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Research

Greetings, fellow Nerdlings! This is the deep end of the pool. Below you'll find Leslie's academic CV and downloadable PDFs of her published research.

Categories

The Science of Self-Disclosure & Privacy

Calculators for Women: When Identity-Based Appeals Alienate Consumers

Journal of the Association for Consumer Research

Kim, T., Barasz, K., Norton, M.I., & John, L.

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Fostering Perceptions of Authenticity via Sensitive Self-Disclosure

Journal of Experimental Psychology: Applied

Jiang, L., John, L. K., Boghrati, R., & Kouchaki, M

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The Bulletproof Glass Effect: When Privacy Notices Backfire

Journal of Marketing Research

Brough, A.R., Norton D.A., Sciarappa, S., & John, L.

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Lifting the Veil: The Benefits of Cost Transparency

Marketing Science

Mohan, B., Buell, R.W., & John, L.

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Consumer Disclosure

Consumer Psychology Review

Kim, T., Barasz, K., John, L.

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Tales of Two Motives: Disclosure and Concealment

Current Opinion in Psychology

John, L., M. Slepian, & Tamir, D. Current Opinion in Psychology, 31

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Effect of Revealing Authors' Conflicts of Interests in Peer Review: Randomized Controlled Trial

British Medical Journal

John, L., Loewenstein, G., Marder, A., & Callaham, M.

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The Self-Presentational Consequences of Upholding One's Stance in Spite of the Evidence

Organizational Behavior and Human Decision Processes

John, L., Jeong, M., Gino, F., & Huang, L.

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Shooting the Messenger

Journal of Experimental Psychology: General

John, L., Blunden, H., & Liu, H.

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Why Am I Seeing This Ad? the Effect of Ad Transparency on Ad Effectiveness

Journal of Consumer Research

Kim, T., Barasz, K., & John, L.

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Uninformed Consent

Harvard Business Review: The Big Idea

John, L 

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The Surprising Power of Questions

Harvard Business Review

Brooks, A., & John, L. Harvard Business Review 96, no. 3

Link

When and Why Randomized Response Techniques (fail To) Elicit the Truth

Organizational Behavior and Human Decision Processes

John, L., Loewenstein, G., Acquisti, A., & Vosgerau, J.

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Temporary Sharing Prompts Unrestrained Disclosures That Leave Lasting Negative Impressions

Proceedings of the National Academy of Sciences

Hofstetter, R., Rüppell, R., & John, L.

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Toward Transparent Reporting of Psychological Science

Psychological Science Under Scrutiny: Recent Challenges and Proposed Solutions

LeBel, E., & John, L.

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Hiding Personal Information Reveals the Worst

Proceedings of the National Academy of Sciences

John, L., Barasz, K., & Norton, M.I

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The Consumer Psychology of Online Privacy: Insights and Opportunities from Behavioral Decision Theory

Cambridge Handbook of Consumer Psychology

John, L.

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What Is Privacy Worth?

Journal of Legal Studies

Acquisti, A., John, L., & Loewenstein, G.

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The Impact of Relative Standards on the Propensity to Disclose,

Journal of Marketing Research

Acquisti, A., John, L., & Loewenstein, G.

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Measuring the Prevalence of Questionable Research Practices with Incentives for Truth-Telling

Psychological Science

John, L., Loewenstein, G., & Prelec, D.

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Strangers on a Plane: Context-Dependent Willingness to Divulge Sensitive Information

Journal of Consumer Research

John, L., Acquisti, A., & Loewenstein, G.

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Should I Stay or Should I Disclose? How Omission Bias Guides Our Disclosure Decisions

Working paper

Pentcheva, E., & John

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The Agreeable Revealer: Personality Correlates of Self-Disclosure

Working paper

Pentcheva, E., John, L.

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Measuring the Prevalence of Sensitive Behaviors

Working paper

Krishnamurti, T., & John, L.

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People Avoid Their Support Network as Much as They Approach It—to Their Own Detriment

Working paper

Small, M., Brant, K., Garcia-Rada, X., & John, L.

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Connected with a Snap: How Brand Selfies Foster Connectedness

Working paper

Kunath, G., & John, L., & Hofstetter, R.

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Behavioral Science in Health & Well-Being

Sugar-Sweetened Beverage Purchases and Intake at Event Arenas with and Without a Portion Size Cap

Preventive Medicine Reports

Volger, S., Parrott, J.S., Elbel, B., John, L., Block, J., Gibson, L., Rothpletz-Puglia, P., & Roberto, C. A.

