Sloan Research's Blog – September 2007 Archive (2)

Working paper - White, Novak and Hoffman (September 2007)

White, Tiffany B., Thomas P. Novak and Donna L. Hoffman, “Evidence and Consequences of Egocentric Accounting Biases in Customer-Seller Relationships” (September 9, 2007).

We investigate egocentric biases in mental accounting within the context of information-driven consumer seller relationships. Our research suggests that consumers keep “loose mental accounts” of exchange benefits and costs that are balanced when resource exchanges are either contingent or temporally integrated… Continue

Added by Sloan Research on September 9, 2007 at 1:30pm — No Comments

Working paper - Novak and Hoffman (August 2007)

Novak, Thomas P. and Donna L. Hoffman, “The Fit of Thinking Style and Situation: New Measures of Situation-Specific Experiential and Rational Cognition” (August 27, 2007).

Abstract: Decades of theoretical and empirical research in social and cognitive psychology provide strong evidence that consumers process information in two distinct and qualitatively different ways: rational and experiential. However, there has been surprisingly little research attention devoted to… Continue

Added by Sloan Research on September 3, 2007 at 3:00pm — No Comments