John W. Payne

Joseph J. Ruvane, Jr. Professor of Business Administration in Fuqua School of Business

Education & Training

  • Ph.D., University of California at Irvine 1973

  • M.A., University of California at Irvine 1972

  • B.A., University of California at Irvine 1969

Overview

John W. Payne is the Joseph J. Ruvane Professor of Business Administration at the Fuqua School of Business, Duke University. He also has appointments as a Professor of Psychology and Neuroscience and as a Professor of Law at Duke University.

His education includes a B.A. 1969, M.A. 1972, Ph.D. 1973 in Psychology from the University of California, Irvine. He held a position as a postdoctoral fellow in Cognitive Psychology at Carnegie-Mellon University, 1973-74.

Professor Payne’s research deals with how people make decisions, and how decision making might be improved. His particular subfield of interest is decision making under risk. He has authored or edited four books, including The Adaptive Decision Maker, and more than a 100 additional journal articles and book chapters.

He teaches courses on management and decision making.

Among his honors, Professor Payne has been elected President of the Judgment and Decision Society. He has won the Leo Melamed Prize for scholarship at the University of Chicago, for the most significant research by business school faculty. He was awarded the first JCR award for long-term contribution to consumer research He has been selected as a Fellow, American Psychological Association, 2007, and a Fellow, American Psychological Society, 1995.

Atlas, SA, Johnson, EJ, and Payne, JW. "Time Preferences and Mortgage Choice." Journal of Marketing Research 54.3 (June 2017): 415-429. Full Text

Shu, SB, Zeithammer, R, and Payne, JW. "Consumer Preferences for Annuity Attributes: Beyond Net Present Value." Journal of Marketing Research 53.2 (April 2016): 240-262. Full Text

Kwak, Y, Payne, JW, Cohen, AL, and Huettel, SA. "The Rational Adolescent: Strategic Information Processing during Decision Making Revealed by Eye Tracking." Cognitive development 36 (October 2015): 20-30. Full Text Open Access Copy

Soll, JB, Milkman, KL, and Payne, JW. "Outsmart Your Own Biases." HARVARD BUSINESS REVIEW 93.5 (May 2015): 64-71.

Venkatraman, V, Payne, JW, and Huettel, SA. "An overall probability of winning heuristic for complex risky decisions: Choice and eye fixation evidence." Organizational Behavior and Human Decision Processes 125.2 (November 1, 2014): 73-87. Full Text

Venkatraman, V, Payne, JW, and Huettel, SA. "An overall probability of winning heuristic for complex risky decisions: Choice and eye fixation evidence." Organizational Behavior and Human Decision Processes 125.2 (November 2014): 73-87. Full Text

Huber, J, Payne, JW, and Puto, CP. "Let's Be Honest About the Attraction Effect." Journal of Marketing Research 51.4 (August 2014): 520-525. Full Text

Simonson, I, Bettman, JR, Kramer, T, and Payne, JW. "Comparison selection: An approach to the study of consumer judgment and choice." Journal of Consumer Psychology 23.1 (2013): 137-149. Full Text

Simonson, I, Bettman, JR, Kramer, T, and Payne, JW. "Directions for judgment and decision making research based on comparison selection: Reply to Arkes, Johnson, and Kardes." Journal of Consumer Psychology 23.1 (2013): 161-163. Full Text

Payne, JW, Sagara, N, Shu, SB, Appelt, KC, and Johnson, EJ. "Life expectancy as a constructed belief: Evidence of a live-to or die-by framing effect." Journal of Risk and Uncertainty 46.1 (2013): 27-50. Full Text

Pages

Soll, JB, Milkman, KL, and Payne, JW. "A User's Guide to Debiasing." June 17, 2014.

Venkatraman, V, Payne, JW, and Huettel, SA. "Neuroeconomics of risky decisions: From variables to strategies." Decision Making, Affect, and Learning: Attention and Performance XXIII. May 1, 2011. Full Text

Payne, JW, and Venkatraman, V. "Opening the Blackbox: Process Tracing in Decision Research." Handbook of Process Tracing Methods in Decision Making. Ed. M Shulte-Mecklenbeck, A Kuhberger, and R Ranyard. 2011.

Luce, MF, Bettman, JR, and Payne, JW. "Consumer Decision Making: A Choice Goals Approach." Handbook of Consumer Psychology. Ed. C Haugtvedt, P Herr, and F Kardes. 2008.

Bettman, JR, and Payne, JW. "Walking with the Scarecrow: The Information-Processing Approach to Decision Research." Blackwell Handbook of Judgment and Decision Making. Ed. D Koehler and N Harvey. 2004. 110-132.

Bettman, JR, and Payne, JW. "The Emotional Nature of Decision Trade-Offs." The Encyclopedia of Cognitive Silence. Ed. L Nadel. Nature Publishing Group, 2002. 500-504.

Payne, JW, and Bettman, JR. "Choice selection." Encyclopedia of Cognitive Science. Ed. L Nadel. Nature Publishing Group, 2002.

Payne, JW, Luce, MF, and Bettman, JR. "The Emotional Nature of Decision Trade-offs." Wharton on Making Decisions. Wiley, March 28, 2001. 17-35. (Chapter)

Bettman, JR, and Payne, JW. "Preferential Choice and Adaptive Strategy Use." Bounded Rationality: The Adaptive Toolbox. Ed. G Gigerenzer and R Selten. MIT Press, 1999. 113-114.

Payne, JW, Bettman, JR, and Luce, MF. "Behavioral Decision Research: An Overview." Measurement, Judgment, and Decision Making. Elsevier, 1998. 303-359. (Chapter)

Pages

Payne, JW, Sunstein, CR, Hastie, R, Schkade, DA, and Vicusi, WK. Punitive Damages: How Juries Decide. University of Chicago Press, 2002.

Luce, MF, Bettman, JR, and Payne, JW. Tradeoff Difficulty: Determinants and Consequences for Consumer Decisions. 2001. (Monograph)

Payne, JW, Bettman, JR, and Johnson, EJ. The Adaptive Decision Maker. Cambridge University Press, May 28, 1993.

Payne, JW. Cognition and Social Behavior. Hillsdale, NJ: Erlbaum, 1976.

From Phenotype to Mechanism: Mapping the Pathways underlying Risky Choice awarded by National Institutes of Health (Advisor). 2009 to 2011

(95-0851) Verbal Protocol Analysis of Cost Valuation Responses awarded by Environmental Protection Agency (Principal Investigator). 1995 to 1997

(95-0721) Task Stress and Decision Behavior awarded by National Science Foundation (Principal Investigator). 1994 to 1997

(96-0880) Task Stress and Decision Behavior awarded by National Science Foundation (Principal Investigator). 1994 to 1997

(94-0046) Task Stress and Decision Behavior awarded by National Science Foundation (Principal Investigator). 1994 to 1996

(87-0276) Adaptive Strategies for Decisions awarded by Office of Naval Research (Principal Investigator). 1979 to 1990

(89-0180) Adaptive Stragtegies for Decisions awarded by Office of Naval Research (Principal Investigator). 1979 to 1989