James R. Bettman Burlington Industries Professor

Kim, B., Zauberman, G., and Bettman, J. R. (forthcoming). Space, Time, and Intertemporal Preferences. Journal of Consumer Research.

Ferraro, R., Escalas, J. E., and Bettman, J. R. (2011). Our Possessions, Our Selves: Domains of Self-Worth and the Possession-Self Link. Journal of Consumer Psychology, 21 (2), 169-177.

Cavanaugh, L. A., Cutright, K. M., Luce, M. F., and Bettman, J. R. (2011). Hope, Pride, and Processing During Optimal and Nonoptimal Times of Day. Emotion , 11 (1), 38-46.

Malkoc, S., Zauberman, G., and Bettman, J. R. (2010). Unstuck from the Concrete: Carryover Effects of Abstract Mindsets in Intertemporal Preferences. Organizational Behavior and Human Decision Processes , 113 (2), 112-126.

Venkatraman, V., Payne, J. W., Bettman, J. R., Luce, M. F., and Huettel, S. A. (2009). Separate Neural Systems Underlie Choices and Strategic Preferences in Risky Decision Making. Neuron, 62, 593-602.

Payne, J. W., Samper, A., Bettman, J. R., and Luce, M. F. (2008). Boundary Conditions on Unconscious Thought in Complex Decision Making. Psychological Science, 19, 1117-1122.

Ferraro, R., Bettman, J. R., and Chartrand, T. L. (2009). The Power of Strangers: The Effect of Incidental Consumer-Brand Encounters on Brand Choice. Journal of Consumer Research, 35, 729-741.

Zauberman, G., Kim, B. Kyu, Malkoc, S., and Bettman, J. R. (2009). Discounting Time and Time Discounting: Subjective Time Perception and Intertemporal Preferences. Journal of Marketing Research, 46, 543-556.

Amaldoss, W., Bettman, J. R., and Payne, J. W. (2008). Biased but Effiicient: An Investigation of Coordination Facilitated by Asymmetric Dominance. Marketing Science, 27, 903-921. See also the Appendix and Technical Appendix.

Tanner, R. J., Ferraro, R., Chartrand, T. L., Bettman, J. R., and Van Baaren, R. (2008). Of Chameleons and Consumption: The Impact of Mimicry on Choice and Preferences. Journal of Consumer Research, 34, 754-766.

Zemack-Rugar, Y., Bettman, J. R., and Fitzsimons, G. (2007). The Effects of Nonconsciously Priming Emotion Concepts on Behavior. Journal of Personality and Social Psychology, 93, 927-939.

Cavanaugh, L. A., Bettman, J. R., Luce, M. F., and Payne, J. W. (2007). Appraising the Appraisal-Tendency Framework. Journal of Consumer Psychology, 17, 169-173.

Wood, S. L., and Bettman, J. R. (2007). Predicting Happiness: How Normative Feeling Rules Influence (and Even Reverse) Durability Bias. Journal of Consumer Psychology, 17,188-201.

Shiv, B., Bechara, A., Levin, I. , Alba, J. W., Bettman, J. R., Dube, L., Isen, A., Mellers, B., Smidts, A., Grant, S. J., and McGraw, A. P. (2005). Decision Neuroscience. Marketing Letters, 16, 375-386.

Escalas, J. E., and Bettman, J. R. (2005). Self-Construal, Reference Groups, and Brand Meaning. Journal of Consumer Research, 32, 378-389.

Ferraro, R., Shiv, B., and Bettman, J. R. (2005). Let Us Eat and Drink, For Tomorrow We Shall Die: Effects of Mortality Salience and Self-Esteem on Self-Regulation in Consumer Choice. Journal of Consumer Research, 32, 65-75.

Escalas, J. E., and Bettman, J. R. (2003). You Are What They Eat: The Influence of Reference Groups on Consumers’ Connections to Brands. Journal of Consumer Psychology, 13, 339-348.

Luce, M. F., Payne, J. W., and Bettman, J. R. (2000). Coping with Unfavorable Attribute Values in Choice. Organizational Behavior and Human Decision Processes, 81, 274-299.

Luce, M. F., Bettman, J. R., and Payne, J. W. (2000). Attribute Identities Matter: Subjective Perceptions of Attribute Characteristics. Marketing Letters, 11, 103-116.

Payne, J. W., Bettman, J. R., and Schkade, D. A. (1999). Measuring Constructed Preferences: Towards a Building Code. Journal of Risk and Uncertainty, 19, 243-270.

