JENNIFER SAVARY. August M.A. & M.Phil., Yale University. B.A., Cornell University (Summa Cum Laude, Phi Beta Kappa)

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1 JENNIFER SAVARY School of Management, Yale University 165 Whitney Avenue New Haven, CT (949) jennifersavary.commons.yale.edu August 2014 EDUCATION Ph.D., Yale University (Expected May 2015) M.A. & M.Phil., Yale University M.B.A., University of Southern California, Marshall School of Business B.A., Cornell University (Summa Cum Laude, Phi Beta Kappa) PROFESSIONAL EXPERIENCE Toyota Motor Sales, Marketing Manager ( ) Savary Associates, Owner & Principal ( , ) PricewaterhouseCoopers, Consultant ( ) The White House, Office of the Staff Secretary (1997) The United States Congress, House Rules Committee (1996) RESEARCH INTERESTS Self-Signaling Prosocial Decision Making Conflict & Choice Judgment & Decision Making Consumer Psychology Motivation & Goal Targets SELECT HONORS & AWARDS Sobotka Research Grant, Yale Center for Business and the Environment ($15,000) Whitebox & Yale Center For Customer Insights Fellow, Yale University ($7,000) Arison s Doctoral Dissertation Competition, Runner-up ($3,000) AMA-Sheth Doctoral Consortium Fellow Invited Participant, 9th Annual Invitational Choice Symposium Invited Participant, Behavioral Science Workshop at Harvard Kennedy School Beta Gamma Sigma National Honor Society, University of Southern California Marshall MBA Full Fellowship, University of Southern California Phi Beta Kappa National Honor Society, Cornell University Senior Class President and Convocation Speaker, Cornell University Cornell University College Scholar & Cornell Tradition Fellow Rhodes Scholar Finalist, California

2 PUBLICATIONS & PAPERS UNDER REVIEW (see Appendix for abstracts) 1. Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate (with K. Goldsmith & R. Dhar), Forthcoming at Journal of Marketing Research. 2. Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice (with T. Kleiman, R. Hassin & R. Dhar), Under second round review at Journal of Experimental Psychology: General. 3. When Do Incentives Help versus Hurt? Decision Context and its Effects on Charitable Giving (with G. Newman), Under Review at Journal of Marketing Research. 4. Advocacy marketing: Toyota s Secrets for Partnering with Trendsetters to Create Passionate Brand Advocates, Journal of Sponsorship, MANUSCRIPTS IN PREPARATION (see Appendix for select abstracts) 5. The Role of Inference in Anchoring Effects (with S. Frederick & D. Mochon). 6. When is it Better to be Bad? Schema-Congruency Effects in Moral Evaluations of Products (with G. Newman). 7. Hot-Headed or Cold Blooded: The Effects of Physical Temperature on Decision Processing Style (with R. Dhar & J. Bargh). SELECT RESEARCH IN PROGRESS 8. When Quitting Feels Like Giving Up: Self Signaling in Forfeiture Choice (with R. Dhar) 9. Default Effects in Choice from an Assortment (with R. Dhar & S. Hoch) DISSERTATION My dissertation empirically investigates antecedents and consequences of self-signaling in consumer choice. Essay 1 examines the effect of, and process by which choice context influences self-signaling (dis)utility and as a consequence increases likelihood of donating. Essay 2 identifies the effect of, and process by which self-signaling considerations in private forfeiture choices can lead consumers to keep paying for goods or services they do not use. Essay 1 ( Giving Against the Odds, Forthcoming in JMR) demonstrates that referencing a hedonic product during a charitable appeal can change the self-signal associated with the choice to donate and thereby increase donation rates. In a series of hypothetical and real choice experiments I show that the increase in donation rates occurs because the self-attributions signaled by a choice not to donate are more negative in the context of a hedonic reference product. Finally, a field experiment shows that a reference to a hedonic product in a charitable appeal increases donations in a non-laboratory setting. Essay 2 ( When Quitting Feels like Giving Up, Job Market Paper) examines the process by which self-signaling can affect consumption choices. I predict and demonstrate that consumers will be more likely to retain a good or service they do not use (e.g. keep paying for a digital magazine subscription they do not read) when the choice to forfeit would signal negative information about one s self. Consistent with a self-signaling account I show that when consumers are made less clear about their self-concept (SCC; Campbell et al. 1996), and thus more sensitive to negative self-signals, they are more likely to retain an unused but informative good. Seven studies demonstrate the predicted effects, and identify self-concept clarity as an important moderator of self-signaling in consumer choice. JENNIFER SAVARY - 2

