1. Articles published in refereed journals.
- Mrkva, K., Johnson, E. J., Gächter, S., & Herrmann, A. (2020). Moderating Loss Aversion: Loss Aversion Has Moderators, But Reports of its Death are Greatly Exaggerated. Journal of Consumer Psychology. https://doi.org/10.1002/jcpy.1156
- Shealy, Tripp & Klotz, Leidy & Weber, Elke & Johnson, Eric & Bell, Ruth. (2019). Bringing Choice Architecture to Architecture and Engineering Decisions: How the Redesign of Rating Systems Can Improve Sustainability. Journal of Management in Engineering. 35. 10.1061/(ASCE)ME.1943-5479.0000692.
- Klotz, L., Weber, E., Johnson, E., Shealy, T., Hernandez, M., & Gordon, B. (2018). Beyond rationality in engineering design for sustainability. Nature Sustainability, 1(5), 225–233. https://doi.org/10.1038/s41893-018-0054-8
- Ungemach, C., Camilleri, A. R., Johnson, E. J., Larrick, R. P., & Weber, E. U. 2017).
Translated Attributes as Choice Architecture: Aligning Objectives and Choices Through
Decision Signposts, Management Science.
- Atlas, S. A., Johnson, E. J. & Payne, J. W. (2017). Time Preferences and Mortgage Choice.
Journal of Marketing Research, http://doi.org/10.1509/jmr.14.0481
- Weber, E.U. & Johnson, E.J. (2016). Can we think of the future? Cognitive barriers to future-oriented thinking. In: Messner, D., & Weinlich, S (Eds.), Global cooperation and the human factor (pp.139-154), New York, NY: Routledge
- Shealy, T., Klotz, L., Weber, E. U., Johnson, E. J., & Bell, R. G. (2016). Using Framing Effects to
Inform More Sustainable Infrastructure Design Decisions. Journal of Construction Engineering
and Management, 142(9), 04016037–9. http://doi.org/10.1061/(ASCE)CO.1943-
7862.0001152
- Ubell, P., Comerford, D., & Johnson, Eric J. (2015). Healthcare.gov 3.0 — Behavioral Economics
and Insurance Exchanges. New England Journal of Medicine, 372(8), 695–698.
- Appelt, K. C., Knoll, M. A. Z., Eric J Johnson, & Westfall, J. E. (2015). Time to Retire: Why
Americans Claim Benefits Early and How to Encourage Them to Delay. Behavioral Science and
Policy, 1(1), 53–62.
- Bartels, D. M., & Johnson, E. J. (2015). Connecting cognition and consumer choice. Cognition,
135, 47–51. doi:10.1016/j.cognition.2014.11.024
- Li, Ye, Gao, Jie, Enkavi, A. Zeynep, Zaval, Lisa, Weber, Elke U., & Johnson, Eric J. (2014).
Sound credit scores and financial decisions despite cognitive aging. Proceedings of the National
Academy of Science. doi:www.pnas.org/cgi/doi/10.1073/pnas.1413570112
- Zaval, L., Keenan, E. A., Johnson, E. J., & Weber, E. U. (2014). How warm days increase belief
in global warming. Nature Climate Change. doi:10.1038/nclimate2093.
- Johnson, E. J., Hassin, R., Baker, T., Bajger, A. T., & Treuer, G. (2013). Can consumers make
affordable care affordable? The value of choice architecture. PLoS ONE.
doi:10.2139/ssrn.2291598
- Payne, J. W., Sagara, N., Shu, S. B., Appelt, K. C., & Johnson, E. J. (2013). Life expectancy as aconstructed belief: Evidence of a live-to or die-by framing effect. Journal of Risk and Uncertainty,
46(1), 27–50. doi:10.1007/s11166-012-9158-0
- Li, Y., Baldassi, M., Johnson, E. J., & Weber, E. U. (2013). Complementary Cognitive
Capabilities, Economic Decision-Making, and Aging. Psychology and Aging. 28(3):595-613 doi:
10.1037/a0034172 (lead article)
- Smith, C., Goldstein, D. G., & Johnson, E. J. (2013). Choice without Awareness: Ethical and
Policy Implications of Defaults. Journal of Public Policy & Marketing 32(2), 159-172
doi:10.1509/jppm.10.114 (lead article).
