James R. Bettman

TL;DR: In this paper, the authors explore whether choice patterns are sensitive to the potential of relevant trade-offs to elicit negative emotion and find that decision makers increasingly become sensitive to negative emotion across three experiments.

TL;DR: This paper extended the standard effort-accuracy approach to explain task influences on decision processing by arguing that coping goals will interact with effort minimization and accuracy maximization goals for negatively emotion-laden decision tasks.

TL;DR: This paper investigated decision processes in environments where there is time stress due to the opportunity cost of delaying decisions, and found that subjects were generally adaptive to opportunity-cost time pressure, however, failures in adaptivity were identified when choice environment properties with conflicting implications for adaptation were present simultaneously.

TL;DR: A study of salespeople working for a telephone marketing operation indicates that more effective salespeople have richer and more interrelated knowledge structures about their custo... as mentioned in this paper, and more effective (above average) salespeople had richer knowledge structures.

TL;DR: This article developed a new theoretical framework predicting when consumer behaviors will be more indulgent when mortality is salient, arguing that individuals focus more of their limited self-regulatory resources on domains that are important sources of self-esteem and less on domains not important sources.