Publications‎ > ‎

Eric J. Johnson

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.
  • 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.
  • 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
  • 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. 7862.0001152 

  • Ubell, P., Comerford, D., & Johnson, Eric J. (2015). 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. 

  • 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
  • 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
  • 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 RiskJournal of Public Policy and Marketing23(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. 
  • 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. 
  • 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. & 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.

  • 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. 
  • 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