Marc Scholten (AD19-5A7C-46F6)

Curriculum Vitae

Marc Scholten

Marc Scholten is Associate Professor with Habilitation at Universidade Europeia (Lisbon, Portugal). He received his PhD in Economic Psychology from Tilburg University (Tilburg, the Netherlands), and his Habilitation (Agregação) in Management from Nova School of Business and Economics, Universidade Nova de Lisboa (Lisbon, Portugal). He investigates human decision making, with a specialization in intertemporal choice, risky choice, and consumer behavior. He brings psychological insights to bear on the formal modeling of choice behavior, so that his research belongs to the broader field of Behavioral Economics. A common thread through many (but certainly not all) publications is the view that decision making is best understood as an attribute-wise comparison process, thus challenging the standard view (in finance, economics, and psychology) that choice results from an alternative-wise valuation process. An overall conclusion from his research is that the attribute-based view drastically broadens the scope, and improves the accuracy, of mathematical and computational models in their description of individual choice behavior. His best-known achievements are the tradeoff model and the discounting-by-intervals-model of intertemporal choice. Journals featuring his research include Psychological Review, Management Science, and Journal of Experimental Psychology: General.

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Identification

Personal identification

Full name: Marc Scholten

Citation names

Scholten, M.

Author identifiers

Ciência ID: AD19-5A7C-46F6
ORCID iD: 0000-0003-1868-5928
Google Scholar ID: https://scholar.google.com/citations?user=N_DSNNkAAAAJ&hl=pt-PT
Researcher Id: AAT-8926-2020
Scopus Author Id: 000318685928

Email addresses

marc.scholten@universidadeeuropeia.pt (Professional)

Knowledge fields

Social Sciences - Psychology
Social Sciences - Economics and Business

Languages

Language	Speaking	Reading	Writing	Listening	Peer-review
Dutch (Mother tongue)
English	Proficiency (C2)	Proficiency (C2)	Proficiency (C2)	Proficiency (C2)	Proficiency (C2)
Portuguese	Proficiency (C2)	Proficiency (C2)	Proficiency (C2)	Proficiency (C2)	Proficiency (C2)

Education

	Degree	Classification
2008 Concluded	Agregação em Marketing (Título de Agregado) Major in Marketing Universidade Nova de Lisboa, Portugal "The Meaning of Choice Alternatives" (THESIS/DISSERTATION)	N/A
1996 Concluded	Recognition of the Ph.D. thesis (Outros) Major in Management Universidade Católica Portuguesa Faculdade de Ciências Económicas e Empresariais, Portugal	n/a
1988 - 1993 Concluded	PhD (Doctor of Philosophy) Major in Economic Psychology Tilburg University Tilburg School of Social and Behavioral Sciences, Netherlands "The Meaning of Choice Alternatives: Attitudes and Images (Ph.D. Thesis)" (THESIS/DISSERTATION)	N/A
1984 - 1988 Concluded	Communication Sciences (Master) Major in Marketing and Advertising and Audio-Visual Fiction Radboud Universiteit, Netherlands " ‘Dat Had Je Nou Niet Moeten Zeggen’: De Communicatieve Waarde van Commercials met Dramastructuur (Postgraduation Thesis). " (THESIS/DISSERTATION)	9/10

Affiliation

Teaching in Higher Education

	Category Host institution	Employer
2013 - Current	Associate Professor (University Teacher)	Universidade Europeia, Portugal

2001/09/01 - 2013/08/31	Associate Professor (University Teacher)	Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
	Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2012 - 2013	Invited Associate Professor (University Teacher)	Universidade Nova de Lisboa Nova School of Business and Economics, Portugal

1995/09/01 - 2001/08/31	Assistant Professor (University Teacher)	Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal

1995 - 1997	Assistant Professor (University Teacher)	Universidade Lusófona, Portugal

1988 - 1992	Assistant (University Teacher)	Tilburg University Tilburg School of Economics and Management, Netherlands

