

To Sell More, Say Less
Telling a customer ‘it could be better’ can make them less willing to buy.
{PubDate}Ed O'Brien studies the psychology of time and change, and its practical applications. For example, in one line of work he studies how people's consumption enjoyment changes across repeat experiences and how this influences consumer behavior. In another line of work, he studies people's misperceptions of change over time and how this influences judgment and decision making.
O鈥橞rien's research is published in top business and psychology journals and is featured in major media outlets. He has won numerous research awards (e.g., ISSEP Best Paper Award, published in Consumer Psychology Review), career awards (e.g., APS Janet Taylor Spence Award for Transformative Early Career Contributions; SAGE Young Scholar Award; ISCON Early Career Award; APS Rising Star Award), and teaching awards (e.g., Poets & Quants Top 40 Under 40 Most Outstanding Business School Professors).
O鈥橞rien earned a PhD in psychology from the University of Michigan as a National Science Foundation Graduate Research Fellow, and a BS in psychology (summa cum laude) from Saint Joseph鈥檚 University with University Scholar distinction (top member of graduating class).
Number | Course Title | Quarter |
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Current Topics in Behavioral Science II | 2025 (Spring) | |
Managing in Organizations | 2025 (Summer) |
Number | Course Title | Quarter |
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Managing in Organizations | 2026 (Spring) |