Faculty

Dan Ariely

James B. Duke Professor of Behavioral Economics

Fuqua School of Business
Fuqua School of Business

Professor of Business Administration

Fuqua School of Business
Fuqua School of Business

Professor in the Sanford School of Public Policy

Sanford School of Public Policy
Sanford School of Public Policy

Adjunct Professor of Psychiatry and Behavioral Sciences

Psychiatry & Behavioral Sciences
School of Medicine

Professor of Economics

Economics
Trinity College of Arts & Sciences

Faculty Network Member of The Energy Initiative

Duke University Energy Initiative
Institutes and Provost's Academic Units

Associate of the Duke Initiative for Science & Society

Duke Science & Society
Institutes and Provost's Academic Units
Show all faculty appointments and affiliations

American Tobacco Campus, Strickland Bldg., 334 Blackwell St. Suite 320, Durham, NC 27701

Box 104117, Durham, NC 27708

dan@danariely.com

HI, I'M DAN ARIELY. I do research in behavioral economics and try to describe it in plain language. These findings have enriched my life, and my hope is that they will do the same for you.


My immersive introduction to irrationality took place many years ago while I was overcoming injuries sustained in an explosion. The http://people.duke.edu/~dandan/webfiles/mypain.pdf">range of treatments in the burn department, and particularly the daily “bath” made me face a variety of irrational behaviors that were immensely painful and persistent. Upon leaving the hospital, I wanted to understand how to better deliver painful and unavoidable treatments to patients, so I began conducting research in this area.


I became engrossed with the idea that we repeatedly and predictably make the wrong decisions in many aspects of our lives and that research could help change some of these patterns.


A few years later, decision making and behavioral economics dramatically influenced my personal life when I found myself using all of the knowledge I’d accumulated in order to convince Sumi to marry me (a decision that was in my best interest but not necessarily in hers). After managing to convince her, I realized that if understanding decision-making could help me achieve this goal, it could help anyone in their daily life.


http://danariely.com/books/irrationally-yours/">Irrationally Yours, http://danariely.com/books/predictably-irrational/">Predictably Irrational, http://danariely.com/books/the-upside-of-irrationality/">The Upside of Irrationality,http://danariely.com/books/the-honest-truth-about-dishonesty/">The (Honest) Truth About Dishonesty, the movie http://thedishonestyproject.com/">Dishonesty and the card game https://irrationalgame.com/">Irrational Game are my attempt to take my research findings and describe them in non academic terms, so that more people will learn about this type of research, discover the excitement of behavioral economics, and possibly use some of the insights to enrich their own lives.


In terms of official positions, I am the James B. Duke Professor of Psychology and Behavioral Economics at Duke University and a founding member of the http://advanced-hindsight.com/">Center for Advanced Hindsight.


My free time is spent working on a guide to the kitchen and life—Dining Without Crumbs: The Art of Eating Over the Kitchen Sink—and of course, studying the irrational ways we all behave.


Education & Training

B.A. 1991

Tel Aviv University (Israel)

M.A. 1994

University of North Carolina at Chapel Hill

Ph.D. 1996

University of North Carolina at Chapel Hill

Ph.D. 1998

Duke University

Grants

Lilly MOU

Eli Lilly and Company

SunTrust Bank research agreement

SunTrust Banks, Inc.

Using Behavioral Economics to Improve Vaccination Rates

GlaxoSmithKline

Paternalistic interventions in health care

Robert Wood Johnson Foundation

Achmea Sponsored Research Agreement

Achmea Vitaliteit BV

Behavioral Lab for Financial Well Being

Metropolitan Life Foundation

Honesty Building a Virtuous Cycle

John Templeton Foundation

TRIADIC EXPECTATIONS: DECISION-MAKING IN ADVANCED CANCER

National Palliative Care Research Center

Complex and Self-serving Altruism in Research

National Institutes of Health
Show More

Publications

Impact of Disgust on Intentions to Undergo Colorectal Surgery.

PMID 30312221
Read Full Text

Naïve models of dietary splurges: Beliefs about caloric compensation and weight change following non-habitual overconsumption.

PMID 29902503
Read Full Text

Social Norms and the Price of Zero

Read Full Text

How Counterfeits Infect Genuine Products: The Role of Moral Disgust

Read Full Text

Triadic treatment decision-making in advanced cancer: a pilot study of the roles and perceptions of patients, caregivers, and oncologists.

PMID 29101469
Read Full Text

Slogans and donor pages of cancer centres: do they convey discordant messages?