Projects

Grant

	Designation	Funders
2013/07 - 2015/12	The tradeoff model of Intertemporal Choice: Its Development for Sequences, Virtues, and Vices in Monetary Decisions PTDC/MHC-PCN/3805/2012	Fundação para a Ciência e a Tecnologia Concluded
2010/04 - 2013/10	Intertemporal Choice: The Reasons Why a Tradeoff Model Works and Discounting Models Don't PTDC/PSI-PCO/101447/2008	Fundação para a Ciência e a Tecnologia Concluded
2005/10 - 2009/09	The Role of Sacrifice and Argumentation in the Arousal of Conflict Between Choice Options: Development and Applications of a Double-Mediation Model POCI/PSI/56030/2004 and PPCDT/PSI/56030/2004	Fundação para a Ciência e a Tecnologia Concluded
2002/09 - 2005/12	The Effects of Substitutability and Comparability on Preferences Among Choice Options POCTI/PSI/42275/2001	Fundação para a Ciência e a Tecnologia

Outputs

Publications

Book chapter	Scholten, M.; Read, Daniel. "Future-Oriented Decisions: Intertemporal Choice". In Economic Psychology, edited by Ranyard, R., 35-50. Hoboken, NJ, United States: John Wiley & Sons, 2017. Published Scholten, M.. "Modelos Racionais de Comportamentos Irracionais: Uma RI-Análise". In A Economia Sem Muros, edited by V. Neves; J. M. Castro Caldas, 97-115. Coimbra: Edições Almedina, 2010. Published Scholten, M.. "A História Inacabada de David e Golias: O Comportamento Humano e Económico.". In Manual de Estudos Organizacionais, edited by M. P. Cunha; S. B. Rodrigues, 333-353. Lisboa: RH editora, 2002. Published Scholten, M.; Skov, J.. "A História Inacabada de David e Golias: O Comportamento Humano e Económico". In Estudos Organizacionais: Novas Perspectivas na Administração de Empresas, edited by S. B. Rodrigues; M. P. Cunha, 445-476. São Paulo: IGLU Editora, 2000. Published Scholten, M.. "A Psicologia da Procura: A Orientação para o Consumidor na Análise de Marketing". In Determinantes da Gestão e Relações com o Mercado, edited by C. A. Marques; M. P. Cunha, 219-252. Lisboa: Don Quixote, 1996. Published
Conference abstract	Scholten, M.; Faia Correia, M.; Esteves, T. P.; Gonçalves, S. P.. "No Bullshit Jobs: Why Corporate Responsibility Improves Performance". Paper presented in 5th Symposium on Ethics and Social Responsibility Research., Lisboa, 2019. Published
Conference paper	Scholten, M.; Read, Daniel. "Virtues and Vices in Monetary Tradeoffs". Paper presented in 35th Annual Conference of the Cognitive Science Society, 2013. Published Scholten, M.; Rosa, I. V.. "Between a Rock and a Hard Place? Sacrifices and Arguments as Mediators of Conflict in Individual Decision Making". Paper presented in 4th International Meeting of the Iberoamerican Academy of Management., Lisboa, 2005. Published Scholten, M.. "Lost and Found: The Information-Processing Model of Advertising Effectiveness". Paper presented in First International Seminar on Marketing Communications and Consumer Behavior, Aix-en-Province, 1995. Published
Journal article	Scholten, Marc; Walters, Daniel J.; Fox, Craig R.; Read, Daniel. "The unified tradeoff model.". Psychological Review 131 4 (2024): 1007-1044. http://dx.doi.org/10.1037/rev0000458. 10.1037/rev0000458 Scholten, Marc; Correia, Manuela Faia; Esteves, Teresa; Gonçalves, Sónia P.. "No Place for Pointless Jobs: How Social Responsibility Impacts Job Performance". Sustainability 14 19 (2022): 12031. http://dx.doi.org/10.3390/su141912031. 10.3390/su141912031 Scholten, Marc; Read, Daniel; Stewart, Neil. "The framing of nothing and the psychology of choice". Journal of Risk and Uncertainty 59 2 (2019): 125-149. http://dx.doi.org/10.1007/s11166-019-09313-5. 