Managerial Decision Making is an essential and insightful title that brings together classic articles on the subject of behavioral decision research. Professor Don Moore has selected the seminal articles that are the cornerstone of a discipline that has exploded in both productivity and influence. It covers Herbert Simon's groundbreaking work on bounded rationality, as well as important papers on anchoring, the bias of framing, the problem of overconfidence, the preference for fairness, emotional influences and the strengths and weaknesses of human intuitive judgement. This research review will appeal to a wide readership as decision research plays an important role in such diverse areas as business, marketing, law, finance, medicine and public policy.
Managerial Decision Making is an essential and insightful title that brings together classic articles on the subject of behavioral decision research. Professor Don Moore has selected the seminal articles that are the cornerstone of a discipline that has exploded in both productivity and influence. It covers Herbert Simon's groundbreaking work on bounded rationality, as well as important papers on anchoring, the bias of framing, the problem of overconfidence, the preference for fairness, emotional influences and the strengths and weaknesses of human intuitive judgement. This research review will appeal to a wide readership as decision research plays an important role in such diverse areas as business, marketing, law, finance, medicine and public policy.
Contents:
Acknowledgements
Introduction Don A. Moore
PART I BOUNDED RATIONALITY
1. Herbert A. Simon (1955), ‘A Behavioral Model of Rational
Choice’
2. Herbert A. Simon (1959), ‘Theories of Decision-Making in
Economics and Behavioral Science’
3. Dan Ariely, George Loewenstein and Drazen Prelec (2003),
‘“Coherent Arbitrariness”: Stable Demand Curves Without Stable
Preferences’
4. Daniel Kahneman (2003), ‘Maps of Bounded Rationality: Psychology
for Behavioral Economics’
PART II ANCHORING
5. Amos Tversky and Daniel Kahneman (1974), ‘Judgment Under
Uncertainty: Heuristics and Biases’
6. Thomas Mussweiler, Fritz Strack and Tim Pfeiffer (2000),
‘Overcoming the Inevitable Anchoring Effect: Considering the
Opposite Compensates for Selective Accessibility’
7. Nicholas Epley and Thomas Gilovich (2001), ‘Putting Adjustment
Back in the Anchoring and Adjustment Heuristic: Differential
Processing of Self-Generated and Experimenter-Provided Anchors’
PART III FRAMING
8. Daniel Kahneman and Amos Tversky (1979), ‘Prospect Theory: An
Analysis of Decision Under Risk’
9. Daniel Kahneman, Jack L. Knetsch and Richard H. Thaler (1990),
‘Experimental Tests of the Endowment Effect and the Coase
Theorem’
10. Shlomo Benartzi and Richard H. Thaler (1995), ‘Myopic Loss
Aversion and the Equity Premium Puzzle’
11. Eric J. Johnson and Daniel Goldstein (2003), ‘Do Defaults Save
Lives?’
PART IV OVERCONFIDENCE
12. Sarah Lichtenstein and Baruch Fischhoff (1977), ‘Do Those Who
Know More Also Know More About How Much They Know’
13. Colin Camerer and Dan Lovallo (1999), ‘Overconfidence and
Excess Entry: An Experimental Approach’
14. Richard A. Block and David R. Harper (1991), ‘Overconfidence in
Estimation: Testing the Anchoring-and-Adjustment Hypothesis’
15. Don A. Moore (2007), ‘Not So Above Average After All: When
People Believe They are Worse Than Average and its Implications for
Theories of Bias in Social Comparison’
PART V FAIRNESS
16. Daniel Kahneman, Jack L. Knetsch and Richard H. Thaler (1986),
‘Fairness as a Constraint on Profit Seeking: Entitlements in the
Market’
17. Matthew Rabin (1993), ‘Incorporating Fairness into Game Theory
and Economics’
18. David M. Messick and Keith P. Sentis (1979), ‘Fairness and
Preference’
19. Linda Babcock, George Loewenstein, Samuel Issacharoff and Colin
Camerer (1995), ‘Biased Judgements of Fairness in Bargaining’
20. Ernst Fehr and Urs Fischbacher (2004), ‘Social Norms and Human
Cooperation’
PART VI EMOTIONAL INFLUENCES ON DECISION MAKING
21. George Loewenstein (1996), ‘Out of Control: Visceral Influences
on Behavior’
22. Jennifer S. Lerner and Dacher Keltner (2000), ‘Beyond Valence:
Toward a Model of Emotion-specific Influences on Judgement and
Choice’
23. Jonathan Haidt (2007), ‘The New Synthesis in Moral
Psychology’
24. Shane Frederick, George Loewenstein and Ted O’Donoghue (2002),
‘Time Discounting and Time Preference: A Critical Review’
25. Jennifer S. Lerner, Deborah A. Small and George Loewenstein
(2004), ‘Heart Strings and Purse Strings: Carryover Effects of
Emotions on Economic Decisions’
PART VII INTUITIVE JUDGEMENT
26. Timothy D. Wilson (1994), ‘The Proper Protocol: Validity and
Completeness of Verbal Reports’
27. Barry M. Staw (1976), ‘Knee-Deep in the Big Muddy: A Study of
Escalating Commitment to a Chosen Course of Action’
28. Robyn M. Dawes, David Faust and Paul E. Meehl (1989), ‘Clinical
Versus Actuarial Judgement’
29. Timothy D. Wilson, Douglas J. Lisle, Jonathan W. Schooler, Sara
D. Hodges, Kristen J. Klaaren and Suzanne J. LaFleur (1993),
‘Introspecting About Reasons Can Reduce Post-Choice
Satisfaction’
30. Brian A. Nosek, Frederick L. Smyth, Jeffrey J. Hansen, Thierry
Devos, Nicole M. Lindner, Kate A. Ranganath, Colin Tucker Smith,
Kristina R. Olson, Dolly Chugh, Anthony G. Greenwald and Mahzarin
R. Banaji (2007), ‘Pervasiveness and Correlates of Implicit
Attitudes and Stereotypes’
31. Ap Dijksterhuis, Maarten W. Bos, Loran F. Nordgren and Rick B.
van Baaren (2006), ‘On Making the Right Choice: The
Deliberation-Without-Attention Effect’
32. John W. Payne, Adriana Samper, James R. Bettman and Mary
Frances Luce (2008), ‘Boundary Conditions on Unconscious Thought in
Complex Decision Making’
33. Jennifer A. Whitson and Adam D. Galinsky (2008), ‘Lacking
Control Increases Illusory Pattern Perception’
Edited by Don A. Moore, Associate Professor of Management of Organizations, Haas School of Business, University of California, Berkeley, US
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