- Johnson, E. J. (2013). Choice theories: What are they good for? Journal of Consumer Psychology, 23(1),
154–157. doi:10.1016/j.jcps.2012.10.004
- Johnson, E. J., Dellaert, B. G. C., Fox, C., Goldstein, D. G., Haubl, G., Larrick, R. P., et al.
(2012). Beyond nudges: Tools of a choice architecture. Marketing Letters, 23(2), 487–504.
doi:10.1007/s11002-012-9186-1J
- Figner, B., Knoch, D., Johnson, E.J., Krosch, A.R., Lisanby, S.H., Fehr, E., & Weber, E.U. (2010). Lateral prefrontal cortex and self-control in intertemporal choice. Nature Neuroscience, 13(5), 538-539. doi: 10.1038/nn.2516
- Weber, E. U., Johnson, E. J., Milch, K., Chang, H., Brodscholl, J., & Goldstein, D. (2007). Asymmetric Discounting in Intertemporal Choice: A Query-Theory Account. Psychological Science, 18(6): 516-523.
- Buchan, N. R., Croson, R. T. A., & Johnson, E. J. (2006). Trust and Reciprocity: An
International Experiment. Journal of Economics and Behavior in Organizations, 60 (3), 373-398
- Johnson, E. J. (2004). Rediscovering Risk. Journal of Public Policy and Marketing, 23(1), 2-6.
- Johnson, Eric J. and D. Goldstein. (2003).Do Defaults Save Lives? Science, 302, 1338-9.
Reprinted in The Construction of Preferences, S. Lichtenstein & P. Slovic (Eds.) Cambridge:
Cambridge University Press, 2006.
Adapted in: Do defaults make a difference? Marketing Insight, 5, 14-15, 2006.
- West, P., Ariely, D. Bellman, S. Bradlow, E. Huber, J. Johnson, E. Kahn, B. Little, J. Schkade,
D. “Agents to the Rescue?” Marketing Letters, 1999, 10, 285-301.
- Morwitz, V., Greenleaf, E., and Johnson, E.J., “Divide and Prosper: Why Firms Divide Prices Instead of Charging a Single Price,” Journal of Marketing Research, 1998, 35, 453-463.
- Winer, R., Deighton, J., Gupta, S., Johnson, E. J., Mellers, B., Morwitz, V., O’Guinn, T.,
Rangaswamy, A., and Sawyer, A., “Choice in Computer-Mediated Environments,” Marketing
Letters, 1997, 8, 287-296.
- Chapman, G. and Johnson, E. J. “Limits of Anchoring,” Journal of Behavioral Decision-Making,
1994, 7, 223-242.
- Johnson, E. J. & Russo, J. E. “Competitive Decision Making: Two and a Half Frames,” Marketing
Letters, 1994.
- Bettman, J. R., Johnson, E. J., Luce, M. F. & Payne, J. W. "Correlation, Conflict, and Choice,"
Journal of Experimental Psychology: Human Learning and Cognition. 1993, 19, 931-951.
- Hardie, B., Johnson, E. J. & Fader, P. "Reference Dependence, Loss Aversion, and Brand Choice," Marketing Science, 1993, 12, 378-394.
- Johnson, E. J., Hershey, J. , Meszaros, J. & Kunreuther, H. "Framing, Probability Distortions, and Insurance Decisions," Journal of Risk and Uncertainty, 1993, 7, 35-53.
Reprinted in Making Decisions about Liability and Insurance, Camerer, C. and Kunreuther, H.
(Eds.) Boston: Kluwer, 1993.
Reprinted in Choices, Values, and Frames, D. Kahneman & A. Tversky (Eds.) Cambridge:
Cambridge University Press, 2000.
- Payne, J. W., Johnson, E. J., Bettman, J. R. & Coupey, E., "Understanding Contingent Decision
Making: A Computer Simulation Approach," IEEE Transactions: Man, Systems and Cybernetics,
1990, 20, 296-309.
- Bettman, J., Johnson, E., & Payne, J. "A Componential Analysis of Cognitive Effort in Choice,"
Organizational Behavior and Human Decision Processes, 1990 45, 111-139.
