CV

CV 12.14

JENNIFER SAVARY

September 2014

EDUCATION
      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)
PROFESSIONAL
EXPERIENCE		 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)
RESEARCH INTERESTS
      Self-Signaling
      Prosocial Decision Making
    Conflict & Choice
      Judgment & Decision Making
      Consumer Psychology
    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.
TEACHING INTERESTS
  • 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
TEACHING
EXPERIENCE		 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
PROFESSIONAL
SERVICE
  • Co-Chair and Organizer, Whitebox Conference, Yale University, 2011
  • Reviewer, ACR North America Conference, 2013
  • Trainee Reviewer, Journal of Consumer Research, 2013
PROFESSIONAL
AFFILIATIONS
  • Association for Consumer Research
  • American Marketing Association
  • Society for Consumer Psychology
  • Society for Judgment and Decision Making
SELECT
CONSULTING
CLIENTS
  • Toyota Motor Sales
  • JC Penney
  • Bell South
  • Marriott International
PERSONAL INTERESTS
  • 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