Assistant Professor Marketing
University of California, Berkeley
Haas school of Business
545 Student Services Building,
#1900 Berkeley, CA 94720-1900
When do people prefer carrots over sticks? A Robust “Matching Effect” in Policy Evaluation (In press, link is to older version on SSRN)
Evers, E. R. K., Inbar, Y., Blanken, I., & Oosterwijk, L. D. (2016, Management Science)
Policies targeting a desirable behavior can be framed as advantaging those who act desirably, or disadvantaging those who do not. We find that people prefer policies framed as disadvantaging those who do not act desirably when targeting obligations, but prefer policies that advantage those who act desirably when targeting voluntary behavior.
Set-Fit Effects in Choice
Ellen R. K. Evers, Yoel Inbar, & Marcel Zeelenberg (2014, Journal of Experimental Psychology: General)
The organization of a set of items causes preference-shifts
Daniel Lakens, & Ellen R. K. Evers (2014, Perspectives on Psychological Science)
Overview and how-to of new methods that can be used to interpret published studies
Ellen R. K. Evers & Daniel Lakens (2014, Frontiers in Psychology)
We repeat Tversky's (1977) studies on diagnosticity. We find similar data as Tversky, however, when we eliminate a confounding factor, we do not replicate diagnosticity effects.
Evers, E. R. K., van de Ven, N., & Weeda, D. (2015, International Journal of Internet Science)
Application of social-comparison theory in online gaming environments. Buying status-enhancing items with real money leads to a decrease in status.
Order Preference (SSRN)
Evers, E. R. K., Inbar, Y, Loewenstein, G., & Zeelenberg, M.
We find that people prefer sets that exhibit high order. This preference leads to violations of normative choice theory.
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The Set-Completion Premium
Evers, E. R. K., Zeelenberg, M., & Inbar, Y.
When people have a large proportion of a set of items they are extra motivated to complete it.
Biased estimations of change
Evers, E. R. K., & Keren, G.
People generally underestimate large quantities more than smaller ones. As a consequence, portrayal of change in relative (i.e., %) or absolute terms leads to systematic under- or over-estimation.
*How consumers become collectors
*Categorization in mental accounting
*Elicitation-based preference reversals