Kaitlin Woolley
Dados Biográficos
| ID | 4100914 |
|---|---|
| NOME | Kaitlin Woolley |
| PRENOMES | Kaitlin |
| SOBRENOME | Woolley |
| ASSINATURA | WOOLLEY K |
| AFILIAÇÕES | Cornell University |
| ORCID | 0000-0001-8727-5370 |
| VERIFICADO | Sim |
| TOTAL DE OBRAS | 14 |
| TOTAL DE CITAÇÕES | 46 |
| TOTAL COMO AUTOR | 14 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 2015 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2026 |
| ÍNDICE H | 4 |
Kicking Yourself
Despite knowing better, people often follow the opinions of others when making decisions. Although people in joint evaluation mode (i.e., comparing options side-by-side) anticipate feeling less culpable if things go wrong after following someone else’s suggestion, our research shows the opposite effect when they actually experience one of the options. Across multiple studies ( n = 3,200), including four with real monetary consequences, we find th…
Health as an Alibi
In many societies, attaining cultural ideals of physical attractiveness is desirable (e.g., being beautiful), but pursuing physical attractiveness is not (e.g., being vain). How do people address these paradoxical standards? We argue that people meet the standards to both appear slim and appear to have good values by disguising their true motives for ambiguous actions (i.e., diet and exercise): they project more virtuous health motives to others …
The failure gap
People are systematically unaware of the mishaps, problems, and failures around them, a phenomenon we dub the failure gap . People underestimate tens of thousands, and in some cases, millions of failures at the individual, national, and international level across 30+ life domains (Study 1). For every three species that go extinct, the public knows of one; for every five weapons undetected by airport security, people think one sneaks by. Why are p…
Undermining Desire
What motivates consumers to avoid unhealthy behaviors (e.g., consuming sugar, energy drinks, and fast food)? Traditional interventions and lay intuition suggest that to motivate themselves, consumers can consider the negative long-term health consequences of their decisions. Yet, consumers still struggle to avoid unhealthy behaviors. Seven experiments (N = 4,021) offer a different approach. We find that considering short-term costs of unhealthy b…
Work-to-Unlock Rewards
Eight studies (N = 5,025) demonstrate that consumers persist more when they must complete a target number of goal-related actions before receiving continuous rewards (i.e., what we term work-to-unlock rewards) than when they receive continuous rewards for their effort right away (i.e., what we term work-to-receive rewards). The authors suggest that the motivating power of work-to-unlock rewards arises because these rewards (1) naturally encourage…
The Structure of Intrinsic Motivation
Intrinsic motivation (IM) is key for persistence at work. When they are intrinsically motivated, people experience work activities as an end in itself, such that the activity and its goal collide. The result is increased interest and enjoyment of work activities. In this article, we review the current state of knowledge on IM, including studies within organizational, cognitive, and social psychology. We distinguish our structural perspective, whi…
Hiding from the Truth
More information is available today than ever before, yet at times consumers choose to avoid it. Even with useful information (I should find out), people may prefer ignorance (But I don’t want to). Seven studies (N = 4,271) and five supplemental studies (N = 3,013) apply the concept of “cover” to information avoidance for consumer choices with real financial consequences. More consumers avoid information with cover—that is, when they can attribut…
How You Estimate Calories Matters
Consumers often form calorie estimates. How consumers estimate calories can systematically bias their calorie assessments. We distinguish between magnitude estimates-when consumers judge whether something has 'very few' to 'many' calories-and numeric estimates-when consumers estimate a number of calories. These two estimation modes lead to calorie estimate reversals when assessing calories in stimuli that trade off type and quantity, such as when…
Food restriction and the experience of social isolation
Across 7 studies, food restrictions increased loneliness by limiting the ability to bond with others through similar food consumption. We first found that food restrictions predict loneliness using observer- and self-reports among children and adults (Studies 1-3). Next, we found mediation by the experience of worry and moderation by eating similar food as others. When restricted individuals were unable to bond over a meal (i.e., they ate differe…
The Effect of Categorization on Goal Progress Perceptions and Motivation
Consumers monitor their goal progress to know how much effort they need to invest to achieve their goals. However, the factors influencing consumers' goal progress monitoring are largely unexamined. Seven studies (N = 8,409) identified categorization as a novel factor that influences goal progress perceptions, with consequences for motivation. When pursuing a goal, categorization cues lead consumers to perceive that their goal-relevant actions ar…
Closing your eyes to follow your heart
Rationally, people should want to receive information that is costless and relevant for a decision. But people sometimes choose to remain ignorant. The current paper identifies intuitive-deliberative conflict as a driver of information avoidance. Moreover, we examine whether people avoid information not only to protect their feelings or experiences, but also to protect the decision itself. We predict that people avoid information that could encou…
It’s about time
Can immediate (vs. delayed) rewards increase intrinsic motivation? Prior research compared the presence versus absence of rewards. By contrast, this research compared immediate versus delayed rewards, predicting that more immediate rewards increase intrinsic motivation by creating a perceptual fusion between the activity and its goal (i.e., the reward). In support of the hypothesis, framing a reward from watching a news program as more immediate …
