Sheena S. Iyengar

S. T. Lee Professor of Business

Management

Faculty Director

The Eugene Lang Entrepreneurship Center

BA, University of Pennsylvania, 1992; BS, University of Pennsylvania, 1992; PhD, Stanford, 1997

Joined CBS in 1998

Download Curriculum Vitae (PDF)

Sheena Iyengar

Office
714 Uris

Teaching and research interest

Professor Iyengar has taught courses in leadership and entrepreneurial creativity. Her research addresses the implications of offering people, whether they be employees or consumers, choices. She has examined choice in a multitude of contexts ranging from employee motivation and performance in a global organization, Citigroup, to chocolate displays at Godiva, to the magazine aisles of supermarkets, and to mutual fund options in retirement benefit plans. Professor Iyengar received the Presidential Early Career Award for her ongoing work in examining cultural, individual, and situational factors that influence people's choice-making preferences and behaviors.

Honors and awards

  • Best Dissertation Award
    Society for Experimental Social Psychology, October 1998
  • Presidential Early Career Award for Social Scientists
    Executive Office of the President for Social Scientists, Office of Science and Technology Policy, January 2002
  • Innovation in the Curriculum Teaching Award (Group Award)
    Columbia Business School, Fall 2005
  • Best Business Books of the Year 2010 (The Art of Choosing)
    Financial Times & Goldman Sachs, September 2010
  • Top Ten Business & Investing Books of 2010 (The Art of Choosing)
    Amazon.com, November 2010
  • Publisher's Award for Excellence (The Art of Choosing)
    India Abroad, June 2011
  • Voted Among Top 50 Most Influential Business Thinkers
    Thinkers50, November 2011
  • Best Article Award
    Journal of Consumer Research, September 2012
  • Dean?s Award for Outstanding Core Teaching
    Columbia Business School, September 2012
  • World?s Best B-School Professors
    Columbia Business School, Poets and Quants, October 2012

Chapters

The Full Information Assumption and the Choice Overload Effect In Behavioral Economics and Economic Psychology (2011)
Author(s): Sheena Iyengar, Elena Reutskaja

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Allocating resources among group members: The medium of exchange matters In Research on Managing Groups and Teams: Fairness and Groups, Volume 13 (2010)
Author(s): Sanford DeVoe, Sheena Iyengar

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How Much Choice Is Too Much? Determinants of Individual Contributions in 401K Retirement Plans In Pension Design and Structure: New Lessons from Behavioral Finance (2004)
Author(s): Sheena Iyengar

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Rethinking the Value of Choice: Considering Cultural Mediators of Intrinsic Motivation In Cross-Cultural Differences in Perspectives on the Self (2003)
Author(s): Sheena Iyengar, Sanford DeVoe

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Choice and Its Consequences: On the Costs and Benefits of Self-Determination In Self and Motivation: Emerging Psychological Perspectives (2002)
Author(s): Sheena Iyengar, Mark R. Lepper

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Cultural Differences in Self and the Impact of Personal and Social Influences In The Practice of Social Influence in Multiple Cultures (2001)
Author(s): Sheena Iyengar, Joel Brockner

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Independence from Whom? Interdependence with Whom? Cultural Perspectives on Ingroups Versus Outgroups In Cultural Divides: Understanding and Overcoming Group Conflict (1999)
Author(s): Sheena Iyengar, Mark R. Lepper, Lee Ross

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Intrinsic and Extrinsic Motivation: A Developmental Perspective In Developmental Psychopathology: Perspectives on Adjustment, Risk, and Disorder (1997)
Author(s): Mark R. Lepper, Sheena Iyengar, Dania Dialdin, Michael Drake

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Journal articles

Eternal Quest for the Best: Sequential (vs. Simultaneous) Option Presentation Undermines Choice Commitment In Journal of Consumer Research (2013)
Author(s): Cassie Mogilner, Baba Shiv, Sheena Iyengar

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Perceiving freedom givers: Effects of granting decision latitude on personality and leadership perceptions In Leadership Quarterly (2011)
Author(s): Roy Chua, Sheena Iyengar

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Lead by Choice In Leadership Excellence (2010)
Author(s): Sheena Iyengar

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Born to Choose: The Origins and Value of the Need for Control In Trends in Cognitive Science (2010)
Author(s): Lauren Leotti, Sheena Iyengar, Kevin Ochsner

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Choice proliferation, simplicity seeking, and asset allocation In Journal of Public Economics (2010)
Author(s): Sheena Iyengar, Emir Kamenica

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Order in Product Customization Decisions: Evidence from Field Experiments In Journal of Political Economy (2010)
Author(s): Mark Heitmann, Andreas Herrmann, Sheena Iyengar

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Medium of Exchange Matters: What's Fair for Goods is Unfair for Money In Psychological Science (2010)
Author(s): Sanford DeVoe, Sheena Iyengar

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Tragic Choices: Autonomy and Emotional Responses to Medical Decisions In Journal of Consumer Research (2009)
Author(s): Simona Botti, Kristina Orfali, Sheena Iyengar

