Select Publications

Examining the Efficacy of Time Scarcity Marketing Promotions in Online Retail
Co-authors: 
Jillian Hmurovic and Cait Lamberton
Journal of Marketing Research (forthcoming)

CASE: Paramount: Taking RuPaul’s Drag Race for a Subculture to Mainstream
Co-authors: Chris Beless, April C. Hughes, Penny Dolan
Ivey Publishing, 2022

CASE: Liquid Death: Water Made Metal
Co-author: Anne V. Wilson
Ivey Publishing, 2022 (forthcoming)

De-stigmatizing the “Win-Win:” Making Sustainable Consumption Sustainable
Co-authors: Caroline Roux, Ali Tezer and Christopher Cannon
Current Opinion in Psychology, 2022 (forthcoming)

Looking Back and Looking Forward: (Re)Interpreting Consumer Insights from a Time of Transition
Co-author: Angela Y. Lee
Journal of the Association for Consumer Research2022

How Resource Scarcity Shapes Consumer Behavior: Implications from the COVID-19 Pandemic
Co-authors: Caroline Roux,  and Christopher Cannon
Chapter to appear in the book, Precision Retailing, 2022 (forthcoming)

Bringing our Values to the Table: Political Ideology, Food Waste, and Overconsumption
Co-authors: Erick M. Mas and Kelly L. Haws
Journal of the Association for Consumer Research2022
[ Read a summary of the work at Business at Vanderbilt ]

The Dirty Underbelly of Prosocial Behavior: Re-conceptualizing Greater Good as an Ecosystem with Unintended Consequences
Co-author: Aparna A. Labroo
Journal of Consumer Psychology, 2021
[ Read a summary of the work in KelloggInsight ]

When Does Intoxication Help or Hurt my Case? The Role of Emotionality in the Use of Intoxication as a Discounting Cue
Co-authors: Chelsea Galoni and Hal E. Hershfield
Journal of the Association for Consumer Research, 2021
[ Read a summary of the work at UCLA Anderson Review ]

A View from Inside: Insights on Consumer Behavior During a Global Pandemic
Co-author: Angela Y. Lee
Journal of the Association for Consumer Research2021

Ownership: Perennial Prize or Fading Goal? A Curation, Framework and Agenda for Future Research
Co-author: Cait Lamberton
Journal of Consumer Research, 2020

Understanding the Relationship Between Resource Scarcity and Object Attachment
Current Opinion in Psychology, forthcoming
Co-authors: Christopher Cannon and Caroline Roux

Scarcity and Consumer Decision Making: Is Scarcity a Mindset, a Threat, a Reference Point, or a Journey?
Co-authors: Rebecca Hamilton and Vladas Griskevicius
Journal of the Association for Consumer Research,
 2020

Unobserved Altruism: How Social- and Self-Signaling Motivations Shape Willingness to Donate
Co-author: Jennifer Savary
Journal of Experimental Psychology: Applied, 
2020
[ Read a summary of the work at Business at Vanderbilt ]

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 Research2020

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 Research, 2020

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 Power of Customers’ Mindset
Co-authors: Jing Xu and Ravi Dhar
MIT Sloan Management Review, 2010

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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