosers’ satisfaction with and commitment to their chosen option. This is because choosers presented with their options simultaneously tend to remain focused on the current set of options, comparing them among each other; whereas choosers presented with their options sequentially tend…
Positive—More than unbiased—Self-perceptions increase subjective authenticity
1,795) with two operationalizations of self-rated authenticity: attributed and state authenticity. We find that authenticity emerges from positive self-beliefs (Study 1), positive personality assessments (Study 2), and positive self-expressions (Study 3a and b). Further, we find that these effects are not driven only by positivity, but positive selves (Study 4), and mediated by the identity centrality (Study 5). Finally, Study 6 finds that this p…
Rethinking the value of choice
When choice is demotivating
Appraising the unusual
Intrinsic and Extrinsic Motivational Orientations in the Classroom
Age differences in intrinsic and extrinsic motivation and the relationships of each to academic outcomes were examined in an ethnically diverse sample of 797 3rd-grade through 8th-grade children. Using independent measures, the authors found intrinsic and extrinsic motivation to be only moderately correlated, suggesting that they may be largely orthogonal dimensions of motivation in school. Consistent with previous research, intrinsic motivation …
Doing Better but Feeling Worse
Expanding upon Simon's (1955) seminal theory, this investigation compared the choice-making strategies of maximizers and satisficers, finding that maximizing tendencies, although positively correlated with objectively better decision outcomes, are also associated with more negative subjective evaluations of these decision outcomes. Specifically, in the fall of their final year in school, students were administered a scale that measured maximizing…
Gender Differences in Mate Selection
We study dating behavior using data from a Speed Dating experiment where we generate random matching of subjects and create random variation in the number of potential partners. Our design allows us to directly observe individual decisions rather than just final matches. Women put greater weight on the intelligence and the race of partner, while men respond more to physical attractiveness. Moreover, men do not value women's intelligence or ambiti…
The Dark Side of Choice
The provision of choice in terms of how people use goods and services has been proposed as a vehicle of improvement of social welfare. This article highlights some of the costs and benefits of creating choice, and it discusses how much choice policy makers and other agents (e.g., employers, retailers) should ideally grant and in what form they should grant it
The Mere Categorization Effect
What is the effect of option categorization on choosers' satisfaction? A combination of field and laboratory experiments reveals that the mere presence of categories, irrespective of their content, positively influences the satisfaction of choosers who are unfamiliar with the choice domain. This “mere categorization effect” is driven by a greater number of categories signaling greater variety among the available options, which allows for a sense …
Tragic Choices
We investigate how making highly consequential, highly undesirable decisions affects emotions and preference for autonomy. We examine individuals facing real or hypothetical decisions to discontinue their infants' life support who either choose personally or have physicians choose for them. Findings from a multidisciplinary approach consisting of a qualitative analysis of in-depth interviews and three laboratory studies reveal that perceived pers…
Born to choose
Order in Product Customization Decisions
Differentiated product models are predicated on the belief that a product's utility can be derived from the summation of utilities for its individual attributes. In one framed field experiment and two natural field experiments, we test this assumption by experimentally manipulating the order of attribute presentation in the product customization process of custom-made suits and automobiles. We find that order affects the design of a suit that peo…
Eternal Quest for the Best
A series of laboratory and field experiments reveals a detrimental effect of presenting options sequentially (one at a time) versus simultaneously (all at once) on choosers’ satisfaction with and commitment to their chosen option. This is because choosers presented with their options simultaneously tend to remain focused on the current set of options, comparing them among each other; whereas choosers presented with their options sequentially tend…
Lay theories of networking ability
Positive—More than unbiased—Self-perceptions increase subjective authenticity
1,795) with two operationalizations of self-rated authenticity: attributed and state authenticity. We find that authenticity emerges from positive self-beliefs (Study 1), positive personality assessments (Study 2), and positive self-expressions (Study 3a and b). Further, we find that these effects are not driven only by positivity, but positive selves (Study 4), and mediated by the identity centrality (Study 5). Finally, Study 6 finds that this p…
Pinning down state authenticity
The Privilege to be Yourself Depends on What Others Think of You
Authenticity is associated with numerous benefits, including well-being, relationship satisfaction, and workplace engagement, sparking interest in its antecedents. Previous research has primarily concentrated on intraindividual factors like self-knowledge, self-awareness, and self-esteem. Complementing this perspective, we suggest that interpersonal factors also influence authenticity. Specifically, we propose that social status, defined as the r…
Psychology (14 works) · Social Psychology (12 works) · Computer Science (8 works) · Decision-Making and Behavioral Economics (5 works) · Economics (5 works) · Social and Intergroup Psychology (5 works) · Artificial Intelligence (4 works) · Feeling (4 works) · Mathematics (4 works) · Perception (4 works)