Deborah Small | University of Pennsylvania Department of Psychology

Associate Professor

Department:

Marketing

Education:

BA, University of Pennsylvania; Ph.D., Psychology and Behavioral Decision Science, Carnegie-Mellon University

Address:

760 Huntsman Hall

Phone:

215-898-6494

Email:

deborahs@wharton.upenn.edu

Personal Page

Research Themes:

Decision Processes

Specific Research Areas:

Human decision making

Research Synopsis:

Professor Deborah Small's research interfaces psychology and economics, examining fundamental processes that underlie human decision making.

Professor Small studies many decision contexts, including charitable giving, terrorism, negotiation, and buyer and seller behavior.

Representative Publications:

Berman, Jonathan Z. and Deborah A. Small (in press), “Self-interest without selfishness: The hedonic benefit of imposed self-interest,” Psychological Science.

Small, Deborah A., Devin Pope, and Michael I. Norton (in press), “An age penalty in racial preferences,” Social Psychological and Personality Science.

Lin, Fern and Deborah A. Small (2012), “Cheapened altruism: Discounting prosocial behavior by friends of victims,” Organizational Behavior and Human Decision Processes,117, 269-274.7/01/12

Galak, Jeff, Deborah A. Small, and Andrew Stephen (2011), “Micro-finance decision making: A field study of prosocial lending,” Journal of Marketing Research, 48 (Special Issue on Consumer Financial Decision Making), 130-137.

Rick, Scott I., Deborah A. Small, and Eli J. Finkel (2011), “Fatal (fiscal) attraction: Spendthrifts and tightwads in marriage,” Journal of Marketing Research, 48(2), 228-237.

Small, Deborah A. “Reference-dependent sympathy,” (2010), Organizational Behavior and Human Decision Processes, 112, 151-160.

Small, Deborah A. and Nicole Verrochi (2009), “The face of need: Facial emotion expression on charity advertisements,” Journal of Marketing Research, 46 (December), 777-87.

Small, Deborah A. and Uri Simonsohn (2008), “Friends of victims: Personal experience and prosocial behavior,” Journal of Consumer Research (Special Issue on Transformative Consumer Research), 35 (June), 532-42.

Small, Deborah A., Michele C. Gelfand, Linda Babcock, and Hilary Gettman (2007), “Who goes to the bargaining table? The influence of gender and framing on the initiation of negotiation,” Journal of Personality and Social Psychology, 93(4), 600-13.

Loewenstein, George and Deborah A. Small (2007), “The scarecrow and the tin man: The vicissitudes of human sympathy and caring,” Review of General Psychology (Special Issue on Emotions and Decision Making), 11(2), 112-26.

Moore, Don A. and Deborah A. Small (2007), “Error and bias in comparative judgment: On being both better and worse than we think we are,” Journal of Personality and Social Psychology, 92(6), 972-89.

Small, Deborah A., George Loewenstein, and Paul Slovic (2007), “Sympathy and callousness: The impact of deliberative thought on donations to identifiable and statistical victims,” Organizational Behavior and Human Decision Processes, 102(2), 143-53.

Fischhoff, Baruch, Roxana M. Gonzalez, Jennifer S. Lerner, and Deborah A. Small (2005), “Evolving judgments of terror risks: Foresight, hindsight, and emotion,” Journal of Experimental Psychology: Applied, 11(2), 124-39.

Lerner, Jennifer S., Deborah A. Small, and George Loewenstein (2004), “Heart strings and purse strings: Carryover effects of emotions on economic decisions,” Psychological Science, 15(5), 337-41.

Lerner, Jennifer S., Roxana M. Gonzalez, Deborah A. Small, and Baruch Fischhoff (2003), “Effects of fear and anger on perceived risks of terrorism: A national field experiment,” Psychological Science, 14(2), 144-50.