Jonathan Levav
Dados Biográficos
| ID | 81936 |
|---|---|
| NOME | Jonathan Levav |
| PRENOMES | Jonathan |
| SOBRENOME | Levav |
| ASSINATURA | LEVAV J |
| AFILIAÇÕES | Columbia University |
| ORCID | 0000-0002-2726-399X |
| VERIFICADO | Sim |
| TOTAL DE OBRAS | 13 |
| TOTAL DE CITAÇÕES | 108 |
| TOTAL COMO AUTOR | 13 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 2000 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2025 |
| ÍNDICE H | 4 |
Kinesthetic Properties of Response Scales Yield Different Judgments
This research examines how the movements an interface requires of a consumer—that is, its “kinesthetic properties”—can alter what a consumer attends to when responding and in turn change the response itself. We compare the kinesthetic properties of two ubiquitous scale formats: slider and radio-button scales. Six studies (plus four in the web appendix) show dragging a slider (vs. clicking a radio button) elicits responses that are closer to the s…
Years of Context Effects
Over the past 50 years, consumer researchers have presented extensive evidence that consumer preference can be swayed by the decision context, particularly the configuration of the choice set. Importantly, behavioral research on context effects has inspired prominent quantitative research on multialternative decision-making published in leading psychology, management, economics, and general interest journals. While both streams of research seem t…
The Upscaling Effect
Purchase decisions typically involve tradeoffs between attributes associated with desirability (e.g., quality) and feasibility (e.g., price). In this article, we examine how the decision context impacts consumers' preference between a high-desirability (HD) option and a high-feasibility (HF) alternative. Nineteen studies demonstrate a novel context effect, the 'upscaling effect,' whereby introducing a symmetrically dominated decoy option to a set…
Virtual communication curbs creative idea generation
Compatibility effects in the perception of dispersion
The Compensatory Consumer Behavior Model
The Effect of Preference Expression Modality on Self-Control
The marketplace affords consumers various modalities to express their preferences (e.g., by pressing a button on a vending machine or making an oral request at a restaurant). In this article, we compare speaking to manual preference expression modalities (button-pressing, writing, and taking) and study their effect on self-control dilemmas. Based on studies of the Stroop task and on neuroscientific evidence, we predict that speaking is less likel…
The Effect of Ordering Decisions by Choice-Set Size on Consumer Search
Consumers frequently engage in sequential decisions. This article explores whether the order of these decisions can influence the manner in which consumers search through the possible choice options. Results from five studies suggest that ordering decisions by increasing (vs. decreasing) choice-set size leads to greater search depth (measured by both sampling count and decision time). Initial, smaller choice sets in increasing sequences appear to…
Extraneous factors in judicial decisions
Are judicial rulings based solely on laws and facts? Legal formalism holds that judges apply legal reasons to the facts of a case in a rational, mechanical, and deliberative manner. In contrast, legal realists argue that the rational application of legal reasons does not sufficiently explain the decisions of judges and that psychological, political, and social factors influence judicial rulings. We test the common caricature of realism that justi…
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…
Motivational Compatibility and Choice Conflict
For most forms of conscious consumer choice, product attributes serve as the means that consumers use to accomplish their goals. Because there is competition between products in the marketplace, consumption decisions typically present conflict between means to achieve a goal. In this article, we examine the consequences of conflict between regulatory means on consumers’ decisions and show that its resolution depends on whether the means—that is, …
Seeking Freedom through Variety
This article examines the effect of spatial confinement on consumer choices. Building on reactance theory and the environmental psychology literature, we propose that spatially confined consumers react against an incursion to their personal space by making more varied and unique choices. We present four laboratory experiments and one field study to support our theorizing. Study 1 demonstrates that people in narrower aisles seek more variety than …
Sequential Choice in Group Settings
Many individual decisions take place in a group context wherein group members voice their choices sequentially. In this article we examine the impact of this dynamic decision process on individuals' choices and satisfaction with their outcomes. We propose that choices reflect a balancing of two classes of goals: goals that are strictly individual and goals that are triggered by the existence of the group. The latter sometimes results in choices t…
Sequential Choice in Group Settings
Many individual decisions take place in a group context wherein group members voice their choices sequentially. In this article we examine the impact of this dynamic decision process on individuals' choices and satisfaction with their outcomes. We propose that choices reflect a balancing of two classes of goals: goals that are strictly individual and goals that are triggered by the existence of the group. The latter sometimes results in choices t…
Seeking Freedom through Variety
This article examines the effect of spatial confinement on consumer choices. Building on reactance theory and the environmental psychology literature, we propose that spatially confined consumers react against an incursion to their personal space by making more varied and unique choices. We present four laboratory experiments and one field study to support our theorizing. Study 1 demonstrates that people in narrower aisles seek more variety than …
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…
The Effect of Ordering Decisions by Choice-Set Size on Consumer Search
Consumers frequently engage in sequential decisions. This article explores whether the order of these decisions can influence the manner in which consumers search through the possible choice options. Results from five studies suggest that ordering decisions by increasing (vs. decreasing) choice-set size leads to greater search depth (measured by both sampling count and decision time). Initial, smaller choice sets in increasing sequences appear to…
Motivational Compatibility and Choice Conflict
