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bibliography and additionalreadingssBASED ONChapter 4: The Cost of Social NormsUri Gneezy and Aldo Rustichini, "A Fine Is a Price," Journalof Legal Studies (2000).James Heyman and Dan Ariely, "Effort for Payment: ATale of Two Markets," Psychological Science (2004).Kathleen Vohs, Nicole Mead, and Miranda Goode, "ThePsychological Consequences of Money," Science (2006).RELATED READINGSMargaret S. Clark and Judson Mills, "Interpersonal Attractionin Exchange and Communal Relationships," Journalof Personality and Social Psychology, Vol. 37 (1979), 12-24.Margaret S. Clark, "Record Keeping in Two Types of Relationships,"Journal of Personality and Social Psychology,Vol.47 (1984), 549-557.Alan Fiske, "The Four Elementary Forms of Sociality:Framework for a Unified Theory of Social Relations," PsychologicalReview (1992).Pankaj Aggarwal, "The Effects of Brand RelationshipNorms on Consumer Attitudes and Behavior," Journal ofConsumer Research (2004).BASED ONChapter 5: The Influence of ArousalDan Ariely and George Loewenstein, "The Heat of theMoment: The Effect of Sexual Arousal on Sexual DecisionMaking," Journal of Behavioral Decision Making (2006).RELATED READINGSGeorge Loewenstein, "Out of Control: Visceral Influenceson Behavior," Organizational Behavior and Human DecisionProcesses (1996).262
bibliography and additionalreadingsPeter H. Ditto, David A. Pizarro, Eden B. Epstein, Jill A.Jacobson, and Tara K. McDonald, "Motivational Myopia:Visceral Influences on Risk Taking Behavior," journal ofBehavioral Decision Making (2006).Chapter 6: The Problem of Procrastination and Self-ControlBASED ONDan Ariely and Klaus Wertenbroch, "Procrastination,Deadlines, and Performance: Self-Control by Precommitment,"Psychological Science (2002).RELATED READINGSTed O'Donoghue and Mathew Rabin, "Doing It Now orLater," American Economic Review (1999).Yaacov Trope and Ayelet Fishbach, "Counteractive Self-Control in Overcoming Temptation," journal of Personalityand Social Psychology (2000).BASED ONChapter 7: The High Price of OwnershipZiv Carmon and Dan Ariely, "Focusing on the Forgone:How Value Can Appear So Different to Buyers and Sellers,"journal of Consumer Research (2000).James Heyman, Yesim Orhun, and Dan Ariely, "AuctionFever: The Effect of Opponents and Quasi-Endowmenton Product Valuations," journal of Interactive Marketing(2004).RELATED READINGSRichard Thaler, "Toward a Positive Theory of ConsumerChoice," journal of Economic Behavior and Organization(1980).263
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USA $25.95CANADA $27.95• Why do o
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Predictably Irrational—it's not w
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predictablyirrationalThe Hidden For
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To my mentors, colleagues, and stud
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contentsCHAPTER 4The Cost of Social
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IntroductionHow an Injury Led Me to
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introductionsion of a large magnesi
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introductionprofoundly changed my o
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introductionmy results, in the hope
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introductionconfusing them. We can
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introductionAs YOU WILL see in the
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predictablyirrational
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predictably irrationalI read these
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predictably irrationalWhich one wou
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predictably irrationalWould the stu
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predictably irrationalincredulously
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predictably irrationalthe three opt
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predictably irrationalAllen with hi
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predictably irrationalnary students
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predictably irrationalIt was for go
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predictably irrationalpushing towar
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predictably irrationalyour suit. Yo
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CHAPTER 2The Fallacy of Supplyand D
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the fallacy of supply and demandSaw
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the fallacy of supply and demandan
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the fallacy of supply and demandAve
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the fallacy of supply and demandTex
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the fallacy of supply and demandwe
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the fallacy of supply and demandsom
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the fallacy of supply and demandBut
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the fallacy of supply and demandWhe
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the fallacy of supply and demandany
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the fallacy of supply and demandwag
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the fallacy of supply and demandwe
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the fallacy of supply and demandThe
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CHAPTER 3The Cost of Zero CostWhy W
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the cost of zero costhas huge impli
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the cost of zero costTo replicate t
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the cost of zero costdecision—the
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thecost of zero costone of the kids
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the cost of zero costtomer bought a
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the cost of zero costbroke—but th
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thecost of zero costchecks, diabete
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the cost of zero costpected pleasur
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predictably irrationalup red-faced;
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predictably irrationalIn this exper
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predictably irrationalthat this was
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predictably irrationaleven a small
