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What explains variability in norms of cooperation across organizations and cultures? One answer comes from the tendency of individuals to internalize typically successful behaviors as norms. Different institutional structures can cause different behavioral norms to be internalized. These norms are then carried over into atypical situations beyond the reach of the institution. Here, we experimentally demonstrate such spillovers. First, we immerse subjects in environments that do or do not support cooperation using repeated prisoner’s dilemmas. Afterwards, we measure their intrinsic prosociality in one-shot games. Subjects from environments that support cooperation are more prosocial, more likely to punish selfishness, and more trusting in general. Furthermore, these effects are most pronounced among subjects who use heuristics, suggesting that intuitive processes play a key role in the spillovers we observe. Our findings help to explain variation in one-shot anonymous cooperation, linking this intrinsically motivated prosociality to the externally imposed institutional rules experienced in other settings. Data, as supplemental material, are available at http://dx.doi.org/10.1287/mnsc.2015.2168 . This paper was accepted by Uri Gneezy, behavioral economics.

Recommender systems are becoming a salient part of many e-commerce websites. Much research has focused on advancing recommendation technologies to improve accuracy of predictions, although behavioral aspects of using recommender systems are often overlooked. In our studies, we explore how consumer preferences at the time of consumption are impacted by predictions generated by recommender systems. We conducted three controlled laboratory experiments to explore the effects of system recommendations on preferences. Studies 1 and 2 investigated user preferences for television programs across a variety of conditions, which were surveyed immediately following program viewing. Study 3 investigated the granularity of the observed effects within individual participants. Results provide strong evidence that the rating presented by a recommender system serves as an anchor for the consumer's constructed preference. Viewers' preference ratings are malleable and can be significantly influenced by the recommendation received. The effect is sensitive to the perceived reliability of a recommender system and, thus, not a purely numerical or priming-based effect. Finally, the effect of anchoring is continuous and linear, operating over a range of perturbations of the system. These general findings have a number of important implications (e.g., on recommender systems performance metrics and design, preference bias, potential strategic behavior, and trust), which are discussed.

Using one field and two online lab experiments, this article shows that congruency between shelf layout and a consumer's internal product categorization increases the perceived variety of the assortment and reduces the perceived complexity of the shelf layout. These assortment perceptions, in turn, heighten purchase intention and satisfaction toward the chosen item. Results are robust across internal categorization measurements (planogram design vs. sorting tasks), congruency measures (distance- vs. matching-based), and products (biscuits vs. yogurt snacks). In the field study, familiarity—operationalized as either consumption frequency or subjective product knowledge—increased the overall effect of categorization congruency and strengthened its pathway through perceived variety (vs. the one through complexity). The authors show how their research can be exploited to improve shelf layouts by optimizing the external categorization. They demonstrate the value of a unifying Bayesian framework for research on behavioral decision making that uses the same set of posterior parameter draws for parameter inference, moderated mediation analysis, and optimization under uncertainty.

We present the results of an experiment that explores whether women are less willing than men to guess on multiple-choice tests. Our test consists of practice questions from SAT II history tests; we vary whether a penalty is imposed for a wrong answer and the salience of the evaluative nature of the task. We find that when no penalty is assessed for a wrong answer, all test takers answer every question. But, when there is a penalty for wrong answers, women answer significantly fewer questions than men. We see no differences in knowledge of the material or confidence in the test takers, and differences in risk preferences explain less than half of the observed gap. Making the evaluative aspect of the test more salient does not impact the gender gap. We show that, conditional on their knowledge of the material, test takers who skip questions do significantly worse on our test. Data, as supplemental material, are available at http://dx.doi.org/10.1287/mnsc.2013.1776 This paper was accepted by Uri Gneezy, behavioral economics.

Background and Aims Exploring the mechanism influencing the choice of hospital among patients is important to render better care to them. The main purpose of this study is to evaluate the relationship between outpatients’ different internal factors (sociodemographic and psychological characteristics) and different external factors (provider characteristics) regarding their choice of hospital. Methods The data obtained via questionnaire was analyzed with a linear regression model to verify the relationship between outpatients’ internal and external factors. In addition, for external factors, we built a score reflecting a comprehensive hospital's “hard power” (diagnosis and treatment technology and expertise, i.e., to say, the curative capability) and “soft power” (whether the environment for seeing a doctor is convenient and cheap, etc.) factors which influence the choice of outpatients, and the factors were given different points and weighted according to the option's order of the questionnaire. Results We did not see evidence that internal factors such as gender, age, birthplace, and having or not having medical insurance had an effect on the comprehensive external factors of the hospital's choice (p > 0.05). However, statistically significant differences were found (p < 0.001) that outpatients who usually resided near Jiaxing valued hospitals’ “hard power” to a greater extent than did outpatients who lived in Jiaxing city, otherwise, “soft power” was prioritized. Similarly, outpatients who recognized themselves as having serious diseases valued hospitals’ “hard power” to a greater extent than those with moderate or minor diseases, otherwise, “soft power” was prioritized (p = 0.03). Conclusion By enhancing the hospital's “soft power,” the managers of small hospitals could attract different outpatients from large hospitals, such as outpatients with minor or moderate diseases. Moreover, the regional health service organizations should promote the building of first‐ and second‐level hospitals near cities to retain more outpatients and to achieve outpatients’ diversion from large tertiary hospitals.

