Stephen A. Spiller

PUBLICATIONS

Greenberg, Adam, Hal Hershfield, Suzanne Shu, and Stephen A. Spiller (2023), “What motivates social security claiming intentions? Testing behaviorally-informed interventions alongside individual differences,” Journal of Marketing Research, 60, 1052-1070

• Finalist, 2023 Journal of Marketing Research Paul E. Green Award
• Web Appendix, Preregistrations for Studies 1, 2, 3, 4, Materials, Data, and Code

Dias, Rodrigo S., Stephen A. Spiller, and Gavan J. Fitzsimons (2023), “Understanding effect sizes in consumer psychology,” Marketing Letters, 34, 367-374.

Kardes, Frank, Eileen Fischer, Stephen Spiller, Aparna Labroo, Melissa Bublitz, Laura Peracchio, and Joel Huber (2022), “Commentaries on 'Abductive theory construction',” Journal of Consumer Psychology, 32 (1), 194-207.

Reinholtz, Nicholas, Sam J. Maglio, and Stephen A. Spiller (2021), “Stocks, flows, and risk response to pandemic data,” Journal of Experimental Psychology: Applied, 27 (4), 657-668.

• Preregistration, Materials, Data, and Code

Spiller, Stephen A. and Dan Ariely (2020), “How does the perceived value of a medium of exchange depend on its set of possible uses?” Organizational Behavior and Human Decision Processes, 161, 188-200.

• Preregistrations, Materials, Data, and Code

Dellaert, Benedict, Suzanne Shu, Theo Arentze, Tom Baker, Kristin Diehl, Bas Donkers, Nathanael Fast, Gerald Häubl, Heidi Johnson, Uma Karmarkar, Harmen Oppewal, Bernd Schmitt, Juliana Schroeder, Stephen A. Spiller, and Mary Steffel (2020), “Consumer decisions with artificially intelligent voice assistants” Marketing Letters, 31, 335-347.

Spiller, Stephen A., Nicholas Reinholtz, and Sam J. Maglio (2020), “Judgments based on stocks and flows: Different presentations of the same data can lead to opposing inferences,” Management Science, 66 (5), 2213-2231.

• Supplementary Materials, Materials, Data, and Code

Spiller, Stephen A. (2019), “Opportunity Cost Neglect and Consideration in the Domain of Time,” Current Opinion in Psychology, 26, 98-102.

Carlin, Bruce, Li Jiang, and Stephen A. Spiller (2018), “Millennial-style learning: Search intensity, decision making, and information sharing,” Management Science, 64 (4), 3313-3330.

• Video, Data

Spiller, Stephen A. and Lena Belogolova (2017), “On Consumer Beliefs About Quality and Taste,” Journal of Consumer Research, 43 (6), 970-991.

• Finalist, 2020 Journal of Consumer Research Best Paper Award
• Data

Simon, Dan and Stephen A. Spiller (2016), “The elasticity of preferences,” Psychological Science, 27 (12), 1588-1599.

• Materials and Data

Greenberg, Adam Eric and Stephen A. Spiller (2016), “Opportunity cost neglect attenuates the effect of choices on preferences,” Psychological Science, 27 (1), 103-113.

• Materials and Data

McClelland, Gary H., John G. Lynch, Jr., Julie R. Irwin, Stephen A. Spiller, and Gavan J. Fitzsimons (2015), “Median splits, type II errors, and false positive consumer psychology: Don't fight the power,” Journal of Consumer Psychology, 25 (4), 679-689.

• Technical web appendix

Spiller, Stephen A., Gavan J. Fitzsimons, John G. Lynch, Jr., and Gary H. McClelland (2013), “Spotlights, floodlights, and the magic number zero: Simple effects tests in moderated regression,” Journal of Marketing Research, 50 (2), 277-288.

• Finalist, 2018 Journal of Marketing Research William F. O'Dell Award
• Web Appendix, Simulated Data

Dalton, Amy N. and Stephen A. Spiller (2012), “Too much of a good thing: The benefits of implementation intentions depend on the number of goals,” Journal of Consumer Research, 39 (3), 600-614.

Mick, David G., Stephen A. Spiller, and Anthony J. Baglioni (2012), “A systematic self-observation study of consumers' conceptions of practical wisdom in everyday purchase events,” Journal of Business Research, 65 (7), 1051-1059.

Stephen A. Spiller (2011), “Opportunity cost consideration,” Journal of Consumer Research, 38 (4), 595-610.

Lynch, John G., Jr., Richard G. Netemeyer, Stephen A. Spiller, and Alessandra Zammit (2010), “A generalizable scale of propensity to plan: The long and the short of planning for time and for money,” Journal of Consumer Research, 37 (1), 108-128.

ADDITIONAL PUBLICATIONS

Lamberton, Cait, Derek D. Rucker, and Stephen A. Spiller (Eds.) (2023), The Cambridge Handbook of Consumer Psychology: Second Edition.

Maglio, Sam, Nicholas Reinholtz, and Stephen Spiller (2021), “The challenges of presenting pandemic data,” MIT Sloan Management Review.

SELECTED WORKING PAPERS

David Dolifka and Stephen A. Spiller, “Budgeting increases reliance on category-level evaluations.”

• Preregistrations, Materials, Data, Code

Mirny, Daniel J. and Stephen A. Spiller, “Source memory is more accurate for opinions than for facts.”

• Preregistrations, Materials, Data, Code

Mirny, Daniel J. and Stephen A. Spiller, “Creeping objectivity: Prior exposure makes people perceive claims as more objective.”

• Preregistrations, Materials, Data, Code, Supplements

Stephanie M. Smith and Stephen A. Spiller, “Decision makers undervalue multi-option alternatives in two-stage choice.”

Stephanie M. Smith, Stephen A. Spiller, and Ian Krajbich, “The role of visual attention in opportunity cost neglect and consideration.”

Spiller, Stephen A., “Widely-Used Measures of Overconfidence Are Confounded With Ability.”

• Simulation and Analysis Code

Spiller, Stephen A., Nicholas Light, Donald Lichtenstein, Philip Fernbach, and Bart de Langhe, “'Helpful' reviews do not help consumers identify high-quality products.”

Megan E. Weber, Stephen A. Spiller, Hal E. Hershfield, and Suzanne B. Shu, “The role of stock-flow reasoning in understanding the Social Security trust fund.”

• Preregistrations, Materials, Data, Code