For the Fun of It
Pursuing personal goals for delayed rewards (e.g., exercising to improve health) often provides consumers with immediate rewards (e.g., a fun workout) in addition to the delayed rewards they receive. With regard to health and academic goals, we find that attending to the immediate rewards of health and academic activities increases persistence in these activities to a greater extent than attending to delayed rewards, even though these activities …
The experience matters more than you think
We document a shift in the value assigned to intrinsic incentives: people value these incentives more inside an activity than outside the activity (i.e., during vs. before or after pursuit). For example, people care more about the level of interest of their present work task than of past or future work tasks. We document this shift across a variety of activities (exercising, visiting a museum, and lab tasks) and using various measures, including …
For the Fun of It
Pursuing personal goals for delayed rewards (e.g., exercising to improve health) often provides consumers with immediate rewards (e.g., a fun workout) in addition to the delayed rewards they receive. With regard to health and academic goals, we find that attending to the immediate rewards of health and academic activities increases persistence in these activities to a greater extent than attending to delayed rewards, even though these activities …
Closing your eyes to follow your heart
Rationally, people should want to receive information that is costless and relevant for a decision. But people sometimes choose to remain ignorant. The current paper identifies intuitive-deliberative conflict as a driver of information avoidance. Moreover, we examine whether people avoid information not only to protect their feelings or experiences, but also to protect the decision itself. We predict that people avoid information that could encou…
It’s about time
Can immediate (vs. delayed) rewards increase intrinsic motivation? Prior research compared the presence versus absence of rewards. By contrast, this research compared immediate versus delayed rewards, predicting that more immediate rewards increase intrinsic motivation by creating a perceptual fusion between the activity and its goal (i.e., the reward). In support of the hypothesis, framing a reward from watching a news program as more immediate …
How You Estimate Calories Matters
Consumers often form calorie estimates. How consumers estimate calories can systematically bias their calorie assessments. We distinguish between magnitude estimates-when consumers judge whether something has 'very few' to 'many' calories-and numeric estimates-when consumers estimate a number of calories. These two estimation modes lead to calorie estimate reversals when assessing calories in stimuli that trade off type and quantity, such as when…
Undermining Desire
What motivates consumers to avoid unhealthy behaviors (e.g., consuming sugar, energy drinks, and fast food)? Traditional interventions and lay intuition suggest that to motivate themselves, consumers can consider the negative long-term health consequences of their decisions. Yet, consumers still struggle to avoid unhealthy behaviors. Seven experiments (N = 4,021) offer a different approach. We find that considering short-term costs of unhealthy b…
Hiding from the Truth
More information is available today than ever before, yet at times consumers choose to avoid it. Even with useful information (I should find out), people may prefer ignorance (But I don’t want to). Seven studies (N = 4,271) and five supplemental studies (N = 3,013) apply the concept of “cover” to information avoidance for consumer choices with real financial consequences. More consumers avoid information with cover—that is, when they can attribut…
The experience matters more than you think
We document a shift in the value assigned to intrinsic incentives: people value these incentives more inside an activity than outside the activity (i.e., during vs. before or after pursuit). For example, people care more about the level of interest of their present work task than of past or future work tasks. We document this shift across a variety of activities (exercising, visiting a museum, and lab tasks) and using various measures, including …
Food restriction and the experience of social isolation
Across 7 studies, food restrictions increased loneliness by limiting the ability to bond with others through similar food consumption. We first found that food restrictions predict loneliness using observer- and self-reports among children and adults (Studies 1-3). Next, we found mediation by the experience of worry and moderation by eating similar food as others. When restricted individuals were unable to bond over a meal (i.e., they ate differe…
The Effect of Categorization on Goal Progress Perceptions and Motivation
Consumers monitor their goal progress to know how much effort they need to invest to achieve their goals. However, the factors influencing consumers' goal progress monitoring are largely unexamined. Seven studies (N = 8,409) identified categorization as a novel factor that influences goal progress perceptions, with consequences for motivation. When pursuing a goal, categorization cues lead consumers to perceive that their goal-relevant actions ar…
The experience matters more than you think
We document a shift in the value assigned to intrinsic incentives: people value these incentives more inside an activity than outside the activity (i.e., during vs. before or after pursuit). For example, people care more about the level of interest of their present work task than of past or future work tasks. We document this shift across a variety of activities (exercising, visiting a museum, and lab tasks) and using various measures, including …
For the Fun of It
Pursuing personal goals for delayed rewards (e.g., exercising to improve health) often provides consumers with immediate rewards (e.g., a fun workout) in addition to the delayed rewards they receive. With regard to health and academic goals, we find that attending to the immediate rewards of health and academic activities increases persistence in these activities to a greater extent than attending to delayed rewards, even though these activities …
