Klaus Wertenbroch

INSEAD - Marketing

Professor of Marketing and Novartis Chaired Professor of Management and the Environment

1 Ayer Rajah Ave.

Singapore, 138676

Singapore

http://www.insead.edu/faculty-research/faculty/klaus-wertenbroch

SCHOLARLY PAPERS

15

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Top 16,741

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35

CROSSREF CITATIONS

31

Scholarly Papers (15)

Option Attachment: When Deliberating Makes Choosing Feel Like Losing

18. Carmon, Ziv, Klaus Wertenbroch, and Marcel Zeelenberg (2003), “Option Attachment: When Deliberating Makes Choosing Feel like Losing,” Journal of Consumer Research, 30 (June), 15-29.
Number of pages: 48 Posted: 21 May 2003 Last Revised: 18 May 2020
Ziv Carmon, Klaus Wertenbroch and Marcel Zeelenberg
INSEAD, INSEAD - Marketing and Tilburg University - Faculty of Social and Behavioural Sciences
Downloads 1,268 (20,116)
Citation 17

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Behavioral Decision Theory, Endowment Effect, Regret, Prefactual Ownership, Elaboration

Option Attachment: When Deliberating Makes Choosing Feel Like Losing

Posted: 28 Sep 2020
Ziv Carmon, Klaus Wertenbroch and Marcel Zeelenberg
INSEAD, INSEAD - Marketing and Tilburg University - Faculty of Social and Behavioural Sciences

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Behavioral Decision Theory, Endowment Effect, Regret, Prefactual Ownership, Elaboration

2.

Self-Rationing: Self-Control in Consumer Choice

INSEAD Working Paper No. 2001/63/MKT
Number of pages: 32 Posted: 16 Jan 2002
Klaus Wertenbroch
INSEAD - Marketing
Downloads 1,266 (20,511)
Citation 9

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consumer choice, impulsive behavior, marketing, mental accounting, psychology, rationing, self-control, time inconsistency

3.

Measuring Consumer Willingness to Pay at the Point of Purchase

Journal of Marketing Research, Vol. 39, May 2002
Number of pages: 14 Posted: 20 Nov 2001 Last Revised: 18 Sep 2014
Klaus Wertenbroch and Bernd Skiera
INSEAD - Marketing and Goethe University Frankfurt
Downloads 570 (61,644)
Citation 7

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contingent valuation, incentive compatibility, marketing research, pricing, reservation prices, willingness to pay

4.

Currency Numerosity Effects on the Perceived Value of Transactions

INSEAD Working Paper
Number of pages: 42 Posted: 04 Nov 2002
Dilip Soman, Klaus Wertenbroch and Amitava Chattopadhyay
affiliation not provided to SSRN, INSEAD - Marketing and INSEAD - Marketing
Downloads 469 (78,513)
Citation 7

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5.

Free will, temptation, and self-control: We must believe in free will. We have no choice

Number of pages: 19 Posted: 19 Feb 2008
Klaus Wertenbroch, Joachim Vosgerau and Sabrina Bruyneel
INSEAD - Marketing, Bocconi University and Carnegie Mellon University - David A. Tepper School of Business
Downloads 339 (114,088)
Citation 2

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Research, Theory, Self-control, Behavior, IT, Experience, philosophy, Economics, Problems, Strategy

6.

Denied by an (Unexplainable) Algorithm: Teleological Explanations for Algorithmic Decisions Enhance Customer Satisfaction

INSEAD Working Paper No. 2020/39/MKT
Number of pages: 60 Posted: 02 Sep 2020 Last Revised: 22 Jan 2021
INSEAD - Singapore, Ben Gurion University, INSEAD and INSEAD - Marketing
Downloads 238 (165,208)
Citation 1

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Algorithms, Consumer Psychology, Explanations, Digital Interactions, Customer Relations

7.

From the Editor: A Manifesto for Research on Automation in Marketing and Consumer Behavior

appeared as Wertenbroch, Klaus (2019), “From the Editor: A Manifesto for Research on Automation in Marketing and Consumer Behavior,” Journal of Marketing Behavior, 4 (1), 1-10.
Number of pages: 12 Posted: 18 Jun 2020
Klaus Wertenbroch
INSEAD - Marketing
Downloads 181 (211,852)
Citation 1

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autonomy, equality of opportunity, marketing automation, personalization, price discrimination

8.

