Eric J. Johnson

Norman Eig Professor of Business

Marketing

BA, Rutgers, 1976; MS, Carnegie Mellon, 1978; PhD, 1980

Joined CBS in 1999

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Eric Johnson

Office
514 Uris

Phone
212-854-5068

E-mail
ejj3@columbia.edu

Fax
212-854-7647

Teaching and research interest

Eric Johnson is a faculty member at the Columbia Business School at Columbia University where he is the inaugural holder of the Norman Eig Chair of Business, and Director of the Center for Decision Sciences. His research examines the interface between Behavioral Decision Research, Economics and the decisions made by consumers, managers, and their implications for public policy, markets and marketing. Among other topics, Johnson has explored how the way options are presented to decision-makers affect their choices in areas such as organ donation, the choice of environmentally friendly products, and investments. Prof. Johnson’s research and comments have appeared in The New York Times, The Wall Street Journal, Money, Discover, Business Week and The Financial Times, and on The CBS Evening News and National Public Radio. His research has been published in the Science, Psychological Review, Psychological Science, Nature Neuroscience, Harvard Business Review, the Journal of Economic Theory, and many other consumer, economic, marketing and psychology journals. He has co-authored two books: Decision Research: A Field Guide, published by Sage Publications and The Adaptive Decision-Maker published by Cambridge University Press, and is currently working on a book on choice architecture. After graduation from Rutgers University, he received his M.S. and PhD. in Psychology from Carnegie-Mellon University, and was a National Science Foundation postdoctoral fellow at Stanford. He previously has taught at Carnegie Mellon, was a visiting professor at the Sloan School at MIT, was the inaugural holder of the David W. Hauck Chair in Marketing, and a Professor of Operations and Information Management and Psychology at the University of Pennsylvania. The National Science Foundation, The National Institutes of Health, The Alfred P. Sloan and Russell Sage Foundations, and the Office of Naval Research have supported his research. He was awarded the Distinguished Scientific Contribution Award from the Society for Consumer Psychology, and named a Fellow by the Association for Consumer Research, was awarded an honorary doctorate in Economics from the University of St. Gallen, and is a Fellow of the TIAA-CREF Institute Fellow and the Association for Psychological Science. According to the Institute for Scientific Information, he is one of the most highly cited scholars in Business and Economics. He has been an Associate Editor of the Journal of Consumer Psychology, and is a member of several editorial boards as well as the Senior Editor for Decision Sciences at Behavioral Science and Policy and an Editor at Frontiers in Decision Neuroscience.

Chapters

Computational and Process Models of Decision Making in Psychology and Behavioral Economics In Neuroeconomics: Decision Making and the Brain (2013)
Author(s): Eric Johnson, R. Ratcliff

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Explicit and Implicit Strategies in Decision Making In Better Than Conscious? Decision Making, the Human Mind, and Implications for Institutions (2008)
Author(s): Eric Johnson, Christian Keysers, Robert Boyd, Jonathan Cohen, Merlin Donald, Werner Güth, Robert Kurzban, Lael J. Schooler, Jonathan Schooler, Elizabeth Spelke, Julia Trommershäuser

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Decisions under Uncertainty: Psychological, Economic, and Neuroeconomic Explanations of Risk Preference In Neuroeconomics: Decision Making and the Brain (2008)
Author(s): Elke Weber, Eric Johnson

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Consumer Behavior and Marketing In Social Psychology: Handbook of Basic Principles (2007)
Author(s): Eric Johnson, Michel Tuan Pham, Gita Johar

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Constructing Preferences From Memory In The Construction of Preference (2006)
Author(s): Elke Weber, Eric Johnson

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Gain and Loss Ultimatums In Advances in Applied Microeconomics, Volume 13: Experimental and Behavioral Economics (2005)
Author(s): Nancy Buchan, Rachel Croson, Eric Johnson, George Wu

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Thinking About Attention in Games: Backward and Forward Induction In The Psychology of Economic Decisions (2004)
Author(s): C. Camerer, Eric Johnson

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The Process-Performance Paradox in Expert Judgment: How Can Experts Know So Much and Predict So Badly? In Toward a General Theory of Expertise: Prospects and Limits (1991)
Author(s): C. Camerer, Eric Johnson

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Journal articles

How warm days increase belief in global warming In Nature Climate Change (2014)
Author(s): Lisa Zaval, Elizabeth Keenan, Eric Johnson, Elke Weber

