Author Note
We thank Shlomo Benartzi, Robert Cialdini, Richard Larrick, and David Schkade for sharing details of their case studies with us and Carsten Erner for assistance in preparing this article. We also thank Carol Graham, Jeffrey Pfeffer, Todd Rogers, Denise Rousseau, Cass Sunstein, and David Tannenbaum for helpful comments and suggestions.
Author Affiliation
Fox, Anderson School of Management, Department of Psychology, and Geffen School of Medicine, University of California, Los Angeles; Sitkin, Fuqua School of Business, Duke University. Corresponding author’s e-mail: [email protected]
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