Consumer (Mis)Behavior and Public Policy Intervention

Mizik, Natalie and Dominique M. Hanssens (eds.), Handbook of Marketing Analytics: Methods and Applications in Marketing Management, Public Policy, and Litigation Support, Forthcoming, INSEAD Working Paper No. 2017/14/MKT
Number of pages: 21 Posted: 13 Feb 2017
Klaus Wertenbroch
INSEAD - Marketing
Downloads 147 (252,322)

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Behavioral Economics, Consumer Protection, Nudging, Policy Intervention, Precommitment, Revealed Preferences, Self-control

9.

Performance Pay or Redistribution? Cultural Differences in Just-World Beliefs and Preferences for Wage Inequality

INSEAD Working Paper No. 2015/10/MKT/OBH/ACGRE
Number of pages: 45 Posted: 04 Feb 2015
Douglas H. Frank, Klaus Wertenbroch and William Maddux
The Catholic University of America, INSEAD - Marketing and INSEAD - Organisational Behavior
Downloads 140 (262,346)
Citation 2

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Culture, Compensation Systems, Incentives, Income Inequality, Just-World Beliefs

10.

Consumer Choice and Autonomy in the Age of Artificial Intelligence and Big Data

Customer Needs and Solutions, Forthcoming , INSEAD Working Paper , Johns Hopkins Carey Business School Research Paper No. 18-03
Number of pages: 10 Posted: 07 Feb 2018
Erasmus University, Rotterdam School of Management, INSEAD, INSEAD - Marketing, Stanford University, Analysis Group, Inc., University of Chicago - Department of Psychology, Duke University - Fuqua School of Business, University of Colorado Boulder, University of Bonn and Johns Hopkins University - Carey Business School
Downloads 137 (266,927)
Citation 5

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Artificial Intelligence, Automation, Consumer Autonomy, Big Data, Consumer Choice, Micro-Targeting

11.

Too Good to Be True? Imperfection as a Costly Signal of Authenticity

INSEAD Working Paper No. 2018/35/MKT
Number of pages: 64 Posted: 23 Aug 2018 Last Revised: 18 Jul 2019
Amit Bhattacharjee, Alixandra Barasch and Klaus Wertenbroch
Erasmus University Rotterdam, New York University and INSEAD - Marketing
Downloads 101 (331,816)

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authenticity, signaling, impression formation, status, taste

12.

Precommitment-based Pricing

INSEAD Working Paper No. 2021/34/MKT
Number of pages: 57 Posted: 08 Jul 2021 Last Revised: 21 Jul 2021
Katja Berger, Christina Schamp, Mark Heitmann and Klaus Wertenbroch
affiliation not provided to SSRN, WU Vienna University of Economics and Business, University of Hamburg and INSEAD - Marketing
Downloads 70 (413,177)

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precommitment-based pricing, service marketing, customer acquisition, goal achievement, customer retention

13.

Autonomy in Consumer Choice

Forthcoming, Marketing Letters
Number of pages: 18 Posted: 11 Jun 2020
Klaus Wertenbroch
INSEAD - Marketing
Downloads 43 (516,431)
Citation 1

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Autonomy, free will, self-determination consumer choice, marketing automation

14.

Intransitivity of Consumer Preferences for Privacy

INSEAD Working Paper No. 2021/50/MKT
Number of pages: 58 Posted: 13 Sep 2021
Geoffrey Tomaino, Klaus Wertenbroch and Daniel J. Walters
INSEAD - Singapore, INSEAD - Marketing and INSEAD
Downloads 27 (602,187)

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Compatibility Principle, Marketing Automation, Preference Transitivity, Privacy Preferences, Procedure Invariance

15.

Procrastination, Deadlines, and Performance: Self-Control by Precommitment

Posted: 07 Dec 2001
Dan Ariely and Klaus Wertenbroch
Duke University - Fuqua School of Business and INSEAD - Marketing

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Procrastination, Self-control, Intertemporal Choice