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Complementary Cognitive Capabilities, Economic Decision-Making, and Aging In Psychology and Aging (2013)
Author(s): Ye Li, M. Baldassi, Eric Johnson, Elke Weber

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Life Expectancy as a Constructed Belief: Evidence of a Live-To or Die-By Framing Effect In Journal of Risk and Uncertainty (2013)
Author(s): John W. Payne, N Sagara, Suzanne B. Shu, Kirstin Appelt, Eric Johnson

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Choice theories: What are they good for? In Journal of Consumer Psychology (2013)
Author(s): Eric Johnson

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Dynamic Experiments for Estimating Preferences: An Adaptive Method of Eliciting Time and Risk Parameters In Management Science (2013)
Author(s): Olivier Toubia, Eric Johnson, Theodoros Evgeniou, Philippe Delquie

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Beyond Nudges: Tools of a Choice Architecture In Marketing Letters (2012)
Author(s): Eric Johnson, Suzanne B. Shu, Benedict G. C. Dellaert, Craig Fox, Daniel Goldstein, Gerald Häubl, Richard Larrick, John W. Payne, Ellen Peters, David Schkade

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Choice without Awareness: Ethical and Policy Implications of Defaults In Journal of Public Policy & Marketing (2012)
Author(s): C Smith, Daniel Goldstein, Eric Johnson

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Partitioning Default Effects: Why People Choose Not to Choose In Journal of Experimental Psychology: Applied (2011)
Author(s): Eric Johnson, Isaac Dinner, Daniel Goldstein, Kaiya Liu

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Local Warming: Daily temperature changes influences belief in global warming In Psychological Science (2011)
Author(s): Ye Li, Eric Johnson, Lisa Zaval

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Choice by value encoding and value construction: Processes of loss aversion In Journal of Experimental Psychology: General (2011)
Author(s): M. Willemsen, Ulf Böckenholt, Eric Johnson

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Query Theory: Knowing What We Want by Arguing with Ourselves In Behavioral and Brain Sciences (2011)
Author(s): Elke Weber, Eric Johnson

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A Dirty Word or a Dirty World? Attribute Framing, Political Affiliation, and Query Theory In Psychological Science (2010)
Author(s): D. Hardisty, Eric Johnson, Elke Weber

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Lateral prefronal cortex and self-control in intertemporal choice In Nature Neuroscience (2010)
Author(s): Bernd Figner, Daria Knoch, Eric Johnson, Amy R. Krosch, Sarah H. Lisanby, Ernst Fehr, Elke Weber

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The Silver Lining Effect: Formal Analysis and Experiments In Management Science (2009)
Author(s): Peter Jarnebrant, Olivier Toubia, Eric Johnson

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Mindful Judgment and Decision Making In Annual Review of Psychology (2009)
Author(s): Eric Johnson, Elke Weber

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Man, My Brain Is Tired: Linking Depletion and Cognitive Effort in Choice In Journal of Consumer Psychology (2008)
Author(s): Eric Johnson

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Process Models Deserve Process Data: Comment on Brandstatter, Gigerenzer, and Hertwig (2006) In Psychological Review (2008)
Author(s): Eric Johnson

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Choosing Outcomes Versus Choosing Products: Consumer-Focused Retirement Investment Advice In Journal of Consumer Research (2008)
Author(s): Daniel Goldstein, Eric Johnson, William Sharpe

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Postscript: Rejoinder to Brandstatter, Gigerenzer, and Hertwig In Psychological Review (2008)
Author(s): Eric Johnson

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Asymmetric Discounting in Intertemporal Choice: A Query-Theory Account In Psychological Science (2007)
Author(s): Elke Weber, Eric Johnson, Kerry Milch, Hannah Chang, Jeff Brodscholl, Daniel Goldstein

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Aspects of Endowment: A Query Theory of Loss Aversion In Journal of Experimental Psychology-Learning Memory and Cognition (2007)
Author(s): Eric Johnson, G. Haeuble, Anat Keinan

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Things That Go Bump in the Mind: How Behavioral Economics Could Invigorate Marketing In Journal of Marketing Research (2006)
Author(s): Eric Johnson

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Let's Get Personal: An International Examination of the Influence of Communication, Culture and Social Distance on Other Regarding Preferences In Journal of Economic Behavior and Organization (2006)
Author(s): Nancy Buchan, Eric Johnson, Rachel Croson

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Let's get personal: An international examination of the influence of communication, culture and social distance on other regarding preferences In Journal of Economics and Behavior in Organizations (2006)
Author(s): Nancy Buchan, Rachel Croson, Eric Johnson

