1,721,073 research outputs found
Drazen Prelec - "Finding truth when most people are wrong" - 05/10/17
No full textVidéo intégrale du séminaire "Finding truth when most people are wrong" par Drazen Prelec (Neuroeconomics Lab, MIT Sloan School of Management) enregistré le 05 octobre 2017, à l'IMéRA. "Finding truth when most people are wrong" par Drazen Prelec (Neuroeconomics Lab, MIT Sloan School of Management) dans le cadre du Community Building Seminar de l'IMéRA
Educational Debt Burden and Career Choice: Evidence from a Financial Aid Experiment at NYU Law School
Get PDFeducational finance, occupational choice, consumer economics
Effects of purchase and presentation order on the valuation of physical and digital good bundles
No full textThesis: S.M. in Management Research, Massachusetts Institute of Technology, Sloan School of Management, 2014.Cataloged from PDF version of thesis.Includes bibliographical references (pages 27-28).Many digital goods also come on physical mediums, such as movies and games on discs. We investigate how the order of purchase (buying a digital copy of a good already owned in physical form or vice versa) and order of presentation (considering one form of the good and then a bundle of both) can affect consumer valuations of the second purchase and bundles containing both physical and digital goods. Using a series of experiments, we show that (a) physical goods are more valuable than digital goods, (b) consumers who own digital (physical) goods are more (less) willing to purchase a second, physical (digital) copy of the same good, and (c) presenting consumers a digital product for consideration first can lead to lower willingness to pay for a bundle containing both physical and digital forms of the good. Internalized reference prices and the anchoring and adjustment heuristic are used to explain these results.by Tianzhou Duan.S.M. in Management Researc
Customer-driven engineering for developing a "hit" product targeted at LEB
No full textThesis (S.M.)--Massachusetts Institute of Technology, System Design & Management Program, February 2001.Includes bibliographical references (leaf 193).by Christopher M. Renaud.S.M
Essays on social decision making
Get PDFThesis (Ph. D.)--Massachusetts Institute of Technology, Sloan School of Management, 2013.Cataloged from PDF version of thesis.Includes bibliographical references.Essay 1: Self-Control and Altruism: The Moderating Role of Endowments. People exhibit a remarkable ability to cooperate with one another, to an extent that critically distinguishes human society from communities of other primate and animal species. Although altruism plays an essential role in sustaining cooperation among unrelated groups of individuals, little is known about the underlying psychological processes that drive altruistic behavior. While evidence supporting conflicting dual process accounts has appeared in the literature, here we offer an anchoring and adjustment account that clarifies the mechanistic relationship between self-control and the tendency towards altruism or selfishness. We find that participants depleted of self regulatory resources are highly biased by initial endowments and insufficiently adjust away from them when making transfer decisions. Thus, depending on the nature of the initial endowments, individuals may reveal either increased altruism or increased selfishness under self-regulatory depletion. Essay 2: Relative to Them: How Better Brands Reduce Product Efficacy. Across many domains, positive beliefs often lead to self-fulfilling positive outcomes. Here however, we find the opposite to be true. In a series of four studies, we observe that positive beliefs about products can lead to negative performance outcomes in using them when social comparison processes are activated. Although people appear to believe that high status branded products are of superior quality and are willing to pay more for them, these beliefs in fact lead people to evaluate their own expected performance relative to a higher standard of reference. Our findings suggest that when people contrast themselves to these higher reference points, they form negative expectations about their own performance that result in increased levels of intimidation and in turn, reduced product efficacy. Essay 3: Altruistic Patience: When Giving More Beats Giving Now. People are known to take into account the welfare of others when making decisions. Many of these settings also involve tradeoffs in the benefits that others receive at different points in time. For example, donors make decisions between giving to those in immediate need and funding longer-term projects, policy makers impact their constituents by responding to immediate concerns and also supporting larger efforts for reform, and even friends face the perennial gift-giving problem in picking either short lived novelties or necessities that will last. This work identifies a bias in the intertemporal choices that people make when the consequences of those choices are not directly experienced by the decision maker. In particular, I find that people appear to be more patient when conferring benefits to others rather than themselves and that this bias is driven by both relaxed time sensitivity and by diagnostic motivations.by Sachin Banker.Ph.D
Behavioral investigation of trust building in online banking : new marketing methodology for Suruga Bank
