John W Payne
Dados Biográficos
| ID | 83414 |
|---|---|
| NOME | John W Payne |
| PRENOMES | John W |
| SOBRENOME | Payne |
| ASSINATURA | PAYNE J W |
| AFILIAÇÕES | Duke University |
| VERIFICADO | Não |
| TOTAL DE OBRAS | 26 |
| TOTAL DE CITAÇÕES | 220 |
| TOTAL COMO AUTOR | 26 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 1954 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2012 |
| ÍNDICE H | 7 |
Beyond nudges
Does Elaboration Increase or Decrease the Effectiveness of Negatively versus Positively Framed Messages
A robust finding in research on message framing is that negatively framed messages are more (less) effective than positively framed ones when the level of cognitive elaboration is high (low). However, recent research presents evidence that is contrary to previous findings: negative framing being less (more) effective than positive framing when the level of elaboration is high (low). In this article, we attempt to resolve the conflicting findings …
Lifelong learning
The paper considers the role of trade unions in lifelong learning, their strategic approach to lifelong learning, and the opportunities and limitations set by the current stage of globalized capitalist development. The paper has four sections, the first of which considers the relationship between ‘modernization’ as a trade union project and concepts such as reflexive modernity and risk society which have structured much debate in the social scien…
Product Category Familiarity and Preference Construction
Marketers often base decisions about marketing strategies on the results of research designed to elicit information about consumers' preferences. A large body of research indicates, however, that preferences often are labile. That is, preferences can be reversed depending on factors such as how the preference is elicited. In three studies, we examine the effect of familiarity in two preference-elicitation tasks, choice and matching judgments. We …
Factors Affecting the Impact of Negatively and Positively Framed Ad Messages
This article examines the effects of negative and positive framing of ad claims on consumers' choices and attitudes. Propositions about how the extent of processing before choice affects the relative impact of claims-related versus advertising tactics-related cognitions are tested in three experiments. Findings suggest that when processing is limited, claims-related cognitions have a greater impact on choice, which results in the sponsoring brand…
Issues in ecosystem valuation
In Spring 1991, the U.S. Environmental Protection Agency convened an expert group of ecologists, economists and other social scientists for the purpose of advancing the state of the art of ecosystem valuation methods. This Ecosystem Valuation Forum was organized as a dialogue because it has been clear from the outset that agreement even on the meaning of the term "ecosystem valuation" could not be taken for granted. Individuals from diverse disci…
The Adaptive Decision Maker
Journal Article The Adaptive Decision Maker. Get access The Adaptive Decision Maker. By John W. Payne, James R. Bettman and Eric J. Johnson. (Cambridge and New York: Cambridge University Press, 1993. Pp. xiii + 330. £35.00 hardback, US $59.95 hardback, £14.95 paperback, US $19.95 paperback. ISBN 0 521 41505 5, 0 521 42526 3.)Paradigms and Conventions: Uncertainty, Decision Making, and Entrepreneur ship. By Choi (Young Back). (Ann Arbor: Universit…
How People Respond to Contingent Valuation Questions
The costs and benefits of alternative measures of search behavior
The Adaptive Decision Maker
The Adaptive Decision Maker argues that people use a variety of strategies to make judgments and choices. The authors introduce a model that shows how decision makers balance effort and accuracy considerations and predicts which strategy a person will use in a given situation. A series of experiments testing the model are presented, and the authors analyse how the model can lead to improved decisions and opportunities for further research.
Behavioral Decision Research
The Impact of accuracy and effort feedback and goals on adaptive decision behavior
This paper examines the impact of accuracy feedback, effort feedback, and emphasis on either a goal of maximizing accuracy relative to effort or minimizing effort relative to accuracy on decision processes. Feedback on the accuracy of decisions leads to more normative‐like processing of information and improved performance only in the most difficult problems, i.e., decisions with low dispersion in attribute weights. Explicit effort feedback has a…
Adaptive strategy selection in decision making.
