Area: Marketing

Sale signs at a mall with people walking Feature / Behavioral Decision Making

Sales Promotions Influence People Beyond Purchasing Decisions

Exposure to discounts makes people impatient

Illustration of binoculars Research Brief / Marketing

When Does the Future Begin?

Believing it arrives sooner leads people to, well, prepare for it

Illustration of two arms shaking hands with skyscrapers in the middle Research Brief / Mergers and Acquisitions

In Some Industries, Are Corporate Combinations Actually Good for Consumers?

A model focuses on startups that, while developing innovative products, seek a lucrative buyout

Person looking at a computer screen Research Brief / E-commerce

That Online Hotel Review You Wrote? It Matters

Consumers’ comments on TripAdvisor are substitutes for traditional ad spending

A couple watching TV Research Brief / Consumer Behavior

Monetizing TV Content: What Binge Watchers Will and Won’t Do

Fandom doesn’t mean blindly following a franchise wherever it ventures or being a vocal cheerleader

Illustration of a woman meditating Research Brief / Personal Finance

Good Information Alone Won’t Drive Financial Well-Being

A review of academic research finds the path to saving more and spending less often involves emotional prompts

Illustration of a boardroom with members wearing chef hats Research Brief / Management

Origin Story of Products: To Consumers, How Big a Team Seems Right?

Buyers value team over individual effort but are sensitive to invention-by-committee

Illustration of a man walking on a tight wire with a net below Feature / Goal Setting

The Case for Building Wiggle Room into Goals

Aiming high, with some flexibility to trip up along the way, spurs greater success

Female artist Feature / Time

Creative People Really Do Think Differently

Employing a distinct part of the brain, they’re better at imagining a distant future and seeing others’ points of view

Illustration of a consumer shopping for a car Research Brief / Consumer Behavior

Consumers Habitually Seek the Middle Ground

Unpublished research shows avoiding the extremes is a common approach marketers need to address

Dusty wine bottles on a rack Feature / Behavioral Decision Making

When Delayed Gratification Backfires

A self-imposed quest for a perfect time to enjoy an indulgence often means missing out on actually having a good experience

City street under construction in Dubai Research Brief / Nudges

Are You Nudging Me? Oh, OK, Go Ahead

Research shows individuals aren’t necessarily turned off when they know they are being coaxed toward a specific choice

Two people smiling Feature / Retirement Planning

Helping People Make Wise Decisions for Retirement Income

Nudges, long aimed at saving behavior, are needed for people converting a nest egg into income

Three images of man's profile Feature / Behavioral Decision Making

Advancing the Study of Using Future-Self Images to Alter Behavior

Successful projects suggest a more thorough cataloging of how “vividness” nudges can help us delay gratification

Illustration of a manga cartoon Research Brief / Consumer Behavior

What’s in Your Social Media Feed?

On anime sites, what one’s friends are watching is the most persuasive prompt to engage

Illustration of a young man looking into a mirror, reflecting his older self Feature / Time

The Healthy Upside of Thinking about an Older You

Consciously imagining our older self can spur us to take better care of ourselves now