Select Publications

Can Thoughts of Having Less Ever Promote Prosocial Preferences? The Relationship between Scarcity, Construal Level and Sustainable Product Adoption
Co-authors: Caroline Roux and Anne V. Wilson
Journal of the Association for Consumer ResearchForthcoming.

When Does Altruism Trump Self-Interest? The Moderating Role of Affect in Extrinsic Incentives
Co-authors: Uzma Khan and Ravi Dhar
Journal of the Association for Consumer ResearchForthcoming.

A Self-Regulatory Model of Resource Scarcity
Co-authors: Christopher Cannon and Caroline Roux
Journal of Consumer Psychology
, 2019

You Don’t Blow Your Diet on Twinkies: Choice Processes When Choice Options Conflict with Incidental Goals
Co-authors: Elizabeth Friedman and Ravi Dhar
Journal of the Association for Consumer Research, 2019
[ Read a summary of the work at Business at Vanderbilt ]

The Effects of Scarcity on Consumer Decision Journeys
Co-authors: Rebecca Hamilton, Debora Thompson, Sterling Bone, Lan Nguyen Chaplin, Vladas Griskevicius, Ronald Hill, Chiraag Mittal, Thomas O’Guinn, Paul Piff, Deborah Roedder John, Caroline Roux, Anuj Shah and Meng Zhu
Journal of the Academy of Marketing Science
, 2018

When Seeking the Best Brings Out the Worst in Consumers:
Understanding the Relationship between a Maximizing Mindset and Immoral Behavior 
Co-authors: Caroline Roux and Jingjing Ma
Journal of Consumer Psychology, 2018

Is the Preference for Certainty Always So Certain?
Co-authors: Kristen Duke and On Amir
Journal of the Association for Consumer Research, 2018

Mental Representation Changes the Evaluation of Green Product Benefits 
Co-authors: George Newman and Ravi Dhar
Nature Climate Change, 2016
[ Read a summary of the work in KelloggInsight ]

On the Psychology of Scarcity: When Reminders of Resource Scarcity Promote Selfish (and Generous) Behavior
Co-authors: Caroline Roux and Andrea Bonezzi
Journal of Consumer Research, 2015
[ Read a summary of the work in KelloggInsight ]

Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate
Co-authors: Jennifer Savary and Ravi Dhar
Journal of Marketing Research, 2015
[ Read a summary of the work in KelloggInsight ]

Negativity Bias and Task Motivation: Testing the Effectiveness of Positively versus Negatively Framed Incentives
Co-author: Ravi Dhar
Journal of Experimental Psychology: Applied, 
2013
[ Read a summary of the work in KelloggInsight ]

When Guilt Begets Pleasure: The Positive Effect of a Negative Emotion
Co-authors: Eunice Kim and Ravi Dhar
Journal of Marketing Research, 2012

[ Read a summary of the work in KelloggInsight ]

The Importance of Context in Brand Extension: How Pictures and Comparisons Shift Consumers’ Focus from Fit to Quality
Co-authors: Tom Meyvis and Ravi Dhar
Journal of Marketing Research
, 2012
[ Read a summary of the work in KelloggInsight ]

Can Uncertainty Improve Promotions?
Co-author: On Amir 
Journal of Marketing Research, 2010
[ Read a summary of the work in KelloggInsight ]

Reinforcement vs. Balance Responses
in Sequential Choice

Co-authors: Joel Huber and Cassie Mogilner
Marketing Letters, 2008

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