Kelly Goldsmith
Kelly Goldsmith

MARKETING
Assistant Professor of Marketing

Print Overview

Kelly Goldsmith joined the marketing faculty at the Kellogg School of Management in 2009 and was named a Donald P. Jacobs Scholar. Dr. Goldsmith’s research focuses on consumer decision making, specifically examining how consumers’ active goals and mindsets affect their choices. Prior to joining Kellogg, Dr. Goldsmith obtained her Ph.D., M. Phil. and M.A. from Yale University.



Areas of Expertise
Consumer Behavior
Consumer Decision-Making
Marketing Research

Print Vita
Education
PhD, 2009, Marketing, Yale University
MPhil, 2008, Marketing, Yale University
MA, 2006, Marketing, Yale University
BA, 2001, Sociology, Duke University

Academic Positions
Assistant Professor, Marketing, Kellogg School of Management, Northwestern University, 2009-present

Grants and Awards
Marketing Science Institute Young Scholar, ISMS Marketing Science Institute (MSI)
McManus Research Chair
Sidney J. Levy Award for Excellence in Teaching, J. L. Kellogg Graduate School of Management
One of five Professors nominated for the L.G. Lavengood Outstanding Professor of the Year Award (2013), Kellogg
Sidney J. Levy Award for Excellence in Teaching, 2011-2012
Richard M. Clewett Professorship in Marketing, 2012-2013

Editorial Positions
Editorial Review Board, Journal of Marketing Research, 2014
Ad-hoc Reviewer, Journal of Consumer Research
Ad-hoc Reviewer, Journal of Consumer Psychology
Ad-hoc Reviewer, Journal of Marketing Research
Ad-hoc Reviewer, Psychological Science
Ad-hoc Reviewer, Journal of Marketing
Ad-hoc Reviewer, Organizational Behavior and Human Decision Processes

Print Research
Research Interests
Consumer Goals; Consumer Judgment and Decision Making

Articles
Savary, Jennifer, Kelly Goldsmith and Ravi Dhar. 2015. Giving Against the Odds: How Highlighting Tempting Alternatives Increases Willingness to Donate. Journal of Marketing Research.
Goldsmith, Kelly and Ravi Dhar. 2013. Negativity Bias and Task Motivation: Testing the Effectiveness of Positively versus Negatively Framed Incentives. Journal of Experimental Psychology: Applied. 19(4): 358-366.
Goldsmith, Kelly, Eunice Kim and Ravi Dhar. 2012. When Guilt Begets Pleasure: The Positive Effect of a Negative Emotion. Journal of Marketing Research. 49(6): 872-881.
Goldsmith, Kelly and On Amir. 2010. Can Uncertainty Improve Promotions?. Journal of Marketing Research. 47(6): 1070-1077.
Huber, Joel, Kelly Goldsmith and Cassie Mogilner. 2008. Reinforcement vs. Balance Responses in Sequential Choice. Marketing Letters. 19: 229-239.
Meyvis, Tom, Kelly Goldsmith and Ravi Dhar. 2012. The Importance of the Context in Brand Extension: How Pictures and Comparisons Shift Consumers’ Focus from Fit to Quality. Journal of Marketing Research. 49(2): 206-217.
Working Papers
Youn, Yeojin and Kelly Goldsmith. 2015. The Implications for Social Context and Envy on Self-Bolstering Behavior.
Goldsmith, Kelly, George Newman and Ravi Dhar. 2015. Mental Representation Changes the Evaluation of Economic versus Self-Transcendent Benefits.
Roux, Caroline, Kelly Goldsmith and Andrea Bonezzi. 2015. On the Consequences of Scarcity: When Limited Resources Promote Agentic Responses.
Goldsmith, Kelly and Ravi Dhar. 2013. When Violation Prompts Justification: Conflicting Goals and Reason Based Choices.
Goldsmith, Kelly, Jing Xu and Ravi Dhar. 2013. The Psychology of Basket-Size: How Mental Representation and the Inter-Relationships Among Products and Shopping Goals Influence the Total Number of Products Purchased.
Goldsmith, Kelly and Hal Hershfield. 2013. Context as Permission.
Roux, Caroline and Kelly Goldsmith. 2013. Understanding the Psychology of Scarcity: When Limited Resources Prompt Abstract Thinking.
Other
Goldsmith, Kelly, Jing Xu and Ravi Dhar. "The Power of Customers’ Mindset." MIT Sloan Management Review.

 
Print Teaching
Teaching Interests
Marketing Research; Marketing Strategy; Consumer Goals; Consumer Judgment; Decision Making