Ниже приводится перечень материалов, на которых основано содержание глав этой книги, а также список источников, рекомендуемых для дальнейшего изучения описанных в книге вопросов.
Вступление
Уроки промедления и побочные медицинские эффекты
Дополнительные источники:
George Akerlof, «Procrastination and Obedience», American Economic Review (1991) .
Dan Ariely and KlausWertenbroch, «Procrastination, Deadlines and Performance: Self-control by Precommitment», Psychological Science (2002).
Stephen Hoch and George Loewenstein, «Time-Inconsistent Preferences and Consumer Self-Control», Journal of Consumer Research (1991).
David Laibson, «Golden Eggs and Hyperbolic Discounting», Quarterly Journal of Economics (1997).
George Loewenstein, «Out of Control: Visceral Influences on Behavior», Organizational Behavior and Human Decision Processes (1996).
Ted O’Donoghue and Matthew Rabin, «Doing It Now or Later», America Economic Review (1999).
Thomas Schelling, «Self-Command: A New Discipline», Choice Over Time [Editors: John Elster and George Lowenstein], New York: Russell Sage Foundation (1992).
Часть 1
Неожиданные способы, которыми мы отвергаем логику на работе
Глава 1
Платить больше за меньшее: почему бессильны большие бонусы
Библиография:
Dan Ariely, Uri Gneezy, George Loewenstein and Nina Mazar, «Large Stakes and Big Mistakes», The Review of Economic Studies (2009).
Mihaly Csikszentmihalyi, «Flow: The Psychology of Optimal Experience», New York: Harper and Row (1990).
Daniel Kahneman and Amos Tversky, «Prospect Theory: An Analysis of Decision under Risk», Econometrica (1979).
Robert Yerkes and John Dodson, «The Relation of Strength of Stimulus to Rapidity of Habit-Formation», Journal of Comparative Neurology and Psychology (1908).
Robert Zajonc, «Social Facilitation», Science (1965).
Robert Zajonc, Alexander Heingartner and Edward Herman, «Social Enhancement and Impairment of Performance in the Cockroach», Journal of Personality and Social Psychology (1969).
Racheli Barkan, Yosef Solomonov, Michael Bar-Eli and Dan Ariely, «Clutch Players at the NBA», manuscript Duke University (2010).
Дополнительные источники:
Robert Ashton, «Pressure and Performance in Accounting Decision Setting: Paradoxical Effects of Incentives, Feedback and Justification», Journal of Accounting Research (1990).
John Baker, «Fluctuation in Executive Compensation of Selected Companies», The Review of Economics and Statistics (1938).
Roy Baumeister, «Choking Under Pressure: Self-Consciousness and Paradoxical Effects of Incentives on Skillful Performance», Journal of Personality and Social Psychology (1984).
Roy Baumeister and Carolin Showers, «А Review of Paradoxical Performance Effects: Choking under Pressure in Sports and Mental Tests», European Journal of Social Psychology (1986).
Ellen Langer and Lois Imber, «When Practice Makes Imperfect: The Debilitating Effects of Overlearning», Journal of Personality and Social Psychology (1979).
Chu-Min Liao and Richard Masters, «Self-Focused Attention and Performance Failure Under Psychological Stress», Journal of Sport and Exercise Psychology (2002).
Dean Mobbs, Demis Hassabis, Ben Seymour, Jennifer Marchant, Nikolaus-Weiskopf, Raymond Dolan and Christopher Frith, «Choking on the Money: Reward-Based Performance Decrements Are AssociatedWith Midbrain Activity», Psychological Science (2009).
Kenneth McGraw, «The Detrimental Effects of Reward on Performance: A Literature Review and a Prediction Model», The Hidden Costs of Reward: New Perspectives of Human Behaviour [Editors: Mark Lepper and David Greeene], New York: Erlbaum (1978).
Глава 2
Смысл труда: как конструктор Lego может научить получать радость от работы
Библиография:
Dan Ariely, Emir Kamenica and Drazen Prelec, «Mans Search for Meaning: The Case of Legos», Journal of Economic Behavior and Organization (2008).
Glen Jensen, «Preference for Bar Pressing over Freeloading as a Function of the Number of Unrewarded Presses», Journal of Experimental Psychology (1963).
Glen Jensen, Calvin Leung and David Hess, «‘Freeloading’ in the Skinner Box Contrasted with Freeloading in the Runway», Psychological Reports (1970).
