A member of the Coller School of Management Administration’s renowned faculty at TAU, Dr. Shani’s research focuses on how counterfactual emotions, anticipated or experienced, influence and bias behavioral choices. His research on information search identifies reasons that motivate people to search for useless information (e.g., why consumers compare prices of products purchased a while ago). His research about the psychological principles underpinning consumers’ economic behaviors, examines the repercussions of inserting an economic transaction mindset into a social relationship (i.e., mixing money and friendship). Last, his research seeks to unravel the link between self-deception proclivities and consumers’ choices and explain how consumers justify the purchase of products they do not really need.
Dr. Yaniv Shani
Fields of Research
I have been engaged in developing and cultivating three major streams of research: The first attempts to extend existing line of research exploring how emotions, anticipated or experienced, influence and bias behavioral choices; and how these behaviors and their outcomes may result in the regulation of emotions.
Specifically, my research on information search identifies various reasons that motivate people to search for or to avoid information. Theoretical arguments and empirical analysis experimental design conducted both in the lab as well in the field help to explain why individuals are willing to search for painful information particularly when they are likely to find it; why they would rather temporarily avoid and disregard important information that may actually be beneficial to them; and under which conditions they are more capable of evaluating the importance and the relevance of the information to their future goals.
The second line of research I am currently engaged in, aims to extend theory about the psychological principles underpinning consumers’ economic behaviors. Specifically, I examine the repercussions of inserting an economic transaction mindset into a social relationship (e.g., weddings). The third seeks to unravel the link between self-deception proclivities and consumers’ choices.
Shani, Y. (2007). Searching for Negative Information. The pains of “Suspecting the Worst” Versus the Comforts of “Knowing the Worst”. Tilburg Publishers, pp. 118, 2007
Shani, Y., Tykocinski, O., & Zeelenberg, M. (2008). When Ignorance is Not Bliss: How Distressing Uncertainty Drives the Search of Negative Information. Journal of Economic Psychology, 29, 643-653.
Shani, Y., & Zeelenberg, M. (2007). When and Why do We Want to Know? How Experienced Regret Promotes Post-Decision Information Search. Journal of Behavioral Decision Making, 20, 207-222. (lead article)
Shani, Y., Igou, E., & Zeelenberg, M. (2009). Different perspectives on unpleasant truths: How construal levels influence information search. Organizational Behavior and Human Decision Processes, 110, 36-44.
Shavit, T., Giorgetta, C., Shani, Y., & Ferlazzo, F. (2010). Using an eye tracker to examine behavioral biases in investment tasks: An experimental study. Journal of Behavioral Finance, 11, 185-194.
Shani, Y., Cepicka, M.C., & Shashar, N. (2011). Keeping up with the Joneses: Dolphins’ search knowledge for knowledge’s sake. Journal of Economic Psychology, 32, 418 – 424.
Shani, Y., van de Ven, N. & Zeelenberg, M. (2012). Delaying information search. Judgment and Decision Making, 7, 750-760.
Shani, Y., & Zeelenberg, M. (2012). Post-decisional information search: The pains of suspecting the worst versus the comforts of knowing the worst. Social Influence, 7, 193 - 210.
Shavit, T., Rosenboim, M. & Shani, Y. (2013) What is more important, The outcome or the probability? Applied Economics Letters, 20, 127 - 130.
Shavit, T., Rosenboim, M., & Shani, Y. (2014) Time preference and optimism bias before and after a risky activity: A field experiment, Journal of Economic Psychology, 43, 30-36.
Breugelmans, S. M., Zeelenberg, M., Gilovich, T., Huang, W. H., & Shani, Y. (2014) Generality and cultural variation in the experience of regret Emotion, 6, 1037 - 1048.
Shani, Y., Danziger, S., Zeelenberg, M. (2015) Choosing between options associated with past and future regret. (2015). Organizational Behavior and Human Decision Processes, 126, 107-114.
Barkan, R., Danziger S., & Shani, Y. (2016) Do as I say not as I do. Choice-advice differences in decisions to learn information. Journal of Economic Behavior & Organization, 125, 55-67.
Shani, Y., When Sharing Is Not Caring: Does uncertainty about bill payment method lead diners to consume more and spend more money? Journal of Behavioral Decision Making, forthcoming
“Remembering Friends as Not So Friendly in Competitive and Bargaining Social Interactions” (with Shai Danziger and David Disatnik) Journal of Behavioral Decision Making, Forthcoming
On, A., Dawson, M., & Shani, Y. Motivating Discounts: Price-Motivated Reasoning. (Being Revised for an invited revision). Marketing Science
Shani, Y., Danziger, S., Zeelenberg, M., & Disatnik, D. The Bright Side of Giving Monetary Gifts. (Being Revised for an invited revision). Journal of Consumer Research
Select Work in Progress
Bloch, Z., Shani, Y., Tykocinski, O., & Ganzach, Y. Strategic optimism.
Shani, Y., Appel, G., Shachar, R., & Danziger, S. Accidentally on purpose: How consumers manage to detach from owned products.