Eller College of Management, University of Arizona

JENNIFER SAVARY

Assistant Professor of Marketing

Eller College of Management, University of Arizona

(949) 295-3606 |

August 2017

ACADEMIC
EMPLOYMENT / 2015 – Present Assistant Professor of Marketing
University of Arizona, Tucson, AZ
EDUCATION / Ph.D., M.A. & M.Phil., Marketing, Yale University
M.B.A., University of Southern California (Beta Gamma Sigma)
B.A., Cornell University (Summa Cum Laude, Phi Beta Kappa)
RESEARCH INTERESTS / Behavioral Decision Theory, Identity and Consumption, Self-Signaling Pro-Social Decision Making, Goals and Motivation, Subscription Commerce
PUBLICATIONS
1.  Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate (with K. Goldsmith & R. Dhar), Journal of Marketing Research, 2015.
Press Coverage: MSI’s What Should Marketers Read? Our Academic Trustees’ Choices from 2015, NPO.IO’s 25 Best Academic Articles about Nonprofit Marketing, The Chronicle of Philanthropy
2.  Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice (with T. Kleiman, R. Hassin & R. Dhar), Journal of Experimental Psychology: General, 2015. Lead Article.
3.  Advocacy marketing: Toyota’s Secrets for Partnering with Trendsetters to Create Passionate Brand Advocates, Journal of Sponsorship, 2008.
UNDER REVIEW
4.  When Quitting Feels Like Giving Up: Self-Signaling in Retention Choice (with R. Dhar). Invited revision at Journal of Consumer Research.
5.  The Role of Similarity When Considering Alternatives in Purchase Decisions (with L. Friedman and R. Dhar). Invited revision at Journal of Consumer Research.
6.  It’s About Time: The Effect of Learning about Options Sequentially (with T. Reich and M. Han). Invited revision at Journal of Consumer Psychology.
7.  Unobserved altruism: How social- and self-signaling motivations shape willingness to donate. Under review at Psychological Science (with K. Goldsmith)
SELECT WORKING PAPERS/RESEARCH IN PROGRESS
1.  Exalted Purchases or Tainted Donations? The Effects of Product Incentives on Charitable Giving (with G. Newman and C. Li).
2.  The Slippery Slope of Self-Uncertainty: Self-Concept Clarity and Unethical Behavior (with L. Ordóñez)
3.  Default Effects in Choice from an Assortment (with R. Dhar & L. Friedman)
4.  When Ignorance is No Longer Bliss: Seeking Threatening Information About Self-Relevant Brands (with J. Nielsen and K. Lane)
5.  Signaling in Political Contributions: Why We Give (with A. P. Ghosh, G Schneider)
6.  The Role of Inference in Anchoring Effects (with S. Frederick & D. Mochon).
INVITED TALKS
·  University of Washington, Seattle, WA. 2016
·  Arizona State University, Phoenix, AZ. 2016
·  University of Virginia, Darden, Charlottesville, VA. 2014
·  Arizona State University, Phoenix, AZ. 2014
·  University of Arizona, Tucson, AZ. 2014
·  San Diego State University, San Diego, CA. 2014
·  University of Utah, Salt Lake City, UT. 2014
·  University of Toronto, Toronto, ON. 2014
·  California State University, Northridge, Northridge, CA. 2014.
·  University of Oregon, Eugene, OR. 2014.
·  Harvard Business School, Boston, MA. 2012.
·  Experiential Marketing Summit, Chicago, IL. 2007.
SELECT CONFERENCE PRESENTATIONS
·  “Exalted Purchases or Tainted Donations? The Effects of Product Incentives on Charitable Giving” (with G. Newman and C. Li). Society for Consumer Psychology, Sydney, Australia. 2018
·  “Exalted Purchases or Tainted Donations? The Effects of Product Incentives on Charitable Giving” (with G. Newman and C. Li). Association for Consumer Research, San Diego, CA. 2017
·  “The Role of Similarity When Considering Alternatives in Purchase Decisions” (with L. Friedman and R. Dhar). BDRM, Toronto, ON. 2016
·  “Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice” (with T. Kleiman, R. Hassin, R. Dhar). Association for Consumer Research. Chicago, IL. 2013. Symposium Chair.
·  “Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice” (with T. Kleiman, R. Hassin, R. Dhar). Society for Consumer Psychology. San Antonio, TX. 2013. Symposium Chair.
·  “Positive Consequences of Conflict on Decision Making: When a Conflict Mindset Facilitates Choice” (with T. Kleiman, R. Hassin, R. Dhar). Society for Judgment and Decision Making. Minneapolis, MN. 2012.
·  “When Shopping Carts Come Pre-Loaded: Default Effects in Choice from an Assortment” (with R. Dhar and S. Hoch). Association for Consumer Research. St. Louis, MO. 2011. Symposium Chair.
·  “Giving Against the Odds: When Highlighting Tempting Alternatives Increases Willingness to Donate” (with K. Goldsmith and R. Dhar). Association for Consumer Research. Jacksonville FL. 2010.
SELECT GRANTS, HONORS & AWARDS
·  Marketing Department Research Grant ($2,000 [2017])
·  Center for Leadership Ethics Grant ($1,000 [2016])
·  Eller College Small Research Grants Competition ($2,000 [2015], $2,500[2017])
·  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
·  Marshall MBA Full Fellowship, Beta Gamma Sigma, University of Southern California
·  Senior Class President, Convocation Speaker, College Scholar & Cornell Tradition Fellow, Cornell University
·  Rhodes Scholar Finalist, California
TEACHING
EXPERIENCE / ·  Marketing Research, Fall 2015, 2016, 2017
·  Experimental Design and Methods, Doctoral Seminar, Spring 2017
·  Behavioral Decision Theory, Doctoral Seminar, Fall 2016
·  Doctoral Seminar Guest Speaker – NYU Spring 2015, U of A Spring 2016
·  Case Teaching: Mastering Influence & Persuasion - Spring 2014
SERVICE / ·  Invited Reviewer, Journals: Journal of Marketing Research, Journal of Consumer Research, Management Science
·  Invited Reviewer, Conferences: SCP, ACR
·  Research Committee, Department of Marketing, U of A, 2015 -
·  UofA/ASU Spring Marketing Camp, Co-Chair and Organizer, 2017
·  Co-Chair and Organizer, Whitebox Conference, Yale University, 2011
ADVISING / ·  Clark Cao, Dissertation Committee, University of Arizona.
·  Doctoral Students: Matt Farmer 2017-; Kristen Lane 2016-
·  Hayley Schwartz, Undergraduate Honors Contract, 2015
PROFESSIONAL
AFFILIATIONS / ·  Association for Consumer Research
·  Society for Consumer Psychology
·  Society for Judgment and Decision Making
PROFESSIONAL
EXPERIENCE / ·  Toyota Motor Sales, Marketing Manager (2003-2007)
·  Savary Consulting, Owner & Principal (2000–present)
·  PricewaterhouseCoopers, Consultant (1997-2000)
·  The White House, Office of the Staff Secretary (1997)
·  The United States Congress, House Rules Committee (1996)
SELECT
CONSULTING
CLIENTS / ·  Toyota Motor Sales
·  JC Penney
·  Bell South
·  Marriott International
·  Bringit!
·  Inspirecorps

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