Publications
Book
John, L.K. (in preparation). Reveal: The Power of Sharing. Penguin Random House.
Journal Articles
Kim, T., Barasz, K., Norton, M. I., & John, L. K. (2023). Calculators for women: When identity-based appeals alienate consumers. Journal of the Association for Consumer Research, 8(1), 72-82.
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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.
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Jiang, L., John, L. K., Boghrati, R., & Kouchaki, M. (2022). Fostering perceptions of authenticity via sensitive self-disclosure. Journal of Experimental Psychology: Applied.
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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.​
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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
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Brough, A.R., Norton D.A., Sciarappa, S., & John, L.K. (2022). The Bulletproof Glass Effect: When Privacy Notices Backfire. Journal of Marketing Research.
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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.
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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..​
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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.
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Decelles, K.A., Adams, G.S., Howe, H., & John, L.K. (2021). Anger Damns the Innocent, Psychological Science, 32(8), 1214-1226.
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Collins, H., Whillans, A.V., & John, L.K. (2021). Joy and Rigor in Behavioral Science,
Organizational Behavior and Human Decision Processes, 164, 179-191.
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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.
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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.
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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.
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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.
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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.
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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.
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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).
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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.
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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).
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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. ​
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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).
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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.
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John, L.K., Blunden, H., & Liu, H. (2019). Shooting the Messenger. Journal of Experimental Psychology: General 148, no. 4: 644–666. ​
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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.
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John, Leslie K. Uninformed Consent. Special Issue on The Big Idea: Tracked. Harvard Business Review (website) (September–October 2018).
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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.
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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.
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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.
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Brooks, Alison Wood, and Leslie K. John. The Surprising Power of Questions. Harvard Business Review 96, no. 3 (May–June 2018): 60–67.
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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.
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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.
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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.
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Barasz, K., John, L.K., Keenan, E., & Norton, M.I. (2017). Pseudo-Set Framing, Journal of Experimental Psychology: General, 146(10), 1460-1477.
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John, L.K., Donnelly, G.E. & Roberto, C.A. (2017). Psychologically Informed Implementations of Sugary-Drink Portion Limits, Psychological Science, 28(5), 620-629.
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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.​​
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John, Leslie. How to Negotiate with a Liar. Harvard Business Review 94, nos. 7-8 (July–August 2016): 114–117.
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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.​
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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.​
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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.
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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.
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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.
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Acquisti, A., John, L.K. & Loewenstein, G. (2013). What Is Privacy Worth?, Journal of Legal Studies 42, no. 2: 249–274.
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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.
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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. ​
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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.
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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.
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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.
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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.
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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. ​
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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.
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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.
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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.
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Hofstetter, R., Kunath, G., & John, L.K., Connected with a Snap: How Brand Selfies Foster Connectedness, under review.​
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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).
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John, Leslie K. "Fishbowl: Scaling Up." Harvard Business School Teaching Note 920-022, September 2019.
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Keenan, Elizabeth A., and Leslie K. John. "Back to the Roots." Harvard Business School Teaching Note 520-028, August 2019.
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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.)
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Buell, Ryan W., and Leslie K. John. "Commonwealth Bank of Australia: Unbanklike Experimentation." Harvard Business School Case 619-018, October 2018. (Revised February 2019.)
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Keenan, Elizabeth A., and Leslie K. John. "Back to the Roots." Harvard Business School Case 518-073, June 2018. (Revised October 2019.)
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John, Leslie K., and Matthew G. Preble. "The Campbell Home (C)." Harvard Business School Supplement 918-019, December 2017.
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John, Leslie K., and Matthew G. Preble. "The Campbell Home (B)." Harvard Business School Supplement 918-018, December 2017.
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John, Leslie K., and Matthew G. Preble. "The Campbell Home (A)." Harvard Business School Case 918-017, December 2017.
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Dolan, Robert J., and Leslie K. John. "Marketing Reading: Marketing Intelligence." Core Curriculum Readings Series. Harvard Business Publishing 8191, 2015.
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John, Leslie, John Quelch, and Robert Huckman. "CVS Health: Promoting Drug Adherence." Harvard Business School Case 515-010, January 2015. (Revised July 2019.)
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John, Leslie, John Quelch, and Robert Huckman. "CVS Health: Promoting Drug Adherence." Harvard Business School Teaching Note 515-086, March 2015.
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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.)
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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.)
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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.)
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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.)
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John, Leslie, and Robert J. Dolan. "Kiehl's Since 1851: Pathway to Profitable Growth." Harvard Business School Teaching Note 515-087, March 2015.