BazermanMoore

226 Index
Focalism, 48–50
Focusing illusion, 49
Fooled by Randomness (Taleb), 142
Football, self-serving reasoning about,
94–95
Forgas, J. P., 96
Forsyth, D. R., 124
401(k) employee savings plans, 144, 148
Fox, C. R., 49, 140
Framing
irrationality of sum of choices and,
65–67
joint vs. separate preference
reversals and, 79–81
of negotiator judgment, 169–171
and overselling of insurance, 70–71
rebate/bonus, 78–79
reversal of preferences and, 62–83
uses of term, 64
Franconeri, S. L., 48
Franken, A., 30
Franklin, B., 156, 188
Frederick, S., 10
Friedman, A., 104
Friedman, D., 55
Fuller, R., 197
Fuller-Thaler mutual funds, 197
Future, discounting of, 126–127
Gabriel, S., 96
Gächter, S., 122
Gaertner, L., 90
Galinsky, A. D., 177
Gambler’s fallacy, misconceptions of
chance and, 24
Gambling, 67
Games. See also Gambling; Risk
prisoner dilemma, 58–59
Russian Roulette, 67–68
ultimatum, 117–119
Game theory, 54–55, 57. See also
specific games
Gender, and investment
overconfidence, 139–140
Gentner, D., 191–192
Gerberding, J. L., 18
Gest, T., 94
Gigerenzer, G., 193–194
Gilbert, D. T., 9, 48, 49, 83, 90, 184
Gillespie, J. J., 160
Gilovich, T., 24, 31, 34, 37, 77, 95, 98,
143
Gino, F., 48, 58, 184
Giuliano, T., 104
Gladwell, M., 182
Glassman, J. K., 138
Glick, P., 129
Goethals, G. R., 90
Goetzmann, W. N., 141
Goldberg, J. H., 99
Goldstein, D. G., 77
Gonzalez, R. M., 91
Gonzalez-Vallejo, C., 37
Goodwin, P., 181
Gorbachev, M., 95
Gore, A., 94, 126
Grabiner, D., 171
Gramzow, R. H., 90
Green, M. C., 134
Greene, J. D., 132
Greenwald, A. G., 90, 93, 128
Griffin, D. W., 37
Gross, J. J., 96
Gross, P. H., 32
Grosskopf, B., 187, 192
Grossman, S. J., 138
Groups
bounded awareness in, 50–51
escalation of commitment and, 104
Gruenfeld, D. H., 50
Guidant, bidding war over, 107–108
Güth, W., 117
Ha, Y.-W., 9
Haidt, J., 96, 134
Hall, M., 53
Hammond, J. S., 3, 181
Happiness, subjectivity utility scale
and, 82–83
Hardin, G., 175
Harper, D. R., 37
Harrington, M., 172–173
Harris, G., 108
Hart, P., 130
Hassett, K. A., 138
Hastie, R., 93
Hastorf, A. H., 94
Healy, P. J., 36n, 91
Heath, C., 93
Hedge funds, 137
Heider, F., 190
Henrich, J., 118
Hershey, J. C., 9, 70
Heuristics, 40
affect, 9–10, 14
availability, 7–8, 14, 18–21
confirmation, 9, 14, 28–40, 95
in employment interviews, 185
judgmental, 6–10, 82–83
positive hypothesis testing, 8–9
representativeness, 8, 14, 21–28
selective application of, 40
types of, 7, 14
Hindsight bias, 9, 38–40
Hiring, decision-analysis tools for,
184–185
Ho, T.-H., 57
Hoang, H., 104
Hoch, S. J., 39
Hoffman, E., 118
Hoffrage, U., 193–194
Hogan, D., 185
Hogarth, R. M., 185, 186
Holt, J., 88
Holt, L. L., 179
Homer, 84
Hsee, C. K., 79, 80, 86, 97
Huberman, G., 42
Hunter, J. E., 185
Hyperbolic discounting, 87
Hypothesis testing, positive, 7, 8–9
Idson, L. C., 78, 192
Illusions, positive, 90–94
Implicit Associations Test (IAT), 128
Implicit attitudes, 127–129
Impression management, 110–111
Inattentional blindness, 46–47
Incentives, for retirement investment,
147–148
Index funds, 136–137
Indirectly unethical behavior,
132–133
Inferences, availability heuristic and,
18–19
Information
confirmation trap and, 29–30
in groups, 50–51
overlooked, 46
sharing, 161
strategic disclosure of, 162–163
Information overload, information
filtering and, 42
Ingerman, C., 90
In-group favoritism, bounded
ethicality and, 125–126
In-group members, favors for, 126
Insider view, 194–195
Insurance
framing and overselling of, 70–71
purchases based on availability
heuristic, 19–20
Integration, escalation of commitment
and, 112
Interests, of negotiators, 153–154
Internal conflicts, reconciling, 88–89
Intuition
availability heuristic and, 21
in baseball, 179–180
Investment
action steps for, 147–150
active trading and, 145–147
goals for, 147–149
loads on funds, 149
mistakes with, 136–150
money held for, 144
optimism about, 140–141
overconfidence in trading and,
138–140
prospect theory and, 144–145
returns on, 139
types of assets for, 143
Irrationality, competitive, 111–112
Israel, Camp David Accords and,
156–158, 157f
Issacharoff, S., 94, 174
Iyengar, S. S., 42
Jaccard, J., 128
Jacobson, L., 33
James, W., 42
Janoff-Bulman, R., 83
Jegadeesh, N., 142
Jiang, W., 42
Job interviews, 184–186
Johnson, E. J., 77, 99
Joint ventures, overclaiming of credit
and, 124–125
Joint vs. separate preference reversals,
79–81
Jones, J. T., 90