Ayelet Gneezy | |
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| Born | August 25, 1966 Uganda, Africa |
| Nationality | Israeli |
| Institution | University of California, San Diego |
| Field | Consumer goods Services Non-profit |
| Alma mater | University of Chicago University of Teesside |
Ayelet Gneezy (born August 25, 1966) is an associate professor of marketing at the Rady School of Management, UC San Diego.
Gneezy obtained her MBA at the University of Teesside joint with The Hague University of Applied Sciences. She went on to manage the strategic planning department in DataPro Proximity (a subsidiary of BBDO) in Israel, before receiving her PhD in marketing at the University of Chicago Graduate School of Business in 2007. [1] [2]
Gneezy teaches marketing communications, social entrepreneurship and consumer behavior to MBA students at the University of California, San Diego.
Gneezy's research addresses various questions regarding consumer behavior, including social preferences, prosocial behavior, behavioral pricing, and factors influencing quality of life for individuals. She collaborates with both small and large firms and integrates field experiments in order to answer this questions.
In a 2010 study, [3] [4] Gneezy and coauthors worked with Disney Research to study a behavioral pricing approach called pay-what-you-want at an amusement park. In a large-scale field experiment, they sold people souvenir photos from a ride at the park under four conditions. In the first of these, the photos were priced at the regular $12.95; about 0.5% (1 in 200) of people bought a photo in this condition. In the second condition, the price stayed the same but consumers were told that half of the proceeds would go to charity, which resulted in about 0.57% of people buying the photos. [5] The third condition allowed people to pay what they want for the photos, which resulted in 16 times more sales, but at prices so low that they were unsustainable. In the final condition, Gneezy and her coauthors offered the consumers the option to pay what they want and told them half of the proceeds would go to charity. The results of the final condition were astonishing; the amusement park profited significantly from this condition, along with a considerable amount of money being raised for the charity. This demonstrated what Gneezy and her colleagues refer to as "shared social responsibility" – the idea that involving the consumer in the pricing of goods and the choice of contributions increases the benefit to both the consumers and the company. In a follow-up experiment, passengers on a boat ride were offered the chance to buy photos at a high price ($15), a low price ($5), or to choose their own price. Demand rose when the price was decreased, but fell again when passengers were allowed to choose their own price. [6]
The results of this study received widespread media attention [7] and have inspired many more studies and experiments. Gneezy and coauthors are credited for playing a major role as pioneers in pay-what-you-want research. They won the 2011 Society for Personality and Social Psychology Robert B. Cialdini Award for excellence in a published field study. [8] [9] This award includes a $2,400 cash prize. [9]
In more recent work she has investigated the distracting effect of smart phones [10] and tracked people's responses to three types of promises: broken ones, kept ones, and then ones that were fulfilled beyond expectations, finding that the small positive effect of overdelivering is far outweighed by the large negative effect of underdelivering. [11]
Gneezy lives with her husband Uri Gneezy, [12] and three children in San Diego, California.
Persuasion or persuasion arts is an umbrella term for influence. Persuasion can influence a person's beliefs, attitudes, intentions, motivations, or behaviours.
Managerial economics is a branch of economics involving the application of economic methods in the managerial decision-making process. Economics is the study of the production, distribution and consumption of goods and services. Managerial economics involves the use of economic theories and principles to make decisions regarding the allocation of scarce resources.
Social proof is a psychological and social phenomenon wherein people copy the actions of others in an attempt to undertake behavior in a given situation. The term was coined by Robert Cialdini in his 1984 book Influence: Science and Practice, and the concept is also known as informational social influence.
Thomas Dashiff Gilovich an American psychologist who is the Irene Blecker Rosenfeld Professor of Psychology at Cornell University. He has conducted research in social psychology, decision making, behavioral economics, and has written popular books on these subjects. Gilovich has collaborated with Daniel Kahneman, Richard Nisbett, Lee Ross and Amos Tversky. His articles in peer-reviewed journals on subjects such as cognitive biases have been widely cited. In addition, Gilovich has been quoted in the media on subjects ranging from the effect of purchases on happiness to perception of judgment in social situations. Gilovich is a fellow of the Committee for Skeptical Inquiry.