PMID 29611516
Read Full Text

If You Are Going to Pay Within the Next 24 Hours, Press 1: Automatic Planning Prompt Reduces Credit Card Delinquency

Read Full Text

The Sticky Anchor Hypothesis: Ego Depletion Increases Susceptibility to Situational Cues

Read Full Text

Bonobos respond prosocially toward members of other groups.

PMID 29116154
Read Full Text

Comparison of affect-regulated, self-regulated, and heart-rate regulated exercise prescriptions: Protocol for a randomized controlled trial

Read Full Text

Leveraging Behavioral Economics to Improve Heart Failure Care and Outcomes.

PMID 28827221
Read Full Text

Prevalence of Sharing Access Credentials in Electronic Medical Records.

PMID 28875052
Read Full Text

The effects of extreme rituals on moral behavior: The performers-observers gap hypothesis

Read Full Text

What Are Likes Worth? A Facebook Page Field Experiment

Read Full Text

Behavioral Interventions to Increase Tax-Time Saving: Evidence from a National Randomized Trial

Read Full Text

It’s (Not) All About the Jacksons: Testing Different Types of Short-Term Bonuses in the Field

Read Full Text

Arousal and economic decision making

Read Full Text

When Retailing and Las Vegas Meet: Probabilistic Free Price Promotions

Read Full Text

Gain Without Pain: The Extended Effects of a Behavioral Health Intervention

Read Full Text

Life is a battlefield

Read Full Text

Public and Private Values

Read Full Text

The brain adapts to dishonesty.

PMID 27775721
Read Full Text

The Valjean effect: Visceral states and cheating.

PMID 27148848
Read Full Text

Cut From the Same Cloth

Read Full Text

Can You Have Your Vigorous Exercise and Enjoy It Too? Ramping Intensity Down Increases Postexercise, Remembered, and Forecasted Pleasure.

PMID 27390185
Read Full Text

Irrational attachment (why we love what we own)

Read Full Text

Past Actions as Self-Signals: How Acting in a Self-Interested Way Influences Environmental Decision Making.

PMID 27447822
Read Full Text

Editorial: Dishonest Behavior, from Theory to Practice.

PMID 27746758
Read Full Text

Revisiting constructed preferences: Extrapolating preferences from relevant reminders.

Read Full Text

Ethical dissonance, justifications, and moral behavior

Read Full Text

Disturbing Trends in Physician Burnout and Satisfaction With Work-Life Balance: Dealing With Malady Among the Nation's Healers.

PMID 26653295
Read Full Text

Being Irrationally Funny as a Cognitive Psychologist: Interview With Dan Ariely.

PMID 27247678
Read Full Text

Dishonesty in scientific research.

PMID 26524587
Read Full Text

Three Principles to REVISE People's Unethical Behavior.

PMID 26581728
Read Full Text

Neural substrates underlying the tendency to accept anger-infused ultimatum offers during dynamic social interactions.

PMID 26166623
Read Full Text

The Budget Contraction Effect: How Contracting Budgets Lead to Less Varied Choice

Read Full Text

Money, Time, and the Stability of Consumer Preferences

Read Full Text

Refund to Savings: Creating Contingency Savings at Tax Time

Read Full Text

Refund to savings: Creating contingency savings at tax time

Read Full Text

When does familiarity promote versus undermine interpersonal attraction? A proposed integrative model from erstwhile adversaries.

PMID 25910379
Read Full Text

Fairness requires deliberation: the primacy of economic over social considerations.

PMID 26106342
Read Full Text

The slow decay and quick revival of self-deception.

PMID 26347666
Read Full Text

Self-control depletion in tufted capuchin monkeys (Sapajus spp.): does delay of gratification rely on a limited resource?

PMID 26322001
Read Full Text

Does Self-Control Rely on a Limited Resource in Tufted Capuchin Monkeys (Sapajus spp.)?

Read Full Text

The Not-So-Common-Wealth of Australia: Evidence for a Cross-Cultural Desire for a More Equal Distribution of Wealth

Read Full Text

In pain thou shalt bring forth children: the peak-and-end rule in recall of labor pain.

PMID 25298293
Read Full Text

Contingent Match Incentives Increase Donations

Read Full Text

Keeping your gains close but your money closer: The prepayment effect in riskless choices

Read Full Text

Ego depletion decreases trust in economic decision making.

PMID 25013237
Read Full Text

Moral Violations Reduce Oral Consumption.

PMID 25125931
Read Full Text

Financial deprivation selectively shifts moral standards and compromises moral decisions

Read Full Text

Healthier by precommitment.

PMID 24390824
Read Full Text

Better medicine by default.