George Loewenstein, «Because it is There: The Challenge of Mountaineering .. for Utility Theory», Kyklos (1999).
Дополнительные источники:
George Akerlof and Rachel Kranton, «Economics and Identity», Quarterly Journal of Economics (2000).
David Blustein, «The Role of Work in Psychological Health and Well-Being: A Conceptual, Historical and Public Policy Perspective», American Psychologist (2008).
Armin Falk and Michael Kosfeld, «The Hidden Costs of Control», American Economic Review (2006).
I.R. Inglis, Bjorn Forkman and John Lazarus, «Free Food or Earned Food? A Review and Fuzzy Model of Contra Freeloading» Animal Behaviour (1997).
Ellen Langer, «The Illusion of Control», Journal of Personality and Social Psy chology (1975).
Anne Preston, «The Nonprofit Worker in a For-Profit World», Journal of Labor Economics (1989).
Глава 3
Эффект IKEA: почему мы склонны переоценивать то, что делаем
Библиография:
Gary Becker, Morris Н. DeGroot and Jacob Marschak, «An Experimental Study of Some Stochastic Models for Wagers», Behavioral Science (1963).
Leon Festinger, «А Theory of Cognitive Dissonance», Stanford, CA: Stanford University Press (1957).
Nikolaus Franke, Martin Schreier and Ulrike Kaiser, «The T Designed It Myself Effect in Mass Customization», Management Science (2009).
Michael Norton, Daniel Mochon and Dan Ariely, «The IKEA Effect: When La bor Leads to Love», manuscript Harvard University (2010).
Дополнительные источники:
Hal Arkes and Catherine Blumer, «The Psychology of Sunk Cost», Organiza tional Behavior and Human Decision Processes (1985).
Neeli Bendapudi and Robert P. Leone, «Psychological Implications of Costumer Participation in Co-Production», Journal of Marketing (2003).
Ziv Carmon and Dan Ariely, «Focusing on the Forgone: How Value Can Ap pear So Different to Buyers and Sellers», Journal of Consumer Research (2000).
Daniel Kahneman, Jack Knetsch and Richard Thaler, «Experimental Tests of the Endowment Effect and the Coase Theorem», Journal of Political Economy (1990).
Daniel Kahneman, Jack Knetsch and Richard Thaler, «Anomalies: The Endowment Effect, Loss Aversion and Status Quo Bias», Journal of Economic Perspectives (1991).
Jack Knetsch, «The Endowment Effect and Evidence of Non reversible Indifference Curves», American Economic Review (1989).
Justin Kruger, Derrick Wirtz, Leaf Van Boven and T. William Altermatt, «The Effort Heuristic», Journal of Experimental Social Psychology (2004).
Ellen Langer, «The Illusion of Control», Journal of Personality and Social Psychology (1975).
Carey Morewedge, Lisa Shu, Daniel Gilbert and Timothy Wilson, «Bad Riddance or Good Rubbish? Ownership and Not Loss Aversion Causes the Endowment Effect», Journal of Experimental Social Psychology (2009).
Глава 4
Предубеждение против чужих идей: чем «мои» лучше «твоих»
Библиография:
Stephen Spiller, Rachel Barkan and Dan Ariely, «Not-Invented-By-Me: Idea Ownership Leads to Higher Perceived Value», manuscript Duke University (2010).
Zachary Shore, «Blunder: Why Smart People Make Bad Decisions», Bloomsbury, USA (2008).
Дополнительные источники:
Ralph Katz and Thomas Allen, «Investigating the Not Invented Here (NIH) Syndrome: A Look at the Performance, Tenure and Communication Patterns of 50 R&D Project Groups», R&D Management (1982).
Jozef Nuttin Jr., «Affective Consequences of Mere Ownership: The Name Letter Effect in Twelve European Languages», European Journal of Social Psychology (2006).
Jon Pierce, Tatiana Kostova and Kurt Dirks, «The State of Psychological Ownership: Integrating and Extending a Century of Research», Review of General Psychology (2003).
Jesse Preston and Daniel Wegner, «The Eureka Error: Inadvertent Plagiarism by Misattributions of Effort», Journal of Personality and Social Psychology (2007).
Michal Strahilevitz and George Loewenstein, «The Effect of Ownership History on the Valuation of Objects», Journal of Consumer Research (1998).
