Kelly Goldsmith

Vanderbilt University - Marketing

Nashville, TN 37203

United States

SCHOLARLY PAPERS

20

DOWNLOADS
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Top 11,715

in Total Papers Downloads

3,974

CITATIONS
Rank 13,335

SSRN RANKINGS

Top 13,335

in Total Papers Citations

39

Scholarly Papers (20)

1.

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, Quebec - John Molson School of Business, Vanderbilt University - Marketing and New York University (NYU) - Leonard N. Stern School of Business
Downloads 920 (24,074)
Citation 9

Abstract:

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

2.

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, Vanderbilt University - Marketing and Yale School of Management - International Center for Finance
Downloads 860 (26,521)
Citation 4

Abstract:

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Branding, brand extensions, consumer mindsets, choice

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
Vanderbilt University - Marketing and University of California, San Diego (UCSD) - Rady School of Management
Downloads 526 (51,251)
Citation 12

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Uncertainty, Promotions, Wishful Thinking, Optimism

4.

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
Vanderbilt University - Marketing and Yale School of Management - International Center for Finance
Downloads 377 (76,879)
Citation 3

Abstract:

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negativity bias, motivation, mis-prediction, incentives

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
Vanderbilt University - Marketing, University of Toronto - Rotman School of Management and Yale School of Management - International Center for Finance
Downloads 365 (79,874)
Citation 4

Abstract:

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emotion, hedonic consumption, guilt, pleasure

6.

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
Vanderbilt University - Marketing, Yale University and Yale School of Management - International Center for Finance
Downloads 353 (83,061)
Citation 1

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

7.

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
University of Arizona, Vanderbilt University - Marketing and Yale School of Management - International Center for Finance
Downloads 224 (134,618)
Citation 6

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

8.

A Self-Regulatory Model of Resource Scarcity

Forthcoming, Journal of Consumer Psychology
Number of pages: 63 Posted: 05 Oct 2016 Last Revised: 28 Jan 2018
Christopher Cannon, Kelly Goldsmith and Caroline Roux
Whitman Walker Health, Vanderbilt University - Marketing and Concordia University, Quebec - John Molson School of Business
Downloads 124 (224,503)
Citation 2

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

9.

When Seeking the Best Brings out the Worst in Consumers: Understanding the Relationship between a Maximizing Mindset and Immoral Behavior

Forthcoming, Journal of Consumer Psychology
Number of pages: 51 Posted: 02 Dec 2016 Last Revised: 28 Jan 2018
Kelly Goldsmith, Caroline Roux and Jingjing Ma
Vanderbilt University - Marketing, Concordia University, Quebec - John Molson School of Business and Independent
Downloads 110 (245,063)
Citation 2

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

10.

Is the Preference for Certainty Always So Certain?

Number of pages: 75 Posted: 05 Oct 2011 Last Revised: 19 Oct 2017
Kristen Duke, Kelly Goldsmith and On Amir
University of California, San Diego (UCSD), Rady School of Management, Vanderbilt University - Marketing and University of California, San Diego (UCSD) - Rady School of Management
Downloads 76 (310,441)
Citation 1

Abstract:

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uncertainty, risk, the preference for certainty, processing style

11.

You Don’t Blow Your Diet on Twinkies: Choice Processes When Choice Options Conflict with Incidental Goals

Number of pages: 63 Posted: 23 Apr 2011 Last Revised: 25 Aug 2018
Kelly Goldsmith, Elizabeth Friedman and Ravi Dhar
Vanderbilt University - Marketing, Yale University and Yale School of Management - International Center for Finance
Downloads 20 (514,815)

Abstract:

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goals, self-control, conflict, justification, choice

12.

Matters of Time (Scarcity): Do Offline Theories Predict Online Effects?

Number of pages: 74 Posted: 07 Jun 2019
University of Pittsburgh, University of Pennsylvania and Vanderbilt University - Marketing
Downloads 13 (555,697)

Abstract:

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scarcity, promotion, time scarcity, online marketing, digital marketing

13.

Can Thoughts of Having Less Ever Promote Prosocial Preferences? The Relationship between Scarcity, Construal Level, and Sustainable Product Adoption

Forthcoming, Journal of the Association for Consumer Research, Vanderbilt Owen Graduate School of Management Research Paper
Number of pages: 61 Posted: 17 Oct 2018 Last Revised: 11 Jul 2019
Kelly Goldsmith, Caroline Roux and Anne Wilson
Vanderbilt University - Marketing, Concordia University, Quebec - John Molson School of Business and Georgetown University - Robert Emmett McDonough School of Business
Downloads 6 (599,161)

Abstract:

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scarcity, resource scarcity, prosocial behavior, sustainability, construal level, choice

14.

Anthropomorphism and Self-Regulation: How Framing Products as Partners Versus Servants in Goal Pursuit Impacts the Pleasure from Goal Violation

Vanderbilt Owen Graduate School of Management Research Paper No. 3072357
Posted: 21 Nov 2017 Last Revised: 22 Oct 2018
Caroline Roux, Kamila Sobol, Laura Goodyear and Kelly Goldsmith
Concordia University, Quebec - John Molson School of Business, Concordia University, Quebec, Concordia University, Quebec and Vanderbilt University - Marketing

Abstract:

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brand roles, product roles, anthropomorphism, magical thinking, extraordinary beliefs, self-regulation, goal conflict

15.

Unobserved Altruism: How Social- and Self-Signaling Motivations Shape Willingness to Donate

Vanderbilt Owen Graduate School of Management Research Paper No. 3026475
Posted: 28 Aug 2017 Last Revised: 23 Sep 2018
Jennifer Savary and Kelly Goldsmith
University of Arizona and Vanderbilt University - Marketing

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charitable giving, donations, altruism, self-interest, crowding out, self-signaling, social signaling

16.

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
Vanderbilt University - Marketing, Peking University and Yale School of Management - International Center for Finance

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

17.

How Ease of Categorization Affects the Use of Discounting Cues

Posted: 10 Jul 2015 Last Revised: 14 Jul 2018
Chelsea Galoni, Kelly Goldsmith and Hal Hershfield
Northwestern University - Department of Marketing, Vanderbilt University - Marketing and University of California, Los Angeles (UCLA) - Marketing Area

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18.

When Does Altruism Trump Self-Interest? The Moderating Role of Affect in Extrinsic Incentives

Posted: 08 Nov 2013 Last Revised: 27 Sep 2018
Uzma Khan, Kelly Goldsmith and Ravi Dhar
University of Miami - Department of Marketing, Vanderbilt University - Marketing and Yale School of Management - International Center for Finance

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

19.

Both Good from Afar…and Far from Good? Mental Representation Changes Consumer Preference for Products from a Brand with a Reputation for Innovativeness

Posted: 22 Aug 2013 Last Revised: 31 Jan 2018
Jeffrey S. Larson, Kelly Goldsmith and Bradley Allen
University of Pennsylvania - Marketing Department, Vanderbilt University - Marketing and University of Oklahoma - Division of Marketing

Abstract:

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Branding, innovation, construal level theory, choice, purchase intentions

20.

The Pursuit of Happiness: Can It Make You Happy?

Posted: 05 Jan 2012 Last Revised: 30 Oct 2018
Northwestern University, Vanderbilt University - Marketing, Northwestern University - Kellogg School of Management and University of Texas at Austin - Red McCombs School of Business

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happiness, intervention, behavior, behavioral change