Publications

Journal Articles

Lay Theories of Networking Ability: Beliefs that Inhibit Engagement in Networking

In Journal of Applied Psychology (forthcoming)
Coauthor(s): Claudius Hildebrand, Sheena Iyengar, Xi Zou
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The Discriminating Consumer: Product Proliferation and Willingness to Pay for Quality

In Journal of Marketing Research (2012) 
Coauthor(s): Marco Bertini, Luc Wathieu, Sheena Iyengar
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Eternal Quest for the Best: Sequential (vs. Simultaneous) Option Presentation Undermines Choice Commitment

In Journal of Consumer Research (2012) 
Coauthor(s): Cassie Mogilner, Baba Shiv, Sheena Iyengar
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Perceiving Freedom Givers: Effects of Granting Decision Latitude on Personality and Leadership Perceptions

In Leadership Quarterly (2011) 
Coauthor(s): Roy Chua, Sheena Iyengar
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Lead by Choice

In Leadership Excellence (2010) 
Coauthor(s): Sheena Iyengar
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Born to Choose: The Origins and Value of the Need for Control. Trends in Cognitive Science

In Trends in Cognitive Science (2010) 
Coauthor(s): Lauren Leotti, Sheena Iyengar, Kevin Ochsner
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Born to Choose: The Origins and Value of the Need for Control

In Trends in Cognitive Science (2010) 
Coauthor(s): Lauren Leotti, Sheena Iyengar, Kevin Ochsner
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Choice Proliferation, Simplicity Seeking, and Asset Allocation

In Journal of Public Economics (2010) 
Coauthor(s): Sheena Iyengar, Emir Kamenica
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Order in Product Customization Decisions: Evidence from Field Experiments

In Journal of Political Economy (2010) 
Coauthor(s): Mark Heitmann, Andreas Herrmann, Sheena Iyengar
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Medium of Exchange Matters: What’s Fair for Goods is Unfair for Money

In Psychological Science (2010) 
Coauthor(s): Sanford DeVoe, Sheena Iyengar
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Tragic Choices: Autonomy and Emotional Responses to Medical Decisions

In Journal of Consumer Research (2009) 
Coauthor(s): Simona Botti, Kristina Orfali, Sheena Iyengar
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The Mere Categorization Effect: How the Presence of Categories Increases Choosers’ Perceptions of Assortment Variety and Outcome Satisfaction

In Journal of Consumer Research (2008) 
Coauthor(s): Cassie Mogilner, Tamar Rudnick, Sheena Iyengar
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Creativity as a Matter of Choice: Prior Experience and Task Instruction as Boundary Conditions for the Positive Effect of Choice on Creativity

In Journal of Creative Behavior (2008) 
Coauthor(s): Yong Joo Roy Chua, Sheena Iyengar
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Racial Preferences in Dating: Evidence from a Speed Dating Experiment

In Review of Economic Studies (2008) 
Coauthor(s): Sheena Iyengar, Emir Kamenica, Itamar Simonson
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Defined Contribution Pension Plans: Determinants of Participation and Contribution Rates

In Journal of Financial Services Research (2007) 
Coauthor(s): Gur Huberman, Sheena Iyengar, Wei Jiang
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Repercussions of Self-Construal for Self-Relevant and Other-Relevant Choice

In Social Cognition (2007) 
Coauthor(s): Claudia Pohlmann, Erica Carranza, Bettina Hannover, Sheena Iyengar
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Gender Differences in Mate Selection: Evidence from a Speed Dating Experiment

In Quarterly Journal of Economics (2006) 
Coauthor(s): Sheena Iyengar, Emir Kamenica, Itamar Simonson
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Doing Better But Feeling Worse: Looking for the ‘Best’ Job Undermines Satisfaction

In Psychological Science (2006) 
Coauthor(s): Sheena Iyengar, Rachael E. Wells, Barry Schwartz
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Empowerment through Choice? A Critical Analysis of the Effects of Choice in Organizations