Luce, M.F., Payne, J.W., and Bettman, J. R. (1999). Emotional Trade-off Difficulty and Choice. Journal of Marketing Research, 36, 143-159.

Bettman, J. R., Luce, M. F., and Payne, J. W. (1998). Constructive Consumer Choice Processes. Journal of Consumer Research, 25, 187-217.

Luce, M. F., Bettman, J. R., and Payne, J. W. (1997). Choice Processing in Emotionally Difficult Decisions. Journal of Experimental Psychology: Learning, Memory, and Cognition, 23, 384-405.

Payne, J. W., Bettman, J. R., and Luce, M. F. (1996). When Time is Money: Decision Behavior Under Opportunity-Cost Time Pressure. Organizational Behavior and Human Decision Processes, 66, 131-152.

Payne, J. W., and Bettman, J. R. (1994). The Costs and Benefits of Alternative Measures of Search Behavior: Comments on Bockenholt and Hynan. Journal of Behavioral Decision Making, 7, 119-122.

Sujan, M., Bettman, J. R., and Baumgartner, H. (1993). Influencing Consumer Judgments via Autobiographical Memories: A Self-Referencing Perspective. Journal of Marketing Research, 30, 422-436.

Bettman, J.R., Johnson, E.J., Luce, M.F., and Payne, J.W. (1993). Correlation, Conflict, and Choice. Journal of Experimental Psychology: Learning, Memory, and Cognition, 19, 931-951.

Payne, J.W., Bettman, J.R., Coupey, E., and Johnson, E.J. (1992). A Constructive Process View of Decision Making: Multiple Strategies in Judgment and Choice. Acta Psychologica, 80, 107-141.

Baumgarter, H., Sujan, M., and Bettman, J. R. (1992). Autobiographical Memories, Affect, and Consumer Information Processing. Journal of Consumer Psychology, 1, 53-82.

Sujan, H., Sujan, M., and Bettman, J.R. (1991). The Practical Know-How of Selling: Differences in Knowledge Content Between More Effective and Less Effective Performers. Marketing Letters, 2, 367-378.

Creyer, E.H., Bettman, J.R., & Payne, J.W. (1990). The Impact of Accuracy and Effort Feedback and Goals on Adaptive Decision Behavior. Journal of Behavioral Decision Making, 3, 1-16.

Payne, J.W., Johnson, E.J., Bettman, J.R., and Coupey, E. (1990). Understanding Contingent Choice: A Computer Simulation Approach. IEEE Transactions on Systems, Man, and Cybernetics, 20, 296-309.

Sujan, M., and Bettman, J.R. (1989). The Effects of Brand Positioning Strategies on Consumers' Brand and Category Perceptions: Some Insights from Schema Research. Journal of Marketing Research, 26, 454-467.

Bettman, J.R., Johnson, E.J., and Payne, J.W. (1990). A Componential Analysis of Cognitive Effort in Choice. Organizational Behavior and Human Decision Processes, 45, 111-139.

Bettman, J.R., Creyer, E.H., Roedder John, D., and Scott, C.A. (1988). Covariation Assessment in Rank Order Data. Journal of Behavioral Decision Making, 1, 239-254.

Payne, J.W., Bettman, J.R., and Johnson, E.J. (1988). Adaptive Strategy Selection in Decision Making. Journal of Experimental Psychology: Learning, Memory, and Cognition, 14, 534-552.

Sujan, H., Sujan, M., and Bettman, J.R. (1988). Knowledge Structure Differences Between More Effective and Less Effective Salespeople. Journal of Marketing Research, 25, 81-86.

Johnson, E.J., Payne, J.W., and Bettman, J.R. (1988). Information Displays and Preference Reversals. Organizational Behavior and Human Decision Processes, 42, 1-21.

Bettman, J.R., and Sujan, M. (1987). Effects of Framing on Evaluation of Comparable and Noncomparable Alternatives by Expert and Novice Consumers. Journal of Consumer Research, 14, 141-154.

Bettman, J.R., and Sujan, M. (1987). Research in Consumer Information Processing. Review of Marketing, 197-235.

Bettman, J.R., Roedder John, D., and Scott, C.A. (1986). Covariation Assessment by Consumers. Journal of Consumer Research, 13, 316-326.

Sujan, M., Bettman, J.R., and Sujan, H. (1986). Effects of Consumer Expectations on Information Processing in Selling Encounters. Journal of Marketing Research, 23, 346-353.

