Evolutionary Behavioral Economics and Decision Making

This research program synthesizes matching theory, foraging theory and the economics of uncertainty in an ongoing analysis of decision making as an adaptive enterprise. It is divided into three sections: escalation and persistence of commitment, foraging theory and managerial and  consumer decision making. Representative publications:

Escalation & Persistence of Commitment

Hantula, D. A., & Landman, D. (2006). Making sense of escalating commitment to a failing course of action. In D. Hantula (Ed.) Advances in Social & Organizational Psychology. (pp. 275-292). Mahwah, NJ: Erlbaum. [ Book ]

Brecher, E. G., & Hantula, D.A. (2005). Equivocality and escalation: A replication and preliminary analysis of frustration. Journal of Applied Social Psychology, 35, 2606-2619.

DeNicolis-Bragger, J. L., Hantula, D. A., Bragger, D., Kirnan, J., & Kutcher, E. (2003). When Success Breeds Failure: History, Hysteresis, and Delayed Exit Decisions. Journal of Applied Psychology, 88, 6-14.

Hantula, D. A., & DeNicolis-Bragger, J. L. (1999). The role of feedback equivocality in escalation of commitment: A test of decision dilemma theory. Journal of Applied Social Psychology, 29, 424-444.

Lind, R., Kutcher, E., Bragger, J. & Hantula, D. (1999). Why do managers try, try, and fail? A real world analysis of factors affecting escalation and persistence of commitment. Proceedings of the 1999 Annual Meeting of the Eastern Academy of Management.

DeNicolis-Bragger, J. L., Bragger, D., Hantula, D. A., & Kirnan, J. (1998). Hysteresis and uncertainty: The effect of uncertainty on delays to exit decisions. Organizational Behavior & Human Decision Processes, 74, 229-253.

Hantula, D. A. & Crowell, C. R. (1994). Intermittent reinforcement and escalation processes in sequential decision making: A replication and theoretical analysis. Journal of Organizational Behavior Management, 14, 7-36.

Hantula, D. A. (1992). The basic importance of escalation. Journal of Applied Behavior Analysis, 25, 579-583. [Full text ]

Foraging Theory

Puvathingal, B. & Hantula, D. A. (2012). Revisiting the Psychology of Intelligence Analysis: From Rational Actors to Adaptive Thinkers. American Psychologist, 67, 199-210.

Hantula, D. A. (2012). Consumers are foragers not rational actors: A behavioral ecology of consumer choice. In. G. Foxall & V. James (eds.), Handbook of New Developments in Consumer Behaviour, (pp. 549-577). London, UK, Edward Elgar. [Book]

Hantula, D. A. (2010). The Behavioral Ecology of Human Foraging in an Online Environment: Of Omnivores, Informavores and Hunter-Gatherers. In N. Kock (ed.): Evolutionary Psychology and Information Systems Research: A New Approach to Studying the Effects of Modern Technologies on Human Behavior (pp. 85-99) . NY: Springer. [ Book ]

Hantula, D.A., Brockman, D. D., & Smith, C.L. (2008). Online shopping as foraging: The effects of increasing delays on purchase and patch residence. IEEE Transactions on Professional Communication, 51, 147-154.

Hantula, D. A. & Smith, C. L. (2004). Foraging Theory and Its Implications for Behavioral Economics. Proceedings of the Society for the Advancement of Behavioral Economics (SABE) /International Association for Research in Economic Psychology (IAREP).

Smith, C. & Hantula, D. A. (2003). Pricing effects on foraging in a simulated internet mall. Journal of Economic Psychology, 24, 653-674.

DiClemente, D. & Hantula, D. A. (2003). Time sensitivity in online shopping: Extensions of the foraging model. Psychology & Marketing, 20, 785-809.

Rajala, A. K., & Hantula, D. A. (2000). Towards a behavioral ecology of consumption: Delay reduction effects on foraging in a simulated online mall. Managerial and Decision Economics, 21, 145-158.

Managerial & Consumer Decision Making

Fagerstrøm, A. & Hantula, D. A. (in press). Buy it Now and Pay for it Later: An Experimental Study of Consumer Credit Use. Psychological Record.

Kerwin, M. L., Woodside, M., & Hantula, D. A. (2012). Consumer Choices of Women in Residential Drug Treatment: An Analysis of Risk and Impulsivity. Journal of Applied Social Psychology, 42, 834-849.

Smith, C. L., & Hantula, D. A. (2009). Methodological Considerations in the Study of Delay-Discounting in Intertemporal Choice: A Comparison of Tasks and Modes. Behavior Research Methods, 40, 940-953.  [Full text]  

Hantula, D. A. & Puvathingal, B. (2008). The important contingencies in gambling are seldom clear: Avoiding the rational choice trap. Analysis of Gambling Behavior, 2, 99-100.

DeRosa, D. M., Smith, C. L., Hantula, D. A. (2007). The medium matters: Mining the long-promised merit of group interaction in creative idea generation tasks in a meta-analysis of the electronic group brainstorming literature. Computers in Human Behavior, 23(3), 1549-1581.

Hantula, D. A., & Bryant, K. M. (2005). Delay discounting determines delivery fees in an e-commerce simulation. Psychology & Marketing, 22, 153-161.

DeRosa, D. M., Hantula, D. A., Kock, N. F., & D’Arcy, J. (2004). Trust and Leadership in Virtual Teamwork: A Media Naturalness Perspective. Human Resource Management, 43, 219-232.

DiClemente, D. & Hantula, D. A. (2003). Applied behavioral economics and consumer choice. Journal of Economic Psychology, 24, 589-602.

Hantula, D. A. (2003). Evolutionary psychology and consumption. Psychology & Marketing, 20, 757-763.

Hantula, D. A., DiClemente, D. F., & Rajala, A. K. (2001). Outside the box: The analysis of consumer behavior. In: L. Hayes, J. Austin, R. Houmanfar, & M. Clayton (Eds.), Organizational Change, (pp. 203-223), Reno, NV: Context Press.

Schoenfelder, T., & Hantula, D. A. (2003). A job with a future? Delay discounting, magnitude effects and domain independence of utility for career decisions. Journal of Vocational Behavior, 62, 43-55.

Hantula, D. A. (2001). Schedules of reinforcement and organizational performance: Application, analysis, and synthesis. In: C. M. Johnson, W. K. Redmon & T. C. Mawhinney (Eds.), Handbook of Organizational Performance, (pp. 139-168), NY: Haworth Press.

DiClemente, D. & Hantula, D. A. (2000). John Broadus Watson: I/O psychologist. The Industrial Psychologist., 37(4), 47-55. [Full text].

Hantula, D. A. (1995). Disciplined decision making in an interdisciplinary environment: Some implications for clinical applications of statistical process control. Journal of Applied Behavior Analysis, 28, 371-377. [Full text]

Hantula, D. A. & Crowell, C. R. (1994). Behavioral contrast in a two-option financial decision task. Journal of Applied Behavior Analysis, 27, 607-617. [Full text]