10.1007/s11166-019-09313-5 Kedia, Gayannée; Brohmer, Hilmar; Scholten, Marc; Corcoran, Katja. "Improving Self-Control: The Influence of Role Models on Intertemporal Choices". Frontiers in Psychology 10 (2019): http://dx.doi.org/10.3389/fpsyg.2019.01722. 10.3389/fpsyg.2019.01722 Pimentel, Duarte; Scholten, Marc; Couto, Joao Pedro. "Fast or slow? Decision-making styles in small family and nonfamily firms". Journal of Family Business Management 8 2 (2018): 113-125. http://dx.doi.org/10.1108/jfbm-02-2017-0007. Published • 10.1108/jfbm-02-2017-0007 Pimentel, Duarte; Couto, João Pedro; Scholten, Marc. "Entrepreneurial Orientation in Family Firms: Looking at a European Outermost Region". Journal of Enterprising Culture 25 04 (2017): 441-460. http://dx.doi.org/10.1142/s0218495817500169. Published • 10.1142/s0218495817500169 Scholten, M.. "“Cumulative weighing of time in intertemporal tradeoffs”: Correction to Scholten, Read, and Sanborn (2016).". Journal of Experimental Psychology: General 146 5 (2017): 650-650. http://dx.doi.org/10.1037/xge0000313. 10.1037/xge0000313 Scholten, Hermanus. "Thoughts on analyses of intransitive intertemporal preference.". Decision 4 2 (2017): 123-126. http://dx.doi.org/10.1037/dec0000063. Published • 10.1037/dec0000063 Pimentel, D.; Scholten, M.; Couto, J.P.. "Profiling family firms in the autonomous region of the Azores". Revista Portuguesa de Estudos Regionais 2017 46 (2017): 91-107. http://www.scopus.com/inward/record.url?eid=2-s2.0-85030791068&partnerID=MN8TOARS. Scholten, Marc; Read, Daniel; Sanborn, Adam. "Cumulative weighing of time in intertemporal tradeoffs.". Journal of Experimental Psychology: General 145 9 (2016): 1177-1205. http://dx.doi.org/10.1037/xge0000198. 10.1037/xge0000198 Scholten, Marc; Read, Daniel. "Prospect theory and the “forgotten” fourfold pattern of risk preferences". Journal of Risk and Uncertainty 48 1 (2014): 67-83. http://dx.doi.org/10.1007/s11166-014-9183-2. Published • 10.1007/s11166-014-9183-2 Scholten, Marc; Read, Daniel; Sanborn, Adam. "Weighing Outcomes by Time or Against Time? Evaluation Rules in Intertemporal Choice". Cognitive Science 38 3 (2014): 399-438. http://dx.doi.org/10.1111/cogs.12104. Published • 10.1111/cogs.12104 Scholten, Marc; Read, Daniel. "Better is worse, worse is better: Violations of dominance in intertemporal choice.". Decision 1 3 (2014): 215-222. http://dx.doi.org/10.1037/dec0000014. Published • 10.1037/dec0000014 Scholten, Marc; Read, Daniel. "Time and outcome framing in intertemporal tradeoffs.". Journal of Experimental Psychology: Learning, Memory, and Cognition 39 4 (2013): 1192-1212. http://dx.doi.org/10.1037/a0031171. 10.1037/a0031171 Correia, Manuela Faia; Cunha, Rita Campos e; Scholten, Marc. "Impact of M&As on organizational performance: The moderating role of HRM centrality". European Management Journal 31 4 (2013): 323-332. http://hdl.handle.net/10400.12/2345. Published Read, Daniel; Frederick, Shane; Scholten, Marc. "DRIFT: An analysis of outcome framing in intertemporal choice.". Journal of Experimental Psychology: Learning, Memory, and Cognition 39 2 (2013): 573-588. http://dx.doi.org/10.1037/a0029177. 10.1037/a0029177 Carvalho, Pedro Le Mattre de; Scholten, Marc; Pimentel, Duarte; Gonçalves, Gui; Correia, Manuela Faia. "Escolha intertemporal: Enquadramento, sinal e diferimento das suas consequências". Análise Psicológica 30 3 (2012): 251-267. http://dx.doi.org/10.14417/ap.564. 10.14417/ap.564 Pimentel, Duarte; Gonçalves, Gui; Scholten, Marc; Carvalho, Pedro Le Mattre de; Correia, Manuela Faia. "Efeitos contextuais na escolha intertemporal: Evidência contra modelos de desconto". Análise Psicológica 30 3 (2012): 269-284. http://dx.doi.org/10.14417/ap.565. 