Глава 5
Поговорим о мести: что заставляет нас искать справедливости?
Библиография:
Dan Ariely, «Customers’ Revenge 2.0», Harvard Business Review (2007).
Ayelet Gneezy and Dan Ariely, «Don’t Get Mad, Get Even: On Consumers’ Revenge», manuscript Duke University (2010).
Keith Jensen, Josep Call and Michael Tomasello, «Chimpanzees are Vengeful but not Spiteful», Proceedings of the National Academy of Sciences (2007).
Kathleen Mazor, George Reed, Robert Yood, Melissa Fischer, Joann Baril and Jerry Gurwitz, «Disclosure of Medical Errors: What Factors Influence How Patients Respond?», Journal of General Medicine (2006).
Dominique de Quervain, Urs Fischbacher, Valerie Treyer, Melanie Schellhammer, Ulrich Schnyder, Alfred Buck and Ernst Fehr, «The Neural Basis of Altruistic Punishment», Science (2004).
Albert Wu, I-Chan Huang, Samantha Stokes and Peter Pronovost, «Disclosing Medical Errors to Patients: Its Not What You Say, its What They Hear», Journal of General Internal Medicine (2009).
Дополнительные источники:
Robert Bies and Thomas Tripp, «Beyond Distrust: ‘Getting Even’ and the Need for Revenge», Trust in Organizations: Frontiers in Theory and Research [Editors: Roderick Kramer and Tom Tyler], Thousand Oaks, CA: Sage Publications (1996).
Ernst Fehr and Colin F. Camerer, «Social Neuroeconomics: The Neural Circuitry of Social Preferences», TRENDS in Cognitive Sciences (2007).
Marian Friestad and Peter Wright, «The Persuasion Knowledge Model: How People Cope with Persuasion Attempts», Journal of Consumer Research (1994).
Alan Krueger and Alexandre Mas, «Strikes, Scabs and Tread Separations: Labor Strife and the Production of Defective Bridgestone/Firestone Tires», Journal of Political Economy (2004).
Ken-ichi Ohbuchi, Masuyo Kameda and Nariyuki Agarie, «Apology as Aggression Control: Its Role in Mediating Appraisal and Response to Harm», Journal of Personality and Social Psychology (1989).
Seiji Takaku, «The Effects of Apology and Perspective Taking on Interpersonal Forgiveness: A Dissonance-Attribution Model of Interpersonal Forgiveness», Journal of Social Psychology (2001).
Часть 2
Неожиданные способы, которыми мы отвергаем логику дома
Глава 6
Адаптация: почему мы привыкаем к вещам, но не ко всем и не всегда
Библиография:
Henry Beecher, «Pain in Men Wounded in Battle», Annals of Surgery (1946).
Philip Brickman, Daniel Coates and Ronnie Janoff-Bulman, «Lottery Winners and Accident Victims: Is Happiness Relative?», Journal of Personality and Social Psychology (1978).
Andrew Clark, «Are Wages Habit-Forming? Evidence from Micro Data», Journal of Economic Behavior & Organization (1999).
Reuven Dar, Dan Ariely and Hanan Frenk, «The Effect of Past-Injury on Pain Threshold and Tolerance», Pain (1995).
Paul Eastwick, Eli Finkel, Tamar Krishnamurti and George Loewenstein, «Mispredicting Distress Following Romantic Breakup: Revealing the Time Course of the Affective Forecasting Error», Journal of Experimental Social Psychology (2008).
Leif Nelson and Tom Meyvis, «Interrupted Consumption: Adaptation and the Disruption of Hedonic Experience», Journal of Marketing Research (2008).
Leif Nelson, Tom Meyvis and Jeff Galak, «Enhancing the Television-Viewing Experience through Commercial Interruptions», Journal of Consumer Research (2009).
Tibor Scitovsky, «The Joyless Economy: The Psychology of Human Satisfaction», Oxford University Press, USA (1976).
David Schkade and Daniel Kahneman, «Does Living in California Make People Happy? A Focusing Illusion in Judgments of Life Satisfaction», Psychological Science (1998).
Дополнительные источники:
Dan Ariely, «Combining Experiences Over Time: The Effects of Duration, Intensity Changes and On-Line Measurements on Retrospective Pain Evaluations», Journal of Behavioral Decision Making (1998).
Dan Ariely and Ziv Carmon, «Gestalt Characteristics of Experiences: The Defining Features of Summarized Events», Journal of Behavioral Decision Making (2000).