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A Salient Sugar Tax Decreases Sugary Drink Buying

Psychological Science

Donnelly, G. E., Guge, P. M., Howell, R.T., & John, L.

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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

Milkman, K. L., +42 authors including John, L., Duckworth, A.L

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Effect of Different Financial Incentive Structures on Promoting Physical Activity Among Adults

JAMA Network Open

Bachireddy, C., Joung, A., John, L., Gino, F., Tuckfield, B., Foschini, L., & Milkman, K.

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Using Behavioral Science to Inform the Design of Sugary Drink Portion Limit Policies: Reply to Wilson and Stolarz-Fantino

Psychological Science

John, L., Donnelly, G.E., & Roberto, C.A.

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The Effect of Cost Sharing on an Employee Weight Loss Program: A Randomized Trial

American Journal of Health Promotion

John, L., Troxel, A., Yancy, W., Friedman, J., Zhu, J. Yang, L., Halpern, S., Galvin, R., Miller-Kovach, K., Loewenstein, G., & Volpp, K.

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The Effect of Graphic Warnings on Sugary-Drink Purchasing

Psychological Science

Donnelly, G.E.,* Zatz, L.Y.,* Svirsky, D., & John, L.; *equal authorship

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Psychologically Informed Implementations of Sugary-Drink Portion Limits

Psychological Science

John, L., Donnelly, G.E., & Roberto, C.A..

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How to Negotiate with a Liar

Harvard Business Review

John, L.

Link

Converging to the Lowest Common Denominator in Physical Health

Health Psychology

John, L., & Norton, M.I

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Financial Incentives for Exercise Adherence in Adults: Systematic Review and Meta-Analysis

American Journal of Preventive Medicine

Mitchell, M.S., Goodman, J.M., Alter, D.A., John, L., Oh, P.I., Pakosh, M.T., & Faulkner, G.E

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Effects of Description of Options on Parental Perinatal Decision-Making

Pediatrics

Haward, M.F., John, L., Lorenz, J.M., & Fischhoff, B

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Empirical Observations on Longer-Term Use of Incentives for Weight Loss

Preventive Medicine

John, L., Loewenstein, G., & Volpp, K

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Financial Incentives for Extended Weight Loss: A Randomized, Controlled Trial

Journal of General Internal Medicine

John, L., Loewenstein, G., Troxel, A., Norton, L., Fassbender, J., & Volpp, K

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Changes of Heart: The Switch-Value Method for Assessing Value Uncertainty

Medical Decision Making

John, L., & Fischhoff, B

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Financial Incentive Based Approaches for Weight Loss: A Randomized Trial

Volpp, K, John L., Troxel A., Norton, L., Fassbender J., & Loewenstein, G.

Journal of the American Medical Association

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Judgment & Behavioral Decision Science

Reaching for Rigor and Relevance: Better Marketing Research for a Better World

Marketing Letters

Shilpa, M., Johar, G., + 17 authors including John, L.

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The Limits of Inconspicuous Incentives

Organizational Behavior and Human Decision Processes

John, L., Blunden, H., Milkman, K., Foschini, L., & Tuckfield, B.

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Opportunity Neglect: An Aversion to Low-Probability Gains

Psychological Science

Prinsloo, E., Barasz, K., John, L., & Norton, M.I.

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When Less Is More: Consumers Prefer Brands That Donate More in Relative Versus Absolute Terms

Marketing Letters

Keenan, E., Wilson, A., & John, L.

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Anger Damns the Innocent

Psychological Science

Decelles, K.A., Adams, G.S., Howe, H., & John, L.

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Joy and Rigor in Behavioral Science

Organizational Behavior and Human Decision Processes

Collins, H., Whillans, A.V., & John, L.

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Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs

Journal of Marketing Research

Gershon, R., Cryder, C., & John, L. 

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Procedural Justice and the Risks of Consumer Voting

Management Science

Kim, T., John, L., Rogers, T., & Norton, M.I. 

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Seeker Beware: The Interpersonal Costs of Ignoring Advice

Organizational Behavior and Human Decision Processes

Blunden, H., Logg, J., Brooks, A.W., John, L., & Gino, F.