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Designing Marketplaces of the Artificial with Consumers in Mind: Four Approaches to Understanding Consumer Behavior in Electronic Environments In Journal of Interactive Marketing (2006)
Author(s): Steve Bellman, Eric Johnson, Gerald Lohse, Naomi Mandel

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Making Better Decisions: From Measuring to Constructing Preferences In Health Psychology (2005)
Author(s): Eric Johnson, Mary Steffel, Daniel Goldstein

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On the Depth and Dynamics of Online Search Behavior In Management Science (2004)
Author(s): Eric Johnson, Wendy Moe, Peter Fader, Steve Bellman, Gerald Lohse

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Defaults and Donation Decisions In Transplantation (2004)
Author(s): Eric Johnson

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International Differences in Information Privacy Concerns: A Global Survey of Consumers In Information Society (2004)
Author(s): Steve Bellman, Eric Johnson, Stephen Kobrin, Gerald Lohse

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Rediscovering Risk In Journal of Public Policy and Marketing (2004)
Author(s): Eric Johnson

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When Do Fair Beliefs Influence Bargaining Behavior? Experimental Bargaining in Japan and the United States In Journal of Consumer Research (2004)
Author(s): Nancy Buchan, Rachel Croson, Eric Johnson

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Cognitive Lock-In and the Power Law of Practice In Journal of Marketing (2003)
Author(s): Eric Johnson, Steve Bellman, Gerald Lohse

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Do Defaults Save Lives? In Science (2003)
Author(s): Eric Johnson, Daniel Goldstein

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Defaults, Framing and Privacy: Why Opting In-Opting Out In Marketing Letters (2002)
Author(s): Eric Johnson, Steve Bellman, Gerald Lohse

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Detecting Failures of Backward Induction: Monitoring Information Search in Sequential Bargaining In Journal of Economic Theory (2002)
Author(s): Eric Johnson, C. Camerer, Sankar Sen, T. Rymon

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When Web Pages Influence Choice: Effects of Visual Primes on Experts and Novices In Journal of Consumer Research (2002)
Author(s): Naomi Mandel, Eric Johnson

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Digitizing Consumer Research In Journal of Consumer Research (2001)
Author(s): Eric Johnson

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To Opt-In or Opt-Out: That Depends on the Question In Communications of the ACM (2001)
Author(s): Steve Bellman, Eric Johnson, Gerald Lohse

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Consumer Buying Behavior on the Internet: Findings from Panel Data In Journal of Interactive Marketing (2000)
Author(s): Gerald Lohse, Steve Bellman, Eric Johnson

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Agents to the Rescue? In Marketing Letters (1999)
Author(s): P. West, Dan Ariely, Steve Bellman, Eric Bradlow, Joel Huber, Eric Johnson, B. Khan, John Little, David Schkade

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Anchoring, Confirmatory Search, and the Construction of Values In Organizational Behavior and Human Decision Processes (1999)
Author(s): G. Chapman, Eric Johnson

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Predictors of Online Buying Behavior In Communications of the ACM (1999)
Author(s): Steve Bellman, Eric Johnson

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Divide and Prosper: Why Firms Divide Prices Instead of Charging a Single Price In Journal of Marketing Research (1998)
Author(s): V. Morwitz, Eric Greenleaf, Eric Johnson

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Choice in Computer-Mediated Environments In Marketing Letters (1997)
Author(s): Russell Winer, J. Deighton, Eric Johnson, Sunil Gupta, B. Mellers, V. Morwitz, T. O'Guinn, A. Rangaswamy, Alan Sawyer

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A Comparison of Two Process Tracing Methods for Choice Tasks In Organizational Behavior and Human Decision Processes (1997)
Author(s): Gerald Lohse, Eric Johnson

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Mere-Possession Effects Without Possession in Consumer Choice In Journal of Consumer Research (1997)
Author(s): Sankar Sen, Eric Johnson

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Watching Customers Decide: Process Measures Add Insights to Choice Modeling Experiments In Marketing Research (1997)
Author(s): Eric Johnson, John van Rossen, Bruce G. S. Hardie, P. Anderson

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Empirical Generalizations in the Modeling of Consumer Choice In Marketing Science (1995)
Author(s): John van Rossen, Eric Johnson

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Preference Reversals in Monetary and Life Expectancy Evaluations In Organizational Behavior and Human Decision Processes (1995)
Author(s): G. Chapman, Eric Johnson

