Publications
Gai, Phyliss J. and Stefano Puntoni, “Language and Consumer Dishonesty: A Self-Diagnosticity Theory," forthcoming, Journal of Consumer Research.
A theory of when using a foreign language would increase, decrease, and not change lying behavior, compared to using one's native language.
* Created an original paradigm on cheating, summarized here and adapted for neural studies.
* Early findings incorporated in a meta-analysis by Köbis et al. (2019).
A theory of when using a foreign language would increase, decrease, and not change lying behavior, compared to using one's native language.
* Created an original paradigm on cheating, summarized here and adapted for neural studies.
* Early findings incorporated in a meta-analysis by Köbis et al. (2019).
Gai, Phyliss J. and Anne-Kathrin Klesse (2019), “Making Recommendations More Effective through Framings: Impacts of User- versus Item-based Framings on Recommendation Click-throughs," Journal of Marketing, 83 (6), 61-75. [link]
Framing the same recommendation as "People who like this also like" versus "Similar items" improves the click-through rate of recommendations, under certain conditions.
Working papers
Gai, Phyliss J. and Amit Bhattacharjee, “Positivity bias in mapping non-moral self-control to moral character" (manuscript available upon request)
People infer moral goodness from the success in non-moral self-control, but not moral badness from the failure.
Gai, Phyliss J. and Gita Johar, "Using mobile devices leads to more discriminative sharing of information"
Analyses of Twitter data and experiments reveal that people are more discriminative in sharing information of high (versus low) quality on mobile devices as opposed to non-mobile devices.
Gai, Phyliss J., Mirjam Tuk, and Steven Sweldens, “Beyond intertemporal tradeoff: Selective goal pursuit in within-category self-control"
Choosing within the vice or virtue category is fundamentally different from choosing between vice and virtue categories.
*Extension of the paper: "When Virtues are Lesser Vices: The Impact of Advance Ordering and Restrained Eating on Choice and Consumption" with the same co-authors
*Extension of the paper: "When Virtues are Lesser Vices: The Impact of Advance Ordering and Restrained Eating on Choice and Consumption" with the same co-authors
Gai, Phyliss J., Eugina Leung, and Anne Klesse, "Variety-seeking in soliciting human vs. algorithmic recommendations"
Algorithmic (versus human) recommenders are perceived as lacking the purpose as well as the ability to recommend diverse products. In turn, consumers are less likely to signal their diversity in tastes through variety seeking.