Ignazio Ziano- Phd
- Professor (Assistant) at University of Geneva
Ignazio Ziano
- Phd
- Professor (Assistant) at University of Geneva
About
82
Publications
68,412
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953
Citations
Introduction
Ignazio Ziano currently works at the Institute of Management, Geneva School of Economics and Management, University of Geneva. His research focuses on judgment and decision making and consumer behavior.
Skills and Expertise
Current institution
Additional affiliations
September 2018 - present
November 2014 - August 2018
March 2014 - November 2014
Education
September 2012 - November 2014
September 2009 - July 2012
Publications
Publications (82)
Six studies show that observers overestimate gay men's preference for hedonic products. The effect is moderated when people estimate the preferences of gay and straight women. Both laypeople and professional marketers and designers overestimate gay men's preferences for hedonic products. We found two mediators: the perceptions that gay men are rich...
Most global inequality is between countries, but inequality perceptions have mostly been investigated within the country. Six studies (total N = 2656, 5 preregistered, 1 incentivized for accuracy, 1 with a sample representative of the USA) show that Westerners (U.S. American, British, and French participants) believe that developing and middle-inco...
Five studies show that both laypeople and marketing and design professionals think that gay men prefer aesthetic products more than straight men, while there is a small to no such difference between gay and straight women. Surveying gay consumers shows that laypeople and professionals overestimate gay consumers' preferences for aesthetic products....
People are less generous with money compared to other resources. In multiple dictator game studies, people allocated less money to others (vs. themselves) compared to other resources (food, goods, space, time). This effect generalized across participant samples in France and the U.S., real and hypothetical allocations, and when people allocated one...
The identified victim effect is the phenomenon in which people tend to contribute more to identified than to unidentified victims. Kogut and Ritov (2005a) found that the identified victim effect was limited to a single victim and driven by empathic emotions. In a pre-registered experiment with an online U.S. American MTurk sample on CloudResearch (...
Most global inequality is between-countries, but inequality perceptions have mostly been investigated within-country. Six studies (total N = 2656, five preregistered, one incentivized for accuracy, one with a sample representative of the USA) show that Westerners (U.S. American, British, and French participants) believe that developing and middle-i...
The identified victim effect is the phenomenon in which people tend to contribute more to identified than to unidentified victims. Kogut and Ritov (2005a) found that the identified victim effect was limited to a single victim and driven by empathic emotions. In a pre-registered experiment with an online U.S. American MTurk sample on CloudResearch (...
The present study is a pre-registered replication of three influential studies in the field of escalation of commitment and regret aversion. In Study 1 [N = 595, MTurk], we failed to find empirical support for Wong and Kwong’s (2007) original paper examining the effect of personal responsibility (ηp2 = 0.001 [0, 0.011]) and regret possibility (ηp2...
What do people think of when they think of workplace harassment? In 13 pre-registered studies with French, British, and U.S. American adult participants ( N = 3,892), we conducted a multi-method investigation into people’s social prototypes of victims of workplace harassment. We found people imagined such victims in physically, socially, psychologi...
What do people think of when they think of workplace harassment? In 13 pre-registered studies with French, British, and U.S. American adult participants (N = 3,892), we conducted a multi-method investigation into people’s social prototypes of victims of workplace harassment. We found people imagined such victims in physically, socially, psychologic...
How do we imagine sexual harassers? This paper investigates the features and consequences of the prototypes of sexual harassers. Six studies (5 preregistered; total N = 2106, with U.S. American and French participants) show that laypeople believe that sexual harassers have specific psychological, social, and physical features (i.e., taller, extrove...
This article investigates the content and the consequences of the prototypes of people with depression in a multimethod fashion. Fourteen preregistered studies (total N = 5,023, with U.S. American, British, and French adult participants) show that laypeople consider people with depression as having specific psychological, social, and physical featu...
Six studies (five preregistered; total n = 3,944; with French and U.S. adult participants) show that the reputational consequences of attributing an outcome to internal or external sources depend on the outcome valence. Individuals are liked more, and considered more competent and warmer when they attribute successes to external sources (especially...
Across nine experiments (eight preregistered) involving Western and Asian samples, we showed that people providing ambiguous (vs. specific) responses to questions in various social scenarios are seen as less likable. This is because, depending on the social context, response ambiguity may be interpreted as a way to conceal the truth and as a sign o...
Kruger, Wirtz, van Boven, and Altermatt (2004) described the effort heuristic as the tendency to evaluate the quality and the monetary value of an object as higher if the production of that object was perceived as involving more effort. We attempted two preregistered replications (total N = 1405; U.S. American participants from MTurk and Prolific)...
