Publications
Book
John, L.K. (in preparation). Oversharing: The Power and Science of TMI. Penguin Random House.
Journal Articles
Kim, T., Barasz, K., John, L.K., & Norton, M.I. (Forthcoming). Calculators for Women: When Identity-Based Appeals Backfire, Journal of the Association for Consumer Research.
Shilpa, M., Johar, G., + 17 authors including John, L.K. (2023). Reaching for Rigor and Relevance: Better Marketing Research for a Better World, Marketing Letters, 34(1), 1-12.
Jiang, L., John, L. K., Boghrati, R., & Kouchaki, M. (2022). Fostering perceptions of authenticity via sensitive self-disclosure. Journal of Experimental Psychology: Applied.
John, L.K., Blunden, H., Milkman, K., Foschini, L., & Tuckfield, B. (2022). The Limits of Inconspicuous Incentives, Organizational Behavior and Human Decision Processes, 172, 104180.
Prinsloo, E., Barasz, K., John, L.K., & Norton, M.I. (2022). Opportunity Neglect: An Aversion to Low-probability Gains, Psychological Science., 33(11), 1857-1866
Brough, A.R., Norton D.A., Sciarappa, S., & John, L.K. (2022). The Bulletproof Glass Effect: When Privacy Notices Backfire. Journal of Marketing Research.
Volger, S., Parrott, J.S., Elbel, B., John, L.K., Block, J., Gibson, L., Rothpletz-Puglia, P., & Roberto, C. A. (2022). Sugar-sweetened beverage purchases and intake at event arenas with and without a portion size cap, Preventive Medicine Reports, 25.
Keenan, E., Wilson, & John, L.K. (2022). When Less is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms, Marketing Letters, 33(1), 31-43..
Donnelly, G. E., Guge, P. M., Howell, R.T., & John, L.K. (2021). A Salient Sugar Tax Decreases Sugary Drink Buying. Psychological Science, 32(11), 1830-1841.
Decelles, K.A., Adams, G.S., Howe, H., & John, L.K. (2021). Anger Damns the Innocent, Psychological Science, 32(8), 1214-1226.
Collins, H., Whillans, A.V., & John, L.K. (2021). Joy and Rigor in Behavioral Science,
Organizational Behavior and Human Decision Processes, 164, 179-191.
Milkman, K. L., +42 authors including John, L.K., Duckworth, A.L. (2021). A Mega-Study of Text-Based Nudges Encouraging Patients to Get Vaccinated at an Upcoming Doctor’s Appointment, Proceedings of the National Academy of Sciences, 118(20).
Mohan, B., Buell, R.W., & John, L.K. (2020). Lifting the Veil: The Benefits of Cost Transparency. Marketing Science, 39(6): 1033-1201.
Kim, T., Barasz, K., John, L.K. (2020). Consumer Disclosure. Consumer Psychology Review: 1-11.
John, L.K., M. Slepian, and D. Tamir. Tales of Two Motives: Disclosure and Concealment. Special Issue on Privacy and Disclosure, Online and in Social Interactions edited by L. John, D. Tamir, M. Slepian. Current Opinion in Psychology, 31 (February 2020): iv-vii.
Gershon, Rachel, Cynthia Cryder, and Leslie K. John. Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs. Journal of Marketing Research (JMR), 57, no. 1 (February 2020): 156–172.
Bachireddy, C., Joung, A., John, L.K., Gino, F., Tuckfield, B., Foschini, L., & Milkman, K. (2019). Effect of Different Financial Incentive Structures on Promoting Physical Activity Among Adults, JAMA Network Open, 2(8), 1-13.
John, L.K., Loewenstein, G., Marder, A., & Callaham, M. (2019). Effect of Revealing Authors' Conflicts of Interests in Peer Review: Randomized Controlled Trial. BMJ: British Medical Journal 367, no. 8221.
Kim, Tami, Leslie John, Todd Rogers, and Michael I. Norton. (2019). Procedural Justice and the Risks of Consumer Voting. Management Science 65, no. 11: 5234–5251.
Blunden, Hayley, Jennifer M. Logg, Alison Wood Brooks, Leslie John, and Francesca Gino. How Asking Multiple People for Advice Can Backfire. Harvard Business Review (website) (May 10, 2019).