10.14417/ap.565 Carrilho, Joana Paixão; Scholten, Marc; Rosa, Inês Valente. "As duas caras do Janus: O conflito como fonte de (im)previsibilidade na tomada de decisão". Análise Psicológica 24 2 (2012): 179-188. http://dx.doi.org/10.14417/ap.162. 10.14417/ap.162 Rosa, Inês Valente; Scholten, Marc; Carrilho, Joana Paixão. "Festinger revisitado: Sacrifício e argumentação como fontes de conflito na tomada de decisão". Análise Psicológica 24 2 (2012): 167-177. http://dx.doi.org/10.14417/ap.161. Published • 10.14417/ap.161 Read, Daniel; Scholten, Marc. "Tradeoffs between sequences: Weighing accumulated outcomes against outcome-adjusted delays.". Journal of Experimental Psychology: Learning, Memory, and Cognition 38 6 (2012): 1675-1688. http://dx.doi.org/10.1037/a0028216. 10.1037/a0028216 Scholten, Marc; Read, Daniel. "The psychology of intertemporal tradeoffs.". Psychological Review 117 3 (2010): 925-944. http://dx.doi.org/10.1037/a0019619. Published • 10.1037/a0019619 Scholten, M.; Monteiro da Silva, M. A.; Faia Correia, M.; Monteiro Gomes, L. F.. "Cultura Nacional e Orientação Empreendedora: Um Estudo Comparativo Entre Brasil e Portugal". Comportamento Organizacional e Gestão 14 1 (2008): 65-84. Published Scholten, Marc; Read, Daniel. "Discounting by Intervals: A Generalized Model of Intertemporal Choice". Management Science 52 9 (2006): 1424-1436. http://dx.doi.org/10.1287/mnsc.1060.0534. Published • 10.1287/mnsc.1060.0534 Scholten, Marc; Sherman, Steven J.. "Tradeoffs and theory: The double-mediation model.". Journal of Experimental Psychology: General 135 2 (2006): 237-261. http://dx.doi.org/10.1037/0096-3445.135.2.237. Published • 10.1037/0096-3445.135.2.237 Scholten, Marc. "Conflict-mediated choice". Organizational Behavior and Human Decision Processes 88 2 (2002): 683-718. http://dx.doi.org/10.1016/s0749-5978(02)00008-0. 10.1016/s0749-5978(02)00008-0 Scholten, M.; Pereira, M.. "Vias Para a Diversificação na Compra de Produtos de Grande Consumo". Revista Portuguesa de Marketing 3 8 (1999): 35-44. Published Scholten, M.; Caldeira, P.. "O Senso de Escalonamento Multidimensional". Análise Psicológica 15 1 (1997): 63-85. http://dx.doi.org/10.12957/cadest.2018.36483. Published • 10.12957/cadest.2018.36483 Scholten, Marc. "Lost and found: The information-processing model of advertising effectiveness". Journal of Business Research 37 2 (1996): 97-104. http://dx.doi.org/10.1016/0148-2963(96)00058-6. Published • 10.1016/0148-2963(96)00058-6 Scholten, M.; Caldeira, P.; Otero, F. "Diálogos sobre Novas Formas de Distribuição de Produtos e Serviços". Comportamento Organizacional e Gestão 2 1 (1996): 95-110. Published Scholten, M.; Welling, H.. "An Integrative Framework for Advertising Research". Comportamento Organizacional e Gestão 1 1 (1995): 99-116. Published Scholten, M.; Faia Correia, M.. "Footnotes to Fishbein: The Contrast Model of Stimulus Evaluation". Análise Psicológica 12 1 (1994): 79-92. Published Scholten, M.; Pina e Cunha, M. P.. "Desenvolvimento de Novos Produtos no Sector Financeiro Português: Distinguindo Práticas de Sucesso e Fracasso". Revista da Banca 45 Jan (1989): 5-21. Published
Thesis / Dissertation	Scholten, M.. "The meaning of choice alternatives: Attitudes and images". PhD, Tilburg University, 1993. https://research.tilburguniversity.edu/en/publications/the-meaning-of-choice-alternatives-attitudes-and-images. Scholten, M.. "‘Dat Had Je Nou Niet Moeten Zeggen’: De Communicatieve Waarde van Commercials met Dramastructuur". Master, Radboud Universiteit, 1988.

