Kelly Goldsmith, Ph.D.
Assistant Professor of Marketing

Richard M. Clewett Research Professorship
Kellogg School of Management
Northwestern University

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About

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)

·         Editorial Review Board Member, Journal of Marketing Research

·         Advisory Panel Member, Society for Consumer Psychology

·         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 original articles)

 

On the Consequences of a Scarcity Mindset:
Why Thoughts of Having Less Can Lead to
Taking (and Giving) More

Conditionally accepted at the
Journal of Consumer Research
Co-authors: Caroline Roux and Andrea Bonezzi

 

 

When Reminders of Resource Scarcity Prompt Abstract Thinking
Under 2nd round review at the
Journal of Experimental Social Psychology

Co-author: Caroline Roux


Mental Representation Changes the Evaluation of Economic versus Self-Transcendent Benefits

Under review at Nature and Climate Change
Co-authors: George Newman and Ravi Dhar
[ Read a summary of the work in Yale Insights ]

 


Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate

Journal of Marketing Research, 2014 (in press)
Co-authors: Jennifer Savary and Ravi Dhar

[ Read a summary of the work in KelloggInsight ]

 

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

Journal of Experimental Psychology: Applied, 2013
Co-author: Ravi Dhar
[ Read a summary of the work in KelloggInsight ]

 

 

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

Journal of Marketing Research, 2012
Co-authors: Eunice Kim and Ravi Dhar

[ 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
Journal of Marketing Research, 2012
Co-authors: Tom Meyvis and Ravi Dhar

[ Read a summary of the work in KelloggInsight ]

 

 

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

 

Reinforcement vs. Balance Responses
in Sequential Choice

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




 

When Altruism Trumps Self-Interest:
The Effect of Donation-incentives on Motivation

Working paper
Co-authors: Ravi Dhar and Caroline Roux


Select manuscripts in preparation:

·         Context as Permission
(with Hal E. Hershfield)  

·         The Psychology of Basket Size: How Mental Representation and the Inter-relationships Among Products and Shopping Goals Influence the Total Number of Products Purchased
(with Jing Xu and Ravi Dhar) 

·         How a Maximizing Mindset Impacts Perceptions of Scarcity and Consequences for Consumer Behavior
(with Caroline Roux and Jingjing Ma) 

·         The Implications for Social Context and Envy on Self-Bolstering Behavior
(with Y. Jin Youn) 

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

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

·         The Role of Cognition in Uncertainty Aversion: When Less Thought Leads to More Rational Choices
(with On Amir)