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How Context Affects Choice

Customer Needs and Solutions

Thomadsen, R., Rooderkerk, R., Amir, O., Arora, N., Bollinger, B., Hansen, K., John, L., Liu, W., Sela, A., Singh, V., Sudhir, K., Wood, W.

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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

Callaham, M., & John, L.

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Does 'liking' Lead to Loving? the Impact of Joining a Brand's Social Network on Marketing Outcomes

Journal of Marketing Research

John, L., Emrich, O., Gupta, S., & Norton, M.I.

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Pseudo-Set Framing

Journal of Experimental Psychology: General

Barasz, K., John, L., Keenan, E., & Norton, M.I.

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What's the Value of a Like? Social Media Endorsements Don't Work the Way You Might Think

Harvard Business Review

John, L., Mochon, D., Emrich, O., & Schwartz, J.

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The Role of (dis)similarity in (mis)predicting Others' Preferences

Journal of Marketing Research

Barasz, K., Kim, T., & John, L.

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Beyond Good Intentions: Prompting People to Make Plans Improves Follow-Through on Important Tasks

Behavioral Science & Policy

Rogers, T., Milkman, K.L., John, L., & Norton, M.I.

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Cheating More for Less: Upward Social Comparisons Motivate the Poorly Compensated to Cheat

Special Issue on Behavioral Ethics. Organizational Behavior and Human Decision Processes

John, L., Loewenstein, G., & Rick, S.

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Using Decision Errors to Help People Help Themselves

The Behavioral Foundations of Public Policy, Princeton University Press

Loewenstein, G., John, L., & Volpp, K.

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Good Intentions, Optimistic Self-Predictions, and Missed Opportunities,

Social Psychological & Personality Science

Koehler, D., White, R., & John, L.

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A Preference for Revision Absent Objective Improvement

Harvard Business School Working Paper

Garcia-Rada, X., John, L., O’Brien, E., & Norton, M.I. 

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Teaching Cases & Materials

Commonwealth Bank of Australia: Unbanklike Experimentation

Harvard Business School Case 619-018

Buell, R.W., John, L.

Link

Commonwealth Bank of Australia: Unbanklike Experimentation

Harvard Business School Teaching Note 620-041

Buell, R.W., & John, L. 

Link

Fishbowl: Scaling Up

Harvard Business School Case 919-013

John, L. 

Link

Fishbowl: Scaling Up

Harvard Business School Teaching Note 920-022

John, L.

Link

Sidewalk Labs: Privacy in a City Built from the Internet Up

Harvard Business School Case 819-024

John, L. Weiss, M., & Kelley, J.

Link

Sidewalk Labs: Privacy in a City Built from the Internet Up

Harvard Business School Teaching Note 820-023

John, L., & Weiss, M.

Link

Back to the Roots

Harvard Business School Case 518-073

Keenan, E., & John, L. 

Link

Back to the Roots

Harvard Business School Teaching Note 520-028

Keenan, E., & John, L.

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The Campbell Home (c)

Harvard Business School Supplement 918-019

John, L.

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The Campbell Home (b)

Harvard Business School Supplement 918-018

John, L.

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The Campbell Home (a)

Harvard Business School Case 918-017

John, L.

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The Campbell Home (a), (b), and (c)

Harvard Business School Teaching Note 919-012

John, L.

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Marketing Reading: Marketing Intelligence

Harvard Business Publishing 8191

Dolan, R., & John, L.

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CVS Health: Promoting Drug Adherence

Harvard Business School Case 515-010

John, L., Quelch, J., & Huckman, R. 

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CVS Health: Promoting Drug Adherence

Harvard Business School Teaching Note 515-086

John, L., Quelch, J., & Huckman, R. 

Link

Making Stickk Stick: The Business of Behavioral Economics

Harvard Business School Case 514-019

John, L., Norton, M., & Norris, M. 

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Making Stickk Stick: The Business of Behavioral Economics

Harvard Business School Case 514-019

John, L., Norton, M., & Norris, M. 

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Kiehl's Since 1851: Pathway to Profitable Growth

Harvard Business School Case 514-044

Dolan, R., & John, L.

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Kiehl's Since 1851: Pathway to Profitable Growth (b)

Harvard Business School Supplement 514-046

Dolan, R., & John, L.

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Kiehl's Since 1851: Pathway to Profitable Growth

Harvard Business School Teaching Note 515-087

Dolan, R., & John, L.

Link
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