Publications

When Others Cross Psychological Distance to Help: Highlighting Prosocial Actions toward Outgroups Encourages Philanthropy

Marlone D. Henderson , Szu-chi Huang, Chiu-chi Angela Chang

Journal of Experimental Social Psychology 2012 Vol. 48 Issue 1 Pages 220-225.

When blemishing leads to blossoming: The positive effect of negative information

Baba Shiv, Zakary Tormala

Journal of Consumer Research 2012 Vol. 38 Issue 5 Pages 846-859.

Motivational Consequences of Perceived Velocity in Consumer Goal Pursuit

Szu-chi Huang, Ying Zhang

Journal of Marketing Research December2011 Vol. 48 Issue 6 Pages 1045-1056.

Identifying Causal Marketing-Mix Effects Using a Regression Discontinuity Design

Wesley R. Hartmann, Harikesh S. Nair, Sridhar Narayanan

Marketing Science November2011 Vol. 30 Issue 6 Pages 1079–1097.

Food, sex and the hunger for distinction

Jonah Berger , Baba Shiv

Journal of Consumer Psychology October2011 Vol. 21 Issue 4 Pages 464–472.

The Impact of Unit Cost Reductions on Gross Profit: Increasing or Decreasing Returns?

Ely Dahan, V. “Seenu” Srinivasan

IIMB Management Review September2011 Vol. 23 Issue 3 Pages 131-139.

Multiple routes to self- versus other-expression in consumer choice

Michal Maimaran, Itamar Simonson

Journal of Marketing Research August2011 Vol. 48 Issue 4 Pages 755-766.

Airing Your Dirty Laundry: Vertical Integration, Reputational Capital and Social Networks

Ricard Gil, Wesley R. Hartmann

The Journal of Law, Economics, & Organization June202011 Vol. 27 Issue 2 Pages 219–244, Lead Article, Finalist for Williamson prize.

The role of the need for cognitive closure in the effectiveness of the disrupt-then-reframe influence technique.

Frank R. Kardes, Bob M. Fennis, Edward R. Hirt, Zakary Tormala, Brian Bullington

Journal of Consumer Research May112011 Vol. 34 Issue 3 Pages 377–385.

Calibrating MBA Job Preferences for the 21st Century

David Bruce Montgomery (1938–2025), Catherine A. Ramus

Academy of Management: Learning and Education March2011 Vol. 10 Issue 1 Pages 9-26.

Does fast or slow evaluation foster greater certainty?

Zakary Tormala, Joshua J. Clarkson, Marlone D. Henderson

Personality and Social Psychology Bulletin March2011 Vol. 37 Issue 3 Pages 422-434.

Adaptive Self-Explication of Multi-attribute Preferences

Oded Netzer, V. “Seenu” Srinivasan

Journal of Marketing Research February2011 Vol. 48 Issue 1 Pages 140-156.

Dissociating Valuation and Saliency Signals during Decision-Making

A. Litt, H. Plassmann, Baba Shiv, A. Rangel

Cerebral Cortex January2011 Vol. 21 Issue 1 Pages 95-102.

A Multidimensional Association Approach to Sequential Consumer Judgments

David Sleeth-Keppler, S. Christian Wheeler

Journal of Consumer Psychology January2011 Vol. 21 Issue 1 Pages 14-23.

Been There, Done That: The Impact of Effort Investment on Goal Value and Consumer Motivation

Ying Zhang, Jing Xu, Zixi Jiang, Szu-chi Huang

Journal of Consumer Research 2011 Vol. 38 Issue 1 Pages 78-93.

Cognitive and affective matching effects in persuasion: An amplification perspective

Joshua Clarkson, Zakary Tormala, Derek Rucker

Personality and Social Psychology Bulletin 2011 Vol. 37 Pages 1415-1427.

Counterfactual potency

John V. Petrocelli, Elise J. Percy, Steven J. Sherman, Zakary Tormala

Journal of Personality and Social Psychology 2011 Vol. 100 Issue 1 Pages 30-46.

Effects of Mere Exposure on Brand Liking

S. Christian Wheeler

Consumer Insights: Findings from Behavioral Research Marketing Science Institute Cambridge 2011 Pages 67-68.

First Mover/Pioneer Strategies

David Bruce Montgomery (1938–2025), Marvin B. Lieberman

Handbook of Marketing Strategy Elgar 2011

From rumors to facts, and facts to rumors: The role of certainty decay in consumer communications

David Dubois, Derek Rucker, Zakary Tormala

Journal of Marketing Research 2011 Vol. 48 Pages 1020-1032.