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References

Key source literature for the mechanisms in this knowledge base. Each mechanism's extraction cites its Wikipedia article; this lists the primary empirical sources.

Loss Aversion / Prospect Theory

  • Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47(2), 263–291.
  • Tversky, A., & Kahneman, D. (1992). Advances in prospect theory: Cumulative representation of uncertainty. Journal of Risk and Uncertainty, 5(4), 297–323.
  • Arkes, H. R., & Blumer, C. (1985). The psychology of sunk cost. Organizational Behavior and Human Decision Processes, 35(1), 124–140.
  • Ainslie, G. (1975). Specious reward: A behavioral theory of impulsiveness and impulse control. Psychological Bulletin, 82(4), 463–496. (temporal discounting)
  • Trope, Y., & Liberman, N. (2010). Construal-level theory of psychological distance. Psychological Review, 117(2), 440–463. (construal level theory)

Loss aversion and prospect theory are distinct mechanisms: loss aversion is the asymmetric weighting of losses vs. gains; prospect theory is the broader value/ probability weighting framework. They share the same paradigm but activate differently depending on how a choice is framed.

Cognitive Biases / Heuristics

  • Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185(4157), 1124–1131.
  • Tversky, A., & Kahneman, D. (1981). The framing of decisions and the psychology of choice. Science, 211(4481), 453–458.
  • Nickerson, R. S. (1998). Confirmation bias: A ubiquitous phenomenon in many guises. Review of General Psychology, 2(2), 175–220.
  • Hasher, L., Goldstein, D., & Toppino, T. (1977). Frequency and the conference of referential validity. Journal of Verbal Learning and Verbal Behavior, 16(1), 107–112. (illusory truth effect)
  • Buehler, R., Griffin, D., & Ross, M. (1994). Exploring the "planning fallacy": Why people underestimate their task completion times. Journal of Personality and Social Psychology, 67(3), 366–381. (planning fallacy)
  • Gilovich, T., Medvec, V. H., & Savitsky, K. (2000). The spotlight effect in social judgment: An egocentric bias in estimates of the salience of one's own actions and appearance. Journal of Personality and Social Psychology, 78(2), 211–222. (spotlight effect)

Posthoc Rationalization

  • Festinger, L. (1957). A Theory of Cognitive Dissonance. Stanford University Press.
  • Nisbett, R. E., & Wilson, T. D. (1977). Telling more than we can know: Verbal reports on mental processes. Psychological Review, 84(3), 231–259.
  • Haidt, J. (2001). The emotional dog and its rational tail: A social intuitionist approach to moral judgment. Psychological Review, 108(4), 814–834. (moral dumbfounding)
  • Miller, D. T., & Ross, M. (1975). Self-serving biases in the attribution of causality. Psychological Bulletin, 82(2), 213–225.
  • Ross, L. (1977). The intuitive psychologist and his shortcomings: Distortions in the attribution process. Advances in Experimental Social Psychology, 10, 173–220. (fundamental attribution error)
  • Norton, M. I., Mochon, D., & Ariely, D. (2012). The IKEA effect: When labor leads to love. Journal of Consumer Psychology, 22(3), 453–460. (effort justification)

Social Influence / Compliance

  • Cialdini, R. B. (1984). Influence: The Psychology of Persuasion. Harper Business. (reciprocity, social proof, authority, scarcity, commitment)
  • Milgram, S. (1963). Behavioral study of obedience. Journal of Abnormal and Social Psychology, 67(4), 371–378.
  • Asch, S. E. (1951). Effects of group pressure upon the modification and distortion of judgments. In H. Guetzkow (Ed.), Groups, Leadership and Men. Carnegie Press.
  • Darley, J. M., & Latane, B. (1968). Bystander intervention in emergencies: Diffusion of responsibility. Journal of Personality and Social Psychology, 8(4), 377–383.
  • Fehr, E., & Gachter, S. (2002). Altruistic punishment in humans. Nature, 415(6868), 137–140. (altruistic punishment)
  • Feinberg, M., Willer, R., Stellar, J., & Keltner, D. (2012). The virtues of gossip: Reputational information sharing as prosocial behavior. Journal of Personality and Social Psychology, 102(5), 1015–1030. (gossip and reputation management)

In-group / Out-group

  • Tajfel, H., & Turner, J. C. (1979). An integrative theory of intergroup conflict. In W. G. Austin & S. Worchel (Eds.), The Social Psychology of Intergroup Relations (pp. 33–47). Brooks/Cole. (social identity theory, in-group favoritism)
  • Rozin, P., Millman, L., & Nemeroff, C. (1986). Operation of the laws of sympathetic magic in disgust and other domains. Journal of Personality and Social Psychology, 50(4), 703–712. (moral contagion)

Threat / Affective Priming

  • Lazarus, R. S. (1991). Emotion and Adaptation. Oxford University Press. (threat appraisal, stress responses)
  • Brehm, J. W. (1966). A Theory of Psychological Reactance. Academic Press.
  • Slovic, P., Finucane, M. L., Peters, E., & MacGregor, D. G. (2002). The affect heuristic. In T. Gilovich, D. Griffin, & D. Kahneman (Eds.), Heuristics and Biases: The Psychology of Intuitive Judgment. Cambridge University Press.

Individual Variation

  • Costa, P. T., & McCrae, R. R. (1992). Revised NEO Personality Inventory (NEO PI-R) and NEO Five-Factor Inventory (NEO-FFI) Professional Manual. Psychological Assessment Resources. (Big Five)

Status / Dominance

  • Kemper, T. D. (1978). A Social Interactional Theory of Emotions. Wiley. (status and dominance dynamics)
  • Festinger, L. (1954). A theory of social comparison processes. Human Relations, 7(2), 117–140.

Person × Situation Interaction (Scoring Model)

The multiplicative scoring formula (person_score * (1 + situation_score * k)) reflects the established interactionist tradition in personality psychology: traits are necessary but not sufficient; situation enables what the person is disposed toward.

  • Lewin, K. (1936). Principles of Topological Psychology. McGraw-Hill. (B = f(P, E) — behavior is a function of person and environment)
  • Mischel, W., & Shoda, Y. (1995). A cognitive-affective system theory of personality: Reconceptualizing situations, dispositions, dynamics, and invariance in personality structure. Psychological Review, 102(2), 246–268. (CAPS theory — situation features activate cognitive-affective units, not traits in isolation)
  • Funder, D. C. (2006). Towards a resolution of the personality triad: Persons, situations, and behaviors. Journal of Research in Personality, 40(1), 21–34. (modern interactionist synthesis)