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Framing, Probability Distortions, and Insurance Decisions In Journal of Risk and Uncertainty (1993)
Author(s): Eric Johnson, J. Hershey, J. Meszaros, Howard Kunreuther

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Correlation, Conflict, and Choice In Journal of Experimental Psychology: Learning, Memory, and Cognition (1993)
Author(s): James Bettman, Eric Johnson, M. F. Luce, John W. Payne

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Does Measuring Intent Change Behavior? In Journal of Consumer Research (1993)
Author(s): V. Morwitz, Eric Johnson, D. Schmittlein

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Reference Dependence, Loss Aversion, and Brand Choice In Marketing Science (1993)
Author(s): Bruce G. S. Hardie, Eric Johnson, Peter Fader

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Behavioral Decision Research: A Constructive Processing Perspective In Annual Review of Psychology (1992)
Author(s): John W. Payne, James Bettman, Eric Johnson

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A Constructive Process View of Decision Making: Multiple Strategies in Judgment and Choice In Acta Psychologica (1992)
Author(s): John W. Payne, James Bettman, Eloise Coupey, Eric Johnson

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Gambling with the House Money and Trying to Break Even: The Effects of Prior Outcomes on Risky Choice In Management Science (1990)
Author(s): R. Thaler, Eric Johnson

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Bias in Utility Assessments: Further Evidence and Explanations In Management Science (1989)
Author(s): Eric Johnson, David Schkade

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Cognitive Processes in Preference Reversals In Organizational Behavior and Human Decision Processes (1989)
Author(s): David Schkade, Eric Johnson

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Information Overload and the Nonrobustness of Linear Models: A Comment on Keller and Staelin In Journal of Consumer Research (1989)
Author(s): John van Rossen, Eric Johnson

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When Choice Models Fail: Compensatory Representations in Negatively-Correlated Environments In Journal of Marketing Research (1989)
Author(s): Eric Johnson, John van Rossen, S. Ghose

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Adaptive Strategy Selection in Decision Making In Journal of Experimental Psychology: Learning, Memory, and Cognition (1988)
Author(s): Eric Johnson

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Information Displays and Preference Reversals In Organizational Behavior and Human Decision Processes (1988)
Author(s): Eric Johnson, John W. Payne, James Bettman

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Effort and Accuracy in Choice In Management Science (1985)
Author(s): Eric Johnson, John W. Payne

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Compensatory Choice Models of Noncompensatory Processes: The Effect of Varying Context In Journal of Consumer Research (1984)
Author(s): Eric Johnson, R. J. Meyer

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Product Familiarity and Learning New Information In Journal of Consumer Research (1984)
Author(s): Eric Johnson, J. E. Russo

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CaseWorks

Keep the Change: Bank of America’s Savings Program : Winter 2012
Author(s): Eric J. Johnson, Stephen P. Zeldes

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Betterment: Spring 2012
Author(s): Eric J. Johnson, Stephen P. Zeldes

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Selling CFLs at Wal-Mart: Fall 2011
Author(s): Eric J. Johnson, Daniel Bartels

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The 2-28 Mortgage: When Business and Psychology Intersect in a New Consumer Product: Spring 2011
Author(s): Eric J. Johnson, Chris Mayer

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Books

The Adaptive Decision Maker (1993)
Author(s): Eric Johnson, James Bettman, John W. Payne

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Decision Research: A Field Guide (1990)
Author(s): Eric Johnson, J. S. Carroll

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Working Papers

Measuring individual-level loss aversion using simple experiments (2014)
Author(s): S. Gachter, A. Herrmann, Eric Johnson

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Distribution Builder: A Tool for Measuring Preferences for Investment Risk Working paper (2010)
Author(s): Daniel Goldstein, Eric Johnson, William Sharpe

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Mediators of Loss Aversion Working paper (2010)
Author(s): Eric Johnson, S. Gaechter, A. Herrmann

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Observing Unobserved Heterogeneity: Using Process Data to Enhance Choice Models Working paper (2010)
Author(s): Eric Johnson, Bruce G. S. Hardie, R. J. Meyer, John Walsh

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Pricing Add-Ons as Totals: How Changing Price Display Can Influence Consumer Choice Working paper (2010)
Author(s): Mark Heitmann, Eric Johnson, Andreas Herrmann

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Your Preferences May be Hazardous to Your Wealth: How False Consensus and Overconfidence Influence Judgments of Product Success Working Paper (1995)
Author(s): Marjorie Adams, Eric Johnson, Deborah Mitchell

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