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Eric Johnson is a faculty member at the Columbia Business School at Columbia University where he is the 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. 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.

• Spring 2013
  The Psychology and Economics of Consumer Finance (MBA)
  
• Spring 2012
  The Psychology and Economics of Consumer Finance (MBA)
  
• Fall 2012
  Behavioral Economics & Decision Making (EMBA)
  
• Spring 2011
  The Future of Financial Services (MBA)
  
• Summer 2010
  Behavioral Economics & Decision Making (EMBA)
  
• Spring 2010
  (PhD) Consumer Behavior I: Information Processing, Memory & Attitudes (PHD)
  Behavioral Economics & Decision Making (MBA)
  The Future of Financial Services (MBA)
  
• Fall 2010
  The Psychology and Economics of Consumer Finance (MBA)
  
• Summer 2009
  Behavioral Economics & Decision Making (EMBA)
  

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Comparison of web-based vs. in-person cognitive function tests of younger and older adults Working paper (2011)
Author(s): Elke Weber, Eric Johnson, S. Nair, S. Czaja

Framing the future first: Brain mechanisms that increase patience in intertemporal choice Working paper (2011)
Author(s): Bernd Figner, Elke Weber, J. Steffener, Amy R. Krosch, T. Wager, Eric Johnson

Should seniors be in charge? Decision-making over the lifespan Working paper (2011)
Author(s): Eric Johnson, Elke Weber

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

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

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

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

Estimation of Risk and Time Preferences: Response Error, Heterogeneity, Adaptive Questionnaires, and Experiment Evidence from Mortgagers Faculty & Research Working Paper (2010)
Author(s): Olivier Toubia, Eric Johnson, Theodoros Evgeniou, Philippe Delquie

Time Preferences, Mortgage Choice, and Strategic  Default Working paper (2010)
Author(s): Eric Johnson, Stephen Atlas, John W. Payne

Individual-Level Loss Aversion in Riskless and Risky Choices Discussion Paper No. 2007–02 (2010)
Author(s): Eric Johnson, S. Gachter, A. Herrmann

International Differences in Information Privacy Concern: Implications for the Globalization of Electronic Commerce (2005)
Author(s): Steve Bellman, Stephen Kobrin, Eric Johnson

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

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

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