15.301 | Fall 2004 | Undergraduate, Graduate

Managerial Psychology Laboratory


Required Textbooks

The readings in the table below are from the textbooks:

Moore, David S. The Basic Practice of Statistics. 3rd ed. New York: W. H. Freeman and Company, 1995. ISBN: 0716726289.

Gilovich, Thomas. How We Know What Isn’t So. New York: Free Press, 1993. ISBN: 0029117062.

L1 Why Research in Psychology? Begin reading Gilovich
L2 The Validity of Intuitions Gilovich: Chapters 1-4
R1 Idea Generation  
L3 Perception  
R2 Writing  
L4 Memory Gilovich: Chapter 5
R3 Probability Moore: Chapters 3, 9-12
L5 Emotions and Self-control  
R4 Survey Design Gilovich: Chapters 6-7
R5 Field Experiments Gilovich: Chapters 10-11
L6 Decision Making Gilovich: Chapters 8-9
L7 Behavioral Economics Gilovich: Chapters 12-13
R6 Descriptive Statistics Moore: Chapters 1-2, 4
L8 The Psychology of Money Gilovich: Chapters 14-15
R7 Experimental Design Moore: Chapters 7-8
L9 Labor and Compensation Gilovich: Chapters 16-17
R8 T Test and ANOVA Moore: Chapters 14-17, 22
L10 Groups (Norton)  
R9 Rules for Presentations Gilovich: Chapter 21
L11 Negotiation (Curhan) Gilovich: Chapters 18-20
R10-12 Presentations  
L12 Summary and Q&A  
  Final Exam  

Additional Readings

Bem, Daryl J. “Writing the Empirical Journal Article.” A version of this article is published in: Darley, J. M., M. P. Zanna, and H. L. Roediger III, eds. The Compleat Academic: A practical Guide for the Beginning Social Scientist. 2nd ed. Washington, D. C.: American Psychological Association, 2003. ISBN: 1591470358.

Bronson, Po. “A Prayer Before Dying.” Wired, December 2002.

Ariely, Dan, George Loewenstein, and Drazen Prelec. “Tom Sawyer and the Myth of Fundamental Value.” Soon to be published in JEBO (Journal of Economic Behavior and Organization).

Ariely, Dan, and Klaus Wertenbroch. “Procrastination, Deadlines, and Performance: Self-Control by Precommitment.” Psychological Science 13, no. 3 (May 2002): 219-224.

Gardner, Martin. “In the Name of Science.” Chapter 1 in Fad & Fallacies in the Name of Science. New York: Dover Publications Inc., 1957. pp. 3-15. ISBN: 0486203948.

———. “Throw Away Your Glasses!” Chapter 19 in Fad & Fallacies in the Name of Science. New York: Dover Publications Inc., 1957, pp. 230-241. ISBN: 0486203948.

———. “Dianetics.” Chapter 22 in Fad & Fallacies in the Name of Science. New York: Dover Publications Inc., 1957, pp. 263-280. ISBN: 0486203948.

———. “From Bumps to Handwriting.” Chapter 24 in Fad & Fallacies in the Name of Science. New York: Dover Publications Inc., 1957, pp. 292-298. ISBN: 0486203948.

Chancy, Susan A., Mark F. Lenzenweger, Richard J. McNally, Roger K. Pitman, and Daniel L. Schacter. “Memory Distortion in People Reporting Abduction by Aliens.” Journal of Abnormal Psychology 111, no. 3 (2002): 455-461.

Schwarz, Norbert. “Judgment in a Social Context: Biases, Shortcomings, and the Logic of Conversation.” Advances in Experimental Social Psychology. Vol. 26. 1994, pp. 123-162.

Morwitz, Vicki G., Eric Johnson, and David Schmittlein. “Does Measuring Intent Change Behavior?” Journal of Consumer Research 20 (June 1993): 46-61.

Johnson, Eric J., and Daniel Goldstein. “Do Defaults Save Lives?” Science, Vol. 302, 21 November 2003, 1338-1339.

Slovic, Paul. “From Shakespeare to Simon: Speculations – and Some Evidence – About Man’s Ability to Process Information.” Research Bulletin of the Oregon Research Institute 12, no. 2 (April 1972): 1-19. 
(Copyright permission not required as per author.)

Pennebarker, James W., et.al. “Don’t the Girls Get Prettier at Closing Time: A Country and Western Application of Psychology.” Personality and Social Psychology Bulletin 5, no. 1 (1979): 122-123.

Ruback, R. Barry, and Daniel Juieng. “Territorial Defense in Parking Lots: Retaliation Against Waiting Drivers.” Journal of Applied Social Psychology 27, no. 9 (1997): 821-834.

Loewenstein, George. “Because It Is There: The Challenge of Mountaineering . . . For Utility Theory.” KYKLOS, Vol. 52, Fasc. 3, 1999, 315-344.

Brosnan, Sarah F., and Frans B. M. de Waal. “Monkeys Reject Unequal Pay.” Nature, Vol. 425, 18 September 2003, 297-299.

Thaler, Richard H. “Mental Accounting Matters.” Journal of Behavioral Decision Making 12 (1999): 193-206.

Prelec, Drazen, and George Loewenstein. “The Red and the Black: Mental Accounting of Savings and Debt.” Marketing Science 17, no. 1 (1998): 4-28.

Staw, Barry M. “Intrinsic and Extrinsic Motivation.” Readings in Managerial Psychology. Edited by H. Leavitt, L. Pondy, and D. Boye. 4th ed. Chicago, IL: University of Chicago Press, 1989, pp. 36-71. ISBN: 0226469921.

Gneezy, Uri, and Aldo Rustinchini. “A Fine is a Price.” Journal of Legal Studies 14 (January 2000): 1-17.

Hanley, Craig, Curtis Banks, and Philip Zimbardo. “Interpersonal Dynamics in a Simulated Prison.” International Journal of Criminology and Penology 1 (1973): 69-97.

Milgram, Stanley. “Behavioral Study of Obedience.” Journal of Abnormal Social Psychology 63, no. 4 (1963): 371-378.

Asch, Solomon E. “Opinions and Social Pressure.” Scientific American 193, no. 5 (November 1955): 31-35.

Tufte, Edward R. The Cognitive Style of PowerPoint. Cheshire, Conn.: Graphics Press, September 2003. ISBN: 0961392150.

Course Info

As Taught In
Fall 2004
Learning Resource Types
Lecture Notes
Written Assignments