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Person

Dan Ariely

Behavioral economist

Behavioral economist whose research is cited across five episodes: the 2011 origami study demonstrating the IKEA Effect (Episode 13), the social-security-number anchoring study on champagne bids (Episode 15), and, in his book Predictably Irrational, the Hershey Kiss vs. Lindt truffle zero-price experiment underlying Amazon's decision to launch Prime (Episode 24). Episode 31 cites an earlier Lego-building study (with Norton and Mochon) also demonstrating the IKEA effect, and Episode 34 cites his account of The Economist's decoy-pricing subscription tiers. Episode 65 cites his numberless-scale weight-loss collaboration with Shapa, and Episode 69 cites his own classroom box-dragging experiment on reciprocity vs. payment. Referenced, not interviewed, in any of these episodes.

Episode 133 draws on his book The Honest Truth About Dishonesty as its main research source, covering the ego-motivation account of honesty, the shredder-condition matrix task, the What-The-Hell Effect (Dishonesty Escalation), self-deception after cheating, the effect of a printed certificate on subsequent cheating, depletion-driven dishonesty, and the in-group/out-group contagion of visible cheating — all applied to Theranos and Elizabeth Holmes.

Discussed in

  • Episode 13 — 13- What makes products like Instagram so addictive
  • Episode 15 — 15- What VR reveals about a consumer-s mind
  • Episode 24 — 24- How to nudge within your business
  • Episode 31 — 31- SaaS Startups- 8 Hacks To Grow Your Brand
  • Episode 34 — 34- The Psychology of Price - Part Two
  • Episode 65 — 65- Failures -and wins- from using nudges in marketing
  • Episode 69 — 69- Reciprocity - How one nudge saved 246-184 lives
  • Episode 133 — 133-elizabeth-holmes-the-psychology-of-a-liar-part-one

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