Nina Mazar

Professor, Marketing Co-Director of the Susilo Institute for Ethics in the Global Economy

Co-Founder BEworks | Affiliate Senior Behavioral Scientist eMBeD, The World Bank

I’m a behavioral scientist, named one of “The 40 Most Outstanding B-School Profs Under 40 In The World” (Poets&Quants, 2014). With my focus on behavioral economics, I investigate how expectations, emotions, peers, and random cues in the environment affect how we think about products, money, investments, and morality, and their implications for welfare, development, and policy. My research topics range from the dishonesty of honest people to irrational attraction to free products, the paradoxes of green behavior, tax compliance, organ and blood donation, and nudges to reduce credit card delinquency. I was nominated for the SSHRC Aurora Prize for “Outstanding New Researcher” in Canada, and am the recipient of several teaching and research awards, including the William F. O’Dell Award of AMA’s Journal of Marketing Research (for having made the most significant, long-term contribution to marketing theory, methodology, and/or practice with my 2008 JMR paper on Dishonesty).

I have published my research in leading academic journals like the Journal of Marketing Research, Psychological Sciences, Review of Economic Studies, and the Proceedings of the National Academy of Sciences. Popular accounts of my work have appeared among others on NPR, BBC, in the New York Times, Financial Times, Wired, Frankfurter Allgemeine Zeitung, and Harvard Business Review’s Breakthrough Ideas. Other popular accounts of my work have been featured in the New York Times bestsellers Drive by Daniel Pink as well as Predictably Irrational, The Upside of Irrationality, The (Honest) Truth about Dishonesty, and Money and Sense by Dan Ariely, and in the 2015 documentary movie (Dis)Honesty—The Truth About Lies by Yael Melamede.

Aside from my research, I have given public talks on topics involving various aspects of consumer behavior, behavioral economics, ethics, and policy. Engagements include the Canada Revenue Agency, European Commission, OECD, Toyota, Google Ventures, and TEDxToronto.

Most recently, I acted as the senior behavioral scientist of the World Bank’s behavioral insights team (eMBeD) in Washington DC, with which I am still affiliated. Additionally, I serve as advisor on boards of various government (e.g., of the Privy Council Office Innovation Hub for Behavioral Economics in Canada) and non-for-profit organizations (e.g., Irrational Labs in San Francisco, CA).

Before joining academia I worked with a spin-off of KPMG as a management consultant in Europe. Before becoming a professor, I was a post-doctoral associate and lecturer in marketing at MIT Sloan School of Management and the MIT Media Lab (Dan Ariely’s eRationality Group).

For a full account of my papers, please go to my personal website

Below you find my most recent publications only.