Background: Identifying the factors that impact self-management is crucial, as elderly stroke survivors frequently face challenges in self-management. Self-efficacy and behavioral decision-making are reported as influencing factors of self-management, but their relationship within the elderly population remains unconfirmed. This study aimed to explore whether self-efficacy impacts self-management through the mediating role of behavioral decision-making among elderly stroke survivors. Methods: A cross-sectional design and convenience sampling method were used in this study. A total of 291 elderly stroke survivors were recruited from a tertiary hospital in Henan Province, China, between March and July of 2024. Questionnaires were distributed to collect sociodemographic, self-efficacy, behavioral decision-making, and self-management data. A path analysis and correlation analysis were used to analyze the data. This study adhered to the Strengthening the Reporting of Observational Studies in Epidemiology (STROBE) guidelines. Results: Elderly stroke survivors reported having a moderate level of self-management. There was a positive correlation between self-efficacy, behavioral decision-making, and self-management (all p < 0.01). The mediation model indicated that behavioral decision-making mediated the association of self-efficacy and self-management in the regression model (95% CI 0.03 to 0.14), and the effect value was 0.08. It was also confirmed that behavioral decision-making mediated the impact of self-efficacy and self-management, accounting for 25.81% of the total effect. Conclusion: Self-efficacy is not solely a key factor influencing self-management in elderly stroke survivors, but it also improves their self-management behaviors by facilitating behavioral decision-making. As a result, healthcare professionals should consider self-efficacy and behavioral decision-making as crucial elements for assessing elderly stroke survivors during discharge and follow-up.

This paper introduces a decision model of consumer inertia. Consumers exhibit inertia when they have an inherent bias to delay purchases. Inertia may induce consumers to wait even when it is optimal to buy immediately. We embed our decision model within a dynamic pricing context. There is a firm that sells a fixed capacity over two time periods to an uncertain number of both rational and inertial consumers. We find that consumer inertia has both positive and negative effects on profits: it decreases demand (in period one) but intensifies competition among consumers for the product (in period two). We show that our model of inertia is consistent with well‐established behavioral regularities, such as loss aversion and probability weighting in the sense of prospect theory, and hyperbolic time preferences. We offer practical recommendations for firms to influence the level of consumer inertia. These include offering returns policies (to mitigate potential consumer losses), providing decision aids (to avoid perception errors), and offering flexible payment options (to lower transaction costs).

This review provides a critical survey of psychology-and-economics (\"behavioraleconomics\") research in contract theory. First, I introduce the theories of individual decision making most frequently used in behavioral contract theory, and formally illustrate some of their implications in contracting settings. Second, I provide a more comprehensive (but informal) survey of the psychology-and-economics work on classical contract-theoretic topics: moral hazard, screening, mechanism design, and incomplete contracts. I also summarize research on a new topic spawned by psychology and economics, exploitative contracting, that studies contracts designed primarily to take advantage of agent mistakes.

The use of Artificial Intelligence and machine learning in basic research and clinical neuroscience is increasing. AI methods enable the interpretation of large multimodal datasets that can provide unbiased insights into the fundamental principles of brain function, potentially paving the way for earlier and more accurate detection of brain disorders and better informed intervention protocols. Despite AI's ability to create accurate predictions and classifications, in most cases it lacks the ability to provide a mechanistic understanding of how inputs and outputs relate to each other. Explainable Artificial Intelligence (XAI) is a new set of techniques that attempts to provide such an understanding, here we report on some of these practical approaches. We discuss the potential value of XAI to the field of neurostimulation for both basic scientific inquiry and therapeutic purposes, as well as, outstanding questions and obstacles to the success of the XAI approach.

In the April 2012 Issue of the Journal of the Association for Information Systems, Michael Davern, Teresa Shaft, and Dov Te'eni published an article titled \"Cognition Matters: Enduring Questions in IS Research\". Their paper reviewed much of the history of cognitive research in the IS discipline, especially that related to human-computer interaction and decision support systems. While we believe their article is excellent in many respects, we also believe that it omitted a great deal of the most basic cognitive research performed in the IS domain over the past 10-15 years, especially work in the area of systems analysis and design. Our purpose in this paper is to supplement the work of Davern et al. by discussing much of this recent work. We use two theoretical lenses to organize our review: basic cognition and behavioral decision-making research. Our review provides many illustrations of IS research in these areas, including memory and categorization (basic cognition) and heuristics and biases (behavioral decision making). The result, we believe, is a fuller picture of the breadth of cognition-based work in the IS discipline in general and systems analysis and design in particular. The paper provides further evidence of the importance of cognitive research in IS and suggests additional enduring questions for future investigations. [PUBLICATION ABSTRACT]