Kruger, Wirtz, van Boven, and Altermatt (2004) described the effort heuristic as the tendency to evaluate the quality and the monetary value of an object as higher if the production of that object was perceived as involving more effort. We attempted two preregistered replications (total N = 1405; U.S. American participants from MTurk and Prolific)...
People routinely evaluate how useful objects are to themselves and to others. Seventeen experiments (with U.S. American and French participants, total N = 8016) show that people believe others find the same objects more useful than they themselves do. Using both mediation analysis and causal chain designs, the authors show that overestimating usefu...
In response to the COVID-19 pandemic, the Psychological Science Accelerator coordinated three large-scale psychological studies to examine the effects of loss-gain framing, cognitive reappraisals, and autonomy framing manipulations on behavioral intentions and affective measures. The data collected (April to October 2020) included specific measures...
The COVID-19 pandemic (and its aftermath) highlights a critical need to communicate health information effectively to the global public. Given that subtle differences in information framing can have meaningful effects on behavior, behavioral science research highlights a pressing question: Is it more effective to frame COVID-19 health messages in t...
The COVID-19 pandemic has increased negative emotions and decreased positive emotions globally. Left unchecked, these emotional changes might have a wide array of adverse impacts. To reduce negative emotions and increase positive emotions, we tested the effectiveness of reappraisal, an emotion-regulation strategy that modifies how one thinks about...
Consumers’ portion size choices are important, both as larger portion sizes can lead to overeating and as uneaten portions can contribute to food waste. Existing research has largely focused on consumers’ portion size choices for themselves—even though consumers often choose for others. Fourteen studies examine portion size choices for others, test...
Consumers have access to information about workers' satisfaction through a variety of means (media, word-of mouth, specialized websites). How does this affect their consumer behavior? Seven preregistered studies (with British and U.S. American participants, total N = 3057) show that consumers expect companies with more satisfied workers to produce...
Personality inferences are fundamental to human social interactions and have far-reaching effects on various social decisions. Fourteen experiments (13 preregistered; total N = 5160; using audio, video, and text stimuli) involving British, U.S. American, Singaporean, and Australian participants show that people responding to a question immediately...
Quality and price expectations are a central issue for marketers and consumer psychologists alike. Seven experiments (N = 3626, with U.S. American, British, and French participants) show that consumers expect and perceive products to be of higher quality and price when made by well-paid workers, compared to both low-wage workers and to companies of...
Significance
Communicating in ways that motivate engagement in social distancing remains a critical global public health priority during the COVID-19 pandemic. This study tested motivational qualities of messages about social distancing (those that promoted choice and agency vs. those that were forceful and shaming) in 25,718 people in 89 countries...
This paper investigates the content and the consequences of the prototypes of people with depression in a multi-method fashion. Fourteen preregistered studies (total N = 5023, with U.S. American, British, and French adult participants) show that laypeople consider people with depression as having specific psychological, social, and physical feature...
Consumers often have to make divisions to evaluate attributes. In seven experiments (total N = 3841, six preregistered), this research shows how spontaneous anchors bias divisions. That is, consumers will recruit typical values of the attribute from memory and use them as priors when dividing. This process biases consumers’ judgments and subsequent...
People strive to be liked by others, and likability has profound effects on various life domains such as relationships and career success. Eight experiments (seven preregistered; total N = 2587) involving Western and Asian samples show that people providing ambiguous (i.e., vague, imprecise) responses to questions are seen as less likable compared...
Do people imagine ostracized individuals a certain way and are they perceived differently depending on their conformity to this prototype? This was investigated in five main and five supplementary studies (all preregistered; total N = 3789) which showed that people imagine ostracized individuals as socially, psychologically, and physically differen...
We report a consistent effect in the evaluation of actions: later actions – specifically, actions that are closer to a final, positive outcome - are considered as contributing more to that outcome, compared to earlier actions. Twelve experiments (total n = 5658, six pre-registered, with U.S. American and British participants, manipulating action ti...
Consumers often have to make divisions to evaluate attributes. In seven experiments (total N = 3841, six preregistered), this research shows how spontaneous anchors bias divisions. That is, consumers will recruit typical values of the attribute from memory and use them as priors when dividing. This process biases consumers’ judgments and subsequent...
Five experiments (total n = 2422, with U.S. American and French participants, four preregistered) show that people are more likely to use median salaries rather than CEO-median employee compensation ratios when making inequality and fairness judgments based on company compensation data. In separate evaluation of companies, we find no significant im...
