James' World 2

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The half-bearded behavioral economist Dan Ariely tends to preface discussions of his work—which has inquired into the mechanisms of pain, manipulation and lies—with a reminder that he comes by both his eccentric facial hair and his academic interests honestly. He tells a version of the story in the introduction to his breezy first book, “Predictably Irrational,” a patchwork of marketing advice and cerebral self-help. One afternoon in Israel, Ariely—an “18-year-old military trainee,” according to the Times—was nearly incinerated. “An explosion of a large magnesium flare, the kind used to illuminate battlefields at night, left 70 percent of my body covered with third-degree burns,” he writes. He spent three years in the hospital, a period that estranged him from the routine practices of everyday life. The nurses, for example, stripped his bandages all at once, as per the cliché. Ariely suspected that he might prefer a gradual removal, even if the result was a greater sum of agony. In an early psychological experiment he later conducted, he submitted this instinct to empirical review. He subsequently found that certain manipulations of an unpleasant experience might make it seem milder in hindsight. In onstage patter, he referred to a famous study in which researchers gave colonoscopy patients either a painful half-hour procedure or a painful half-hour procedure that concluded with a few additional minutes of lesser misery. The patients preferred the latter, and this provided a reliable punch line for Ariely, who liked to say that the secret was to “leave the probe in.” This was not, strictly speaking, optimal—why should we prefer the scenario with bonus pain? But all around Ariely people seemed trapped by a narrow understanding of human behavior. “If the nurses, with all their experience, misunderstood what constituted reality for the patients they cared so much about, perhaps other people similarly misunderstand the consequences of their behaviors,” he writes. “Predictably Irrational,” which was published in 2008, was an instant airport-book classic, and augured an extraordinarily successful career for Ariely as an enigmatic swami of the but-actually circuit.

Ariely was born in New York City in 1967 and grew up north of Tel Aviv; his father ran an import-export business. He studied psychology at Tel Aviv University, then returned to the United States for doctoral degrees in cognitive psychology at the University of North Carolina and in business administration at Duke. He liked to say that Daniel Kahneman, the Nobel Prize-winning Israeli American psychologist, had pointed him in this direction. In the previous twenty years, Kahneman and his partner, Amos Tversky, had pioneered the field of “judgment and decision-making,” which revealed the rational-actor model of neoclassical economics to be a convenient fiction. (The colonoscopy study that Ariely loved, for example, was Kahneman’s.) Ariely, a wily character with a vivid origin story, presented himself as the natural heir to this new science of human folly. In 1998, with his pick of choice appointments, he accepted a position at M.I.T. Despite having little training in economics, he seemed poised to help renovate the profession. “In Dan’s early days, he was the most celebrated young intellectual academic,” a senior figure in the discipline told me. “I wouldn’t say he was known for being super careful, but he had a reputation as a serious scientist, and was considered the future of the field.”

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Dan Ariely and Francesca Gino became famous for their research into why we bend the truth. Now they’ve both been accused of fabricating data.

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