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The Mere Categorization Effect: How the Presence of Categories Increases Choosers' Perceptions of Assortment Variety and Outcome Satisfaction In Journal of Consumer Research (2008)
Author(s): Cassie Mogilner, Tamar Rudnick, Sheena Iyengar

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Creativity as a Matter of Choice: Prior Experience and Task Instruction as Boundary Conditions for the Positive Effect of Choice on Creativity In Journal of Creative Behavior (2008)
Author(s): Yong Joo Roy Chua, Sheena Iyengar

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Racial Preferences in Dating: Evidence from a Speed Dating Experiment In Review of Economic Studies (2008)
Author(s): Raymond Fisman, Sheena Iyengar, Emir Kamenica, Itamar Simonson

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Defined Contribution Pension Plans: Determinants of Participation and Contribution Rates In Journal of Financial Services Research (2007)
Author(s): Gur Huberman, Sheena Iyengar, Wei Jiang

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Gender Differences in Mate Selection: Evidence from a Speed Dating Experiment In Quarterly Journal of Economics (2006)
Author(s): Raymond Fisman, Sheena Iyengar, Emir Kamenica, Itamar Simonson

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Doing Better But Feeling Worse: Looking for the 'Best' Job Undermines Satisfaction In Psychological Science (2006)
Author(s): Sheena Iyengar, Rachael E. Wells, Barry Schwartz

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Appraising the Unusual: Framing Effects and Moderators of Uniqueness-Seeking and Social Projection In Journal of Experimental Social Psychology (2005)
Author(s): Daniel Ames, Sheena Iyengar

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Intrinsic and Extrinsic Motivational Orientations in the Classroom: Developmental Trends and Academic Correlates In Journal of Educational Psychology (2005)
Author(s): Mark R. Lepper, Jennifer Henderlong Corpus, Sheena Iyengar

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Positive Illusions of Preference Consistency: When Remaining Eluded by One's Preferences Yields Greater Subjective Well-Being and Decision Outcomes In Organizational Behavior and Human Decision Processes (2005)
Author(s): Rachael E. Wells, Sheena Iyengar

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The Psychological Pleasure and Pain of Choosing: When People Prefer Choosing at the Cost of Subsequent Well-Being In Journal of Personality and Social Psychology (2004)
Author(s): Simona Botti, Sheena Iyengar

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Interpreting the Other Person's Behavior in the Heat of Conflict: Negative Trait Attributions Affect Dispute Resolution Procedure Preferences and Account for Situational and Cultural Differences In Asian Journal of Social Psychology (2004)
Author(s): Sheena Iyengar

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Person Perception in the Heat of Conflict: Negative Trait Attributions Affect Procedural Preferences and Account for Situational and Cultural Differences In Asian Journal of Social Psychology (2004)
Author(s): Michael Morris, Kwok Leung, Sheena Iyengar

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Managers' Theories of Subordinates: A Cross-Cultural Examination of Manager Perceptions of Motivation and Appraisal of Performance In Organizational Behavior and Human Decision Processes (2004)
Author(s): Sanford DeVoe, Sheena Iyengar

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What Drives Whom? A Cultural Perspective on Human Agency In Social Cognition (2001)
Author(s): Miriam Hernandez, Sheena Iyengar

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When Choice Is Demotivating: Can One Desire Too Much of a Good Thing? In Journal of Personality and Social Psychology (2000)
Author(s): Sheena Iyengar, Mark R. Lepper

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Rethinking the Value of Choice: A Cultural Perspective on Intrinsic Motivation In Journal of Personality and Social Psychology (1999)
Author(s): Sheena Iyengar, Mark R. Lepper

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Gender Differences in Internal and External Focusing Among Adolescents In Sex Roles (1997)
Author(s): Sheena Iyengar, S. Nolen-Hoeksema

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The Hope of Fundamentalists In Psychological Science (1994)
Author(s): Sheena Iyengar, Martin Seligman

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Optimism and Fundamentalism In Psychological Science (1993)
Author(s): Sheena Iyengar, Martin Seligman

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CaseWorks

Competition in the Geo-Mosaic Industry : Fall 2012
Author(s): Sheena Iyengar, Paul Ingram

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Books

The Art of Choosing (2010)
Author(s): Sheena Iyengar

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Working Papers

The Discriminating Consumer: Product Proliferation and Willingness to Pay for Quality (2011)
Author(s): Sheena Iyengar, Marco Bertini, Luc Wathieu

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What can a looking glass reflect? Trait observability predicts what feedback is incorporated into self-knowledge (2011)
Author(s): Alexandra Suppes, Sheena Iyengar

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Reconsidering Choice in the Design of Work: The Persistent Influence of Ethnicity Within a Multinational Organization Working paper (2010)
Author(s): Sheena Iyengar, Sanford DeVoe, Claudius Hildebrand

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So Many Choices, So Little Time: The Influence of Timeframe on Decision Confidence and Affect Working paper (2010)
Author(s): Simona Botti, Sheena Iyengar

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