Activities

Supervision

	Thesis Title Role	Degree Subject (Type) Institution / Organization
2019 - 2020	Escolha Intertemporal - Comportamentos Individuais Face a Ocorrências Monetárias Puras, Mistas e Arriscadas. Supervisor	Mestrado em Comportamento organizacional (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2019 - 2020	A Relação Entre a Satisfação do Colaborador e do Cliente: Uma Abordagem Hierárquica. Supervisor	Master in Comportamento Organizacional (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2019 - 2019	Plano de Negócios Plataforma Online: INDI - Interactive Design de Interiores Supervisor	Marketing Digital (Master) Universidade Europeia, Portugal
2019 - 2019	Search Engine Optimization e o Marketplace: caso de estudo da FNAC Supervisor	Marketing Digital (Master) Universidade Europeia, Portugal
2019 - 2019	Jornalismo na era da Internet: redes sociais e exposição a notícias Supervisor	Marketing Digital (Master) Universidade Europeia, Portugal
2018 - 2018	O enquadramento de dinheiro e a desejabilidade de bens Supervisor	Marketing (Master) Universidade Europeia, Portugal
2018 - 2018	Efeitos de Medo e Raiva na Impaciência e Aversão ao Risco dos Decisores Supervisor	Gestão e Estratégia Empresarial (Master) Universidade Europeia, Portugal
2018 - 2018	Queixa Digital: análise do setor das telecomunicações na rede social Facebook Supervisor	Marketing Digital (Master) Universidade Europeia, Portugal
2014 - 2018	A Utilização dos Estilos de Negociação como Critério para a Atribuição de Clientes a Vendedores Supervisor	PhD in Management (PhD) Universidade Europeia, Portugal
2013 - 2017	A Family Matter?! Decisão, Empreendedorismo e Inovação em Empresas Familiares: O Caso dos Açores. Supervisor	Economics and Business Sciences (PhD) Universidade dos Açores, Portugal
2016 - 2016	Tradicional ou Low Cost? : Uma Análise de Motivos e Comportamentos Supervisor	Marketing (Master) Universidade Europeia, Portugal
2016 - 2016	A Lealdade ao vendedor Supervisor	Marketing (Master) Universidade Europeia, Portugal
2016 - 2016	Saber, Sentir, Pagar, mas Como? Supervisor	Marketing (Master) Universidade Europeia, Portugal
2010 - 2015	“Forever Young”? The Costs of Reform Planning Supervisor	Doutoramento em Psicologia Económica (PhD) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2012 - 2013	Os Efeitos “Front End” e “Back End” na Escolha Intertemporal: Teste do Modelo de Trocas Supervisor	Master in Psicologia Social e das Organizações (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2011 - 2012	Escolha Intertemporal: Virtudes e Vícios em Trocas Monetárias Supervisor	Master in Psicologia Social e das Organizações (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2010 - 2011	Polarização na Escolha Intertemporal Supervisor	Master in Psicologia Social e das Organizações (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2010 - 2011	Escolha Intertemporal: Interacção Entre Enquadramento, Sinal e Diferimento. Supervisor	Master in Psicologia Social e das Organizações (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2010 - 2011	A Sensibilidade Decrescente e o Efeito do Zero Escondido na Escolha Intertemporal. Supervisor	Master in Psicologia Social e das Organizações Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2010 - 2011	Escolha Intertemporal: Efeito de Magnitude Proporcional e Efeito Rao-Li na Sensibilidade Decrescente e Efeito do Zero Escondido. Supervisor	Master in Psicologia Social e das Organizações Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2010 - 2011	Escolha Intertemporal: A Expansão Para a Perspectiva Triádica. Supervisor	Master in Psicologia Social e das Organizações (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2010 - 2011	A Escolha Intertemporal Económica sob um Perspectiva Comportamental. Supervisor	Master in Psicologia Social e das Organizações (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2006 - 2011	Tradeoffs and Conflict in Decision Making: Development and Applications of the Double-Mediation Model Supervisor	Doutoramento em Psicologia Cognitiva (PhD) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2007 - 2008	Festinger Revisitado: Sacrifício e Argumentação Como Fontes de Conflito na Tomada de Decisão Supervisor	Mestrado (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2007 - 2008	Como Escolhemos? Alternativas e/ou Atributos? Os Diferentes Modelos em Escolha Intertemporal 2007/2008 Supervisor	Mestrado (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal
2003 - 2004	O Impacto da Satisfação no Trabalho na Satisfação do Cliente em Prestação de Serviços Supervisor	Master in Comportamento Organizacional (Master) Instituto Universitário de Ciências Psicológicas Sociais e da Vida, Portugal