In Research in Organizational Behavior (2006) 
Coauthor(s): Roy Chua, Sheena Iyengar
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The Dark Side of Choice: When Choice Impairs Social Welfare

In Journal of Public Policy and Marketing (2006) 
Coauthor(s): Simona Botti, Sheena Iyengar
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Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection

In Journal of Experimental Social Psychology (2005) 
Coauthor(s): Daniel Ames, Sheena Iyengar
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Intrinsic and Extrinsic Motivational Orientations in the Classroom: Developmental Trends and Academic Correlates

In Journal of Educational Psychology (2005) 
Coauthor(s): Mark R. Lepper, Jennifer Henderlong Corpus, Sheena Iyengar
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Positive Illusions of Preference Consistency: When Remaining Eluded by One’s Preferences Yields Greater Subjective Well-Being and Decision Outcomes

In Organizational Behavior and Human Decision Processes(2005) 
Coauthor(s): Rachael E. Wells, Sheena Iyengar
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The Psychological Pleasure and Pain of Choosing: When People Prefer Choosing at the Cost of Subsequent Well-Being

In Journal of Personality and Social Psychology (2004) 
Coauthor(s): Simona Botti, Sheena Iyengar
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Interpreting the Other Person’s Behavior in the Heat of Conflict: Negative Trait Attributions Affect Dispute Resolution Procedure Preferences and Account for Situational and Cultural Differences

In Asian Journal of Social Psychology (2004) 
Coauthor(s): Sheena Iyengar
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Person Perception in the Heat of Conflict: Negative Trait Attributions Affect Procedural Preferences and Account for Situational and Cultural Differences

In Asian Journal of Social Psychology (2004) 
Coauthor(s): Michael Morris, Angela Ka-yee Leung, Sheena Iyengar
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Managers’ Theories of Subordinates: A Cross-Cultural Examination of Manager Perceptions of Motivation and Appraisal of Performance

In Organizational Behavior and Human Decision Processes (2004) 
Coauthor(s): Sanford DeVoe, Sheena Iyengar
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What Drives Whom? A Cultural Perspective on Human Agency

In Social Cognition (2001) 
Coauthor(s): Miriam Hernandez, Sheena Iyengar
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When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?

In Journal of Personality and Social Psychology (2000) 
Coauthor(s): Sheena Iyengar, Mark R. Lepper
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Rethinking the Value of Choice: A Cultural Perspective on Intrinsic Motivation

In Journal of Personality and Social Psychology (1999) 
Coauthor(s): Sheena Iyengar, Mark R. Lepper
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Gender Differences in Internal and External Focusing Among Adolescents

In Sex Roles (1997) 
Coauthor(s): Sheena Iyengar, S. Nolen-Hoeksema
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The Hope of Fundamentalists

In Psychological Science (1994) 
Coauthor(s): Sheena Iyengar, Martin Seligman
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Optimism and Fundamentalism

In Psychological Science (1993) 
Coauthor(s): Sheena Iyengar, Martin Seligman
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Web-Only Articles

Why the Soda Tax Makes Us Angry

In Slate.com (2010) 
Coauthor(s): Sheena Iyengar
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Assisted Suicide and ‘Free Choice’

In CNN Opinion (2010) 
Coauthor(s): Sheena Iyengar
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Working Papers

Diversity by Design: The Role of Contact and Homophily in Determining Persistent Friendships (2018)

Coauthor(s): Patrick Bergemann, Zachary Heinemann, Modupe Akinola, Sheena Iyengar, Adam Galinsky
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How Social Ties Bias Group Decisions: Results from Laboratory and Field Experiments on Abstract Art and Wine (2018)

Coauthor(s): Dan Wang, Jackson Lu, Sheena Iyengar
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Other-Perceived Sincerity Predicts Political Election Outcomes, Facebook Popularity, and Speed-Dating Success (2018)