PMID 24125790
Read Full Text

True context-dependent preferences? The causes of market-dependent valuations

Read Full Text

Moral violations reduce oral consumption

Read Full Text

The not-so-common-wealth of Australia: Evidence for a cross-cultural desire for a more equal distribution of wealth

Read Full Text

Focused on fairness: Alcohol intoxication increases the costly rejection of inequitable rewards

Read Full Text

Pay-for-performance: toxic to quality? Insights from behavioral economics.

PMID 24919299
Read Full Text

Everybody else is doing it: exploring social transmission of lying behavior.

PMID 25333483
Read Full Text

Keeping your gains close but your money closer: The prepayment effect in riskless choices

Read Full Text

Less is often more, but not always: additional evidence that familiarity breeds contempt and a call for future research.

PMID 24295381
Read Full Text

Self-Serving Altruism? The Lure of Unethical Actions that Benefit Others.

PMID 24273360
Read Full Text

A Bird's Eye View of Unethical Behavior: Commentary on Trautmann et al. (2013)

PMID 26173208
Read Full Text

Preference exploration and learning: the role of intensiveness and extensiveness of experience

Read Full Text

American's desire for less wealth inequality does not depend on how you ask them

Read Full Text

The effect of nonverbal cues on relationship formation

Read Full Text

Investigation momentum: the relentless pursuit to resolve uncertainty.

PMID 23588200
Read Full Text

Choosing among employer-sponsored health plans: what drives employee choices?

PMID 23222507
Read Full Text

Moral masochism: on the connection between guilt and self-punishment.

PMID 22985340
Read Full Text

Self-serving altruism? The lure of unethical actions that benefit others

Read Full Text

The (Honest) Truth about Dishonesty How We Lie to Everyone - Especially Ourselves

Read Full Text

Investigation momentum: the relentless pursuit to resolve uncertainty.

Read Full Text

True context-dependent preferences? The causes of market-dependent valuations

Read Full Text

Design to learn: Customizing services when the future matters

Read Full Text

Risk preferences and aging: the "certainty effect" in older adults' decision making.

PMID 23066800
Read Full Text

Bolstering and restoring feelings of competence via the IKEA effect

Read Full Text

The pot calling the kettle black: distancing response to ethical dissonance.

PMID 22409664
Read Full Text

Signing at the beginning makes ethics salient and decreases dishonest self-reports in comparison to signing at the end.

PMID 22927408
Read Full Text

The IKEA effect: When labor leads to love

Read Full Text

Higher medical morbidity burden is associated with external locus of control.

PMID 22458257
Read Full Text

The dark side of creativity: original thinkers can be more dishonest.

PMID 22121888
Read Full Text

The persuasive "power" of stigma?

Read Full Text

Inviting consumers to downsize fast-food portions significantly reduces calorie consumption.

PMID 22323171
Read Full Text

Why pay for performance may be incompatible with quality improvement.

PMID 22893567
Read Full Text

Liar, liar

Read Full Text

HIGHER MEDICAL MORBIDITY BURDEN IS ASSOCIATED WITH EXTERNAL LOCUS OF CONTROL

Read Full Text

Winning the Battle but Losing the War: The Psychology of Debt Management

Read Full Text

Temporal view of the costs and benefits of self-deception.

PMID 21383150
Read Full Text

Does familiarity breed contempt or liking? Comment on Reis, Maniaci, Caprariello, Eastwick, and Finkel (2011).

PMID 21859227
Read Full Text

What Was The Question?

Read Full Text

Unable to resist temptation: How self-control depletion promotes unethical behavior

Read Full Text

The Upside of Irrationality The Unexpected Benefits of Defying Logic

Read Full Text

The Upside of Useless Stuff

Read Full Text

Who Benefits from Religion?

Read Full Text

In Praise of The Handshake

Read Full Text

Building a Better America-One Wealth Quintile at a Time.

PMID 26162108
Read Full Text

Are consumers too trusting? The effects of relationships with expert advisers

Read Full Text

From thinking too little to thinking too much: a continuum of decision making

PMID 26301911
Read Full Text

Column: What was the question?

Read Full Text

Column: The upside of useless stuff

Read Full Text

Column: In praise of the handshake

Read Full Text

The HBR agenda

Read Full Text

What makes you click?—Mate preferences in online dating

Read Full Text

Good Decisions. Bad Outcomes.

Read Full Text

Want People to Save? Force Them

Read Full Text

Wanting, liking, and preference construction.

PMID 20515222
Read Full Text

You Are What You Measure

Read Full Text

The counterfeit self: the deceptive costs of faking it.

PMID 20483851
Read Full Text

Neuromarketing: the hope and hype of neuroimaging in business.