- Russo, J. E., Johnson, E. J. & Stephens, D. L. "The Validity of Verbal Protocols," Memory and
Cognition, 1989, 17, 759-769.
- Schkade, D. A. & Johnson, E. J. "Cognitive Processes in Preference Reversals," Organizational
Behavior & Human Decision Processes, 1989, 44, 203-231. Reprinted in The Construction of Preferences, S. Lichtenstein & P. Slovic (Eds.) Cambridge:
Cambridge University Press, 2006.
- Johnson, E. J., Meyer, R. J. & Ghose, S. "When Choice Models Fail: Compensatory Representations in Negatively-Correlated Environments," Journal of Marketing Research, 1989,
26, 255-270. Nominated for the Willem F. O’Dell Award (1994) for the article published in
the journal in 1989 “that has made the most significant, long-term contribution to marketing
theory, methodology, and/or practice.”
- Payne, J. W., Bettman, J. R., & Johnson, E. J. "Adaptive Strategy Selection in Decision Making,"
Journal of Experimental Psychology: Learning, Memory and Cognition, 1988, 14, 534-552.
- Johnson, E. J. & Payne, J. W. "Effort and Accuracy in Choice," Management Science, 1985, 31,
395-414. Reprinted in Production System Models of Cognition, P. Langley and P. Young (Eds.),
Bradford Books: MIT Press, 1987.
- Johnson, E. J. & Tversky, A. "Representations of Perceptions of Risk," Journal of Experimental
Psychology: General, 1984, 113, 55-70.
- Johnson, E. J. & Tversky, A. "Affect, Generalization and the Perception of Risk," Journal of
Personality & Social Psychology, 1983, 45, 20-32.
2. Other articles
A. Articles in books/proceedings
- Weber, E., & Johnson, E. J. (2012). Psychology and Behavioral Economics Lessons for the Design of a Green
Growth Strategy (No. WPS6240). World Bank Policy Research Working Paper.
- Bellman, S., Johnson, E. J., Kobrin, S. J., & Lohse, G. L. (2004). International differences in
information privacy concern: Implications for the globalization of electronic commerce. In
Advances in Consumer Research, Vol. 31, pp. 362-363).
- Lohse, J. & Johnson, E. J. “A Comparison of Two Process Tracing Methods For Choice Tasks,”
Proceedings, 29th Hawaii International Conference on System Sciences, January 1996.
- Bettman J. R., Johnson, E. J., Payne J. W. “A perspective on using computers to monitor
information acquisition.” 1995, Advances in Consumer Research Vol. XXII, 49-51.
- Johnson, E. J. & Russo, J. E. "Product Familiarity and Learning New Information," in Kent
Monroe (Ed.), Advances in Consumer Research, Vol. VIII, Ann Arbor: Association for Consumer
Research, 1981, 151-155.
- Russo, J. E. & Johnson, E. J. "What do Consumers Know About Frequently Purchased
Products?" in Jerry C. Olson (Ed.), Advances in Consumer Research, Vol. VII, Ann Arbor:
Association for Consumer Research, 1980.
- Johnson, E. J. & Russo, J. E. "The Organization of Product Information in Memory Identified
by Recall Times," in H. Keith Hunt (Ed.), Advances in Consumer Research, Vol. V, Ann Arbor:
Association for Consumer Research, 1978, 79-86.
B. Invited Book Reviews
- Johnson, E. J. "From Pittsburgh to Goteborg: Tracing Decision Processes from a European
Perspective." A review of Henry Montgomery and Ola Svenson (Eds.) Process and Structure in
Human Decision Making, in Contemporary Psychology, 1991 36, 429-430.
- Johnson, E. J. “Tilt the Table Toward Good Choices.” A review of Richard Thaler and Cass
Sunstein, Nudge: Improving Decisions About Health, Wealth, and Happiness, in Science, 2008, 321,
203.