Closing your eyes to follow your heart
Rationally, people should want to receive information that is costless and relevant for a decision. But people sometimes choose to remain ignorant. The current paper identifies intuitive-deliberative conflict as a driver of information avoidance. Moreover, we examine whether people avoid information not only to protect their feelings or experiences, but also to protect the decision itself. We predict that people avoid information that could encou…
It’s about time
Can immediate (vs. delayed) rewards increase intrinsic motivation? Prior research compared the presence versus absence of rewards. By contrast, this research compared immediate versus delayed rewards, predicting that more immediate rewards increase intrinsic motivation by creating a perceptual fusion between the activity and its goal (i.e., the reward). In support of the hypothesis, framing a reward from watching a news program as more immediate …
Food restriction and the experience of social isolation
Across 7 studies, food restrictions increased loneliness by limiting the ability to bond with others through similar food consumption. We first found that food restrictions predict loneliness using observer- and self-reports among children and adults (Studies 1-3). Next, we found mediation by the experience of worry and moderation by eating similar food as others. When restricted individuals were unable to bond over a meal (i.e., they ate differe…
The Effect of Categorization on Goal Progress Perceptions and Motivation
Consumers monitor their goal progress to know how much effort they need to invest to achieve their goals. However, the factors influencing consumers' goal progress monitoring are largely unexamined. Seven studies (N = 8,409) identified categorization as a novel factor that influences goal progress perceptions, with consequences for motivation. When pursuing a goal, categorization cues lead consumers to perceive that their goal-relevant actions ar…
The Structure of Intrinsic Motivation
Intrinsic motivation (IM) is key for persistence at work. When they are intrinsically motivated, people experience work activities as an end in itself, such that the activity and its goal collide. The result is increased interest and enjoyment of work activities. In this article, we review the current state of knowledge on IM, including studies within organizational, cognitive, and social psychology. We distinguish our structural perspective, whi…
Hiding from the Truth
More information is available today than ever before, yet at times consumers choose to avoid it. Even with useful information (I should find out), people may prefer ignorance (But I don’t want to). Seven studies (N = 4,271) and five supplemental studies (N = 3,013) apply the concept of “cover” to information avoidance for consumer choices with real financial consequences. More consumers avoid information with cover—that is, when they can attribut…
How You Estimate Calories Matters
Consumers often form calorie estimates. How consumers estimate calories can systematically bias their calorie assessments. We distinguish between magnitude estimates-when consumers judge whether something has 'very few' to 'many' calories-and numeric estimates-when consumers estimate a number of calories. These two estimation modes lead to calorie estimate reversals when assessing calories in stimuli that trade off type and quantity, such as when…
Work-to-Unlock Rewards
Eight studies (N = 5,025) demonstrate that consumers persist more when they must complete a target number of goal-related actions before receiving continuous rewards (i.e., what we term work-to-unlock rewards) than when they receive continuous rewards for their effort right away (i.e., what we term work-to-receive rewards). The authors suggest that the motivating power of work-to-unlock rewards arises because these rewards (1) naturally encourage…
Undermining Desire
What motivates consumers to avoid unhealthy behaviors (e.g., consuming sugar, energy drinks, and fast food)? Traditional interventions and lay intuition suggest that to motivate themselves, consumers can consider the negative long-term health consequences of their decisions. Yet, consumers still struggle to avoid unhealthy behaviors. Seven experiments (N = 4,021) offer a different approach. We find that considering short-term costs of unhealthy b…
Health as an Alibi
In many societies, attaining cultural ideals of physical attractiveness is desirable (e.g., being beautiful), but pursuing physical attractiveness is not (e.g., being vain). How do people address these paradoxical standards? We argue that people meet the standards to both appear slim and appear to have good values by disguising their true motives for ambiguous actions (i.e., diet and exercise): they project more virtuous health motives to others …
The failure gap
People are systematically unaware of the mishaps, problems, and failures around them, a phenomenon we dub the failure gap . People underestimate tens of thousands, and in some cases, millions of failures at the individual, national, and international level across 30+ life domains (Study 1). For every three species that go extinct, the public knows of one; for every five weapons undetected by airport security, people think one sneaks by. Why are p…
Kicking Yourself
Despite knowing better, people often follow the opinions of others when making decisions. Although people in joint evaluation mode (i.e., comparing options side-by-side) anticipate feeling less culpable if things go wrong after following someone else’s suggestion, our research shows the opposite effect when they actually experience one of the options. Across multiple studies ( n = 3,200), including four with real monetary consequences, we find th…
Psychology (12 obras) · Social Psychology (10 obras) · Behavioral Health and Interventions (9 obras) · Economics (7 obras) · Computer Science (6 obras) · Decision-Making and Behavioral Economics (6 obras) · Business (4 obras) · Consumer Behavior in Brand Consumption and Identification (4 obras) · Marketing (4 obras) · Cognitive psychology (3 obras)