Jennifer S Lerner

Harvard University | Harvard · Harvard Kennedy School of Government

Meta-analyses have concluded that positive emotions do not reduce appetitive risk behaviors (risky behaviors that fulfill appetitive or craving states, such as smoking and excessive alcohol use). We propose that this conclusion is premature. Drawing on the Appraisal Tendency Framework and related theories of emotion and decision-making, we hypothes...

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...

Escalation of commitment-the tendency to remain committed to a course of action, often despite negative prospects-is common. Why does it persist? Across three preregistered experiments (N = 3,888), we tested the hypothesis that escalating commitment signals trustworthiness. Experiments 1-2, respectively, revealed that decision makers who escalated...

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...

Objective: Appetitive risk behaviors (ARB), including tobacco use, alcohol consumption, consumption of calorie dense/nutrient-poor foods, and sexual risk behavior contribute substantially to morbidity and mortality. Affective states that arise from a wide array of unrelated circumstances (i.e., incidental affect) may carry over to influence ARB. A...

The COVID-19 pandemic is increasing negative emotions and decreasing positive emotions globally. Left unchecked, these emotional changes may have a wide array of adverse impacts. To reduce negative emotions and increase positive emotions, we will examine the impact of reappraisal, a widely studied and highly effective form of emotion regulation. Pa...

Significance The epidemic of deaths attributable to addictive substances, including tobacco, highlights the need to better understand ways in which emotions drive substance craving and consumption. In a test of alternative theories of emotion and decision making, we found that sadness, specifically, rather than negative mood, generally, increased a...

Context: Being diagnosed with cancer often forces patients and families to make difficult medical decisions. How patients think they and others will feel in the future, termed affective predictions, may influence these decisions. These affective predictions are often biased, which may contribute to suboptimal care outcomes by influencing decisions...

Sadness increases how much decision makers pay to acquire goods, even when decision makers are unaware of it. This effect is coined the “misery-is-not-miserly effect”. The paper that first established this effect is the second most-cited article appearing in Psychological Science in 2004. In light of its impact, the present study sought to assess w...

National security is one of many fields where experts make vague probability assessments when evaluating high-stakes decisions. This practice has always been controversial, and it is often justified on the grounds that making probability assessments too precise could bias analysts or decision makers. Yet these claims have rarely been submitted to r...

How does trait negative affect shape somatic memory of stressful events? We hypothesized that negative affect would impair accurate recall of one's own heart rate during stressful situations. Two bio-behavioral studies used a new paradigm to test retrospective visceral perception and assessed whether negative affective states experienced during ave...

9 Background: Oncologist-patient end-of-life (EOL) discussions are associated with less aggressive care at EOL. Prior research on EOL discussions has not explored the role of oncologists’ dispositional affect, trait patterns of emotional responses. Affect could possibly facilitate or hinder broaching difficult EOL topics. We examined associations b...

Cultivating successful personal and professional relationships requires the ability to accurately infer the feelings of others-that is, to be empathically accurate. Some are better at this than others, a difference which may be explained in part by mode of thought. Specifically, empathically accurate people may tend to rely more on intuitive rather...

That anger elicited in one situation can carry over to drive risky behavior in another situation has been described since the days of Aristotle. The present studies examine the mechanisms through which and the conditions under which such behavior occurs. Across three experiments, as well as a meta-analytic synthesis of the data, results reveal that...

Since the passage of the No Child Left Behind Act (NCLB) in 2002, American policymakers have relied primarily on outcome-based accountability in the form of high-stakes testing to improve public school performance. With NCLB supplanted in 2015 by the Every Student Succeeds Act—which gives states far greater discretion in the design of accountabilit...

Methods: As part of an ongoing trial of early palliative care, participants were assessed at baseline for depressive symptoms (Patient Health Questionnaire-9, PHQ9) within 8 weeks of diagnosis with metastatic lung and GI cancers. Oncologists providing care for these patients completed the Positive and Negative Affect Scale (PANAS), a validated mea...

Are hormone levels associated with the attainment of social status? Although endogenous testosterone predicts status-seeking social behaviors, research suggests that the stress hormone cortisol may inhibit testosterone's effects. Thus, individuals with both high testosterone and low cortisol may be especially likely to occupy high-status positions...

Recent research has explored the relationship between social hierarchy and empathic accuracy—the ability to accurately infer other people’s mental states. In the current research, we tested the hypothesis that, regardless of one’s personal level of status and power, simply believing that social inequality is natural and morally acceptable (e.g., en...

A revolution in the science of emotion has emerged in recent decades, with the potential to create a paradigm shift in decision theories. The research reveals that emotions constitute potent, pervasive, predictable, sometimes harmful and sometimes beneficial drivers of decision making. Across different domains, important regularities appear in the...