Blunden, H., Logg, J., Brooks, A.W., John, L.K., & Gino, F. (2019). Seeker Beware: The Interpersonal Costs of Ignoring Advice. Organizational Behavior and Human Decision Processes 150: 83–100.
Jeong, Martha, Leslie K. John, Francesca Gino, and Laura Huang. Research: Changing Your Mind Makes You Seem Intelligent. Harvard Business Review (website) (September 11, 2019).
John, L.K., Jeong, M., Gino, F., & Huang, L. (2019). The Self-Presentational Consequences of Upholding One's Stance in Spite of the Evidence. Organizational Behavior and Human Decision Processes 154: 1–14.
John, L.K., Blunden, H., and Liu, H. Research Confirms: When Receiving Bad News, We Shoot the Messenger. Harvard Business Review (website) (April 16, 2019).
John, L.K., Donnelly, G.E., and Roberto C.A. Using Behavioral Science to Inform the Design of Sugary Drink Portion Limit Policies: Reply to Wilson and Stolarz-Fantino (2018). Psychological Science 30, no. 7 (July 2019): 1103–1105.
John, L.K., Blunden, H., & Liu, H. (2019). Shooting the Messenger. Journal of Experimental Psychology: General 148, no. 4: 644–666.
Kim, T., Barasz, K. & John, L.K. (2019). Why Am I Seeing this Ad? The Effect of Ad Transparency on Ad Effectiveness. Journal of Consumer Research 45, no. 5: 906–932.
John, Leslie K. Uninformed Consent. Special Issue on The Big Idea: Tracked. Harvard Business Review (website) (September–October 2018).
John, L.K., Troxel, A., Yancy, W., Friedman, J., Zhu, J. Yang, L., Halpern, S., Galvin, R., Miller-Kovach, K., Loewenstein, G. & Volpp, K. (2018). The Effect of Cost Sharing on an Employee Weight Loss Program: A Randomized Trial, American Journal of Health Promotion, 32(1), 170-176.
Donnelly, G.E.,* Zatz, L.Y.,* Svirsky, D., & John, L.K. (2018). The Effect of Graphic Warnings on Sugary-Drink Purchasing, Psychological Science, 29(8), 1321-1333. *The first two authors contributed equally.
Thomadsen, R., Rooderkerk, R., Amir, O., Arora, N., Bollinger, B., Hansen, K., John, L.K., Liu, W., Sela, A., Singh, V., Sudhir, K., Wood, W. (2018). How Context Affects Choice, Customer Needs and Solutions, 5(1), 3-14.
Brooks, Alison Wood, and Leslie K. John. The Surprising Power of Questions. Harvard Business Review 96, no. 3 (May–June 2018): 60–67.
Callaham, M., & John, L.K. (2018). What Does It Take to Change an Editor's Mind? Identifying Minimally Important Difference Thresholds for Peer Reviewer Rating Scores of Scientific Articles, Annals of Emergency Medicine, 72(3), 314-318.e2.
John, L.K., Loewenstein, G., Acquisti, A. & Vosgerau, J. (2018). When and Why Randomized Response Techniques (Fail to) Elicit the Truth. Organizational Behavior and Human Decision Processes 148: 101–123.
John, L.K., Emrich, O., Gupta, S. & Norton, M.I. (2017). Does 'Liking' Lead to Loving? The Impact of Joining a Brand's Social Network on Marketing Outcomes, Journal of Marketing Research, 54(1), 144-155.
Barasz, K., John, L.K., Keenan, E., & Norton, M.I. (2017). Pseudo-Set Framing, Journal of Experimental Psychology: General, 146(10), 1460-1477.
John, L.K., Donnelly, G.E. & Roberto, C.A. (2017). Psychologically Informed Implementations of Sugary-Drink Portion Limits, Psychological Science, 28(5), 620-629.
Hofstetter, R., Rüppell, R., & John, L.K. (2017). Temporary Sharing Prompts Unrestrained Disclosures That Leave Lasting Negative Impressions, Proceedings of the National Academy of Sciences, 114(45), 11902-11907.
John, Leslie, Daniel Mochon, Oliver Emrich, and Janet Schwartz. What's the Value of a Like? Social Media Endorsements Don't Work the Way You Might Think. Harvard Business Review 95, no. 2 (March–April 2017): 108–115.