Roedder John, D., Scott, C.A., and Bettman, J.R. (1986). Sampling Data for Covariation Assessment: The Effect of Prior Beliefs on Search Patterns. Journal of Consumer Research, 13, 38-47.

Bettman, J.R., Payne, J.W., and Staelin, R. (1986). Cognitive Considerations in Designing Effective Labels for Presenting Risk Information. Journal of Public Policy and Marketing, 5, 1-28.

Bettman, J.R., and Weitz, B.A. (1983). Attributions in the Board Room: Causal Reasoning in Corporate Annual Reports. Administrative Science Quarterly, 28, 165-183.

Bettman, J.R., and Park, C.W. (1980). Effects of Prior Knowledge and Experience and Phase of the Choice Process on Consumer Decision Processes: A Protocol Analysis. Journal of Consumer Research, 7, 234-248.

Burke, M., Belch, G., Lutz, R.J., and Bettman, J.R. (1979). Affirmative Disclosure in Home Purchasing. Journal of Consumer Affairs, 13, 297-310. This is a revised version of Report 2 listed below.

Bettman, J.R., and Zins, M. (1979). Information Format and Choice Task Effects in Consumer Decision Making. Journal of Consumer Research, 6, 141-153.

Bettman, J.R. (1979). Memory Factors in Consumer Choice: A Review. Journal of Marketing, 43, 37-53.

Bettman, J.R., Kassarjian, H.H., and Lutz, R.J. (1978). Consumer Behavior. Review of Marketing, 1, 194-229.

Bettman, J.R., and Zins, M. (1977). Constructive Processes in Consumer Choice. Journal of Consumer Research, 4, 75-85.

Bettman, J.R., and Kakkar, P. (1977). Effects of Information Presentation Format on Consumer Information Acquisition Strategies. Journal of Consumer Research, 3, 233-240.

Bettman, J.R. (1975). Issues in Designing Consumer Information Environments. Journal of Consumer Research, 2, 169-177.

Bettman, J.R., Capon N., and Lutz, R.J. (1975). Information Processing in Attitude Formation and Change. Communication Research, 2, 267-278.

Bettman, J.R. (1975). Information Integration in Consumer Risk Perception: A Comparison of Two Models of Component Conceptualization. Journal of Applied Psychology, 60, 381-385.

Bettman, J.R., Capon, N., and Lutz, R.J. (1975). Multiattribute Measurement Models and Multiattribute Attitude Theory. Journal of Consumer Research, 1, 4, 1-15.

Bettman, J.R., Capon, N., and Lutz, R.J. (1975). Cognitive Algebra in Multiattribute Attitude Models. Journal of Marketing Research, 12, 151-164.

Nakanishi, M., and Bettman, J.R. (1974). Attitude Models Revisited: An Individual Level Analysis. Journal of Consumer Research, 1, 3, 16-21.

Bettman, J.R. (1974). A Threshold Model of Attribute Satisfaction Decisions. Journal of Consumer Research, 1, 2, 30-35.

Bettman, J.R. (1974). Toward a Statistics for Consumer Decision Net Models. Journal of Consumer Research, 1, 71-80.

Bettman, J.R. (1974). Relationship of Information Processing Attitude Structures to Private Brand Purchasing Behavior. Journal of Applied Psychology, 59, 79-83.

Bettman, J.R., and Nakanishi, M. (1973). The Interrelationships Among Perceived Risk, Information, and the Acceptable Brand Set. Journal of Business Administration, 5, 37-49.

Bettman, J.R. (1973). Perceived Risk and Its Components: A Model and Empirical Test. Journal of Marketing Research, 10, 184-190.

Bettman, J.R. (1973). Perceived Price and Product Perceptual Variables. Journal of Marketing Research, 10, 100-102.

Bettman, J.R., and Jones, J.M. (1972). Formal Models of Consumer Behavior: A Conceptual Overview. The Journal of Business, 45, 544-562.

Bettman, J.R. (1971). A Graph Theory Approach to Comparing Consumer Information Processing Models. Management Science, 18, 4 (Part II), 114-128.

Bettman, J.R. (1971). Measuring Individuals' Priorities for National Goals: A Methodology and Empirical Example. Policy Sciences, 2, 373-390.

Bettman, J.R. (1971). The Structure of Consumer Choice Processes. Journal of Marketing Research, 8, 465-471.

Bettman, J.R. (1970). Information Processing Models of Consumer Behavior. Journal of Marketing Research, 7, 370-376.