Publications

Does Advertising Serve as a Signal? Evidence from a Field Experiment in Mobile Search

Navdeep S. Sahni, Harikesh S. Nair

The Review of Economic Studies October2019

It’s the Journey, Not the Destination: How Metaphor Drives Growth After Goal Attainment

Szu-chi Huang, Jennifer Aaker

Journal of Personality and Social Psychology October2019 Vol. 117 Issue 4 Pages 697-720.

Planning for Multiple Shopping Goals in the Marketplace

Jacob Suher, Szu-chi Huang, Leonard Lee

Journal of Consumer Psychology October2019 Vol. 29 Issue 4 Pages 642-651.

And the Winner Is…? Forecasting the Outcome of Others’ Competitive Efforts

Daniella Kupor, Melanie S. Brucks, Szu-chi Huang

Journal of Personality and Social Psychology September2019 Vol. 117 Issue 3 Pages 500-521.

When Individual Goal Pursuit Turns Competitive: How We Sabotage and Coast

Szu-chi Huang, Stephanie C. Lin, Ying Zhang

Journal of Personality and Social Psychology September2019 Vol. 117 Issue 3 Pages 605-620.

An Experimental Investigation of the Effects of Retargeted Advertising: The Role of Frequency and Timing

Navdeep S. Sahni, Sridhar Narayanan, Kirthi Kalyanam

Journal of Marketing Research June12019 Vol. 56 Issue 3 Pages 401-418.

It’s Not Going to Be That Fun: Negative Experiences Can Add Meaning to Life

Kathleen D. Vohs, Jennifer Aaker, Rhia Catapano

Current Opinion in Psychology April2019 Vol. 26 Pages 11-14.

Too Constrained to Converse: The Effect of Financial Constraints on Word of Mouth

Stephanie M. Tully, Anna Paley, Eesha Sharma

Journal of Consumer Research February2019 Vol. 45 Issue 5 Pages 889-905.

Perspective taking and self-persuasion: Why “putting yourself in their shoes” reduces openness to attitude change

Rhia Catapano, Zakary Tormala, Derek Rucker

Psychological Science January292019 Vol. 30 Issue 3 Pages 424-435.

Leveraging Means – Goal Associations to Boost Children’s Water Consumption: Persuasion in a Four-School Three-Month Field Experiment

Szu-chi Huang, Daniella Kupor, Michal Maimaran, Andrea Weihrauch, (All authors contributed equally)

Journal of the Association for Consumer Research January2019 Vol. 4 Issue 1 Pages 77-86.

Making Time Matter: A Review of Research on Time and Meaning

Melanie Rudd, Rhia Catapano, Jennifer Aaker

Journal of Consumer Psychology 2019 Vol. 29 Issue 4 Pages 680–702.

Perceiving attitude change: How qualitative shifts augment change perception

Christopher Bechler, Zakary Tormala, Derek Rucker

Journal of Experimental Social Psychology 2019 Vol. 82 Pages 160-175.

Advertising Content and Consumer Engagement on Social Media: Evidence from Facebook

Dokyun Lee, Kartik Hosanagar, Harikesh S. Nair

Management Science November2018 Vol. 64 Issue 11 Pages 5105-131.

When moderation fosters persuasion: The persuasive power of deviatory reviews

Daniella Kupor, Zakary Tormala

Journal of Consumer Research October2018 Vol. 45 Pages 490-510.

Social Information Avoidance: When, Why, and How it is Costly in Goal Pursuit

Szu-chi Huang

Journal of Marketing Research June2018 Vol. 55 Issue 3 Pages 382-395.

Television Ad-Skipping, Consumption Complementarities and the Consumer Demand for Advertising

Anna Tuchman, Harikesh S. Nair, Pedro M. Gardete

Quantitative Marketing and Economics June2018 Vol. 16 Issue 2 Pages 111-174.

The Asymmetric Impact of Context on Advantaged Versus Disadvantaged Options

Ioannis Evangelidis, Jonathan Levav, Itamar Simonson

Journal of Market Research April2018 Vol. 55 Issue 2 Pages 239-253.

Bringing (Contingent) Loss Aversion Down to Earth — A Comment on Gal & Rucker’s Rejection of “Losses Loom Larger Than Gains”

Itamar Simonson, Ran Kivetz

Journal of Consumer Psychology March302018

Predicting Management Potential of MBA Program Applicants

V. “Seenu” Srinivasan, Bradlley A. Hanson

Great Lakes Herald March2018 Vol. 18 Issue 1 Pages 1-36.

Personalization in Email Marketing: The Role of Non-Informative Advertising Content

Navdeep S. Sahni, S. Christian Wheeler, Pradeep Chintagunta

Marketing Science February272018 Vol. 37 Issue 2 Pages 177–331.