No full textThesis (M.B.A.)--Massachusetts Institute of Technology, Sloan School of Management, 2011.Cataloged from PDF version of thesis.Includes bibliographical references (p. 75-76).The recent financial crisis has brought a huge loss of faith in economic rationality and the economic discipline. For the current financial industry, how to re-build "Trust" with customers is the one of biggest issues. Although we know that the strong relationship between the deep level of trust and the banking business has high potential, it has not yet been optimized, especially in online transaction banking. This is in part due to customers' perception of higher risk in the absence of traditional face to face interaction. Recent findings have shown that facial cues can have a powerful impact on trust building. However, there is also evidence that images of faces in some cases can decrease online interactions. Thus, the goal of this thesis is to investigate the impact of different types of facial attributes and which customer profiles will most benefit from such facial images in online banking. In an experimental setting, this research created a personalized web site which features the banker's representative, and conducted an investment game in order to correlate them with investment performance. This research also included rating trustworthiness on a banking advisor's photo and a demographic questionnaire for statistic trust profiling. Understanding a subject's decision making mechanism by giving them advisor's facial stimuli in a naturalistic online context, with integrating communication will provide an important potential for building and promoting trust, which further suggest Suruga Bank will be in an unique position by capitalizing on the new marketing methodology.by Takuya Sugiyama.M.B.A
Stress and decision-making in a Developing world context
No full textThesis: S.M. in Management Research, Massachusetts Institute of Technology, Sloan School of Management, 2014.Cataloged from PDF version of thesis.Includes bibliographical references (pages 23-25).This paper gauges the effect of physiological stress on time preference in the urban poor from informal settlements in Nairobi, Kenya. Using a standardized psychosocial stress challenge (the Trier social stress test (TSST)) to induce stress in a randomized setting, we attempt to estimate the effect of stress on decision making with incentive-compatible outcomes. While demonstrating discounting patterns similar to other research in the developed world, this current study finds some interesting results on the effect of stress on time preferences, but only in later periods. The study interprets this data and suggests methodological improvements and further ideas for this promising area of study.by Amal Devani.S.M. in Management Researc
Patterns of pleasure--the design and development of customer satisfaction
Get PDFThesis (M.S.)--Massachusetts Institute of Technology, Sloan School of Management, 1994.Vita.Includes bibliographical references (leaves [130-133]).by Douglas W. Lamm.M.S
Information effects in online and digital shopping
No full textThesis: Ph. D., Massachusetts Institute of Technology, Sloan School of Management, 2016.Each essay also has its own abstract. Cataloged from PDF version of thesis.Includes bibliographical references.This dissertation is comprised of three essays studying the effects of presenting various types of information to consumers in online and digital good shopping scenarios. The first essay considers how the choice of business model affects trial rates for mobile apps. Developers can offer consumers free and paid apps via several purchase methods, including in-app purchases. A series of four experiments show that consumers' dislike for firms that charge for mobile apps causes them to prefer free apps from developers who do not offer premium versions. In addition, consumers who are more likely to buy the premium version are also more likely to prefer in-app purchases. The current research demonstrates that the existence of premium versions and the purchase methods used can affect consumer choices toward the free versions of those apps. The second essay investigates how the distribution of a set of product ratings affects trust in those ratings. Online shopping allows consumers to view user ratings for products before purchasing. Since these ratings are provided by the seller, trust becomes a concern. Four experiments demonstrate that the mean and variance of a set of ratings can influence trustworthiness and ultimately purchase intention. Positive ratings are the least trusted, and increasing variance up to a point can improve credibility. The implication is that mostly positive ratings may be trusted more and cause higher rates of purchase than completely positive ratings. The third essay reveals the differences in the effects of knowing about a future or past missed deal on choice of which product to purchase. The popularity of Internet deal websites allows shoppers to discover both past and upcoming sales. Two experiments show that missing a past or future deal for a product can cause consumers to switch to a substitute product. However, future missed deals are weaker than past missed deals at causing this brand switching, especially if the brands are not strong. This is explained by the greater devaluation caused by missing a past deal than a future deal.by Tianzhou Duan.Would You Like In-App Purchases with That Mobile App? Effect of Premium Versions and Purchase Methods on Free App Trial Rates, by Tianzhou Duan -- How Product Rating Distributions Affect Consumer Trust, by Tianzhou Duan -- The Effects of Future and Past Missed Deals on Brand Switching, by Tianzhou Duan.Ph. D
The feasibility study of applied neuroscience for advertising and marketing research
No full textThesis (M.B.A.)--Massachusetts Institute of Technology, Sloan School of Management, 2011.Cataloged from PDF version of thesis.Includes bibliographical references (p. 130-132).Recently, various kinds of biosensors have been developed, which can be used by advertising researchers for their research to understand consumer behavior and responses. At the same time, most advertisers have become more sensitive to marketing ROI, so they need to know real audience response to their advertising. I compare several different biosensors, including Pupillometer, Eye tracking system, EEG, and Multiple EEG, and I find the pros and cons of each for the business purposes of advertising and marketing researchers. Pupillometer and EEG are useful for quantitative analysis to measure ROI, and Eye tracking and Multiple EEG are useful for qualitative analysis to modify advertising by creative planners. I use data from several experiments with these biosensors, and analyze these data quantitatively and qualitatively.by Takeshi Nakagawa.M.B.A
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