The authors examine the role of effort and accuracy in the adaptive use of decision processes. A computer simulation study that used the concept of elementary information processes identified heuristic choice strategies which approximate the accuracy of normative procedures while requiring substantially less effort. However, no single heuristic did well across all task and context conditions. Of particular interest was the finding that under time…
The Relationship between Prior Brand Knowledge and Information Acquisition Order
Journal Article The Relationship Between Prior Brand Knowledge and Information Acquisition Order Get access Itamar Simonson, Itamar Simonson Search for other works by this author on: Oxford Academic PubMed Google Scholar Joel Huber, Joel Huber Search for other works by this author on: Oxford Academic PubMed Google Scholar John Payne John Payne Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Rese…
How Important Is Information Format? An Experimental Study of Home Energy Audit Programs
Wesley A. Magat, John W. Payne, Peter F. Brucato, Jr., How Important Is Information Format? An Experimental Study of Home Energy Audit Programs, Journal of Policy Analysis and Management, Vol. 6, No. 1 (Autumn, 1986), pp. 20-34
Decameron
Effort and Accuracy in Choice
Individuals often use several different strategies such as the expected value rule, conjunctive rule, and elimination-by-aspects, to make decisions. It has been hypothesized that strategy selection is, in part, a function of (1) the ability of a strategy to produce an accurate response and (2) the strategy's demand for mental resources or effort. We examine effort and accuracy and their role in strategy selection. Several strategies that may be u…
Contingent decision behavior
Reviews the literature showing the effects of task and context variables on decision behavior and evaluates alternative theories for handling task and context effects. These frameworks include (a) cost/benefit principles, (b) perceptual processes, and (c) adaptive production systems. Both the cost/b
Adding Asymmetrically Dominated Alternatives
An asymmetrically dominated alternative is dominated by one item in the set but not by another. Adding such an alternative to a choice set can increase the probability of choosing the item that dominates it. This result points to the inadequacy of many current choice models and suggests product line strategies that might not otherwise be intuitively plausible
Task complexity and contingent processing in decision making
Alternative approaches to decision making under risk
Samuel Preston Moore's Letters to William E. Woodruff
General Jo Shelby
Poor-Man's Pedagogy
The Southern Indians
Adding Asymmetrically Dominated Alternatives
An asymmetrically dominated alternative is dominated by one item in the set but not by another. Adding such an alternative to a choice set can increase the probability of choosing the item that dominates it. This result points to the inadequacy of many current choice models and suggests product line strategies that might not otherwise be intuitively plausible
Contingent decision behavior
Reviews the literature showing the effects of task and context variables on decision behavior and evaluates alternative theories for handling task and context effects. These frameworks include (a) cost/benefit principles, (b) perceptual processes, and (c) adaptive production systems. Both the cost/b
Issues in ecosystem valuation
In Spring 1991, the U.S. Environmental Protection Agency convened an expert group of ecologists, economists and other social scientists for the purpose of advancing the state of the art of ecosystem valuation methods. This Ecosystem Valuation Forum was organized as a dialogue because it has been clear from the outset that agreement even on the meaning of the term "ecosystem valuation" could not be taken for granted. Individuals from diverse disci…
The Impact of accuracy and effort feedback and goals on adaptive decision behavior
This paper examines the impact of accuracy feedback, effort feedback, and emphasis on either a goal of maximizing accuracy relative to effort or minimizing effort relative to accuracy on decision processes. Feedback on the accuracy of decisions leads to more normative‐like processing of information and improved performance only in the most difficult problems, i.e., decisions with low dispersion in attribute weights. Explicit effort feedback has a…