The human mind tends to excessively discount the value of delayed rewards relative to immediate ones, and it is thought that "hot" affective processes drive desires for short-term gratification. Supporting this view, recent findings demonstrate that sadness exacerbates financial impatience even when the sadness is unrelated to the economic decision...

The human mind tends to excessively discount the value of delayed rewards relative to immediate ones, and it is thought that “hot” affective processes drive desires for short-term gratification. Supporting this view, recent findings demonstrate that sadness exacerbates financial impatience even when the sadness is unrelated to the economic decision...

Sadness influences consumption, leading individuals to pay more to acquire new goods and to eat more unhealthy food than they would otherwise. These undesirable consumption effects of sadness can occur without awareness, thus representing more than just conscious attempts at “retail therapy.” In an experiment with real food consumption, the present...

We hypothesized a phenomenon that we term myopic misery. According to our hypothesis, sadness increases impatience and creates a myopic focus on obtaining money immediately instead of later. This focus, in turn, increases intertemporal discount rates and thereby produces substantial financial costs. In three experiments, we randomly assigned partic...

As leaders ascend to more powerful positions in their groups, they face ever-increasing demands. As a result, there is a common perception that leaders have higher stress levels than nonleaders. However, if leaders also experience a heightened sense of control-a psychological factor known to have powerful stress-buffering effects-leadership should...

Reports an error in "Evolving Judgments of Terror Risks: Foresight, Hindsight, and Emotion" by Baruch Fischhoff, Roxana M. Gonzalez, Jennifer S. Lerner and Deborah A. Small (Journal of Experimental Psychology: Applied, 2005[Jun], Vol 11[2], 124-139). It was found that the second author on the original paper, Roxana M. Gonzalez, falsified data in co...

The authors examined the evolution of cognitive and emotional responses to terror risks for a nationally representative sample of Americans between late 2001 and late 2002. Respondents' risk judgments changed in ways consistent with their reported personal experiences. However, they did not recognize these changes, producing hindsight bias in memor...

Individuals tend toward status quo bias: preferring existing options over new ones. There is a countervailing phenomenon: Humans naturally dispose of objects that disgust them, such as foul-smelling food. But what if the source of disgust is independent of the object? We induced disgust via a film clip to see if participants would trade away an ite...

In keeping with the handbook format, this chapter identifies four types of methods in the behavioral decision-making literature for detecting the influence of anger on judgments and choices. The types of methods include inferring the presence of anger from behavior, measuring naturally occurring anger or individual differences in anger, manipulatin...

People often encounter one emotion-triggering event after another. To examine how an emotion experience affects those that follow, the current article draws on the appraisal-tendency framework and cognitive appraisal theories of emotion. The emotional blunting hypothesis predicts that a specific emotion can carry over to blunt the experience of a s...

When making decisions, people sometimes deviate from normative standards. While such deviations may appear to be alarmingly common, examining individual differences may reveal a more nuanced picture. Specifically, the personality factor of need for cognition (i.e., the extent to which people engage in and enjoy effortful cognitive activities; Cacio...

1What is an Emotion?2Universals and Cultural Variations in Emotion3Emotion and Reason4Social Construction of Emotion5Emotion and Happiness6Summary

Humans naturally dispose of objects that disgust them. Is this phenomenon so deeply embedded that even incidental disgust – i.e., where the source of disgust is unrelated to a possessed object – triggers disposal? Two experiments were designed to answer this question. Two film clips served as disgust and neutral primes; the objects were routine com...

Misery is not miserly: Sadness increases the amount of money that decision makers give up to acquire a commodity. The present research investigated when and why the misery-is-not-miserly effect occurs. Drawing on William James's concept of the material self, we tested a model specifying relationships among sadness, self-focus, and the amount of mon...

When making decisions about a welfare case, it is reasonable for one's thoughts and feelings about the potential welfare recipient to influence the decision. It is less reasonable for one's “incidental” feelings (e.g., sadness or anger arising from an event in one's personal life) to influence such decisions. In two studies, however, data reveal th...

George Loewenstein is one of the pioneers of the rapidly growing field of behavioral economics. For over twenty years he has been working at the intersection of economics and psychology and is one of the few people of whom it can be said that their work is equally respected and well known within both disciplines. This book brings together a selecti...

This article presents the Appraisal-Tendency Framework (ATF; Lerner & Keltner, 2000, 2001; Lerner & Tiedens, 2006) as a basis for predicting the influence of specific emotions on consumer decision making. In particular, the ATF addresses how and why specific emotions carry over from past situations to color future judgments and choices. After revie...

