Dhananjay Nayakankuppam
University of Iowa
AdvertisingEndowment effectMisattribution of memoryProduct (category theory)Framing effectDevelopmental psychologyBusinessOutcome (game theory)PsychologyEconomicsMarketingNumerosity adaptation effectCognitionMicroeconomicsCognitive psychologyPersonalityRegulatory focus theoryPerceptionAction (philosophy)AppealTest (assessment)IgnoranceReceiptProcessing fluencyQuality (business)Context (language use)SalaryPreferenceDecision theoryPopulationAttitude strengthInformation integrationProspect theoryObject (philosophy)Affect (psychology)Computer scienceProcess (engineering)Confidence intervalTerm (time)Promotion (rank)Social psychologyOutlierStatistic
43Publications
9H-index
415Citations
Publications 40
Newest
#1Arul MishraH-Index: 11
#2Himanshu MishraH-Index: 12
Last. Dhananjay NayakankuppamH-Index: 9
view all 3 authors...
#1Arul Mishra (UI: University of Iowa)H-Index: 11
#2Dhananjay Nayakankuppam (UI: University of Iowa)H-Index: 9
Prior research has traced poor judgment quality to poor calibration. We suggest inconsistency to be another reason for poor judgment quality-utilizing different models on different occasions resulting in increased wandering in judgments. We demonstrate differing consistency in the utilization of models depending upon which variable is used as a cue and which is used as the criterion to be predicted. This results in differing correlations underlying judgments between the same two variables, an in...
7 CitationsSource
#1Himanshu Mishra (UI: University of Iowa)H-Index: 12
#2Arul Mishra (UI: University of Iowa)H-Index: 11
Last. Dhananjay Nayakankuppam (UI: University of Iowa)H-Index: 9
view all 3 authors...
We document the phenomenon of “bias for the whole,” wherein greater value is perceived for money in the form of a whole (large denomination) than for equivalent amounts of money in parts (smaller denominations), resulting in a lower inclination to spend with the whole. We demonstrate across four experiments that the bias arises from greater processing fluency experienced in processing the whole as opposed to parts. This processing fluency is hedonically marked and generates positive affect that ...
114 CitationsSource
#1Arul MishraH-Index: 11
#2Himanshu MishraH-Index: 12
Last. Dhananjay NayakankuppamH-Index: 9
view all 3 authors...
#1Dhananjay Nayakankuppam (UI: University of Iowa)H-Index: 9
#2Himanshu Mishra (UI: University of Iowa)H-Index: 12
The endowment effect, predicted by prospect theory, is a robust finding in behavioral decision theory. Extending recent examinations of the underlying processes, we present evidence for differential perceptions of the traded item, with sellers focusing more on positive features and less on negative features, relative to buyers. In experiment 1, sellers and buyers access information of differing valence in a free recall task. Experiment 2 utilizes error rates and response latencies to demonstrate...
147 CitationsSource
#1Yifei Liu (UI: University of Iowa)H-Index: 12
#2William R. Doucette (UI: University of Iowa)H-Index: 35
Last. Dhananjay Nayakankuppam (UI: University of Iowa)H-Index: 9
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Abstract Background Concerns about direct-to-consumer advertisement's (DTCA's) information quality have raised interest in patients' drug information–seeking after DTCA exposure. Objective To identify predictors of patients' intentions and behaviors to seek drug information from physicians, pharmacists, and the Internet after DTCA exposure, using theories of planned behavior and self-efficacy. Methods One thousand patients were randomly selected from 3,000 nationwide osteoarthritic patients. A s...
28 CitationsSource
#1Joseph R. PriesterH-Index: 24
Last. John GodekH-Index: 2
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This research investigates the influence of attitudes and attitude strength on consideration and choice. Three experiments provide support for the Attitude and Attitude Strength, Consideration and Choice (A2SC2) Model, which hypothesizes that (a) attitude strength moderates the influence of attitudes on consideration, such that attitudes guide consideration more for strongly held attitudes than for weakly held attitudes and (b) consideration of a brand mediates the influence of attitudes and att...
234 CitationsSource