C. Chapters in books
- Kahneman, D., & Tversky, A. (Eds.). (2019). Choices, Values, and Frames. Cambridge University Press. https://doi.org/10.1017/cbo9780511803475
- Zaval, L., Li, Y., Johnson, E. J., & Weber, E. U. (2015). Complimentary Contributions of Fluid
and Crystallized Intelligence to Decision Making Across the Life Span. In Aging and Decision
Making: Empirical and Applied Perspectives (pp. 149–168). Elsevier Inc.
http://doi.org/10.1016/B978-0-12-417148-0.00008-X
- Johnson, E. J., & Ratcliff, R. (2014). Computational and Process Models of Decision Making in
Psychology and Behavioral Economics. In P. W. Glimcher & E. Fehr (Eds.), Neuroeconomics:
Decision Making and the Brain (pp. 35–47). Academic Press. doi:10.1016/B978-0-12-416008-
8.00003-6
- Willemsen, M. C., & Johnson, E. J. (2011). Visiting the Decision Factory: Observing Cognition
with MouselabWEB and Other Information Acquisition Methods. In M. SchulteMecklenbeck,
A. Küberger, & R. Raynard (Eds.), A Handbook of Process Tracing Methods for
Decision Research (pp. 21–42). New York.
- Weber, E. U & Johnson, E. J. (2009) Decisions under Uncertainty: Psychological, Economic and
Neuroeconomic Explanations of Risk Preference. In P. Glimcher, C. Camerer, E. Fehr and
R. Poldrack (Eds). Neuroeconomics: Decision-Making and the Brain. Academic Press, 127-
144.
- Johnson, E., Pham, M., & Johar, G. (2007) “Consumer Behavior and Marketing” in Social Psychology: Handbook of Basic Principles (2nd Edition).. E.T. Higgins & A.W. Kruglanski,
(Eds.) Guilford Press.
- Weber, E. U., & Johnson, E. J. (2006). Constructing Preferences From Memories. In S.
Lichtenstein & P. Slovic (Eds.), The Construction of Value. New York.
- Buchan, Nancy, Rachel Croson, Eric Johnson, and George Wu (2005). "Gain and Loss
Ultimatums" in John Morgan (ed.), Advances in Applied Microeconomics (Volume 13):
Experimental and Behavioral Economics, Amsterdam: Elsevier, 1-13
- Camerer, C. F., & Johnson, E. J. (2004). Thinking about Attention in Games: Backward and
Forward Induction. In I. Brocas & J. Carillo (Eds.), The Psychology of Economic Decisions
(Vol. 2): Oxford University Press.
Chapman, G. and Johnson, E. J. “Incorporating the Irrelevant: Anchors in Judgments of Belief
and Value,” in T. Gilovich, D. Griffin and D. Kahneman, (Eds.) Intuitive Judgment: Heuristics
and Biases, Cambridge University Press, 2002.
- Johnson, E.J. and Russo, J.E., “Co-evolution: Toward a Third Frame for Analyzing Competitive
Decision Making,” in G.S. Day and D. J. Reibstein (eds.),Wharton on Dynamic Competitive
Strategy, 1997, Wiley, 177-197.
- Payne, J. W. Bettman, J. R., Johnson, E. J. & Luce. M. F. "An Information Processing
Perspective on Choice" in J. R. Busemeyer, R. Hastie, D. L. Medin, (Eds.) Decision Making from
the Perspective of Cognitive Psychology, Academic Press, 1995, 137-176.
- Camerer, C., Johnson, E. J., Rymon, T. & Sen, S. "Cognition and Framing in Sequential
Bargaining for Gains and Losses," in K. Binmore, A. Karman & P. Tani (Eds.), Proceedings of
the International Conference on Game Theory, Cambridge MA: MIT Press, 1995.
- Johnson, E. J., Payne, J. W. & Bettman, J. W. "Adapting to Time Constraints," in J. Maule and
O. Svenson (Eds.) Time Pressure and Stress in Human Judgment and Decision Making, NY:
Plenum,1994.
- Payne, J. W., Bettman, J. R. & Johnson, E. J. "The Use of Multiple Strategies in Judgment and
Choice," in N. J. Castellan Jr., (Ed.), Current Issues in Individual and Group Decision Making,
Erlbaum, 1993.
- Camerer, C. & Johnson, Eric J., "The Process-Performance Paradox in Expert Judgment: How
Can Experts Know So Much and Predict So Badly?" in A. Ericsson & J. Smith (Eds.), Toward
a General Theory of Expertise: Prospects and Limits, Cambridge University Press, 1991.
Reprinted in Goldstein, W., and Hogarth, R.M., (Eds.) Research on Judgment and Decision Making,
Cambridge University Press, 1997.
