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Material priming: The influence of mundane physical objects on situational construal and competitive behavioral choice

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  • Kay, Aaron C.
  • Wheeler, S. Christian
  • Bargh, John A.
  • Ross, Lee

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  • Kay, Aaron C. & Wheeler, S. Christian & Bargh, John A. & Ross, Lee, 2004. "Material priming: The influence of mundane physical objects on situational construal and competitive behavioral choice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(1), pages 83-96, September.
  • Handle: RePEc:eee:jobhdp:v:95:y:2004:i:1:p:83-96
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    References listed on IDEAS

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    1. Robert, Christopher & Carnevale, Peter J., 1997. "Group Choice in Ultimatum Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(2), pages 256-279, November.
    2. Guth, Werner & Schmittberger, Rolf & Schwarze, Bernd, 1982. "An experimental analysis of ultimatum bargaining," Journal of Economic Behavior & Organization, Elsevier, vol. 3(4), pages 367-388, December.
    3. Messick, David M. & Moore, Don A. & Bazerman, Max H., 1997. "Ultimatum Bargaining with a Group: Underestimating the Importance of the Decision Rule," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 87-101, February.
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    Cited by:

    1. Fransen, Marieke L. & Fennis, Bob M. & Pruyn, Ad Th. H. & Das, Enny, 2008. "Rest in peace? Brand-induced mortality salience and consumer behavior," Journal of Business Research, Elsevier, vol. 61(10), pages 1053-1061, October.
    2. Posten, Ann-Christin & Ockenfels, Axel & Mussweiler, Thomas, 2014. "How activating cognitive content shapes trust: A subliminal priming study," Journal of Economic Psychology, Elsevier, vol. 41(C), pages 12-19.
    3. Kouchaki, Maryam & Smith-Crowe, Kristin & Brief, Arthur P. & Sousa, Carlos, 2013. "Seeing green: Mere exposure to money triggers a business decision frame and unethical outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 121(1), pages 53-61.
    4. Pamela Murphy & M. Dacin, 2011. "Psychological Pathways to Fraud: Understanding and Preventing Fraud in Organizations," Journal of Business Ethics, Springer, vol. 101(4), pages 601-618, July.
    5. Yam, Kai Chi & Reynolds, Scott J. & Hirsh, Jacob B., 2014. "The hungry thief: Physiological deprivation and its effects on unethical behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 123-133.
    6. Pfeffer, Jeffrey & DeVoe, Sanford E., 2008. "Economic Evaluation: The Effect of Money and Economics on Attitudes about Volunteering," Research Papers 1996, Stanford University, Graduate School of Business.
    7. Malhotra, Deepak, 2010. "The desire to win: The effects of competitive arousal on motivation and behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 111(2), pages 139-146, March.
    8. KAUFMANN, Wesley & VAN WITTELOOSTUIJN, Arjen & BOONE, Christophe, 2009. "Colorful economics: Seeing red in a prisoner's dilemma game," ACED Working Papers 2009007, University of Antwerp, Faculty of Applied Economics.
    9. Crusius, Jan & van Horen, Femke & Mussweiler, Thomas, 2012. "Why process matters: A social cognition perspective on economic behavior," Journal of Economic Psychology, Elsevier, vol. 33(3), pages 677-685.
    10. Pfeffer, Jeffrey & DeVoe, Sanford E., 2009. "Economic evaluation: The effect of money and economics on attitudes about volunteering," Journal of Economic Psychology, Elsevier, vol. 30(3), pages 500-508, June.
    11. Brown, Douglas J. & Ferris, D. Lance & Heller, Daniel & Keeping, Lisa M., 2007. "Antecedents and consequences of the frequency of upward and downward social comparisons at work," Organizational Behavior and Human Decision Processes, Elsevier, vol. 102(1), pages 59-75, January.
    12. Drouvelis, Michalis & Metcalfe, Robert & Powdthavee, Nattavudh, 2010. "Priming Cooperation in Social Dilemma Games," IZA Discussion Papers 4963, Institute for the Study of Labor (IZA).
    13. Kennedy, Jessica A. & Kray, Laura J. & Ku, Gillian, 2017. "A social-cognitive approach to understanding gender differences in negotiator ethics: The role of moral identity," Organizational Behavior and Human Decision Processes, Elsevier, vol. 138(C), pages 28-44.
    14. Anna Olga Kuzminska, 2014. "Konsekwencje aktywizacji kategorii zwiazanych z wladza i pieniedzmi (The consequences of activation of categories associated with power and money)," Problemy Zarzadzania, University of Warsaw, Faculty of Management, vol. 12(45), pages 66-80.
    15. Reynolds, Scott J. & Dang, Carolyn T. & Yam, Kai Chi & Leavitt, Keith, 2014. "The role of moral knowledge in everyday immorality: What does it matter if I know what is right?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 123(2), pages 124-137.
    16. Dolan, Paul & Galizzi, Matteo M., 2015. "Like ripples on a pond: Behavioral spillovers and their implications for research and policy," Journal of Economic Psychology, Elsevier, vol. 47(C), pages 1-16.
    17. Wu, Long-Zeng & Ferris, D. Lance & Kwan, Ho Kwong & Chiang, Flora & Snape, Ed & Liang, Lindie H., 2015. "Breaking (or making) the silence: How goal interdependence and social skill predict being ostracized," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 51-66.
    18. Cordero Coma, Julia, 2014. "HIV prevention and marriage: Peer group effects on condom use acceptability in rural Kenya," Social Science & Medicine, Elsevier, vol. 116(C), pages 169-177.

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