Gabriele Paolacci

Gabriele Paolacci
Rotterdam School of Management · Department of Marketing Management

About

42
Publications
31,444
Reads
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9,790
Citations

Publications

Publications (42)
Article
Full-text available
Does competition increase cheating? This question has been investigated by both psychologists and economists in the past and received conflicting answers. Notably, prior experimental work compared how people behaved under competitive and non-competitive tasks that were associated with different levels of uncertainty about the reward that people wou...
Preprint
Full-text available
Does competition increase cheating? This question has been investigated by both psychologists and economists in the past and received conflicting answers. Notably, prior experimental work compared how people behaved under competitive and non-competitive tasks that were associated with different levels of uncertainty about the reward that people wou...
Preprint
Full-text available
Discrimination remains a key challenge for social equity. A prerequisite for effective individual and societal responses to discrimination is that instances of it are detected. Yet, prejudice and discriminatory intent are rarely directly observable and the presence of discrimination usually has to be inferred from circumstantial evidence, such as t...
Article
Most theories of decision making under risk assume that payoffs and probabilities are separable. In the context of a lottery, the subjective value of a prospective outcome (the payoff) is assumed to be independent of the likelihood that the outcome will occur (the probability). In violation of this assumption, we present eight experiments showing t...
Preprint
A substantial fraction of the observational and experimental data collected in the social sciences is now coming from crowdsourcing platforms, and being acquainted with the characteristics and dynamics of such samples is more important than ever. This chapter aims to familiarize computational social scientists with crowdsourced samples, in particul...
Article
Full-text available
Only a few years ago, people interested in novels or movies had no choice but to use physical media such as books or DVDs. Technological advances allowed dematerializing these products, making consumption instantly accessible with a download. The trend towards dematerialization has been steady across product domains, and recent confinement measures...
Article
Full-text available
A prosocial action typically provides a more sizable benefit when directed at those who have less as opposed to those who have more. However, not all prosocial acts have a direct bearing on socioeconomic disadvantage, nor does disadvantage necessarily imply a greater need for the prosocial outcome. Of interest here, welfare impact may depend on the...
Chapter
Full-text available
Technology is advancing at lightning speed in crucial domains such as robotics, artificial intelligence and information technology. We use technological devices not only to talk to other people, but also as actual interlocutors. We can increasingly delegate complex tasks such as driving or filing tax returns to machines and algorithms. We can commu...
Article
Full-text available
Automation is transforming many consumption domains, including everyday activities such as cooking or driving, as well as recreational activities like fishing or cycling. Yet little research in marketing examines consumer preferences for automated products. Automation often provides obvious consumption benefits, but six studies spanning a variety o...
Preprint
In this chapter, we outline the common concerns with MTurk as a participant pool, review the evidence for those concerns, and discuss solutions. We close with a Table of considerations that researchers should make when fielding a study on MTurk
Article
Data collection in psychology increasingly relies on “open populations” of participants recruited online, which presents both opportunities and challenges for replication. Reduced costs and the possibility to access the same populations allows for more informative replications. However, researchers should ensure the directness of their replications...
Article
Does income tax influence the motivation to work? We propose that the degree of effort exertion in the presence of income tax depends on people's attitudes toward two key components of taxation: redistribution and government intervention. For people favorable toward both, working while taxed is aligned with personal identity and may actually enhanc...
Preprint
Data collection in psychology increasingly relies on “open populations” of participants recruited online, which presents both opportunities and challenges for replication. Reduced costs and the possibility to access the same populations allows for more informative replications. However, researchers should ensure the directness of their replications...
Article
Full-text available
Many argue that there is a reproducibility crisis in psychology. We investigated nine well-known effectsfrom the cognitive psychology literature—three eachfrom the domains of perception/action, memory, and language,respectively—and find that they are highly reproducible. Not only can they be reproduced in online environments but they can also be re...
Article
Full-text available
Crowdsourcing data collection from research participants recruited from online labor markets is now common in cognitive science. We review who is in the crowd and who can be reached by the average laboratory. We discuss reproducibility and review some recent methodological innovations for online experiments. We consider the design of research studi...
Article
Full-text available
Many argue that there is a reproducibility crisis in psychology. We investigated nine well-known effects from the cognitive psychology literature—three each from the domains of perception/action, memory, and language, respectively—and found that they are highly reproducible. Not only can they be reproduced in online environments, but they also can...
Article
Full-text available
Data collection in consumer research has progressively moved away from traditional samples (e.g., university undergraduates) and toward Internet samples. In the last complete volume of the Journal of Consumer Research (June 2015-April 2016), 43% of behavioral studies were conducted on the crowdsourcing website Amazon Mechanical Turk (MTurk). The op...
Article
Full-text available
The Internet has enabled recruitment of large samples with specific characteristics. However, when researchers rely on participant self-report to determine eligibility, data quality depends on participant honesty. Across four studies on Amazon Mechanical Turk, we show that a substantial number of participants misrepresent theoretically relevant cha...
Preprint
Full-text available