Behavioral sciences explore the cognitive processes within organisms and the behavioral interactions between organisms in the natural world. It involves the systematic analysis and investigation of human and animal behavior through naturalistic observation, controlled scientific experimentation and mathematical modeling. It attempts to accomplish legitimate, objective conclusions through rigorous formulations and observation. Examples of behavioral sciences include psychology, psychobiology, anthropology, economics, and cognitive science. Generally, behavioral science primarily has shown how human action often seeks to generalize about human behavior as it relates to society and its impact on society as a whole.
John August List is an American economist known for establishing field experiments as a tool in empirical economic analysis. He works at the University of Chicago, where he serves as Kenneth C. Griffin Distinguished Service Professor; from 2012 until 2018, he served as Chairman of the Department of Economics. Since 2016, he has served as Visiting Robert F. Hartsook Chair in Fundraising at Indiana University Lilly Family School of Philanthropy. List is noted for his pioneering contributions to field experiments in economics, with Nobel prize winning economist George Akerlof and noted law professor Cass Sunstein writing that "List has done more than anyone else to advance the methods and practice of field experiments." Nobel prize winning economist Gary Becker quipped that "John List's work in field experiments is revolutionary."
The Rady School of Management is the graduate business school of the University of California, San Diego, United States. It was established in 2001. It offers full-time and part-time Master of Business Administration (MBA) programs, a full-time Master of Finance degree, a full-time and part-time Master of Science in Business Analytics degree and a full-time Master of Professional Accountancy degree. In addition, the Rady School has a Ph.D. program, offers non-degree executive development programs, and undergraduate courses including minors in business, accounting, supply chain and entrepreneurship & innovation. The Rady School of Management is the second-youngest professional school at UC San Diego.
Motivation crowding theory is the theory from psychology and microeconomics suggesting that providing extrinsic incentives for certain kinds of behavior—such as promising monetary rewards for accomplishing some task—can sometimes undermine intrinsic motivation for performing that behavior. The result of lowered motivation, in contrast with the predictions of neoclassical economics, can be an overall decrease in the total performance.
The door-in-the-face technique is a compliance method commonly studied in social psychology. The persuader attempts to convince the respondent to comply by making a large request that the respondent will most likely turn down, much like a metaphorical slamming of a door in the persuader's face. The respondent is then more likely to agree to a second, more reasonable request, than if that same request is made in isolation. The DITF technique can be contrasted with the foot-in-the-door (FITD) technique, in which a persuader begins with a small request and gradually increases the demands of each request. Both the FITD and DITF techniques increase the likelihood a respondent will agree to the second request.
Counterproductive norms are group norms that prevent a group, organization, or other collective entities from performing or accomplishing its originally stated function by working oppositely to how they were initially intended. Group norms are typically enforced to facilitate group survival, to make group member behaviour predictable, to help avoid embarrassing interpersonal interactions, or to clarify distinctive aspects of the group’s identity. Counterproductive norms exist despite the fact that they cause opposite outcomes of the intended prosocial functions.
Prosocial behavior, or intent to benefit others, is a social behavior that "benefit[s] other people or society as a whole", "such as helping, sharing, donating, co-operating, and volunteering". Obeying the rules and conforming to socially accepted behaviors are also regarded as prosocial behaviors. These actions may be motivated by empathy and by concern about the welfare and rights of others, as well as for egoistic or practical concerns, such as one's social status or reputation, hope for direct or indirect reciprocity, or adherence to one's perceived system of fairness. It may also be motivated by altruism, though the existence of pure altruism is somewhat disputed, and some have argued that this falls into philosophical rather than psychological realm of debate. Evidence suggests that pro sociality is central to the well-being of social groups across a range of scales, including schools. Prosocial behavior in the classroom can have a significant impact on a student's motivation for learning and contributions to the classroom and larger community. In the workplace, prosocial behaviour can have a significant impact on team psychological safety, as well as positive indirect effects on employee's helping behaviors and task performance. Empathy is a strong motive in eliciting prosocial behavior, and has deep evolutionary roots.