Course / Discipline taught

	Academic session	Degree Subject (Type)	Institution / Organization
2013 - Current	Doctoral Course in Management. • Research Design in Management. • Dissertation Project I and II. Master Course in Digital Marketing. • Dissertation Seminar. Licentiate Course in Marketing and Advertising. • Market Research. Master Course in Marketing (International). • Consumer Behavior. Master Course in Strategic Management. • Dissertation Seminar. Executive Master Course in Management. • Behavioral Economics. Licentiate Course in Marketing • Consumer Behavior.
2007 - Current	2011-2013 ISPA Instituto Universitário Integrated Master Course in Psychology. • Judgment and Decision Making I and II. • Research Methods in Social and Organizational Psychology. • Research Seminar. 2010-2013 ISPA Instituto Universitário Doctoral Course in Economic Psychology. • Advanced Studies in Economic Psychology I and II. • Research Seminar. 2007-2011 ISPA Instituto Universitário Licentiate Course in Psychology. • Economic Psychology. • Psychology of Decision Making. • Research Methods in Social and Organizational Psychology.
1993 - 2000	1993-2000 Licentiate Course in Business Administration and Management. • Consumer Behavior. 1993-1994 MBA • Analysis of Buyer Behavior. 1992-1994 Advanced Program of Marketing for Executives. • Channel Management. • Marketing Analysis.
1995 - 1997	1996-1997 Licentiate Course in Psychology. • Market and Advertising Research. • Social Psychology of Communication. • Research Seminar. • Trainee Seminar. 1995-1996 Master Course in Business Administration (MBA). • Marketing.