3 SELECT CONFERENCE PRESENTATIONS AND INVITED TALKS Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice (with T. Kleiman, R. Hassin, R. Dhar). Paper presented at Association for Consumer Research North American Conference. Chicago, IL Symposium Chair. Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice (with T. Kleiman, R. Hassin, R. Dhar). Paper presented at Society for Consumer Psychology Conference. San Antonio, TX Symposium Chair. Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice (with T. Kleiman, R. Hassin, R. Dhar). Paper presented at Society for Judgment and Decision Making Conference. Minneapolis, MN Mountaineering and Muffin-Tops: Self-Signaling in Consumer Choice Invited Talk at Harvard Business School. Boston, MA When Shopping Carts Come Pre-Loaded: Default Effects in Choice from an Assortment (with R. Dhar and S. Hoch). Paper presented at Association for Consumer Research North American Conference. St. Louis, MO Symposium Chair. Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate (with K. Goldsmith and R. Dhar). Paper presented at Association for Consumer Research North American Conference. Jacksonville FL When Is It Better To Be Bad? Schema-Congruency Effects in Moral Evaluations of Products (with G. Newman). Poster presented at the Association for Consumer Research North American Conference. Jacksonville FL The Role of Inference in Anchoring Effects (with S. Frederick and D. Mochon). Poster presented at the Association for Consumer Research North American Conference. Jacksonville FL What s Next? The Next Wave of Event Marketing, Invited Talk at the Experiential Marketing Summit. Chicago, IL TEACHING INTERESTS Marketing Management, Marketing Strategy, Marketing Research Consumer Behavior, Branding, Consumer Insights Marketing for Start-ups and Small Businesses, Advocacy Marketing Digital & Social Marketing, Entertainment & Sports Marketing TEACHING EXPERIENCE Case Teaching: Mastering Influence & Persuasion - Spring 2014 (3.5/4) YCCI MBA Project, Sears Corporate Social Responsibility - Spring 2010 Select Teaching Assistant Roles, Full Time & Executive MBA Programs Strategic Marketing Leadership, Prof. R. Dhar - Spring 2013, 2014 Marketing Strategy, Prof. R. Dhar - Fall 2009, 2010, 2012 Managing Marketing Programs, Prof. K. Sudhir - Spring 2012 Customer (Core Marketing), Prof. A. Khwaja - Spring 2010 JENNIFER SAVARY - 3

4 PROFESSIONAL SERVICE Co-Chair and Organizer, Whitebox Conference, Yale University, 2011 Reviewer, ACR North America Conference, 2013 Trainee Reviewer, Journal of Consumer Research, 2013 PROFESSIONAL AFFILIATIONS SELECT CONSULTING CLIENTS Association for Consumer Research American Marketing Association Society for Consumer Psychology Society for Judgment and Decision Making Toyota Motor Sales JC Penney Bell South Marriott International REFERENCES Ravi Dhar (Primary Advisor) Yale University School of Management Ph: (203) Shane Frederick Yale University School of Management Ph: (203) Kelly Goldsmith Northwestern University Kellogg School of Management Ph: (847) kellogg.northwestern.edu George Newman Yale University School of Management Ph: (203) JENNIFER SAVARY - 4