John, L.K., Barasz, K. & Norton, M.I. (2016). Hiding Personal Information Reveals the Worst. Proceedings of the National Academy of Sciences, 113(4), 954-959.
John, Leslie. How to Negotiate with a Liar. Harvard Business Review 94, nos. 7-8 (July–August 2016): 114–117.
Barasz, K., Kim, T. & John, L.K. (2016). The Role of (Dis)similarity in (Mis)predicting Others' Preferences, Journal of Marketing Research, 53(4), 597-607.
Rogers, T., Milkman, K.L., John, L.K. & Norton, M.I. (2015). Beyond Good Intentions: Prompting People to Make Plans Improves Follow-through on Important Tasks. Behavioral Science & Policy, 1(2), 33-41.
John, L.K., Loewenstein, G. & Rick, S. (2014). Cheating More for Less: Upward Social Comparisons Motivate the Poorly Compensated to Cheat. Special Issue on Behavioral Ethics. Organizational Behavior and Human Decision Processes 123(2): 101–109.
John, L.K. & Norton, M.I. (2013). Converging to the Lowest Common Denominator in Physical Health, Special Issue on Health Psychology Meets Behavioral Economics. Health Psychology 32, no. 9: 1023–1028.
Mitchell, M.S., Goodman, J.M., Alter, D.A., John, L.K., Oh, P.I., Pakosh, M.T., & Faulkner, G.E. (2013). Financial Incentives for Exercise Adherence in Adults: Systematic Review and Meta-analysis, American Journal of Preventive Medicine 45, no. 5 (November 2013): 658–667.
Acquisti, A., John, L.K. & Loewenstein, G. (2013). What Is Privacy Worth?, Journal of Legal Studies 42, no. 2: 249–274.
Haward, M.F., John, L.K., Lorenz, J.M. & Fischhoff, B. (2012). Effects of Description of Options on Parental Perinatal Decision-Making, Pediatrics 129, no. 5: 891–902.
John, L.K., Loewenstein, G. & Volpp, K. (2012). Empirical Observations on Longer-term Use of Incentives for Weight Loss, Preventive Medicine 55, Supplement 1: S68–S74.
Acquisti, A., John, L.K. & Loewenstein, G. (2012). The Impact of Relative Standards on the Propensity to Disclose, Journal of Marketing Research (JMR) 49, no. 2: 160–174.
John, L.K., Loewenstein, G. & Prelec, D. (2012). Measuring the Prevalence of Questionable Research Practices with Incentives for Truth-telling, Psychological Science 23, no. 5: 524–532.
John, L.K., Loewenstein, G., Troxel, A., Norton, L., Fassbender, J. & Volpp, K. (2011). Financial Incentives for Extended Weight Loss: A Randomized, Controlled Trial, Journal of General Internal Medicine 26, no. 6: 621–626.
Koehler, D., White, R. & John, L.K. (2011). Good Intentions, Optimistic Self-Predictions, and Missed Opportunities, Social Psychological & Personality Science 2, no. 1: 90–96.
John, L.K., Acquisti, A. & Loewenstein, G. (2011). Strangers on a Plane: Context-dependent Willingness to Divulge Sensitive Information, Journal of Consumer Research 37, no. 5: 858–873.
John, L.K. & Fischhoff, B. (2010). Changes of Heart: The Switch-Value Method for Assessing Value Uncertainty, Medical Decision Making 30, no. 3: 388–397.
Volpp, K., John, L.K., Troxel, A., Norton, L., Fassbender, J. & Loewenstein, G. (2008).
Financial Incentive Based Approaches for Weight Loss: A Randomized Trial, JAMA, the Journal of the American Medical Association 300, no. 22: 2631–2637.
Book Chapters
LeBel, E. & John, L.K. (2017). Toward Transparent Reporting of Psychological Science, in S.O. Lilienfield and I.D. Waldman (Eds.), Psychological Science Under Scrutiny: Recent Challenges and Proposed Solutions, New York: John Wiley & Sons.
John, L.K. (2015). The Consumer Psychology of Online Privacy: Insights and Opportunities from Behavioral Decision Theory, in M. Norton, D. Rucker and C. Lamberton (Eds.), Cambridge Handbook of Consumer Psychology.