The phenomenon that contemplating future events elicits stronger emotions than contemplating past events has been coined “temporal value asymmetry” (TVA) (Caruso et al. 2008). We conducted very close replications of three experiments derived from two influential TVA papers: Studies 1 and 4 in Caruso et al. (2008), demonstrating TVA in monetary valu...
We report a consistent effect in the evaluation of actions: later actions – specifically, actions that are closer to a final, positive outcome - are considered as contributing more to that outcome, compared to earlier actions. Twelve experiments (total n = 5658, six pre-registered, with U.S. American and British participants, manipulating action ti...
The phenomenon that contemplating future events elicits stronger emotions than contemplating past events has been coined "temporal value asymmetry (TVA)” (Caruso et al. 2008). We ran very close replications of three experiments derived from two influential TVA papers: Studies 1 and 4 in Caruso et al. (2008), demonstrating TVA in monetary valuat...
Dubois, Rucker, and Galinsky (2012, Experiment 1) found that consumers view larger-size options as a signal of higher status. We conducted a close replication of this finding (N = 415), and observed a nonsignificant effect in the opposite direction (small vs. large product size: doriginal = 1.49, 95%CI [1.09, 1.89], dreplication = 0.09 95%CI [-0.15...
In this comment, we highlight a difference of opinion with "Mertens, S., Herberz, M., Hahnel, U. J., & Brosch, T. (2022). The effectiveness of nudging: A meta-analysis of choice architecture interventions across behavioral domains. Proceedings of the National Academy of Sciences, 119(1)."
Royzman and Baron (2002) demonstrated that people prefer indirect harm to direct harm: they judge actions that produce harm as a by-product to be more moral than actions that produce harm directly. In two preregistered studies, we successfully replicated Study 2 of Royzman and Baron (2002) with a Hong Kong student sample (N = 46) and an online ...
Is it better to save 4500 lives out of 11,000 or 4500 lives out of 250,000? Fetherstonhaugh et al. (1997) showed that people prefer the former: to save lives if they are a higher proportion of the total, a phenomenon they termed “psychophysical numbing”. We attempted to replicate Studies 1 and 2 of Fetherstonhaugh et al. (1997) (5 data collections,...
Consumers tend to see themselves in a positive light, yet we present evidence that they are pessimistic about whether they will receive a product’s benefits. In 15 studies (N = 6,547; including nine preregistered), we found that consumers believe that product efficacy is higher for others than it is for themselves. For example, consumers believe th...
Is it better to save 4,500 lives out of 11,000 or 4,500 lives out of 250,000? Fetherstonhaugh et al. (1997) showed that people prefer the former: to save lives if they are a higher proportion of the total, a phenomenon they termed “psychophysical numbing”. We attempted to replicate Studies 1 and 2 of Fetherstonhaugh et al. (1997) (5 data collect...
The COVID-19 pandemic has increased negative emotions and decreased positive emotions globally. Left unchecked, these emotional changes might have a wide array of adverse impacts. To reduce negative emotions and increase positive emotions, we tested the effectiveness of reappraisal, an emotion-regulation strategy that modifies how one thinks about...
The COVID-19 pandemic has increased negative emotions and decreased positive emotions globally. Left unchecked, these emotional changes might have a wide array of adverse impacts. To reduce negative emotions and increase positive emotions, we tested the effectiveness of reappraisal, an emotion-regulation strategy that modifies how one thinks about...
Personality inferences are fundamental to human social interactions and have far-reaching effects on various social decisions. Eleven experiments (10 preregistered; total N = 4512; using audio, video, and text stimuli) involving British, U.S. American, Singaporean, and Australian participants show that people responding to a question immediately (v...
We propose that perceptions of auditory loudness and interpersonal closeness are bidirectionally related. Across 12 experiments (total N = 2,219; 10 preregistered; with Singaporean, British, U.S. American, and Australian participants), we demonstrated that louder audio made people feel physically (Study 1a) and socially (Study 1b) closer to others,...
In nine experiments (total N = 2107, with British, French, and U.S. American participants), this paper proposes and tests a social perception theory of the endowment effect. First, the authors show that buyers are more likely to focus on themselves, and that sellers are more likely to focus on buyers. Then, the authors show that the endowment effec...
In nine experiments (total N = 2107, with British, French, and U.S. American participants), this paper proposes and tests a social perception theory of the endowment effect. First, the authors show that buyers are more likely to focus on themselves, and that sellers are more likely to focus on buyers. Then, the authors show that the endowment effec...