Many argue that there is a reproducibility crisis in psychology. We investigated nine well-known effects from the cognitive psychology literature—three each from the domains of perception/action, memory, and language, respectively—and find that they are highly reproducible. Not only can they be reproduced in online environments but they can also be...
Preprint
The Internet has enabled recruitment of large samples with specificcharacteristics. However, when researchers rely on participant self-reportto determine eligibility, data quality depends on participant honesty.Across four studies on Amazon Mechanical Turk, we show that a substantialnumber of participants misrepresent theoretically relevant charact...
Article
Full-text available
Using capture-recapture analysis we estimate the effective size of the active Amazon Mechanical Turk (MTurk) population that a typical laboratory can access to be about 7,300 workers. We also estimate that the time taken for half of the workers to leave the MTurk pool and be replaced is about 7 months. Each laboratory has its own population pool wh...
Article
Full-text available
Although researchers often assume their participants are naive to experimental materials, this is not always the case. We investigated how prior exposure to a task affects subsequent experimental results. Participants in this study completed the same set of 12 experimental tasks at two points in time, first as a part of the Many Labs replication pr...
Article
Research on gift giving has devoted considerable attention to understanding whether and how givers succeed in choosing gifts that match recipients’ tastes. On the contrary, this paper focuses on how recipients’ appreciation for a gift depends on the match between the gift and the giver. Four studies demonstrate that recipients are particularly appr...
Article
Full-text available
Mechanical Turk (MTurk), an online labor market created by Amazon, has recently become popular among social scientists as a source of survey and experimental data. The workers who populate this market have been assessed on dimensions that are universally relevant to understanding whether, why, and when they should be recruited as research participa...
Article
Full-text available
Many natural systems involve thresholds that, once triggered, imply irreversible damages for the users. Although the existence of such thresholds is undisputed, their location is highly uncertain. We explore experimentally how threshold uncertainty affects collective action in a series of threshold public goods games. Whereas the public good is alw...
Article
Full-text available
Crowdsourcing has become an increasingly popular means of flexibly deploying large amounts of human computational power. The present chapter investigates the role of microtask labor marketplaces in managing human and hybrid human machine computing. Labor marketplaces offer many advantages that in combination allow human intelligence to be allocated...
Article
Full-text available
Crowdsourcing services-particularly Amazon Mechanical Turk-have made it easy for behavioral scientists to recruit research participants. However, researchers have overlooked crucial differences between crowdsourcing and traditional recruitment methods that provide unique opportunities and challenges. We show that crowdsourced workers are likely to...
Article
We observed the relationship between cognitive abilities and financial literacy in a preliminary correlational study. Given the importance of financial decisions in people's everyday life, it is important to supplement the concept of financial literacy with insights from psychology. Past research has shown that cognitive abilities predict a number...
Article
Full-text available
Duplicate respondents across related experiments are a substantial problem for conducting programmatic research on AMT. In this tutorial, we provide a straightforward alternative that allows researchers who use Qualtrics to exclude workers who participated in a previous study. This approach allows researchers to exclude workers who have completed a...
Article
We explored experimentally how threshold uncertainty affects coordination success in a threshold public goods game. Whereas all groups succeeded in providing the public good when the exact value of the threshold was known, uncertainty was generally detrimental for the public good provision. The negative effect of threshold uncertainty was particula...
Article
We explored experimentally how threshold uncertainty affects coordination success in a threshold public goods game. Whereas all groups succeeded in providing the public good when the exact value of the threshold was known, uncertainty was generally detrimental for the public good provision. The negative effect of threshold uncertainty was particula...
Article
Prior research has consistently demonstrated that people are reluctant to trade a good they own for an alternative good, particularly when the alternative (or “target”) represents a substantial departure from the “endowment.” We demonstrate that the endowment effect can be reduced by first making participants consider trading their endowment for an...
Article
A theory of preferences was recently proposed on how consumers’ choices depend on both stable “inherent” likings and sensitivity to framing, task, and context effects (Simonson, 2008). Managers can employ this approach to overcome the contradictions exhibited so far in their treatment of preferences, and ultimately improve the outcome of the market...
Article
Full-text available
Although Mechanical Turk has recently become popular among social scientists as a source of experimental data, doubts may linger about the quality of data provided by subjects recruited from online labor markets. We address these potential concerns by presenting new demographic data about the Mechanical Turk subject population, reviewing the streng...
Article
This article presents the results of a survey dealing with consumer acceptance of a brand extension. A questionnaire was submitted in order to gain perceptions about sixteen hypothetical brand extensions. By using some regression models, it was determined which factors affect consumer's attitude toward a brand extension. The original contribution t...
Article
Full-text available
In the last few years the Web has been progressively acquiring the status of an infrastructure for "social computing" that allows researchers to coordinate the cognitive abilities of human agents in online communities, and steer the collec-tive user activity towards predefined goals. This general trend is also triggering the adoption of web-games a...
Article
Full-text available
This article presents the results of a survey dealing with consumer acceptance of a brand extension. A questionnaire was submitted in order to gain perceptions about sixteen hypothetical brand extensions. By using some regression models, it was determined which factors affect consumer's attitude toward an extension brand. It has been brought an ori...

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