5 APPENDIX 1. Savary, Jennifer, Kelly Goldsmith and Ravi Dhar. Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate. Forthcoming, Journal of Marketing Research The authors examine how a reference to an unrelated product in the choice context impacts consumers likelihood of donating to charity. Building on research on self-signaling, the authors predict that consumers are more likely to give when the donation appeal references a hedonic product, as compared to when a utilitarian product is referenced or when no comparison is provided. They posit that this occurs because referencing a hedonic product during a charitable appeal changes the self-attributions, or self-signaling utility, associated with the choice to donate. A series of hypothetical and real choice experiments demonstrate the predicted effect, and show that the increase in donation rates occurs because the self-attributions signaled by a choice not to donate are more negative in the context of a hedonic reference product. Finally, consistent with these experimental findings, a field experiment shows that referencing a hedonic product during a charitable appeal increases real donation rates in a non-laboratory setting. The authors discuss theoretical implications for both consumer decision making and the self-signaling motives behind prosocial choice. 2. Savary, Jennifer, Tali Kleiman, Ran R. Hassin, Ravi Dhar. Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice. Under second round review, Journal of Experimental Psychology: General Much research has shown that conflict is aversive and leads to increased choice deferral. In contrast, we propose that conflict can be beneficial. Specifically exposure to nonconscious goal conflict can activate a mindset that brings with it the procedural benefits of coping with conflict, without the associated costs such as stress and negative affect. In a conflict mindset, then, people should be better able to confront and resolve tradeoffs. We test this proposition in four experiments, and demonstrate that priming conflicting goals before a decision increases choice in domains unrelated to the primed conflict. We further demonstrate that increased choice occurs because people in a conflict mindset process choice information more systematically, ruling out alternative explanations for the results. 3. Newman, George E. and Jennifer Savary. When do incentives help and when do they hurt? Decision context and its effects on charitable giving. Under review at Journal of Marketing Research. Previous research has found conflicting effects of incentives on charitable giving. For example, some efforts to combine charitable fundraising with material incentives, such as donating part or all of the money from a purchase to charity, appear to have positive effects, while other offers, such as thank-you gifts or offering additional money to the charity, seem to have no effect or even potentially negative ones. This paper attempts to reconcile these findings by proposing and testing an overarching psychological framework to explain the effects of incentive programs on charitable giving. We build on Fiske s (1992) JENNIFER SAVARY - 5

6 relationship theory and propose that the framing of offers as donations establishes a social market, where charitable giving is more likely to be driven by altruistic motivations, while the framing of offers as purchases cues a more self-interested monetary market, where offers are evaluated in terms of a cost-benefit analysis. This framework, in turn, explains the contrasting effects of incentives observed in previous studies as well as several novel predictions about how responsiveness to various incentives may change as a function of interest in the material item. 4. Savary, Jennifer (2008). Advocacy Marketing: Toyota's secrets for partnering with trendsetters to create passionate brand advocates, Journal of Sponsorship, 1 (3), It is becoming increasingly difficult to make an impact with consumers. Brands of all sizes are struggling as traditional marketing efforts become more expensive and less effective. Toyota Motor Sales, USA has addressed this problem with an innovative new marketing approach that focuses on building connections with consumers and turning customers into advocates. The 2006 launch of the FJ Cruiser is a powerful example of how to create, manage and measure these modern marketing initiatives using focused objectives-based marketing methods. 5. Frederick, Shane, Daniel Mochon and Jennifer Savary. The Role of Inference in Anchoring Effects. We attempt to quantify the role of inference in the standard anchoring paradigm. We show that anchoring effects are markedly weaker when participants are directly involved in generation of the random number used as a comparative standard. The customary method used to suppress inferences telling respondents that the number is randomly generated is ineffective. 6. Savary, Jennifer, Ravi Dhar and John A. Bargh. Hot-Headed or Cold Blooded: The Effects of Physical Temperature on Decision Processing Style. In three studies we demonstrate a link between physical temperature and decision processing style. Specifically, we show that the concept of hot vs. cold will shift the relative reliance on affective vs. cognitive processing in judgment and choice. As a result, people primed with hot temperatures display more present-focused time preference for money and less sensitivity to scope when making donations, compared to those primed with cold temperatures. Finally, we suggest the link is bidirectional, and show that people who have been prompted to use their affective processing system by contemplating their feelings estimate the current temperature to be warmer. JENNIFER SAVARY - 6