Publications

Cultivating Optimism: How to Frame Your Future during a Health Challenge

Donnel A. Briley, Melanie Rudd, Jennifer Aaker

Journal of Consumer Research December12017 Vol. 44 Issue 4 Pages 895-915.

Self-Expression Cues in Product Rating Distributions: When People Prefer Polarizing Products

Bella Rozenkrants, S. Christian Wheeler, Baba Shiv

Journal of Consumer Research December12017 Vol. 44 Issue 4 Pages 759-777.

Forgetting to Remember Our Experiences: People Overestimate How Much They Will Retrospect About Personal Events

Stephanie M. Tully, Tom Meyvis

Journal of Personality and Social Psychology December2017 Vol. 113 Issue 6 Pages 878-891.

Overcoming the ‘Window Dressing’ Effect: Mitigating the Negative Effects of Inherent Skepticism Towards Corporate Social Responsibility

Scott Connors, Matthew Thompson

Journal of Business Ethics October2017 Vol. 145 Issue 3 Pages 599-621.

The Jilting Effect: Antecedents, Mechanisms, and Consequences for Preference

Aaron M. Garvey, Margaret G. Meloy, Baba Shiv

Journal of Marketing Research October2017 Vol. 54 Issue 5 Pages 785-798.

Predicting Academic Performance of MBA Program Applicants

V. “Seenu” Srinivasan, Dick R Wittink, Bruce M. Zweig

Great Lakes Herald September2017 Vol. 11 Issue 2 Pages 1-41.

Do Targeted Discount Offers Serve as Advertising? Evidence from 70 Field Experiments

Navdeep S. Sahni, Dan Zou, Pradeep K. Chintagunta

Management Science August2017 Vol. 63 Issue 8 Pages 2688-2705.

Step by Step: Sub-Goals as a Source of Motivation

Szu-chi Huang, Liyin Jin, Ying Zhang

Organizational Behavior and Human Decision Processes July2017 Vol. 141 Pages 1-15.

Disambiguating Authenticity: Interpretations of Value and Appeal

Kieran O'Connor, Glenn R. Carroll, Balázs Kovács

PLOS ONE June262017 Vol. 12 Issue 6

An Approach to Improve the Predictive Power of Choice-Based Conjoint Analysis

Sudhir Voleti, V. “Seenu” Srinivasan, Pulak Ghosh

International Journal of Research in Marketing June2017 Vol. 34 Issue 2 Pages 325-335.

How Winning Changes Motivation in Multiphase Competitions

Szu-chi Huang, Jordan Etkin , Liyin Jin (First two authors contributed equally)

Journal of Personality and Social Psychology June2017 Vol. 112 Issue 6 Pages 813-837.

The Voice of the Patient Methodology: A Novel Mixed-Methods Approach to Identifying Treatment Goals for Men with Prostate Cancer

Christopher S. Saigal, Sylvia I. Lambrechts, V. “Seenu” Srinivasan, Ely Dahan

The Patient — Patient-Centered Outcomes Research June2017 Vol. 10 Issue 3 Pages 345–352.

On the Pursuit of Desired Attitudes: Wanting a Different Attitude Affects Information Processing and Behavior

Kenneth DeMarree, Cory Clark, S. Christian Wheeler, Pablo Briñol, Richard Petty

Journal of Experimental Social Psychology May2017 Vol. 70 Pages 129-142.

Valence asymmetries in attitude ambivalence

Aaron Snyder, Zakary Tormala

Journal of Personality and Social Psychology April2017 Vol. 112 Issue 4 Pages 555-576.

The Perils of Proclaiming an Authentic Organizational Identity

Balazs Kovacs, Glenn R. Carroll, David W. Lehman

Sociological Science January232017 Vol. 4 Issue 4 Pages 80-106.

Group identification as a means of attitude restoration

Joshua Clarkson, Eliot Smith, Zakary Tormala, Riley Dugan

Journal of Experimental Social Psychology January2017 Vol. 68 Pages 139-145.

Should You Sleep on It? The Effects of Overnight Sleep on Subjective Preference-Based Choice

Baba Shiv, Uma R. Karmarkar, Rebecca M. C. Spencer

Journal of Behavioral Decision Making January2017 Vol. 30 Issue 1 Pages 70-79.

The Compensatory Consumer Behavior Model: How Self-Discrepancies Drive Consumer Behavior

Naomi Mandel, Derek D. Rucker, Jonathan Levav, Adam D. Galinsky

Journal of Consumer Psychology January2017 Vol. 27 Issue 1 Pages 133-146.

The Role of Hedonic Behavior in Reducing Perceived Risk

Jia S. Jayson, Jia Jianmin, Christopher K. Hsee, Baba Shiv

Psychological Science January2017 Vol. 28 Issue 1 Pages 23-35.

The curvilinear relationship between attitude certainty and attitudinal advocacy

Lauren Cheatham, Zakary Tormala

Personality and Social Psychology Bulletin January2017 Vol. 43 Issue 1 Pages 3-16.