Helping behavior refers to voluntary actions intended to help the others, with reward regarded or disregarded. It is a type of prosocial behavior.
Pay what you want is a pricing strategy where buyers pay their desired amount for a given commodity. This amount can sometimes include zero. A minimum (floor) price may be set, and/or a suggested price may be indicated as guidance for the buyer. The buyer can select an amount higher or lower than the standard price for the commodity. Many common PWYW models set the price prior to a purchase, but some defer price-setting until after the experience of consumption. PWYW is a buyer-centered form of participatory pricing, also referred to as co-pricing.
Social preferences describe the human tendency to not only care about one's own material payoff, but also the reference group's payoff or/and the intention that leads to the payoff. Social preferences are studied extensively in behavioral and experimental economics and social psychology. Types of social preferences include altruism, fairness, reciprocity, and inequity aversion. The field of economics originally assumed that humans were rational economic actors, and as it became apparent that this was not the case, the field began to change. The research of social preferences in economics started with lab experiments in 1980, where experimental economists found subjects' behavior deviated systematically from self-interest behavior in economic games such as ultimatum game and dictator game. These experimental findings then inspired various new economic models to characterize agent's altruism, fairness and reciprocity concern between 1990 and 2010. More recently, there are growing amounts of field experiments that study the shaping of social preference and its applications throughout society.
Uri Hezkia Gneezy is the Epstein/Atkinson Endowed Chair in Behavioral Economics and Professor of Economics & Strategy at the University of California, San Diego's Rady School of Management.
Gary Charness is Professor of Economics and the Director of the Experimental and Behavioral Economics Laboratory in the Department of Economics at the University of California, Santa Barbara. Charness is an economist and social scientist, specializing in experimental and behavioral work; he is currently ranked 3rd in the world by RePEc in the field of experimental economics and has published nearly 80 academic articles. Charness is a contributor to several areas of economic research, including social preferences, identity and group membership, communication and beliefs, behavioral interventions, group decision-making, social networks, gender, and individual decision-making. A centerpiece of his research has been to effect beneficial social outcomes in difficult economic environments. Charness's work has been discussed and published in The New York Times and Science, as well as in other media. Charness is married and has three children.
Elizabeth (Betsy) Levy Paluck is a professor in the department of psychology and the Princeton School of Public and International Affairs at Princeton University, where she also serves as deputy director of the Center for Behavioral Science & Policy. She is known for her work on prejudice, social norms and conflict reduction. She is best known for creating large-scale field experiments utilizing theoretical social psychology strategies and tools to formulate effective and practical methods for reducing conflict and discrimination. Due to her extensive work investigating the influences of the Rwandan genocide and her work with high school bullying, Paluck is considered a leading authority on field-tested methods of changing intolerant and aggressive social behavior.
Moral emotions are a variety of social emotion that are involved in forming and communicating moral judgments and decisions, and in motivating behavioral responses to one's own and others' moral behavior.
The gift-exchange game is a game that was introduced by George Akerlof and Janet Yellen to model labor relations. The simplest form of the game involves two players – an employee and an employer. The employer first decides whether to award a higher salary to the employee. The employee then decides whether they will work harder or not due to the salary change. Like trust games, gift-exchange games are used to study reciprocity for human subject research in social psychology and economics. If the employer pays extra salary and the employee puts extra effort, then both players are better off than otherwise. The relationship between an investor and an investee has been investigated as the same type of a game.
The pain of paying is a concept from Behavioral Economics and Behavioral Science, coined in 1996 by Ofer Zellermayer, whilst writing his PhD dissertation at the University of Carnegie Mellon, under supervision of George Loewenstein. The term refers to the negative emotions experienced during the process of paying for a good or service. In other words, to make this simpler to understand, the more a purchase hurts, the less people are willing to make this purchase. During the payment process, the handing over of money is akin to losing money. As most people are loss averse, this is experienced as a negative feeling, and as such can also be used to avoid or reduce spending. The pain of paying has been tested in several contexts, and has been found to differ per payment method. The pain of paying is often heralded as a tool to curb individuals' spending.
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