5807 South Woodlawn Ave. Chicago, IL Website:

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1 Soraya Lambotte 1 SORAYA LAMBOTTE Phone: Soraya.Lambotte@ChicagoBooth.edu 5807 South Woodlawn Ave. Chicago, IL Website: EDUCATION Ph.D., in Marketing, June 2015 (expected), Support Area: Behavioral Science M.B.A., June 2015 (expected), B.A., in Economics, June 2009 Minors: Mathematics, Art RESEARCH INTERESTS Social Identity and Identity Threat Consumer Goals and Motivation Brands and Brand Relationships DISSERTATION Title: The Distinctive Consequences of Collective vs. Membership Social Identity Threats: Membership Has Its Burdens Chair: Ann McGill Committee: Dan Bartels, Ayelet Fishbach, and Oleg Urminsky In my dissertation I explore the ways in which a social identity can be threatened and the consequences for consumer behavior. Previous research on social identity has focused on the collective or group aspect of a social identity when considering the impact of threats on behavior (e.g., Dalton and Huang 2013; Puntoni, Sweldens, and Tavassoli 2011; White and Argo 2009; White, Argo, and Sengupta 2012). However, I contend that a social identity can be threatened in multiple ways. For instance, consider the male social identity. A threat to such a social identity may come in the form of [compared to women,] men are pigs, or you re a poor excuse for a man. The former, a collective social identity threat, emphasizes the group, and undermines the group identity as a whole, through social comparison. The latter, which I refer to as a membership social identity threat, emphasizes a deviation from the group norm by a group member. My research shows that these types of social identity threats are indeed interpreted differently and result in distinctive patterns of behavior. To maintain a positive self-image, individuals under collective threat will tend to distance themselves from a social identity to affirm their sense of self (cf. White, Argo, and Sengupta 2012), but under membership threat they will associate with the identity to reestablish their social identity standing. I suggest that this divergent pattern of behavior emerges because people respond to social identity threats by considering the impact or control they have in addressing the threat. I propose that individuals whose collective aspect of a

2 Soraya Lambotte 2 social identity has been threatened will feel a low level of personal control over the group outcome, perceiving that a single (remedying) action will have little power to improve the group s position in relation to its outgroup, resulting in temporary disassociation from the social identity. In contrast, those whose membership aspect of the social identity has been threatened will not feel such a decreased sense of personal control over the group outcome, instead perceiving a single (remedying) action as having the power to improve one s position within the group, resulting in association with the social identity. I demonstrate this pattern of disassociation under collective social identity threat and association under membership social identity threat across a variety of social identities (e.g., sports fans, college students, and MTurk workers), and for different types of responses (e.g., product preference, product evaluations, and donation intentions). Moreover, I suggest that the pattern of association to a social identity when threatened, may be driven by individuals need to affirm and signal to themselves the type of persons they are. As such, I show that this behavior is more likely to occur for low (vs. high) self-monitors, who are most concerned about being self-consistent and true to themselves. Finally, I discuss the implications and future directions of the current social identity threat framework. I posit that within consumer research distinguishing between the types of social identity threats is important because they can affect the way consumers react to products and messages, and subsequently the types of brands they may be attracted to. I am especially interested in extending the current framework to explore the impact of social identity threats on preference of brands in terms of their personality (i.e., exciting vs. sincere) and characteristics (i.e., novel vs. traditional). PUBLICATIONS Labroo, Aparna A., Soraya Lambotte, and Yan Zhang (2009), The Name-Ease Effect and its Dual Impact on Importance Judgments, Psychological Science, Vol 20(12), Dec 2009, MANUSCRIPTS IN PREPARATION Lambotte, Soraya and Ayelet Fishbach, Means Overclaiming: When The Sum of Means is Greater than The Goal. The current research explores how individuals perceive the contribution of single means to a goal. We suggest that faced with multiple means, individuals tend to overclaim or overestimate the extent to which single means contribute to a specific goal, such that the sum of the means they estimate is greater than 100% of the goal. For example, we suggest that splitting the goal of exercising into several activities that satisfy it (e.g., swimming, running outside, running on the treadmill, going to the gym, etc.), or times of day it can be carried out (e.g., early morning, midmorning, lunchtime, etc.) will lead to an overestimation of the extent to which each of these activities or times of day contributes to one s level of exercise, such that their sum is higher than 100%. As such, we suggest that individuals tend to attribute more responsibility to individual means than they deserve. Our theorizing is in line with research on egocentrism, resource allocation (Ross and Sicoly 1979), focalism (Windschitl et al. 2003), and support theory (Rottenstreich and Tversky 1997; Tversky and Koehler 1994) that document focusing on one entity at a time can result in estimation biases. However, unlike this previous research, individuals in our paradigm have all the information necessary available to them, as they are