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predictably irrationalYes, your dat
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predictably irrationalor to watch o
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predictably irrationalline—you mi
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predictably irrationalall, people b
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predictably irrationaltrust? What w
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predictably irrationaleducation and
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predictably irrationalThe answer, I
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predictably irrationalwere smack in
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predictably irrationaldarkened room
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predictably irrationalkeys on the c
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predictably irrationalof erotic pic
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predictably irrationalgaze back at
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predictably irrationalunfamiliar? I
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predictably irrationalcarrying a co
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predictably irrationalbe similar to
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APPENDIX: CHAPTER 5A complete list
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predictably irrationalTABLE 3RATE Y
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predictably irrationalhad to have e
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predictably irrationaldo family tra
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predictably irrationalsame experime
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predictably irrationaldeadlines at
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predictably irrationalcheck, which
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predictably irrationalthe best way
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predictably irrationalSavingsWe cou
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predictably irrationalDear Sumi,Thi
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predictably irrationalself-control
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predictably irrationaloutside the s
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predictably irrationalinstance, sim
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predictably irrational"All right,"
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predictably irrationalSuppose you d
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predictably irrationalstill the top
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predictably irrationalidea—whethe
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predictably irrationalantithetical
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predictably irrationallikely end up
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predictably irrationalthe correspon
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predictably irrationalthis wasn't t
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predictably irrationalwaste their c
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predictably irrationalgame. It will
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predictably irrationalHere's anothe
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C HAPTE R 9The Effect of Expectatio
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the effect of expectationsto such c
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the effect of expectationsMina and
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the effect of expectationswill be b
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the effect of expectationsget rid o
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the effect of expectationsby changi
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the effect of expectationsthe way,
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the effect of expectationsResearch
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the effect of expectationsthe crux
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C HAPTE R I OThe Power of PriceWhy
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the power of priceremoved. The thir
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the power of pricefunerals. By 1785
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the power of pricebetter. And if yo
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the power of pricethe common cold a
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the power of pricewith the same gre
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the power of priceworkouts. Both gr
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the power of pricesage on the bottl
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the power of priceis nothing "just"
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the power of priceabout placebos an
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the power of priceing wasn't silky
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CHAPTERItThe Context of OurCharacte
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the context of our character, part
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Page 241 and 242: the context of our character, part
Page 247 and 248: The Context of OurCharacter, Part I
Page 261 and 262: CHAPTER 1 3Beer and Free LunchesWha
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Page 265 and 266: beer and free lunchesJonathan and I
Page 267 and 268: beer and free luncheswho was his wi
Page 269 and 270: beer and free lunchesBut there's a
Page 271 and 272: beer and free lunchesnew strategies
Page 273 and 274: beer and free luncheswe should cons
Page 275 and 276: ThanksOver the years I have been fo
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Page 280 and 281: list of collaboratorsmatch—an ove
Page 282 and 283: list of collaboratorsGeorge is curr
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Page 286 and 287: notes9. Sarah Bakewell, "Cooking wi
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Page 300 and 301: Indexarousal (continued)underpredic
Page 302 and 303: IndexDescartes, Rene, 43diet, procr
Page 304 and 305: Indexgifts:Burning Man based on exc
Page 306 and 307: Indexmoney:benefits of, 86dishonest
Page 308 and 309: Indexrelativity, 1-21bread-making m
Page 310: Indextaste (continued)exotic-soundi
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