Loewenstein, G., John, L.K. & Volpp, K. (2013), Using Decision Errors to Help People Help Themselves, in E. Shafir (Ed.), The Behavioral Foundations of Public Policy, Princeton and Oxford: Princeton University Press, 361-379.
Working Papers
HBS working papers available online: https://www.hbs.edu/faculty/Pages/profile.aspx?facId=589473
Garcia-Rada, X., John, L.K., O’Brien, E., & Norton, M.I. A Preference for Revision Absent Objective Improvement, Harvard Business School Working Paper, No. 19-087, February 2019 (revised December 2019), revise and resubmit, Journal of Marketing Research.
Hofstetter, R., Kunath, G., & John, L.K., Connected with a Snap: How Brand Selfies Foster Connectedness, under review.
Small, M., Brant, K., Garcia-Rada, X., & John, L.K., People Avoid Their Support Network as Much as They Approach It—To Their Own Detriment, under review.
Buell, Ryan W., and Leslie K. John. "Commonwealth Bank of Australia: Unbanklike Experimentation." Harvard Business School Teaching Note 620-041, September 2019. (Revised February 2020).
John, Leslie K. "Fishbowl: Scaling Up." Harvard Business School Teaching Note 920-022, September 2019.
Keenan, Elizabeth A., and Leslie K. John. "Back to the Roots." Harvard Business School Teaching Note 520-028, August 2019.
John, Leslie, and Mitch Weiss. "Sidewalk Labs: Privacy in a City Built from the Internet Up." Harvard Business School Teaching Note 820-023, August 2019.
John, Leslie K. "Fishbowl: Scaling Up." Harvard Business School Case 919-013, December 2018. (Revised September 2019.)
John, Leslie. "The Campbell Home (A), (B), and (C)." Harvard Business School Teaching Note 919-012, December 2018.
John, Leslie K., Mitchell Weiss, and Julia Kelley. "Sidewalk Labs: Privacy in a City Built from the Internet Up." Harvard Business School Case 819-024, October 2018. (Revised July 2019.)
Buell, Ryan W., and Leslie K. John. "Commonwealth Bank of Australia: Unbanklike Experimentation." Harvard Business School Case 619-018, October 2018. (Revised February 2019.)
Keenan, Elizabeth A., and Leslie K. John. "Back to the Roots." Harvard Business School Case 518-073, June 2018. (Revised October 2019.)
John, Leslie K., and Matthew G. Preble. "The Campbell Home (C)." Harvard Business School Supplement 918-019, December 2017.
John, Leslie K., and Matthew G. Preble. "The Campbell Home (B)." Harvard Business School Supplement 918-018, December 2017.
John, Leslie K., and Matthew G. Preble. "The Campbell Home (A)." Harvard Business School Case 918-017, December 2017.
Dolan, Robert J., and Leslie K. John. "Marketing Reading: Marketing Intelligence." Core Curriculum Readings Series. Harvard Business Publishing 8191, 2015.
John, Leslie, John Quelch, and Robert Huckman. "CVS Health: Promoting Drug Adherence." Harvard Business School Case 515-010, January 2015. (Revised July 2019.)
John, Leslie, John Quelch, and Robert Huckman. "CVS Health: Promoting Drug Adherence." Harvard Business School Teaching Note 515-086, March 2015.
John, Leslie, Michael Norton, and Michael Norris. "Making stickK Stick: The Business of Behavioral Economics." Harvard Business School Case 514-019, April 2014. (Revised June 2015.)
John, Leslie K., and Michael Norton. "Making stickK Stick: The Business of Behavioral Economics." Harvard Business School Teaching Note 515-088, February 2015. (Revised September 2016.)
Dolan, Robert J., and Leslie K. John. "Kiehl's Since 1851: Pathway to Profitable Growth." Harvard Business School Case 514-044, October 2013. (Revised April 2015.)
Dolan, Robert J., and Leslie K. John. "Kiehl's Since 1851: Pathway to Profitable Growth (B)." Harvard Business School Supplement 514-046, October 2013. (Revised March 2015.)
John, Leslie, and Robert J. Dolan. "Kiehl's Since 1851: Pathway to Profitable Growth." Harvard Business School Teaching Note 515-087, March 2015.