New paper on Neuromarketing in California Management Review

New paper just accepted at California Management Review.

Neuromarketing: Inside the mind of the consumer

Managers today are under tremendous pressure to uncover factors driving customers’ attitudes and behavior. Unfortunately, traditional methods suffer from well-known limitations, and have remained largely unchanged since their introduction decades ago. As a result, there is growing interest in brain-based approaches that may enable managers to directly probe customers’ underlying thoughts, feelings, and intentions. This article aims to provide practical guidance to managers on using these tools, focusing on two distinct uses: validation of existing insights and generation of novel insights. Throughout, we stress that managers should see traditional and brain-based approaches as complements, rather than substitutes, in understanding customers.

Pierre Karashchuk receives NSF Graduate Research Fellowship

Congratulations to Pierre Karashchuk, who was just awarded the prestigious NSF Graduate Student Research Fellowship for his proposal applying computational linguistic models to understand stereotypes in natural language!

Welcome to Gil Sharvit

Welcome to Gil Sharvit, who is joining our lab on a postdoctoral research fellowship from the Swiss National Fund. He will be investigating cognitive mechanisms of disclosure behavior, whether the human brain encodes for a dedicated value in those situations, and how can learn to avoid bad decisions (e.g. regretful exposure) when we exchange information with others.

New paper on Dissociable contributions of imagination and willpower to the malleability of human patience

Anna Jenkins’s paper has been accepted at Psychological Science.

Dissociable contributions of imagination and willpower to the malleability of human patience

The ability to exercise patience is important for human functioning. Although it is widely known that patience can be promoted by using willpower to override impatient impulses, patience is also malleable—in particular, susceptible to framing effects—in ways that are difficult to explain on a willpower account alone. So far, the mechanisms underlying framing effects on patience have been elusive. Here we investigated a role for imagination, dissociable from willpower, in these effects. Behaviorally, a classic framing manipulation increased self-reported and independently-coded imagination during intertemporal choice (Experiment 1). Neurally, reframing increased the extent to which patience was associated with activation in brain regions associated with imagination, relative to those associated with willpower, and increased functional connectivity of brain regions associated with imagination, but not willpower, to regions associated with valuation (Experiment 2). Results suggest that reframing can increase the role of imagination in decision-making without increasing willpower exertion.

Welcome to Thomas Dolman

Welcome to Thomas Dolman, who is visiting us from University of Amsterdam as a visiting Master’s student. He will be using psychophysical approaches to data gathering and a computational approach to making predictions on social perception integration.