  • PhD, Johannes Gutenberg-University Mainz, 2003
  • Jamison, J., Mazar, N., Sen, I. (In Press). "Applying behavioral insights to tax compliance: Experimental evidence from Latvia", Journal of Tax Administration, 6 (2)
  • House, J., Robitaille, N., Mazar, N. (In Press). "Effectiveness of Planning Prompts on Organizations’ Likelihood to File their Overdue Taxes: A Multi-wave Field Experiment", Management Science
  • Kristal, A., Whillans,, A., Bazerman, M., Gino, F., Shu, L., Mazar, N., Ariely, D. (2020). "When We’re Wrong, It’s Our Responsibility as Scientists to Say So", Scientific American
  • Kristal, A., Whillans, A., Bazerman, M., Gino, F., Shu, L., Mazar, N., Ariely, D. (2020). "Signing at the beginning versus at the end does not decrease dishonesty", Proceedings of the National Academy of Sciences, 117 (13), 7103-7107
  • Lotz, L., Pickering, J., Weber, E., Contestabile, M., Pearson, A., Voinov, A., Townsend, A., Ebers, A., Zeeuw van der Laan, A., Fischhoff, B., Gordon, B., Wylie, C., Owsik, C., Andrews, C., Rench-McCauley, D., Miniard, D., Farr, D., Ulrich, E., Fischer, E., Johnson, E., MacDonald, E., Sherman, E., Meggers, F., Madhavan, G., Tsoulou, I., Geppner, J., Domanski, J., Torre, J., Chon, J., Kantenbacher, J., Gero, J., Thomas, J., Castilla-Rho, J., Akerlof, K., Stenger, K., Fedirko, L., Steg, L., Aurisicchio, M., Henry, M., Fischhoff, M., Barnett, M., Strahilevitz, M., Zong, M., Hernandez, M., Zeiske, N., Cohen, N., Chen, N., Mazar, N., Hancock, P., Ferraro, P., Shyamsundar, P., Vuppuluri, R., Gonzalez, R., Malak, R., Schmidt, R., Constantino, S., Welch, S., Attari, S., Weber, S., Preston, S., Wilcoxen, S., Bansal, T., Caroll, T., Shealy, T. (2019). "Twenty Questions About Design Behavior for Sustainability, Report of the International Expert Panel on Behavioral Science for Design", Nature Sustainability
  • Gauri, V., Jamison, J., Mazar, N., Ozier, O. (2019). "Motivating bureaucrats through social recognition: External validity—A tale of two states", Organizational Behavior and Human Decision Processes
  • Chen, S., Feinberg, M., Schminke, M., Dungan, J., Kristal, A., Ok, E., Ong, W., Aquino, K., Ariely, D., Bazerman, M., Gino, F., Mazar, N., Qian, Y., Reynolds, S., Shu, L., Strejcek, B., Waytz, A., Young, L. (2019). "Current Direction in Understanding the Antecedents and Prevention Of Unethicality at Work", Academy of Management Proceedings, 2019 (1), 13253-13253
  • Mazar, N. (2019). Behavioral Economics: Ethics and Integrative Thinking. In Alain, Samson. (Eds.), "The Behavioral Economics Guide 2019 (with an Introduction by Uri Gneezy)", Behavioral Science Solutions 2-15
  • Leipnitz, S., de Vries, M., Clement, M., Mazar, N. (2018). "Providing health checks as incentives to retain blood donors — Evidence from two field experiments", International Journal of Research in Marketing, 35 (4), 628-640
  • Amir, O., Mazar, N., Ariely, D. (2018). "Replicating the Effect of the Accessibility of Moral Standards on Dishonesty: Authors’ Response to the Replication Attempt", Advances in Methods and Practices in Psychological Science, 1 (3), 318-320
  • Mazar, N. (2018). "How Behavioral Economics Could Help Reduce Credit Card Delinquency, Harvard Business Review, July 26", Harvard Business Review
  • Mazar, N., Mochon, D., Ariely, D. (2018). "If You Are Going to Pay Within the Next 24 Hours, Press 1: Automatic Planning Prompt Reduces Credit Card Delinquency", Journal of Consumer Psychology, 28 (3), 466-476
  • Bryan, C., Mazar, N., Jamison, J., Braithwaite, J., Dechausay, N., Fishbane, A., Fox, E., Gauri, V., Glennerster, R., Haushofer, J., Karlan, D., Vakis, R. (2017). "Overcoming behavioral obstacles to escaping poverty", Behavioral Science & Policy (5), 81-93
  • Mazar, N., Shampanier, K., Ariely, D. (2017). "When Retailing and Las Vegas Meet: Probabilistic Free Price Promotions", Management Science, 63 (1), 250-266
  • Müller, S., Mazar, N., Fries, A. (2016). "The Cause Matters! How Cause Marketing Campaigns Can Increase the Demand for Conventional over Green Products", Journal of the Association for Consumer Research, 1 (4), 540-554
  • Sachdeva, S., Jordan, J., Mazar, N. (2015). "Green consumerism: moral motivations to a sustainable future", Current Opinion in Psychology, 6 60-65
  • Mazar, N., Ariely, D. (2015). "Dishonesty in scientific research", Journal of Clinical Investigation, 125 (11), 3993-3996
  • Schulz, F., Schlereth, C., Mazar, N., Skiera, B. (2015). "Advance payment systems: Paying too much today and being satisfied tomorrow", International Journal of Research in Marketing, 32 (3), 238-250
  • Mazar, N., Hawkins, S. (2015). "Choice architecture in conflicts of interest: Defaults as physical and psychological barriers to (dis)honesty", Journal of Experimental Social Psychology, 59 113-117
  • House, J., Mazar, N., Robitaille, N. (2015). "Increasing Timely Tax Payment with Implementation Intentions: A Field Experiment", Academy of Management Proceedings, 2015 (1), 15131-15131
  • Castelo, N., Hardy, E., House, J., Mazar, N., Tsai, C., Zhao, M. (2015). "Moving citizens online: Using salience & message framing to motivate behavior change", Behavioral Science & Policy, 1 (2), 57-68
    Research Presentations
  • Mazar, N. Behavioral Insights in Action - With RCTs in the field, Human Dynamics Lab, Media Lab, MIT, Cambridge, MA, 2020
    Awards and Honors
  • 2020, Top Most Downloaded Papers published in 2018-2019
  • 2020, 10% Most Downloaded Papers published in 2018-2019
  • 2019, SSRN Top 10% of Authors by all-time downloads
  • 2018, SSRN Top 10% of Authors by all-time downloads
  • 2017, Outstanding Research Impact Award, University of Toronto
  • 2017, SSRN Top 10% of Authors by all-time downloads
  • 2014, Poets & Quants The 40 Most Outstanding B-School Profs Under 40 In The World