We propose that perceptions of auditory loudness and interpersonal closeness are bidirectionally related. Across 12 experiments (total N = 2219; 10 preregistered; with Singaporean, British, U.S. American, Indian, and Australian participants), we demonstrated that louder audio made people feel physically (Study 1a) and socially (Study 1b) closer to...
Consumers often have to make divisions to evaluate attributes. In six experiments (total N = 3296, four preregistered), this research shows that consumers may rely on their prior for the attribute to generate an estimate rather than divide following a normative procedure. That is, consumers will recruit typical values of the attribute from memory a...
Determinants of quality and value perceptions are a central issue for marketers and consumer psychologists alike. Seven experiments (six preregistered; N = 3453, with U.S. American, British, and French participants) show that consumers expect and perceive products made by well-paid workers to be of higher quality. This increases consumers’ choice l...
Evaluating other people's sincerity is a ubiquitous and important part of social interactions. Fourteen experiments (total N = 7,565; 10 preregistered; 11 in the main article, three in the online supplemental materials; with U.S. American and British members of the public, and French students) show that response speed is an important cue on which p...
In this paper (n= 611, three experiments, with U.S. Americans participants), we examine how individuals perceive their own adherence to the social distancing protocol in relation to others. We show that people believe that that they are more likely to social distance than others are, because they believe that they are more likely to follow expert a...
In this paper (n= 611, three experiments, with U.S. Americans participants), we examine how individuals perceive their own adherence to the social distancing protocol in relation to others. We show that people believe that that they are more likely to social distance than others are, because they believe that they are more likely to follow expert a...
Shafir, Diamond, and Tversky (1997) described money illusion as people’s inclination to think of money without taking inflation sufficiently into account, i.e., in nominal terms rather than in real terms. We successfully replicated Problems 1 to 4 of Shafir, Diamond, and Tversky’s study (1997) on money illusion (MTurk; N = 604). We found effect...
Evaluating other people’s sincerity is a ubiquitous and important part of social interactions. Fourteen experiments (total N = 7565; ten preregistered; eleven in the main paper, three in the SOM; with U.S. American and British members of the public, and French students) show that response speed is an important cue on which people base their sinceri...
Does uncertainty about an outcome influence decisions? The sure-thing principle (Savage, 1954) posits that it should not, but Tversky and Shafir (1992) found that people regularly violate it in hypothetical gambling and vacation decisions, a phenomenon they termed “disjunction effect”. Very close replications and extensions of Tversky and Shafir (1...
People tend to regard themselves as better than average. We conducted a replication and extension of Alicke's (1985) classic study on trait dimensions in evaluations of self versus others with U.S. American MTurk workers in two waves (total N = 1573; 149 total traits). We successfully replicated the trait desirability effect, such that participa...
Hundreds of studies have shown that consumers tend to see themselves in the bestpossible light, yet we present evidence that consumers have a surprisingly glum perspective on receiving a product’s claimed effects. In 10 studies (N = 3,825; including 8 pre-registered), we found that consumers believe that product efficacy is higher for others than i...
People tend to regard themselves as better than average. We conducted a replication and extension of Alicke's (1985) classic study on trait dimensions in evaluations of self versus others with U.S. American MTurk workers in two waves (total N = 1573; 149 total traits). We successfully replicated the trait desirability effect, such that participa...
Dubois, Rucker, and Galinsky (2012, Experiment 1) found that consumers view larger-size options as a signal of higher status. We conducted a close replication of this finding (N = 415, MTurk), and observed a non-significant effect in the opposite direction (small product size – large product size, original d = 1.49, 95% CI [1.09, 1.89], replication...
Eight studies (total N = 1962) show that consumers believe that cultural products that took a higher amount of effort to produce are going to make them feel emotionally worse-off after consumption. This effect is especially stronger when considering the author's mood when composing the work, and counteracts the effort heuristic (Kruger, Wirtz, Van...
Dubois, Rucker, and Galinsky (2012, Experiment 1) found that consumers view larger-size options as a signal of higher status. We conducted a close replication of this finding (N = 415, MTurk), and observed a non-significant effect in the opposite direction (small product size-medium product size, original d = 1.49, 95% CI [1.09, 1.89], replication...
The ownership effect is the phenomenon that owning an object increases liking and perceived value of that object (Beggan, 1992). We conducted close replications of three ownership effect experiments using different paradigms in two data collections (MTurk, total n = 1312). We successfully replicated Nuttin’s (1987) name-letter effect with parti...
The ownership effect is the phenomenon that owning an object increases liking and perceived value of that object (Beggan, 1992). We conducted close replications of three ownership effect experiments using different paradigms in two data collections (MTurk, total n = 1312). We successfully replicated Nuttin’s (1987) name-letter effect with parti...
