Ph.D., Yale University (Expected May 2015)
M.A. & M.Phil., Yale University
M.B.A., University of Southern California, Marshall School of Business
B.A., Cornell University (Summa Cum Laude, Phi Beta Kappa)
|Toyota Motor Sales, Marketing Manager (2003-2007)
Savary Associates, Owner & Principal (2000–2003, 2007-2010)
PricewaterhouseCoopers, Consultant (1997-2000)
The White House, Office of the Staff Secretary (1997)
The United States Congress, House Rules Committee (1996)
Prosocial Decision Making
Judgment & Decision Making
Motivation & Goal Targets
|SELECT HONORS & AWARDS
- Sobotka Research Grant, Yale Center for Business and the Environment ($15,000)
- Whitebox & Yale Center For Customer Insights Fellow, Yale University ($7,000)
- Arison’s Doctoral Dissertation Competition, Runner-up ($3,000)
- AMA-Sheth Doctoral Consortium Fellow
- Invited Participant, 9th Annual Invitational Choice Symposium
- Invited Participant, Behavioral Science Workshop at Harvard Kennedy School
- Beta Gamma Sigma National Honor Society, University of Southern California
- Marshall MBA Full Fellowship, University of Southern California
- Phi Beta Kappa National Honor Society, Cornell University
- Senior Class President and Convocation Speaker, Cornell University
- Cornell University College Scholar & Cornell Tradition Fellow
- Rhodes Scholar Finalist, California
|PUBLICATIONS & PAPERS UNDER REVIEW (see Appendix for abstracts)
- When Do Incentives Help versus Hurt? Decision Context and its Effects on Charitable Giving (with G. Newman), Invited for second round review, Journal of Marketing Research.
- Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate (with K. Goldsmith & R. Dhar), Forthcoming, Journal of Marketing Research. PDF
- Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice (with T. Kleiman, R. Hassin & R. Dhar), Forthcoming , Journal of Experimental Psychology: General. PDF
- Advocacy marketing: Toyota’s Secrets for Partnering with Trendsetters to Create Passionate Brand Advocates, Journal of Sponsorship, 2008. PDF
|MANUSCRIPTS IN PREPARATION (see Appendix for select abstracts)
- The Role of Inference in Anchoring Effects (with S. Frederick & D. Mochon).
- When is it Better to be Bad? Schema-Congruency Effects in Moral Evaluations of Products (with G. Newman).
- Hot-Headed or Cold Blooded: The Effects of Physical Temperature on Decision Processing Style (with R. Dhar & J. Bargh).
|SELECT RESEARCH IN PROGRESS
- When Quitting Feels Like Giving Up: Self Signaling in Forfeiture Choice (with R. Dhar)
- Sad and Striving: Affective Antecedents to Goal Target Setting (with R. Dhar).
- Default Effects in Choice from an Assortment (with R. Dhar & S. Hoch).
|DISSERTATION My dissertation empirically investigates antecedents and consequences of self-signaling in consumer choice. Essay 1 examines the effect of, and process by which choice context influences self-signaling (dis)utility and as a consequence increases likelihood of donating. Essay 2 identifies the effect of, and process by which self-signaling considerations in private forfeiture choices can lead consumers to keep paying for goods or services they do not use. Essay 1 (“Giving Against the Odds,” Forthcoming in JMR) demonstrates that referencing a hedonic product during a charitable appeal can change the self-signal associated with the choice to donate and thereby increase donation rates. In a series of hypothetical and real choice experiments I show that the increase in donation rates occurs because the self-attributions signaled by a choice not to donate are more negative in the context of a hedonic reference product. Finally, a field experiment shows that a reference to a hedonic product in a charitable appeal increases donations in a non-laboratory setting. Essay 2 (“When Quitting Feels like Giving Up,” Job Market Paper) examines the process by which self-signaling can affect consumption choices. I predict and demonstrate that consumers will be more likely to retain a good or service they do not use (e.g. keep paying for a digital magazine subscription they do not read) when the choice to forfeit would signal negative information about one’s self. Consistent with a self-signaling account I show that when consumers are made less clear about their self-concept (SCC; Campbell et. al. 1996), and thus more sensitive to negative self-signals, they are more likely to retain an unused but informative good. Seven studies demonstrate the predicted effects, and identify self-concept clarity as an important moderator of self-signaling in consumer choice to forfeit.
|SELECT CONFERENCE PRESENTATIONS AND INVITED TALKS
- “Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice” (with T. Kleiman, R. Hassin, R. Dhar). Paper presented at Association for Consumer Research North American Conference. Chicago, IL. 2013. Symposium Chair.
- “Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice” (with T. Kleiman, R. Hassin, R. Dhar). Paper presented at Society for Consumer Psychology Conference. San Antonio, TX. 2013. Symposium Chair.
- “Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice” (with T. Kleiman, R. Hassin, R. Dhar). Paper presented at Society for Judgment and Decision Making Conference. Minneapolis, MN. 2012.
- “Mountaineering and Muffin-Tops: Self-Signaling in Consumer Choice” Invited Talk at Harvard Business School. Boston, MA. 2012.
- “When Shopping Carts Come Pre-Loaded: Default Effects in Choice from an Assortment” (with R. Dhar and S. Hoch). Paper presented at Association for Consumer Research North American Conference. St. Louis, MO. 2011. Symposium Chair.
- “Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate” (with K. Goldsmith and R. Dhar). Paper presented at Association for Consumer Research North American Conference. Jacksonville FL. 2010.
- “When Is It Better To Be Bad? Schema-Congruency Effects in Moral Evaluations of Products” (with G. Newman). Poster presented at the Association for Consumer Research North American Conference. Jacksonville FL. 2010.
- “The Role of Inference in Anchoring Effects” (with S. Frederick and D. Mochon). Poster presented at the Association for Consumer Research North American Conference. Jacksonville FL. 2010.
- “What’s Next? The Next Wave of Event Marketing,” Invited Talk at the Experiential Marketing Summit. Chicago, IL. 2007.
- Marketing Management, Marketing Strategy, Marketing Research
- Consumer Behavior, Branding, Consumer Insights
- Marketing for Start-ups and Small Businesses, Advocacy Marketing
- Social & Mobile Marketing, Entertainment & Sports Marketing
|Case Teaching: Mastering Influence & Persuasion – Spring 2014 (3.5/4)
YCCI MBA Project, Sears Corporate Social Responsibility – Spring 2010
Select Teaching Assistant Roles, Full Time & Executive MBA Programs
- Strategic Marketing Leadership, Prof. R. Dhar – Spring 2013, 2014
- Marketing Strategy, Prof. R. Dhar – Fall 2009, 2010, 2012
- Managing Marketing Programs, Prof. K. Sudhir – Spring 2012
- Customer (Core Marketing), Prof. A. Khwaja – Spring 2010
- Co-Chair and Organizer, Whitebox Conference, Yale University, 2011
- Reviewer, ACR North America Conference, 2013
- Trainee Reviewer, Journal of Consumer Research, 2013
- Association for Consumer Research
- American Marketing Association
- Society for Consumer Psychology
- Society for Judgment and Decision Making
- Toyota Motor Sales
- JC Penney
- Bell South
- Marriott International
- Endurance Sports: Ironman Vineman Triathlon; Wildflower Triathlon, Long Course; New York, LA & San Diego Marathons
- Trekking: Kilimanjaro (Uhuru Peak) & Machu Picchu (Inca Trail)
- Mother of two: Jackson (3) and Luke (1)
- Spin and Yoga Teacher