Below you will find my publications ranging from 1993 to present. Please feel free to reach out via email if you would like to discuss any aspect of my publications and general research.
The Ties That B(l)ind: How Social Connectedness Diminishes Individual Influence in Group Judgments
In organizations, judgments made by groups benefit from having the input of a wide range of perspectives, but in many cases, judgment outcomes do not reflect them equally. Research on social influence has long established that individual members who hold opinions that deviate from those of their other group members have less influence on a group’s judgments. However, to what extent is this relationship conditional on the presence of internal social ties among group members (or lack thereof)? With results from a lab experiment and a field experiment, we show that more social ties among group members weaken the influence of individual members with deviant opinions on the group’s judgment. In the lab experiment, we examine judgments of abstract art, comparing groups of subjects who are 1) strangers, 2) friends, and 3) strangers among whom we introduced affective social ties. In the field experiment, we analyze judgments of wines based on blind tastings, comparing groups of participants with different levels of social interconnectedness. Our work contributes to research on both group judgments and social networks, providing new insight into the role of social ties in shaping interpersonal influence in collective judgment outcomes.
Social Influence, Group Decision-Making, Social Networks, Field Experiment
Lay Theories of Networking Ability: Beliefs that Inhibit Engagement in Networking Abstract
Why so many people feel so ambivalent or conflicted about instrumental networking is a critical question for understanding who engages in networking. The present research provides the first empirical test and an extension of a novel theory, which argues that many people disengage from networking because they hold a “fixed theory” of networking ability— the belief that how well one networks is fixed or innate rather than learned through effort—which reinforces negative attitudes toward networking. To this end, we first develop a Lay Theory of Networking Ability scale (Pilot Studies) and show that this lay theory predicts people’s subjective engagement in networking above and beyond other important individual differences (Study 1) as well as behavioral engagement over a 6-week period (Study 2). Next, we examine causality and show that lay theories can be manipulated, with consequences for engagement in networking events as recalled (Study 3) and as experienced in live events (Study 4). Finally, we consider personal (versus social) power as an antecedent of lay theories (Study 5). By identifying implicit beliefs that can inhibit networking, the present research sheds new light on the motivational psychology of networking.
Mogilner, C., Shiv, B., & Iyengar, S.S. (2012) Eternal Quest for the Best: Sequential (vs. Simultaneous) Option Presentation Undermines Choice Commitment. Journal of Consumer Research, in press.
Bertini, M., Wathieu, L., & Iyengar, S.S. (2012) The Discriminating Consumer: Product Proliferation and Willingness to Pay for Quality. Journal of Marketing Research, 49, 39-49.
Chua, R. & Iyengar, S.S. (2011). Perceiving Freedom Givers: Effects of Granting Decision Latitude on Personality and Leadership Perceptions. Leadership Quarterly, 22 (5), 863-880.
Leotti, L.A, Iyengar, S.S., & Ochsner, K.N. (2010). Born to Choose: The Origins and Value of the Need for Control. Trends in Cognitive Science, 14 (10), 457-463.
Iyengar, S.S. & Kamenica, E. (2010). Choice Proliferation, Simplicity Seeking, and Asset Allocation. Journal of Public Economics, 94 (7-8), 530-539.
Levav, J., Heitmann, M., Herrmann, M. & Iyengar, S.S. (2010). Order in Product Customization Decisions: Evidence from Field Experiments. Journal of Political Economy, 118 (2), 274-299.
DeVoe, S. & Iyengar, S. (2010). Medium of Exchange Matters: What’s Fair for Goods is Unfair for Money. Psychological Science, 21 (2), 159-162.
Botti, S., Orfali, K., & Iyengar, S.S. (2009). Tragic Choices: Autonomy and Emotional Responses to Medical Decisions. Journal of Consumer Research, 36 (3), 337-352.
Mogilner, C., Rudnick, T., & Iyengar, S.S. (2008). The Mere Categorization Effect: How the Presence of Categories Increases Choosers’ Perceptions of Assortment Varieties and Outcome Satisfaction. Journal of Consumer Research, 35 (2), 202-215.
Fisman, R., Iyengar, S.S., Kamenica, E., & Simonson, I. (2008). Racial Preferences in Dating: Evidence from a Speed Dating Experiment. Review of Economic Studies, 75 (1), 117-132.