For most forms of conscious consumer choice, product attributes serve as the means that consumers use to accomplish their goals. Because there is competition between products in the marketplace, consumption decisions typically present conflict between means to achieve a goal. In this article, we examine the consequences of conflict between regulatory means on consumers’ decisions and show that its resolution depends on whether the means—that is, …
Years of Context Effects
Over the past 50 years, consumer researchers have presented extensive evidence that consumer preference can be swayed by the decision context, particularly the configuration of the choice set. Importantly, behavioral research on context effects has inspired prominent quantitative research on multialternative decision-making published in leading psychology, management, economics, and general interest journals. While both streams of research seem t…
The Upscaling Effect
Purchase decisions typically involve tradeoffs between attributes associated with desirability (e.g., quality) and feasibility (e.g., price). In this article, we examine how the decision context impacts consumers' preference between a high-desirability (HD) option and a high-feasibility (HF) alternative. Nineteen studies demonstrate a novel context effect, the 'upscaling effect,' whereby introducing a symmetrically dominated decoy option to a set…
The Effect of Preference Expression Modality on Self-Control
The marketplace affords consumers various modalities to express their preferences (e.g., by pressing a button on a vending machine or making an oral request at a restaurant). In this article, we compare speaking to manual preference expression modalities (button-pressing, writing, and taking) and study their effect on self-control dilemmas. Based on studies of the Stroop task and on neuroscientific evidence, we predict that speaking is less likel…
Sequential Choice in Group Settings
Many individual decisions take place in a group context wherein group members voice their choices sequentially. In this article we examine the impact of this dynamic decision process on individuals' choices and satisfaction with their outcomes. We propose that choices reflect a balancing of two classes of goals: goals that are strictly individual and goals that are triggered by the existence of the group. The latter sometimes results in choices t…
Seeking Freedom through Variety
This article examines the effect of spatial confinement on consumer choices. Building on reactance theory and the environmental psychology literature, we propose that spatially confined consumers react against an incursion to their personal space by making more varied and unique choices. We present four laboratory experiments and one field study to support our theorizing. Study 1 demonstrates that people in narrower aisles seek more variety than …
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…
Motivational Compatibility and Choice Conflict
For most forms of conscious consumer choice, product attributes serve as the means that consumers use to accomplish their goals. Because there is competition between products in the marketplace, consumption decisions typically present conflict between means to achieve a goal. In this article, we examine the consequences of conflict between regulatory means on consumers’ decisions and show that its resolution depends on whether the means—that is, …
Extraneous factors in judicial decisions
Are judicial rulings based solely on laws and facts? Legal formalism holds that judges apply legal reasons to the facts of a case in a rational, mechanical, and deliberative manner. In contrast, legal realists argue that the rational application of legal reasons does not sufficiently explain the decisions of judges and that psychological, political, and social factors influence judicial rulings. We test the common caricature of realism that justi…
The Effect of Ordering Decisions by Choice-Set Size on Consumer Search
Consumers frequently engage in sequential decisions. This article explores whether the order of these decisions can influence the manner in which consumers search through the possible choice options. Results from five studies suggest that ordering decisions by increasing (vs. decreasing) choice-set size leads to greater search depth (measured by both sampling count and decision time). Initial, smaller choice sets in increasing sequences appear to…
The Effect of Preference Expression Modality on Self-Control
The marketplace affords consumers various modalities to express their preferences (e.g., by pressing a button on a vending machine or making an oral request at a restaurant). In this article, we compare speaking to manual preference expression modalities (button-pressing, writing, and taking) and study their effect on self-control dilemmas. Based on studies of the Stroop task and on neuroscientific evidence, we predict that speaking is less likel…
The Compensatory Consumer Behavior Model
Virtual communication curbs creative idea generation
Compatibility effects in the perception of dispersion
The Upscaling Effect
Purchase decisions typically involve tradeoffs between attributes associated with desirability (e.g., quality) and feasibility (e.g., price). In this article, we examine how the decision context impacts consumers' preference between a high-desirability (HD) option and a high-feasibility (HF) alternative. Nineteen studies demonstrate a novel context effect, the 'upscaling effect,' whereby introducing a symmetrically dominated decoy option to a set…
Years of Context Effects
Over the past 50 years, consumer researchers have presented extensive evidence that consumer preference can be swayed by the decision context, particularly the configuration of the choice set. Importantly, behavioral research on context effects has inspired prominent quantitative research on multialternative decision-making published in leading psychology, management, economics, and general interest journals. While both streams of research seem t…
Kinesthetic Properties of Response Scales Yield Different Judgments
This research examines how the movements an interface requires of a consumer—that is, its “kinesthetic properties”—can alter what a consumer attends to when responding and in turn change the response itself. We compare the kinesthetic properties of two ubiquitous scale formats: slider and radio-button scales. Six studies (plus four in the web appendix) show dragging a slider (vs. clicking a radio button) elicits responses that are closer to the s…
Psychology (11 obras) · Computer Science (8 obras) · Decision-Making and Behavioral Economics (8 obras) · Behavioral Health and Interventions (7 obras) · Social Psychology (7 obras) · Business (5 obras) · Marketing (4 obras) · Mathematics (4 obras) · Cognitive psychology (3 obras) · Context (archaeology) (3 obras)