Nov. 14, 2018—Kelly Goldsmith, associate professor of marketing at Vanderbilt’s Owen Graduate School of Management, is available to discuss shopping behavior on Black Friday and Cyber Monday. She studies how the perception of scarcity drives consumer behavior. Reminders of scarcity prompt consumers to behave selfishly, Goldsmith says, and sales like Black Friday are tailor-made to elicit that...
What happens in Vegas stays on TripAdvisor? New research on understanding the role of narrativity in consumer reviews
Sep. 13, 2018—Online reviews that tell a story are more persuasive than those that don't, according to Owen marketing professor Jennifer Edson Escalas.
Aug. 2, 2018—When consumers contemplate violating a personal goal (i.e., cheating on a diet, overspending on a budget), they often seek to make the most of that violation by choosing the most extreme option, according to new research from Kelly Goldsmith.
Jun. 6, 2018—New research from Vanderbilt University Marketing Professor Kelly Haws explains how “caretaker” and “breadwinner” roles affect consumer decision-making.
Feb. 9, 2018—This year's Winter Olympics is shaping up to be the feel-good story that U.S. audiences are eager for amid an era of fractious politics, according to a Vanderbilt marketing professor.
Dec. 1, 2017—Marketers want to motivate consumers to act in their own self-interest, but they may be encouraging negative behavior such as theft or illegal returns, according to new Vanderbilt research.
Jun. 13, 2017—Research by Steve Posavac, E. Bronson Ingram Professor of Marketing at Vanderbilt’s Owen Graduate School of Management, uncovers another consequence of anxiety symptoms: susceptibility to certain ads.
Apr. 7, 2017—Everyone has experienced the unpleasant shock of a high price tag before buying something. But it turns out that price can have an impact on consumer perceptions even after a purchase is made.
Dec. 1, 2016—The idea that healthy foods are universally more expensive drives consumer choices to a degree that it shouldn’t, according to a new Vanderbilt study.
Jun. 17, 2016—Richard L. Oliver, emeritus professor at Vanderbilt’s Owen Graduate School of Management, died June 13 at his home in Nashville. He was 71.
Mar. 2, 2016—A Vanderbilt University student and entrepreneur is spearheading a social media campaign aimed at helping people be more authentic. Meet Larissa May and #halfthestory.
Feb. 9, 2016—The perception of a good deal can lead consumers down an unhealthy path, according to a study from a Vanderbilt business school professor.