“Promoting Excellence in Managerial Decision Making”

Research conducted by members of the Risk, Uncertainty & Decisions Group is interdisciplinary and encompasses topics in the domain of normative, descriptive and prescriptive decision theories. As such, we draw on principles from the fields of psychology, economics, operations research, marketing, organizational behavior and others to study the (ir-)rationality of managerial and consumer decision processes. Furthermore, we employ a broad range of methodological approaches, including mathematical modelling as well as laboratory and field experimental approaches. Research conducted by members of the group has been published in top academic journals such as Management Science, Manufacturing & Service Operations Management, Organizational Behavior and Human Decision Processes, Journal of Economic Theory, Journal of Risk and Uncertainty, Journal of Consumer Research, Journal of Marketing Research, Production and Operations Management, Personality and Social Psychology Bulletin, Journal of Operations Management and others as well as in top practitioner outlets such as Harvard Business Review and MIT Sloan Management Review.

Please find below a list of currently ongoing projects conducted by core members of the group.



  • Mortality Salience effects on Brand Preference
  • Mood Effects on Motivation for Different types of goals
  • Psychological Pressure effects on preferences of unique products
  • Color darkness as a status signal


  • Source of information and entrepreneurial performance expectations: experience-based Vs. description-based opportunity evaluations
  • How does the source of information affect confidence
  • Business planning and search behavior


  • Habit formation in energy conservation (working paper available)
  • Role of soft commitment in water conservation


  • Social influence and persuasion
  • Social marketing and media consumption
  • Brands and cognitive styles


  • The effects of CEO’s financial aspirations on family firm’s corruption: evidence from a field survey and an experiment.
  • When supervisor’s support backfires: the role of perceived support in unethical behavior
  • How proximal depictions of unhealthy food influence consumption behavior
  • Collision of honesty vs. benevolence: Role of Emotions in this values trade-off
  • Too much meaning and purpose at work? Its intrapersonal and interpersonal side-effects
  • You are Welcome: Sought gratitude increases avoidance intention
  • Asymmetry of gratitude between benefactors and beneficiaries and its interpersonal consequences


  • Not just for your health alone: regular physical activity improves decision making in unrelated decision domains
  • The effect of physical activity on desirability and feasibility considerations in consumer trade-offs
  • Talk to me (but the Right Way): optimizing a fitness chatbot with behavioral insights
  • Examining the impact of digital marketing on market expansion and firm growth in kenya
  • What coping strategy to use when? understanding the interplay of deprivation and individual coping mechanisms to improve resilience in underprivileged children in India
  • Spillover effects of categorization tension on identity-related consumption


  • Risky choice in dynamic decision environments
  • The wisdom of crowds in imperfect binary multi-attribute environments
  • Group decision making with multiple conflicting performance targets
  • The effectiveness of trimmed opinion pools in time series forecasting involving structural breaks
  • Risky choice following near miss events in sequential tasks under ambiguity
  • Examining the effect of near miss events in the humanitarian newsvendor context
  • Vulnerable near-miss events in insurance markets: an experiment

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