Dan Ariely and Gal Zauberman, «Differential Partitioning of Extended Experiences», Organizational Behavior and Human Decision Processes (2003).
Shane Frederick and George Loewenstein, «Hedonic Adaptation», Well-Being: The Foundations of Hedonic Psychology [Daniel Kahneman, Ed Diener and Nor-bert Schwarz], New York: Russell Sage Foundation (1999).
Bruno Frey, «Happiness: A Revolution in Economics», MIT Press, Cambridge, MA and London, UK (2008).
Dan Gilbert, «Stumbling on Happiness», Knopf (2006).
Jonathan Levav, «The Mind and the Body: Subjective Well-Being in an Objective World», Do Emotions Help or Hurt Decision Making? [Editors: Kathleen Vohs, Roy Baumeister and George Loewenstein], New York: Russell Sage (2007).
Sonja Lyubomirsky, «Hedonic Adaptation to Positive and Negative Experiences», [Editor: Susan Folkman] Oxford Handbook of Stress, Health and Coping. New York: Oxford University Press (2010).
Sonja Lyubomirsky, «The How of Happiness: A Scientific Approach to Getting the Life You Want», Penguin Press (2007).
Sonja Lyubomirsky, Kennon Sheldon and David Schkade, «Pursuing Happiness: The Architecture of Sustainable Change», Review of General Psychology (2005).
Глава 7
Hot or Not: адаптация, ассортативное скрещивание и рынок красоты
Библиография:
Leonard Lee, George Lowenstein, James Hong, Jim Young and Dan Ariely, «If Tm Not Hot, Are You Hot or Not? Physical-Attractiveness Evaluations and Dating Preferences as a Function of One’s Own Attractiveness», Psychological Science (2008).
Дополнительные источники:
Ed Diener, BrianWolsic and Frank Fujita, «Physical Attractiveness and Subjective Well-Being», Journal of Personality and Social Psychology (1995).
Paul Eastwick and Eli Finkel, «Speed-Dating As a Methodological Innovation», The Psychologist (2008).
Paul Eastwick, Eli Finkel, Daniel Mochon and Dan Ariely, «Selective vs. Unselective Romantic Desire: Not All Reciprocity is Created Equal», Psychological Science (2007).
Elizabeth Epstein and Ruth Guttman, «Mate Selection in Man: Evidence, Theory and Outcome», Social Biology (1984).
Raymond Fisman, Sheena Iyengar, Emir Kamenica and Itamar Simonson, «Gender Differences in Mate Selection: Evidence from a Speed Dating Experiment», Quarterly Journal of Economics (2006).
Guenter Hitsch, Ali Horta^su and Dan Ariely, «What Makes You Click? — Mate Preferences in Online Dating», manuscript University of Chicago (2010).
Глава 8
Когда рынок терпит поражение: пример онлайновых свиданий
Библиография:
Jeana Frost, Zoe Chance, Michael Norton and Dan Ariely, «People are Experience Goods: Improving Online Dating with Virtual Dates», Journal of Interactive Marketing (2008).
Fernanda Viegas and Judith Donath, «Chat Circles», Paper presented at Human Factors in Computing Systems (1999).
Дополнительные источники:
Steven Bellman, Eric Johnson, Gerald Lohse and Naomi Mandel, «Designing Marketplaces of the Artificial with Consumers in Mind: Four Approaches to Understanding Consumer Behavior in Electronic Environments», Journal of Interactive Marketing (2006).
Rebecca Hamilton and Debora Thompson, «Is There a Substitute for Direct Experience? Comparing Consumers’ Preferences after Direct and Indirect Product Experiences», Journal of Consumer Research (2007).
John Lynch and Dan Ariely, «Wine Online: Search Costs Affect Competition on Price, Quality and Distribution», Marketing Science (2000).
Michael Norton, Joan DiMicco, Ron Caneel and Dan Ariely, «Anti-Group Ware and Second Messenger», ВТ Technology Journal (2004).
Глава 9
Сопереживание и эмоции: почему мы помогаем одному и не помогаем многим
Библиография:
Deborah Small and George Loewenstein, «Helping a Victim or Helping the Victim: Altruism and Identifiability», Journal of Risk and Uncertainty (2003).
Deborah Small and George Loewenstein, «The Devil You Know: The Effects of Identifiability on Punishment», Journal of Behavioral Decision Making (2005).