The target article (Han, Lerner, & Keltner, 2007) presents the Appraisal‐Tendency Framework as a basis for predicting the influence of specific emotions on consumer decision making. The 3 thought‐provoking commentaries by Shiv (2007); Yates (2007); and Cavanaugh, Bettman, Luce, and Payne (2007) highlighted the need to (a) distinguish different type...

This article presents the Appraisal‐Tendency Framework (ATF; Lerner & Keltner, 2000, 2001; Lerner & Tiedens, 2006) as a basis for predicting the influence of specific emotions on consumer decision making. In particular, the ATF addresses how and why specific emotions carry over from past situations to color future judgments and choices. After revie...

The classic conception of stress involves undifferentiated negative affect and corresponding biological reactivity. The present study hypothesized a new conception, disaggregating stress into emotion-specific, contrasting patterns of biological response. Specifically, it hypothesized contrasting patterns for indignation (comprised of anger and disg...

This paper reviews the impact of anger on judgment and decision making. Section I proposes that anger merits special attention in the study of judgment and decision making because the effects of anger often diverge from those of other negative emotions. Section II presents an Appraisal-Tendency Framework for predicting and organizing such effects....

The terrorist attacks of September 11 elicited many forms of negative affect, including anger and sadness. They also elicited a search for explanations. A national field study that experimentally primed emotion evaluated how priming anger and sadness differentially evoked causal judgments about the attacks. It found that priming anger triggered mor...

The classic conception of stress involves undifferentiated negative affect and corresponding biological reactivity. The present study hypothesized a new conception that disaggregates stress into emotion-specific, contrasting patterns of biological response. Ninety-two healthy adults engaged in stress-challenge tasks, during which cardiovascular res...

The authors examined the evolution of cognitive and emotional responses to terror risks for a nationally representative sample of Americans between late 2001 and late 2002. Respondents' risk judgments changed in ways consistent with their reported personal experiences. However, they did not recognize these changes, producing hindsight bias in memor...

When we forecast our futures, to what extent do we rely on explicit and concrete facts versus implicit and fleeting subjective experiences? Results from two studies reveal that forecasting judgments hinge on at least two fleeting experiences: the specific incidental emotions one happens to feel at the time of forming a judgment and the subjective e...

A harsh early family environment is related to mental and physical health in adulthood. An important question is why family environment in childhood is associated with these outcomes so long after its initial occurrence. We describe a program of research that evaluates a model linking these variables to each other. Specifically, we hypothesize that...

We examined the impact of specific emotions on the endowment effect, the tendency for selling prices to exceed buying or "choice" prices for the same object. As predicted by appraisal-tendency theory, disgust induced by a prior, irrelevant situation carried over to normatively unrelated economic decisions, reducing selling and choice prices and eli...

ABSTRACT—We examined,the impact,of specific emotions,on the endowment effect, the tendency for selling prices to exceed buying,or ‘‘choice’’ prices for the same,object. As predicted by appraisal-tendency theory, disgust induced by a prior, irrele- vant situation carried over to normatively,unrelated,economic decisions, reducing selling and choice p...

Self-enhancement is variously portrayed as a positive illusion that can foster health and longevity or as defensive neuroticism that can have physiological-neuroendocrine costs. In a laboratory stress-challenge paradigm, the authors found that high self-enhancers had lower cardiovascular responses to stress, more rapid cardiovascular recovery, and...

In two experiments, participants judged the fairness of different distributions of wealth in hypothetical societies. In the first study, the level of meritocracy in the hypothetical societies and the frame of reference from which participants judged alternative distributions of wealth interacted to influence fairness judgments. As meritocracy incre...

To examine the relations of the family environment to adjustment to juvenile rheumatoid arthritis (JRA), and to examine how those relations are influenced by child sex and age. Ninety-four children with JRA completed a questionnaire on family environment and adjustment. Family cohesion was related to good adjustment, whereas family conflict was rel...

The 'Emerging Perspectives' offers answers by a top group of experts to the question, 'Where is judgment and decision research heading as we forge into the 21st century?' The chapters represent perspectives developed by some of the most innovative thinkers in the field. The book is organized around five themes: Fortifying traditional models of deci...

The aftermath of September 11th highlights the need to understand how emotion affects citizens' responses to risk. It also provides an opportunity to test current theories of such effects. On the basis of appraisal-tendency theory, we predicted opposite effects for anger and fear on risk judgments and policy preferences. In a nationally representat...

Research has variously portrayed self-enhancement as an indicator of narcissistic defensiveness or as a concomitant of mental health. To address this controversy, the present study used multiple measures of self-enhancement along with multiple measures and judges of mental health, comprehensively assessing their relationship. The results indicated...