- Bettman, J. R., Johnson, E. J. & Payne, J. W., "Consumer Decision Making," in H. Kassarjian, &
T. Robertson (Eds.), Handbook of Consumer Theory and Research, Prentice Hall, 1991.
- Payne, J. W., Bettman, J. R., & Johnson, E. J. "The Adaptive Decision-Maker: Effort and
Accuracy in Choice," in R. M. Hogarth (Ed.) Insights in Decision-Making—A Tribute to Hillel J.
Einhorn, The University of Chicago Press, 1990. Reprinted in Goldstein, W., and Hogarth, R.M., (Eds.) Research on Judgment and Decision-Making,
Cambridge University Press, 1997.
- Johnson, E. J. "Expertise and Decision Under Uncertainty: Process and Performance," in M.
Chi, R. Glaser & M. Farr (Eds.), The Nature of Expertise, Lawrence Erlbaum Associates, 1988.
- Johnson, E. J. & Payne, J. "The Decision to Commit a Crime: An Information Processing
Analysis," in R. Clarke & D. Cornish (Eds.), Criminal Decision Making, Springer-Verlag, 1986.
- Fischer, G. W. & Johnson, E. J. "Behavioral Decision Theory and Political Decision Making," in
R. Lau (Ed.), Political Cognition, Lawrence Erlbaum Associates, 1986.
- Valle, V. & Johnson, E. J. "Consumer Response to Product Quality," in I. Frieze, D. Bar-Tal,
and J. Carroll (Eds.), New Approaches to Social Problems: Applications of Attribution Theory, San
Francisco, Jossey-Bass 1979.
d. Articles under review - Zaval, Lisa, Li, Ye, and Johnson, Eric J. (2015). Affective Forecasting for Future Consumption
Improves across the Life Span. Revise and Resubmit, Journal of Consumer Research.
- Goldstein, D. G., Johnson, E. J., & Sharpe, W. F. Distribution Builder: A Tool for Measuring Preferences
for Investment Risk. Revise and resubmit. Marketing Science.
- Johnson, E. J., Gaechter, S., Westfall, J. & Hermann, A. Mediators of Loss Aversion. Under
Review, Journal of Consumer Psychology.
- Johnson, E. J., Hardie, B. G. S., Meyer, R., & Walsh, J. Observing Unobserved Heterogeneity Using
Process Data to Enhance Choice Models. Revise and resubmit, Journal of Consumer Research
- Gächter, S., Herrmann, A., & Johnson, E. J. Measuring individual-level loss aversion using simple
experiments. Under review, Management Science.
- Heitmann, M., Johnson, E. J., Herrmann, A. &. Goldstein D. G. Pricing Add-Ons as Totals: How
Changing Price Display can Influence Consumer Choice. Revise and resubmit, Journal of
Marketing.
e. Working Papers
- Adams, M. and Johnson, E. J. and Mitchell, D. “Your Preferences May be Hazardous to Your
Wealth: How False Consensus and Overconfidence Influence Judgments of Product Success.”
3. Books
- Payne, J. W., Bettman, J. R. & Johnson, E. J. The Adaptive Decision-Maker. Cambridge University
Press, 1993.
- Carroll, J. S. & Johnson, E. J. Decision Research: A Field Guild. Sage Publications, 1990.
4. Reports and other materials
a. Editorials
- Hershey, John & Johnson, Eric J. "How to Decide on Auto Insurance" op-ed piece, Philadelphia
Inquirer, July 1990.
- Johnson, Eric & Goldstein, Daniel G. “The Daily Defaults That Change Lives” op-ed column,
Financial Times (UK and North American Editions), August 29, 2006.
b. Letters to the Editor
- Johnson, E. J. & Goldstein, D. G. (2008). We Should Be Able to Reduce the Wait-List to
Death. The Wall Street Journal, December 24.
c. Business Press
- Goldstein, Daniel G., Johnson, E.J., Herrmann, A. and Heitmann, M. (2008). Nudge Your
Customers Toward Better Choices. Harvard Business Review, 86(12), 99-105. Reprinted in German as So lenken Sie Ihre Kunden. Harvard Business Manager, January 27.
d. Conference Papers
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