3 Soraya Lambotte 3 estimating their own experience. They could as easily under report contribution. Yet, across 5 studies, we see a consistently strong overclaiming pattern. Kim, Youngsoo, Sara Kim, Soraya Lambotte, and Minhi Han Understanding the Motivation to Help under Mortality Salience: Cultural Worldview vs. Self-worth Accounts. Prior work has shown that mortality salience leads individuals to defend their cultural and social standards or enhance their feelings of self-worth. Prior research examined these two accounts cultural standards and self-worth accounts either separately, or by considering them to be equivalent. The current research suggests a framework for understanding which account dominates under what circumstances, particularly in the context of prosocial behavior. By comparing the effectiveness of different types of charitable appeals, highlighting the benefits to recipients versus helpers, in increasing helping intentions and behavior, we reveal in which situations helping under mortality salience can be explained by the cultural standards account, and in which situations it can be explained by the self-worth account. We test these two accounts across four studies and show that under morality salience, individuals helping behavior is mainly guided by the motivation to enhance feelings of self-worth, unless cultural norms are made explicitly salient. Lambotte, Soraya, Aparna A. Labroo, and Ravi Dhar, Choice as Magic : Virtuous Consumption to Appease the Gods and Improve One s Future Odds. Across four studies, we show that people choose healthy food options in the moment over more indulgent ones in an attempt to gain control over unrelated and uncertain outcomes (e.g., an uncertain exam result, a game they want their team to win). We propose that healthy choice is construed literally as being virtuous and therefore engaged in by people in order to appease the gods when they fear the worst (because luck is not working for them) or to not tempt fate when they are hoping for the best (because they have already done their utmost and there is nothing more they can do). Thus, in contrast to existing research that primarily suggests that people make healthy food choices over indulgent ones because of health goals, this research shows that merely thinking of uncertain outcomes can lead people to make healthy choices over indulgent ones. WORK IN PROGRESS Many Means Make Light Work with Ayelet Fishbach Research on social loafing illustrates that people have a tendency to ride on the action of others, expending less effort toward a common goal when in a group than when working alone (Latané, Williams, and Harkins 1979). The present work investigates people s loafing tendencies in the context of individual, rather than shared, goals. We suggest that analogous to social loafing where the presence of group members affects goal-seeking behavior, the presence of many available means for a goal will also trigger loafing in goal-pursuit. In particular, we propose that when individuals perceive many substitutable means for a goal, they are more likely to reduce the priority of the goal pursuit by devaluing the goal in the present and postponing its pursuit. We refer to this effect as self-loafing, and suggest that such behavior is accompanied by a positive expectation regarding goal attainment. Mortality Salience and Corporate Social Responsibility Programing with Sara Kim

4 Soraya Lambotte 4 Licensing in One Shopping Trip with Dan Nguyen "Secrecy Increases Happiness" with Luxi Shen and Christopher K. Hsee CONFERENCE PRESENTATIONS Many Means Make Light Work: The Impact of High Availability of Means on Goal Pursuit. 5 th Annual Meeting of the Society for the Study of Motivation, Chicago (2012) [Poster Presentation] Choice as Magic: Exerting Control over the Future by Making Virtuous Choices Now Annual Conference of the Association for Consumer Research, Jacksonville (2010) Whitebox Graduate Student Conference, Yale School of Management (2011) The Name-Ease Effect and its Dual Impact on Importance Judgments Annual Conference of the Association for Consumer Research, Pittsburgh (2009) Annual Conference of the Society for Consumer Psychology, San Diego (2009) TEACHING EXPERIENCE Teaching Assistantships: Marketing Strategy, MBA (Professor Ann McGill) Marketing Strategy, Executive MBA (Professor Pradeep Chintagunta) Consumer Behavior, MBA (Professor Suresh Ramanathan) Negotiations, MBA (Professor Jane Risen; Professor Ben Converse; Professor Saurabh Bhargava) Managing in Organizations, MBA (Professor Wilhelm Hoffmann) The Practice of Leadership, MBA (Professor Linda Ginzel) Teaching: Marketing Management, Chicago Booth Summer Business Scholars Program (3.7/4) TEACHING INTERESTS Marketing Management, Marketing Research, Consumer Behavior FELLOWSHIPS & AWARDS AMA Sheth Foundation Doctoral Consortium Fellowship, University of Michigan, 2013 Albert Haring Symposium Fellowship, Indiana University, 2012 Deputy Dean Award for Teaching Excellence, University of Chicago, 2012 Katherine Dusak Miller PhD Fellowship, University of Chicago, 2012 Joseph A. and Susan E. Pichler PhD Fellowship, University of Chicago, 2010 PROFESSIONAL AFFILIATIONS Association for Consumer Research (ACR) American Marketing Association (AMA) Association for Psychological Science (APA)

5 Soraya Lambotte 5 Society for Consumer Psychology (SCP) Society for Judgment and Decision Making (SJDM) SELECTED DOCTORAL COURSEWORK Advanced Marketing Theory: Behavioral Advanced Marketing Theory: Quantitative Cognitive Psychology Current Topics in Behavioral Science Experimental Design Judgment and Decision Making Marketing Literature Seminars Probability and Statistics Social Psychology Statistical Inference Survey Research Methodology INDUSTRY EXPERIENCE Intern, Account Management, Ogilvy, 2008 Intern, Stratégie Integrated Communications Advertising Agency, 2007 REFERENCES Ann L. McGill Sears Roebuck Professor of General Management, Marketing and Behavioral Science Phone: Ann.McGill@ChicagoBooth.edu Dan Bartels Assistant Professor of Marketing Phone: Daniel.Bartels@ChicagoBooth.edu Ayelet Fishbach Jeffrey Breakenridge Keller Professor of Behavioral Science and Marketing Phone: Ayelet.Fishbach@ChicagoBooth.edu Oleg Urminsky Associate Professor of Marketing Phone: Oleg.Urminsky@ChicagoBooth.edu