In November 2001, a nationally representative sample of Americans (N = 973, ages 13–88), queried via WebTVs at home, judged the probability of five terror-related events (e.g., being injured in an attack) and three routine risks (e.g., being a victim of other violent crime), in the following 12 months. Judgments of terror risks, but not routine ris...

Research has variously portrayed self-enhancement as an indicator of narcissistic defensiveness or as a concomitant of mental health. To address this controversy, the present study used multiple measures of self-enhancement along with multiple measures and judges of mental health, comprehensively assessing their relationship. The results indicated...

In two experiments, participants judged the fairness of different distributions of wealth in hypothetical societies. In the first study, the level of meritocracy in the hypothetical societies and the frame of reference from which participants' judged alternative distributions of wealth interacted to influence fairness judgments. As meritocracy incr...

Drawing on an appraisal-tendency framework (J. S. Lerner & D. Keltner, 2000), the authors predicted and found that fear and anger have opposite effects on risk perception. Whereas fearful people expressed pessimistic risk estimates and risk-averse choices, angry people expressed optimistic risk estimates and risk-seeking choices. These opposing pat...

The approach to the problem of oncogenesis of tumorigenic viruses is compared and analyzed from the position of the Altshtein-Vogt hypothesis and from that of the general theory of oncogenesis advanced by the present author. In contrast to the hypothesis of Altshtein-Vogt dealing mainly with the problem of oncogene origin, the general theory of onc...

Most theories of affective influences on judgement and choice take a valence-based approach, contrasting the effects of positive versus negative feeling states. These approaches have not specified if and when distinct emotions of the same valence have different effects on judgement. In this article, we propose a model of emotion-specific influences...

Five studies explored cognitive, affective, and behavioral responses to proscribed forms of social cognition. Experiments 1 and 2 revealed that people responded to taboo trade-offs that monetized sacred values with moral outrage and cleansing. Experiments 3 and 4 revealed that racial egalitarians were least likely to use, and angriest at those who...

Five studies explored cognitive, affective, and behavioral responses to proscribed forms of social cognition. Experiments 1 and 2 revealed that people responded to taboo trade-offs that monetized sacred values with moral outrage and cleansing. Experiments 3 and 4 revealed that racial egalitarians were least likely to use, and angriest at those who...

This study explores the conditions under which experimentally primed anger influences both attributions of responsibility and the processes by which people make such attributions. Drawing on social functional theory, it was hypothesized that people are best thought of as 'intuitive prosecutors' who lower their thresholds for making attribu- tions o...

This study explores the conditions under which experimentally primed anger influences both attributions of responsibility and the processes by which people make such attributions. Drawing on social functional theory, it was hypothesized that people are best thought of as 'intuitive prosecutors' who lower their thresholds for making attributions of...

This study explores the conditions under which experimentally primed anger influences both attributions of responsibility and the processes by which people make such attributions. Drawing on social functional theory, it was hypothesized that people are best thought of as ‘intuitive prosecutors’ who lower their thresholds for making attributions of...

This article reviews the now extensive research literature addressing the impact of accountability on a wide range of social judgments and choices. It focuses on 4 issues: (a) What impact do various accountability ground rules have on thoughts, feelings, and action? (b) Under what conditions will accountability attenuate, have no effect on, or ampl...

This article evaluates the impact of a program promoting student-faculty research partnerships on college student retention. The program, built on the premise that successful retention efforts integrate students into the core academic mission of the university, targets first-year and sophomore undergraduates. Findings of a participant-control group...

This experiment explored the joint impact of accountability, anger, and authoritarianism on attributions of responsibility. Participants were either accountable or anonymous while watching an anger-priming or a neutral-emotion-priming video clip. In an ostensibly separate study, participants also were either accountable or anonymous while determini...

This study explored competing normative interpretations of the dilution effect: the tendency for people to underutilize diagnostic evidence in prediction tasks when that evidence is accompanied by irrelevant information. From the normative vantage point of the intuitive statistician, the dilution effect is a judgmental bias that arises from the rep...

Classical theories of decision making were cognitive in nature: they assumed that decision makers dispassionately evaluated the consequences of alternative courses of action and chose the one that would yield the most positive consequences (for review, Loewenstein and Lerner, 2003). Research in the last several decades has, however, demonstrated po...

word count: 184 Manuscript word count: 4,972 Number of figures: 1 Number of tables: 3

Abstract Research on accountability takes an unusual approach to the study of judgment and decision making. By situating decision makers within particular accountability conditions, it has begun to bridge individual, interpersonal, and institutional levels of analysis. We propose that this multi-level approach can enhance both the study of judgment...