Kelly Goldsmith, Ph.D.
Assistant Professor of Marketing
Richard M. Clewett Research Professorship
Kellogg School of Management
Northwestern University

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


·         Voted one of the “Top 40 Most Outstanding B-School Profs Under 40 In the World - 2014”(Poets & Quants; CNN)

·         One of 5 nominees for the L.G. Lavengood Outstanding Professor of the Year Award, 2013

·         2012 Recipient of the Richard M. Clewett Research Chair (in recognition of contributions to research and teaching)

·         Winner of the Sidney J. Levy Teaching Award for Excellence in Teaching, 2012

·         SCP-SHETH Dissertation Award, honorable mention, 2009

·         Levy and Weitz AMA Doctoral Dissertation Competition Winner, 2008

Select Research:
(Click titles to access articles)


Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate
(with Jennifer Savary and Ravi Dhar)

Conditionally accepted at the Journal of Marketing Research.



Negativity Bias and Task Motivation:
Testing the Effectiveness of Positively versus Negatively Framed Incentives

(with Ravi Dhar)
Journal of Experimental Psychology: Applied.

When Guilt Begets Pleasure: 
The Positive Effect of a Negative Emotion

(with Eunice Kim and Ravi Dhar)
Journal of Marketing Research.



The Importance of Context in Brand Extension:
How Pictures and Comparisons Shift Consumers’ Focus from Fit to Quality
(with Tom Meyvis and Ravi Dhar)
Journal of Marketing Research.

Can Uncertainty Improve Promotions?
(with On Amir)  
Journal of Marketing Research.


Reinforcement vs. Balance Responses
in Sequential Choice

(with Joel Huber and Cassie Mogilner)
Marketing Letters.

On the Consequences of Scarcity: When Limited Resources Promote Agentic Responses
(with Caroline Roux and Andrea Bonezzi)
Revising for invited 2nd round review at the Journal of Consumer Research.


Understanding the Psychology of Scarcity:  When Limited Resources Prompt Abstract Thinking
(with Caroline Roux)
Revising for invited 2nd round review at the Journal of Experimental Social Psychology.

When Altruism Trumps Self-Interest: The Effect of Donation-incentives on Motivation
(with Ravi Dhar and Caroline Roux)
Working paper.


When Promoting Personal Benefits Hurts Pro-Social Products: The Effects of Mental Representation on the Evaluation of Green Product Attributes
(with George Newman and Ravi Dhar)
Working paper.

Select manuscripts in preparation:

·         Crime…and Punishment? The Role of Signal Strength in Condemnation
(with Hal E. Hershfield)  

·         Why We Buy More: How Mindset and Choice Context Interact to Drive Purchases
(with Jing Xu and Ravi Dhar) 

·         When Violation Prompts Justification: Conflicting Goals and Reason Based Choices
(with Ravi Dhar) 

·         At their Best When No One is Watching: Decision Context Moderates the Effect of Envy on the Tendency toward Self-Improvement
(with Y. Jin Youn) 

·         The Cognitive Consequences of Evaluating Brand Extensions
(with Ryan Hamilton)

·         When a Reputation for Innovativeness Confers Negative Consequences for Brands
(with Jeffrey Larson and B.J. Allen) 

·         Risk Attitudes as Self-Control
(with On Amir and Orly Lobel)