Coauthor(s): Jackson Lu, Alexandra Suppes, Carl Horton, Sheena Iyengar
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The Authenticity Challenge: How a Value Affirmation Exercise Can Engender Authentic Leadership (2018)

Coauthor(s): Paul Ingram, Yoonjin Choi, Carl Horton, Sheena Iyengar
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The Ties That B(l)ind: How Social Connectedness Diminishes Individual Influence in Group Judgments (2016) 

Coauthor(s): Sheena Iyengar
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What can a looking glass reflect? Trait observability predicts what feedback is incorporated into self-knowledge (2011) 

Coauthor(s): Alexandra Suppes, Sheena Iyengar
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Reconsidering Choice in the Design of Work: The Persistent Influence of Ethnicity Within a Multinational Organization (2010)

Coauthor(s): Sheena Iyengar, Sanford DeVoe, Claudius Hildebrand
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So Many Choices, So Little Time: The Influence of Timeframe on Decision Confidence and Affect (2010)

Coauthor(s): Simona Botti, Sheena Iyengar
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Does More Choice Lead to More Flourishing?

In Human Flourishing in an Age of Gene Editing (2018) 
Coauthor(s): Sheena Iyengar, Tucker Kuman
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Can You Adapt to the Load? Cognitive and Affective Consequences of Information Load

In Handbook on Bounded Rationality (2017) 
Coauthor(s): E. Reutskaja, Sheena Iyengar, B. Fasolo, R. Misuraca
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The Full Information Assumption and the Choice Overload Effect

In Behavioral Economics and Economic Psychology (2011) 
Coauthor(s): Sheena Iyengar, Elena Reutskaja
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Allocating resources among group members: The medium of exchange matters

In Research on Managing Groups and Teams: Fairness and Groups, Volume 13 (2010) 
Coauthor(s): Sanford DeVoe, Sheena Iyengar
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How Much Choice Is Too Much? Determinants of Individual Contributions in 401K Retirement Plans

In Pension Design and Structure: New Lessons from Behavioral Finance (2004) 
Coauthor(s): Sheena Iyengar
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Rethinking the Value of Choice: Considering Cultural Mediators of Intrinsic Motivation

In Cross-Cultural Differences in Perspectives on the Self (2003) 
Coauthor(s): Sheena Iyengar, Sanford DeVoe
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Choice and Its Consequences: On the Costs and Benefits of Self-Determination

In Self and Motivation: Emerging Psychological Perspectives (2002) 
Coauthor(s): Sheena Iyengar, Mark R. Lepper
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Cultural Differences in Self and the Impact of Personal and Social Influences

In The Practice of Social Influence in Multiple Cultures (2001) 
Coauthor(s): Sheena Iyengar, Joel Brockner
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Independence from Whom? Interdependence with Whom? Cultural Perspectives on Ingroups Versus Outgroups

In Cultural Divides: Understanding and Overcoming Group Conflict (1999) 
Coauthor(s): Sheena Iyengar, Mark R. Lepper, Lee Ross
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Intrinsic and Extrinsic Motivation: A Developmental Perspective

In Developmental Psychopathology: Perspectives on Adjustment, Risk, and Disorder (1997) 
Coauthor(s): Mark R. Lepper, Sheena Iyengar, Dania Dialdin, Michael Drake
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Chapters

Nudge: Improving Decisions About Health, Wealth, and Happiness

In Journal of Pension Economics and Finance (2010) 
Coauthor(s): Sheena Iyengar
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Book Reviews

Overcoming Information Overload in the Workplace (2019)

Ideabanks: Networking for Choice (2019)

8 Leadership Lessons from Game of Thrones (2019)

Robot Empathy, Pop Music Bias, and Elevator Pitches (2018)

How Choice Failed Us (2016)

Is It Over Yet? (2016)

Where Have All the Leaders Gone? (2016)