Deborah Small, George Loewenstein and Paul Slovic, «Sympathy and Callousness: The Impact of Deliberative Thought on Donations to Identifiable and Statistical Victims», Organizational Behavior and Human Decision Processes (2007).
Peter Singer, «Famine, Affluence and Morality», Philosophy and Public Affairs (1972).
Peter Singer, «The Life You Can Save», Random House (2009).
Paul Slovic, «‘If I Look at the Mass I Will Never Act’: Psychic Numbing and Genocide», Judgment and Decision Making (2007).
Paul Slovic, «Can International Law Stop Genocide When Our Moral Institutions Fail Us?», manuscript Decision Research (2010).
Дополнительные источники:
Elizabeth Dunn, Lara Aknin and Michael Norton, «Spending Money on Others Promotes Happiness», Science (2008).
Keith Epstein, «Crisis Mentality: Why Sudden Emergencies Attract More Funds Than Do Chronic Conditions and How Nonprofits Can Change That», Stanford Social Innovation Review (2006).
David Fetherstonhaugh, Paul Slovic, Stephen Johnson and James Friedrich, «Insensitivity to the Value of Human Life: A Study of Psychophysical Numbing», Journal of Risk and Uncertainty (1997).
Karen Jenni and George Loewenstein, «Explaining the ‘Identifiable Victim Effect», Journal of Risk and Uncertainty (1997).
Thomas Schelling, «The Life You Save May Be Your Own» in Samuel Chase (Ed.), Problems in Public Expenditure Analysis,Washington DC: The Brookings Institute (1968).
Deborah Small and Uri Simonsohn, «Friends of Victims: Personal Experience and Prosocial Behavior», Journal of Consumer Research (Special Issue on Transformative Consumer Research) (2008).
Глава 10
Долгосрочные эффекты краткосрочных эмоций: почему не стоит ничего делать в плохом настроении
Библиография:
Eduardo Andrade and Dan Ariely, «The Enduring Impact of Transient Emotions on Decision Making», Organizational Behavior and Human Decision Processes (2009).
Дополнительные источники:
Eduardo Andrade and Teck-Hua Ho, «Gaming Emotions in Social Interactions», Journal of Consumer Research (2009).
Dan Ariely, Anat Bracha and Stephan Meier, «Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially», American Economic Review (2009).
Roland Benabou and Jean Tirole, «Incentives and Prosocial Behavior», American Economic Review (2006).
Ronit Bodner and Drazen Prelec, «Self-Signaling and Diagnostic Utility in Everyday Decision Making», Psychology of Economic Decisions, Volume I [Isabelle Brocas and Juan Carrillo], Oxford University Press (2003).
Jennifer Lerner, Deborah Small and George Loewenstein, «Heart Strings and Purse Strings: Carryover Effects of Emotions on Economic Decisions», Psychological Science (2004).
Gloria Manucia, Donald Baumann and Robert Cialdini, «Mood Influences on Helping: Direct Effects or Side Effects?», Journal of Personality and Social Psychology (1984).
Drazen Prelec and Ronit Bodner. «Self-Signaling and Self-Control», Time and Decision: Economic and Psychological Perspectives on Intertemporal Choice, [George Loewenstein, Daniel Read 8c Roy Baumeister], New York: Russell Sage Press (2003).
Norbert Schwarz and Gerald Clore, «Mood, Misattribution and Judgments of Well-Being: Informative and Directive Functions of Affective States», Journal of Personality and Social Psychology (1983).
Norbert Schwarz and Gerald Clore, «Feelings and Phenomenal Experiences», Social Psychology: Handbook of Basic Principles [Tory Higgins and Arie Kruglan-sky], New York: Guilford (1996).
Uri Simonsohn, «Weather to Go to College», The Economic Journal (2009).
Глава 11
Уроки нашей иррациональности: зачем нужен тест
Дополнительные источники:
Colin Camerer and Robin Hogarth, «The Effects of Financial Incentives in Experiments: A Review and Capital-Labor-Production Framework», Journal of Risk and Uncertainty (1999).
Robert Slonim and Alvin Roth, «Learning in High Stakes Ultimatum Games: An Experiment in the Slovak Republic», Econometrica (1998).
Richard Thaler, «Toward a Positive Theory of Consumer Choice», Journal of Economic Behavior and Organization (1980)