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.


·         Marketing Science Institute Young Scholar, 2015

·         Editorial Review Board Member, Journal of Marketing Research

·         Editorial Review Board Member, Journal of  Consumer Research

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

·         Winner of the Sidney J. Levy Teaching Award for Excellence in Teaching, 2012, 2014

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

·         Advisory Panel Member, Society for Consumer Psychology

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

·         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 Psychology of Scarcity:
When Reminders of Resource Scarcity Promote Selfish (and Generous) Behavior

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

[ Read a summary of the work in KelloggInsight ]



When Considering Conditions of Resource Scarcity Prompts Abstract Thinking
Under 3rd round review at the
Journal of Experimental Social Psychology

Co-author: Caroline Roux

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

Revising for invited 2nd round 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, 2015
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:

·         The Psychology of Basket Size: How Mental Representation and the Inter-relationships Among Products and Shopping Goals Influence Purchase Quantity
(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) 

·         Are We Always “Better” When We Are Being Watched? Understanding the Implications of 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)