PMID 20197790
Read Full Text

Why Businesses Don't Experiment

Read Full Text

How to spend a token? Trade-offs between food variety and food preference in tufted capuchin monkeys (Cebus apella).

PMID 20026196
Read Full Text

Matching and Sorting in Online Dating

Read Full Text

The long-term effects of short-term emotions.

PMID 20648875
Read Full Text

The long-term effects of short-term emotions.

PMID 20088370
Read Full Text

The Budget Contraction Effect: Cutting Categories to Cope with Shrinking Budgets

Read Full Text

Column: Work Pray Love

Read Full Text

Column: You are what you measure

Read Full Text

Column: Why businesses don't experiment

Read Full Text

Column: The long-term effects of short-term emotions

Read Full Text

In Search of Homo Economicus: Cognitive Noise and the Role of Emotion in Preference Consistency

Read Full Text

Gender differences in the motivational processing of babies are determined by their facial attractiveness.

PMID 19554100
Read Full Text

The Impact of Add-On Features on Consumer Product Evaluations

Read Full Text

How Concepts Affect Consumption

Read Full Text

The enduring impact of transient emotions on decision making

Read Full Text

Large Stakes and Big Mistakes

Read Full Text

Contagion and differentiation in unethical behavior: the effect of one bad apple on the barrel.

PMID 19254236
Read Full Text

Doing Good or Doing Well? Image Motivation and Monetary Incentives in Behaving Prosocially

Read Full Text

Too Tired to Tell the Truth: Self-Control Resource Depletion and Dishonesty.

PMID 20047023
Read Full Text

Large Stakes and Big Mistakes

Read Full Text

Conceptual consumption.

PMID 18764765
Read Full Text

Research Note - The Researcher as a Consumer of Scientific Publications: How Do Name-Ordering Conventions Affect Inferences About Contribution Credits?

Read Full Text

The End of Rational Economics

Read Full Text

A Manager's Guide to Human Irrationalities

Read Full Text

I Really Want to Like It: Motivated Liking

Read Full Text

The end of rational economics

Read Full Text

How behavioral decision research can enhance consumer welfare: From freedom of choice to paternalistic intervention

Read Full Text

The Dishonesty of Honest People: A Theory of Self-Concept Maintenance

Read Full Text

How behavioral decision research can enhance consumer welfare: From freedom of choice to paternalistic intervention

Read Full Text

More Ways to Cheat: Expanding the Scope of Dishonesty

Read Full Text

Getting off the hedonic treadmill, one step at a time: The impact of regular religious practice and exercise on well-being

Read Full Text

Better than average? When can we say that subsampling of items is better than statistical summary representations?

PMID 18927014
Read Full Text

Resting on laurels: the effects of discrete progress markers as subgoals on task performance and preferences.

PMID 18763898
Read Full Text

Man's search for meaning: The case of Legos

Read Full Text

If I'm not hot, are you hot or not? Physical attractiveness evaluations and dating preferences as a function of one's own attractiveness.

PMID 18727782
Read Full Text

Gender differences in the motivational processing of facial beauty

PMID 24282336
Read Full Text

Commercial features of placebo and therapeutic efficacy.

PMID 18319411
Read Full Text

How honest people cheat

Read Full Text

How actions create--not just reveal--preferences.

PMID 18063405
Read Full Text

Predictably Irrational, Revised and Expanded Edition The Hidden Forces That Shape Our Decisions

Read Full Text

When Rational Sellers Face Nonrational Buyers: Evidence from Herding on eBay.

Read Full Text

The tree of experience in the forest of information: Overweighing experienced relative to observed information.

Read Full Text

The Dissociation Between Monetary Assessment and Predicted Utility.

Read Full Text

People are experience goods: Improving online dating with virtual dates

Read Full Text

"On the Discontinuity of Demand Curves Around Zero: Charging More and Selling More"

Read Full Text

"Probabilistic Discounts: When Retailing and Las Vegas Meet"

Read Full Text

"The "IKEA Effect": Why Labor Leads to Love"

Read Full Text

Psychology and experimental economics: A gap in abstraction

Read Full Text

The customers' revenge

Read Full Text

Zero as a Special Price: The True Value of Free Products

Read Full Text

Selective versus unselective romantic desire: not all reciprocity is created equal.

PMID 17470256
Read Full Text

Decisions by rules: The case of unwillingness to pay for beneficial delays

Read Full Text

Less is more: the lure of ambiguity, or why familiarity breeds contempt.

PMID 17201545
Read Full Text

Improving online dating with virtual dates

Read Full Text

Try it, you'll like it: the influence of expectation, consumption, and revelation on preferences for beer.