Product Category Familiarity and Preference Construction
Marketers often base decisions about marketing strategies on the results of research designed to elicit information about consumers' preferences. A large body of research indicates, however, that preferences often are labile. That is, preferences can be reversed depending on factors such as how the preference is elicited. In three studies, we examine the effect of familiarity in two preference-elicitation tasks, choice and matching judgments. We …
Factors Affecting the Impact of Negatively and Positively Framed Ad Messages
This article examines the effects of negative and positive framing of ad claims on consumers' choices and attitudes. Propositions about how the extent of processing before choice affects the relative impact of claims-related versus advertising tactics-related cognitions are tested in three experiments. Findings suggest that when processing is limited, claims-related cognitions have a greater impact on choice, which results in the sponsoring brand…
Does Elaboration Increase or Decrease the Effectiveness of Negatively versus Positively Framed Messages
A robust finding in research on message framing is that negatively framed messages are more (less) effective than positively framed ones when the level of cognitive elaboration is high (low). However, recent research presents evidence that is contrary to previous findings: negative framing being less (more) effective than positive framing when the level of elaboration is high (low). In this article, we attempt to resolve the conflicting findings …
The Relationship between Prior Brand Knowledge and Information Acquisition Order
Journal Article The Relationship Between Prior Brand Knowledge and Information Acquisition Order Get access Itamar Simonson, Itamar Simonson Search for other works by this author on: Oxford Academic PubMed Google Scholar Joel Huber, Joel Huber Search for other works by this author on: Oxford Academic PubMed Google Scholar John Payne John Payne Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Rese…
Alternative approaches to decision making under risk
The costs and benefits of alternative measures of search behavior
How Important Is Information Format? An Experimental Study of Home Energy Audit Programs
Wesley A. Magat, John W. Payne, Peter F. Brucato, Jr., How Important Is Information Format? An Experimental Study of Home Energy Audit Programs, Journal of Policy Analysis and Management, Vol. 6, No. 1 (Autumn, 1986), pp. 20-34
The Southern Indians
A History of the South
General Jo Shelby
Poor-Man's Pedagogy
Samuel Preston Moore's Letters to William E. Woodruff
Alternative approaches to decision making under risk
Task complexity and contingent processing in decision making
Contingent decision behavior
Reviews the literature showing the effects of task and context variables on decision behavior and evaluates alternative theories for handling task and context effects. These frameworks include (a) cost/benefit principles, (b) perceptual processes, and (c) adaptive production systems. Both the cost/b
Adding Asymmetrically Dominated Alternatives
An asymmetrically dominated alternative is dominated by one item in the set but not by another. Adding such an alternative to a choice set can increase the probability of choosing the item that dominates it. This result points to the inadequacy of many current choice models and suggests product line strategies that might not otherwise be intuitively plausible
Effort and Accuracy in Choice
Individuals often use several different strategies such as the expected value rule, conjunctive rule, and elimination-by-aspects, to make decisions. It has been hypothesized that strategy selection is, in part, a function of (1) the ability of a strategy to produce an accurate response and (2) the strategy's demand for mental resources or effort. We examine effort and accuracy and their role in strategy selection. Several strategies that may be u…
How Important Is Information Format? An Experimental Study of Home Energy Audit Programs
Wesley A. Magat, John W. Payne, Peter F. Brucato, Jr., How Important Is Information Format? An Experimental Study of Home Energy Audit Programs, Journal of Policy Analysis and Management, Vol. 6, No. 1 (Autumn, 1986), pp. 20-34
Decameron
Adaptive strategy selection in decision making.