Shafir, Diamond and Tversky (1997) described money illusion as people’ inclination to think of money without taking inflation sufficiently into account, i.e., in nominal terms rather than in real terms. We successfully replicated Problems 1 to 4 of Shafir, Diamond and Tversky’s study (1997) on money illusion (MTurk; N = 604). We found effect siz...
We conducted a very close replication of the disjunction effect first introduced by Tversky and Shafir (1992) (N = 890). The target article demonstrated the effect using two paradigms in a between-subject design, and we added an extension also testing a within-subject design, with design being randomly assigned. Our results were consistent with...
How does speed of response influence an individual’s standing and reputation? Five experiments (n = 1,544) demonstrate that “time-takers” are perceived to be high in status but low in competence and warmth, making them important jerks. Despite being a socially dispreferred norm violation, an intentionally slower response to an interpersonal request...
How does speed of response influence an individual’s standing and reputation? Five experiments (n = 1,544) demonstrate that “time-takers” are perceived to be high in status but low in competence and warmth, making them important jerks. Despite being a socially dispreferred norm violation, an intentionally slower response to an interpersonal request...
Royzman and Baron (2002) demonstrated that people prefer indirect harm to direct harm: they judge actions that produce harm as a by-product to be more moral than actions that produce harm directly. In two preregistered studies, we successfully replicated Study 2 of Royzman and Baron (2002) with a Hong Kong student sample (N = 45) and an online Amer...
Five experiments (total n = 2422, with U.S. American and French participants, four preregistered) show that people are more likely to use median salaries rather than CEO-median employee compensation ratios when making inequality and fairness judgments based on company compensation data. In separate evaluation of companies, we find no significant im...
Royzman and Baron (2002) demonstrated that people prefer indirect harm to direct harm: they judge actions that produce harm as a by-product to be more moral than actions that produce harm directly. In two preregistered studies, we successfully replicated Study 2 of Royzman and Baron (2002) with a Hong Kong student sample (N = 45) and an online ...
Observers infer consumers' values and personality from their consumption behaviors. Recent literature highlights the benefits of minority consumption, typically by comparing several qualitatively different options. In seven studies (total N = 1555; one pre-registered), the current research instead compares inferences derived from the acquisition of...
Observers infer consumers’ values and personality from their consumption behaviors. Recent literature highlights the benefits of minority consumption, typically by comparing several qualitatively different options. In seven studies (total N=1,555; one pre-registered), the current research instead compares inferences derived from the acquisition of...
In response to recommendations to redefine statistical significance to P ≤ 0.005, we propose that researchers should transparently report and justify all choices they make when designing a study, including the alpha level.
In response to recommendations to redefine statistical significance to P ≤ 0.005, we propose that researchers should transparently report and justify all choices they make when designing a study, including the alpha level.
In response to recommendations to redefine statistical significance to p ≤ .005, we propose that researchers should transparently report and justify all choices they make when designing a study, including the alpha level.
In response to recommendations to redefine statistical significance to p ≤ .005, we propose that researchers should transparently report and justify all choices they make when designing a study, including the alpha level.
Questions
Questions (7)
I'm looking to measure people's belief that a piece of culture is either highbrow (intellectual) or lowbrow (popular). To this point, however, I have yet to find a complete definition listing the features a highbrow or lowbrow piece should have. Any help from any source and approach is welcome.
I'm specifically looking for papers where the expectations are manipulated (e.g. "this test is going to be very difficult" vs "very easy") and ultimately influence results. I'm already aware of all the literature on stereotype-based performance change (e.g. Levy, 1996; Aronson,1999), but I am looking for other kinds of manipulations. Thanks to anybody who'll help me!
Has anybody tried to operationalize Bourdieu's concepts of economic, social and cultural capital? Such as that it can be parts of experiments. I seem to only find sociological accounts of that, but no measures.
E.g.: the number of statuses and comments I can download at once from my contacts (after they gave me permission through an app or in another way). I can't seem to find anything of sort in the Terms and Conditions (I don't speak legalese). Any help or useful link could be appreciated. Cheers :)
I'm talking about things like themes, but also cooccorrencies count etc. I can't seem to find any literature.
Does anybody know which are anxiety and stress predictors in language production (such as text corpora etc.)? I can't seem to find them anywhere.
I want to set up a simple facebook app that lets the user upload content and then asks them a couple of questions. I'd also like suggestions for an app that lets you take a test and gives you a result you can share. Thanks!