PMID 17201787
Read Full Text

Color blindness and interracial interaction: playing the political correctness game.

PMID 17176425
Read Full Text

Path dependent preferences: The role of early experience and biased search in preference development

Read Full Text

Virtual dates: Bridging the online and offline dating gap

Read Full Text

Hedonic versus informational evaluations: Task dependent preferences for sequences of outcomes

Read Full Text

Shopping goals, goal concreteness, and conditional promotions

Read Full Text

Tom Sawyer and the construction of value

Read Full Text

Tom Sawyer and the construction of value

Read Full Text

The heat of the moment: The effect of sexual arousal on sexual decision making

Read Full Text

Dishonesty in Everyday Life and Its Policy Implications

Read Full Text

Psychology, behavioral economics, and public policy

Read Full Text

Placebo Effects of Marketing Actions: Consumers May Get What They Pay For

Read Full Text

Ruminating about placebo effects of marketing actions

Read Full Text

Making consumption decisions by following personal rules

Read Full Text

Probing reward function in post-traumatic stress disorder with beautiful facial images.

PMID 15993948
Read Full Text

When do losses loom larger than gains?

Read Full Text

An experimental analysis of ending rules in Internet auctions

Read Full Text

Effort for payment. A tale of two markets.

PMID 15482452
Read Full Text

AntiGroupWare and Second Messenger

Read Full Text

Keeping Doors Open: The Effect of Unavailability on Incentives to Keep Options Viable

Read Full Text

Auction fever: The effect of opponents and quasi-endowment on product valuations

Read Full Text

Learning by collaborative and individual-based recommendation agents

Read Full Text

Differential partitioning of extended experiences

Read Full Text

"Coherent Arbitrariness": Stable Demand Curves Without Stable Preferences

Read Full Text

Summary assessment of experiences: The whole is different from the sum of its parts

Read Full Text

Buying, bidding, playing, or competing? Value assessment and decision dynamics in online auctions

Read Full Text

"Coherent Arbitrariness": Stable Demand Curves Without Stable Preferences

Read Full Text

The Sum Reflects only Some of Its Parts: A Critical Overview of Research on Summary Assessment of Experiences

Read Full Text

The Pursuit and Assessment of Happiness Can be Self-Defeating

Read Full Text

Procrastination, deadlines, and performance: self-control by precommitment.

PMID 12009041
Read Full Text

Expressing preferences in a principal-agent task: A comparison of choice, rating, and matching

Read Full Text

Beautiful faces have variable reward value: fMRI and behavioral evidence.

PMID 11709163
Read Full Text

A timely account of the role of duration in decision making.

PMID 11569762
Read Full Text

Seeing sets: representation by statistical properties.

PMID 11340926
Read Full Text

A visual preference-modeling and decision-support technique for buyers of multi- Attribute products

Read Full Text

Joint comment on "when does duration matter in judgment and decision making?" (Ariely & Loewenstein, 2000).

PMID 11142866
Read Full Text

When does duration matter in judgment and decision making?

PMID 11142865
Read Full Text

Sequential Choice in Group Settings: Taking the Road Less Traveled and Less Enjoyed

Read Full Text

Focusing on the Forgone: How Value Can Appear So Different to Buyers and Sellers

Read Full Text

Controlling the information flow: Effects on consumers' decision making and preferences

Read Full Text

The effects of averaging subjective probability estimates between and within judges.

PMID 10937317
Read Full Text

Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution

Read Full Text

On the making of an experience: The effects of breaking and combining experiences on their overall evaluation

Read Full Text

Gestalt characteristics of experiences: The defining features of summarized events

Read Full Text

Contextual and Procedural Determinants of Partner Selection: Of Asymmetric Dominance and Prominence

Read Full Text

The Joy of Experimental Psychology

Read Full Text

Goal-based construction of preferences: task goals and the prominence effect

Read Full Text

Agents to the Rescue?

Read Full Text

Constructing stable preferences: A look into dimensions of experience and their impact on preference stability

Read Full Text

Combining experiences over time: the effects of duration, intensity changes and on-line measurements on retrospective pain evaluations

Read Full Text

Occlusion edge blur: a cue to relative visual depth.

PMID 8867752
Read Full Text

Linking object boundaries at scale: a common mechanism for size and shape judgments.

PMID 8746226
Read Full Text

Seeking Subjective Dominance in Multidimensional Space: An Explanation of the Asymmetric Dominance Effect

Read Full Text

The effect of past-injury on pain threshold and tolerance.

PMID 7784104
Read Full Text

The choice architecture of privacy decision-making

Read Full Text
Show More

In the News