Chua, R. & Iyengar, S.S. (2008). Creativity as a Matter of Choice: Prior Experience and Task Instruction as Boundary Conditions for the Positive Effect of Choice on Creativity. Journal of Creative Behavior, 42 (3), 164-180.
Huberman, G., Iyengar, S.S., & Jiang, W. (2007). Defined Contribution Pension Plans: Determinants of Participation and Contribution Rates. Journal of Financial Services Research, 31 (1), 1-32.
Pöhlman, C., Carranza, E., Hannover, B., & Iyengar, S.S. (2007) Repercussions of Self-Construal for Self-Relevant and Other-Relevant Choice. Social Cognition, 25 (2), 284-305.
Botti, S. & Iyengar, S.S (2006). The Dark Side of Choice: When Choice Impairs Social Welfare. Journal of Public Policy and Marketing, 25 (1), 24-38.
Fisman, R., Iyengar, S.S., Kamenica, E., & Simonson, I. (2006). Gender Differences in Mate Selection: Evidence from a Speed Dating Experiment. Quarterly Journal of Economics, 121 (2), 673-697.
Iyengar, S.S., Wells, R.E., & Schwartz, B. (2006). Doing Better But Feeling Worse: Looking for the “Best” Job Undermines Satisfaction. Psychological Science, 17 (2), 143-150.
Reprinted in Lesko, W. (Ed.), Readings in Social Psychology: General, Classic, and Contemporary Selections (7th Edition,) Allyn & Bacon, (2008).
Chua, R. & Iyengar, S.S. (2006) Empowerment through Choice?: A Critical Analysis of the Effects of Choice in Organizations. In Staw, B. (Ed.), Research on Organizational Behavior, vol. 27 (41-79). USA: Elsevier.
Wells, R.E. & Iyengar, S.S. (2005). Positive Illusions of Preference Consistency: How Remaining Eluded by One’s Preferences Yields Greater Subjective Well-Being and Decision Outcomes. Organizational Behavior and Human Decision Processes, 98 (1), 66-87.
Lepper, M. R., Corpus, J. H., & Iyengar, S. S. (2005). Intrinsic and Extrinsic Motivational Orientations in the Classroom: Age Differences and Academic Correlates. Journal of Educational Psychology, 97 (2), 184-196.
Ames, D.R. & Iyengar, S.S. (2005). Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection. Journal of Experimental Social Psychology, 41 (3), 271-282.
Morris, M., Leung, K., & Iyengar, S.S. (2004). Person Perception in the Heat of Conflict: Negative Trait Attributions Affect Procedural Preferences and Account for Situational and Cultural Differences. Asian Journal of Social Psychology, 7 (2), 127-147.
Botti, S. & Iyengar, S.S. (2004). The Psychological Pleasure and Pain of Choosing: When People Prefer Choosing at the Cost of Subsequent Satisfaction. Journal of Personality and Social Psychology, 87 (3), 312-326.
DeVoe, S.E., & Iyengar, S.S. (2004). Managers’ Theories of Subordinates: A Cross-cultural Examination of Manager Perceptions of Motivation and Appraisal of Performance. Organizational Behavior and Human Decision Processes, 93 (1), 47-61.
Hernandez, M., & Iyengar, S.S. (2001). What Drives Whom? A Cultural Perspective On Human Agency. Social Cognition, 19 (3), 269-294.
Iyengar, S.S., & Lepper, M.R. (2000). When Choice Is Demotivating: Can One Desire Too Much of a Good Thing? Journal of Personality and Social Psychology 79, 995-1006.
Reprinted in Lichtenstein, S. & Slovic, P. (Eds.), The Construction of Preference. New York: Cambridge University Press, (2006).
Iyengar, S.S., & Lepper, M.R. (1999). Rethinking the Value of Choice: A Cultural Perspective on Intrinsic Motivation. Journal of Personality and Social Psychology, 76, 349-366.
Sethi, S., & Seligman, M.E.P. (1994). The Hope of Fundamentalists. Psychological Science, 5, 58.
Sethi, S., & Seligman, M.E.P. (1993). Optimism and Fundamentalism. Psychological Science, 4, 256-259.