The authors examine the role of effort and accuracy in the adaptive use of decision processes. A computer simulation study that used the concept of elementary information processes identified heuristic choice strategies which approximate the accuracy of normative procedures while requiring substantially less effort. However, no single heuristic did well across all task and context conditions. Of particular interest was the finding that under time…
The Relationship between Prior Brand Knowledge and Information Acquisition Order
Journal Article The Relationship Between Prior Brand Knowledge and Information Acquisition Order Get access Itamar Simonson, Itamar Simonson Search for other works by this author on: Oxford Academic PubMed Google Scholar Joel Huber, Joel Huber Search for other works by this author on: Oxford Academic PubMed Google Scholar John Payne John Payne Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal of Consumer Rese…
The Impact of accuracy and effort feedback and goals on adaptive decision behavior
This paper examines the impact of accuracy feedback, effort feedback, and emphasis on either a goal of maximizing accuracy relative to effort or minimizing effort relative to accuracy on decision processes. Feedback on the accuracy of decisions leads to more normative‐like processing of information and improved performance only in the most difficult problems, i.e., decisions with low dispersion in attribute weights. Explicit effort feedback has a…
Behavioral Decision Research
The Adaptive Decision Maker
The Adaptive Decision Maker argues that people use a variety of strategies to make judgments and choices. The authors introduce a model that shows how decision makers balance effort and accuracy considerations and predicts which strategy a person will use in a given situation. A series of experiments testing the model are presented, and the authors analyse how the model can lead to improved decisions and opportunities for further research.
How People Respond to Contingent Valuation Questions
The costs and benefits of alternative measures of search behavior
Issues in ecosystem valuation
In Spring 1991, the U.S. Environmental Protection Agency convened an expert group of ecologists, economists and other social scientists for the purpose of advancing the state of the art of ecosystem valuation methods. This Ecosystem Valuation Forum was organized as a dialogue because it has been clear from the outset that agreement even on the meaning of the term "ecosystem valuation" could not be taken for granted. Individuals from diverse disci…
The Adaptive Decision Maker
Journal Article The Adaptive Decision Maker. Get access The Adaptive Decision Maker. By John W. Payne, James R. Bettman and Eric J. Johnson. (Cambridge and New York: Cambridge University Press, 1993. Pp. xiii + 330. £35.00 hardback, US $59.95 hardback, £14.95 paperback, US $19.95 paperback. ISBN 0 521 41505 5, 0 521 42526 3.)Paradigms and Conventions: Uncertainty, Decision Making, and Entrepreneur ship. By Choi (Young Back). (Ann Arbor: Universit…
Factors Affecting the Impact of Negatively and Positively Framed Ad Messages
This article examines the effects of negative and positive framing of ad claims on consumers' choices and attitudes. Propositions about how the extent of processing before choice affects the relative impact of claims-related versus advertising tactics-related cognitions are tested in three experiments. Findings suggest that when processing is limited, claims-related cognitions have a greater impact on choice, which results in the sponsoring brand…
Product Category Familiarity and Preference Construction
Marketers often base decisions about marketing strategies on the results of research designed to elicit information about consumers' preferences. A large body of research indicates, however, that preferences often are labile. That is, preferences can be reversed depending on factors such as how the preference is elicited. In three studies, we examine the effect of familiarity in two preference-elicitation tasks, choice and matching judgments. We …
Lifelong learning
The paper considers the role of trade unions in lifelong learning, their strategic approach to lifelong learning, and the opportunities and limitations set by the current stage of globalized capitalist development. The paper has four sections, the first of which considers the relationship between ‘modernization’ as a trade union project and concepts such as reflexive modernity and risk society which have structured much debate in the social scien…
Does Elaboration Increase or Decrease the Effectiveness of Negatively versus Positively Framed Messages
A robust finding in research on message framing is that negatively framed messages are more (less) effective than positively framed ones when the level of cognitive elaboration is high (low). However, recent research presents evidence that is contrary to previous findings: negative framing being less (more) effective than positive framing when the level of elaboration is high (low). In this article, we attempt to resolve the conflicting findings …
Computer Science (14 obras) · Psychology (12 obras) · Decision-Making and Behavioral Economics (10 obras) · Economics (9 obras) · Mathematics (6 obras) · Social Psychology (6 obras) · Artificial Intelligence (5 obras) · Cognitive psychology (5 obras) · Microeconomics (5 obras) · Sociology (5 obras)