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Kelly Goldsmith

Northwestern University - Kellogg School of Management

Assistant Professor of Marketing

2001 Sheridan Road

Evanston, IL 60208

United States

http://www.kellogg.northwestern.edu/faculty/goldsmith/htm/

  • Northwestern University - Kellogg School of Management

SCHOLARLY PAPERS

14

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in Total Papers Downloads

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Scholarly Papers (14)

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1.

The Importance of the Context in Brand Extension: How Pictures and Comparisons Shift Consumers’ Focus from Fit to Quality

Journal of Marketing Research, April, Vol. 49, 206-217.
Number of pages: 13 Posted: 19 Feb 2008 Last Revised: 02 Oct 2013
Tom Meyvis, Kelly Goldsmith and Ravi Dhar
New York University (NYU) - Department of Marketing, Northwestern University - Kellogg School of Management and Yale School of Management - International Center for Finance
Downloads 748 (22,478)

Abstract:

Branding, brand extensions, consumer mindsets, choice

2.

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

Journal of Consumer Research (2015); doi: 10.1093/jcr/ucv048
Number of pages: 71 Posted: 17 Sep 2012 Last Revised: 13 Sep 2015
Caroline Roux, Kelly Goldsmith and Andrea Bonezzi
Concordia University, John Molson School of Business, Northwestern University - Kellogg School of Management and New York University (NYU) - Leonard N. Stern School of Business
Downloads 537 (24,543)

Abstract:

resource scarcity, selfishness, generosity, competitive orientation, welfare advancement, judgment and decision making, social psychology, consumer behavior, marketing

3.

Can Uncertainty Improve Promotions?

Goldsmith, Kelly and On Amir (2010). “Can Uncertainty Improve Promotions?” Journal of Marketing Research, 47, 1070-1077,
Number of pages: 9 Posted: 02 Jun 2007 Last Revised: 03 Oct 2013
Kelly Goldsmith and On Amir
Northwestern University - Kellogg School of Management and University of California, San Diego (UCSD) - Rady School of Management
Downloads 358 (52,990)

Abstract:

Uncertainty, Promotions, Wishful Thinking, Optimism

4.

The Pursuit of Happiness: Can it Make You Happier?

Number of pages: 59 Posted: 05 Jan 2012 Last Revised: 04 Oct 2016
Lauren Cheatham, Kelly Goldsmith, David Gal and Rajagopal Raghunathan
Northwestern University, Northwestern University - Kellogg School of Management, Northwestern University - Kellogg School of Management and University of Texas at Austin - Red McCombs School of Business
Downloads 277 (67,138)

Abstract:

consumer happiness, well-being, goals, behavior

5.

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

Goldsmith, Kelly, Eunice Kim and Ravi Dhar (2012). “When Guilt Begets Pleasure: The Positive Effect of a Negative Emotion,” Journal of Marketing Research, 49, 6, 872-881,
Number of pages: 11 Posted: 27 Aug 2011 Last Revised: 03 Oct 2013
Kelly Goldsmith, Eunice Kim Cho and Ravi Dhar
Northwestern University - Kellogg School of Management, University of Toronto - Rotman International Centre for Pension Management and Yale School of Management - International Center for Finance
Downloads 264 (76,404)

Abstract:

emotion, hedonic consumption, guilt, pleasure

6.

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

Goldsmith, Kelly and Ravi Dhar (2013). “Negativity Bias and Task Motivation: Testing the Effectiveness of Positively versus Negatively Framed Incentives,” Journal of Experimental Psychology: Applied.,
Number of pages: 10 Posted: 23 Apr 2011 Last Revised: 21 Jun 2014
Kelly Goldsmith and Ravi Dhar
Northwestern University - Kellogg School of Management and Yale School of Management - International Center for Finance
Downloads 243 (74,569)

Abstract:

negativity bias, motivation, mis-prediction, incentives

7.

Mental Representation Changes the Evaluation of Green Product Benefits

Number of pages: 32 Posted: 23 Apr 2011 Last Revised: 07 Apr 2016
Kelly Goldsmith, George Newman and Ravi Dhar
Northwestern University - Kellogg School of Management, Yale University and Yale School of Management - International Center for Finance
Downloads 202 (88,713)

Abstract:

construal level theory, choice, pro-social, secondary benefits

8.

Giving Against the Odds: When Tempting Alternatives Increase Willingness to Donate

Savary, Goldsmith and Dhar (2014). Giving Against the Odds: When Tempting Alternatives Increase Willingness to Donate. Forthcoming.
Number of pages: 46 Posted: 12 Jun 2013 Last Revised: 21 Jun 2014
Jennifer Savary, Kelly Goldsmith and Ravi Dhar
Yale University, Northwestern University - Kellogg School of Management and Yale School of Management - International Center for Finance
Downloads 142 (122,957)

Abstract:

Self-signaling, charitable donation, context effects, prosocial behavior, choice

9.

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

Posted: 08 Nov 2013 Last Revised: 06 Oct 2016
Kelly Goldsmith, Uzma Khan and Ravi Dhar
Northwestern University - Kellogg School of Management, Stanford Graduate School of Business and Yale School of Management - International Center for Finance

Abstract:

motivation, prediction, incentives, lay theory, pro-social

10.

Is the Preference for Certainty Always So Certain? Why Differentiating Details Increases Risk Tolerance and Decreases Uncertainty Aversion

Posted: 05 Oct 2011 Last Revised: 10 Mar 2017
Kristen Duke, Kelly Goldsmith and On Amir
University of California, San Diego (UCSD) - Rady School of Management, Northwestern University - Kellogg School of Management and University of California, San Diego (UCSD) - Rady School of Management

Abstract:

uncertainty, risk, the preference for certainty, processing style

11.

When a Reputation for Innovativeness Confers Negative Consequences for Brands

Number of pages: 58 Posted: 22 Aug 2013 Last Revised: 14 Mar 2016
Jeffrey S. Larson, Kelly Goldsmith and Bradley J. Allen
University of Pennsylvania - Marketing Department, Northwestern University - Kellogg School of Management and University of Oklahoma - Division of Marketing
Downloads 11 (283,281)

Abstract:

Branding, innovation, quality perceptions, purchase intentions

Abstract:

Maximizing, Mindset, Scarcity, Morality, Immoral Behavior, Cheating

Abstract:

Resource Scarcity, Financial Deprivation, Commodity Theory, Life-History Theory, Self-Regulation, Mindset, Goals, Compensatory Consumption

14.

The Psychology of Basket Size: How Mental Representation and the Relationships between Products Affect Purchase Quantity

Posted: 01 Jul 2016
Kelly Goldsmith, Jing Xu and Ravi Dhar
Northwestern University - Kellogg School of Management, Peking University and Yale School of Management - International Center for Finance

Abstract:

choice, purchase quantity, construal level theory, mindsets, goals

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