Nadav Klein CV

8/13/2019 Nadav Klein CV

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Nadav KleinCurriculum Vitae

June 15, 2013

University of Chicago, Booth School of Business http://home.uchicago.edu/~nklein/5807 South Woodlawn Avenue [email protected], IL 60637 (312) 613-1450

Education

University of Chicago, Booth School of Business, Chicago, IL

Ph.D. expected 2014 M.B.A.received 2013

Amherst College, Amherst, MA

B.A. in Psychology, cum laude, 2007Dissertation (Manuscript Included in Packet)

Klein, N.& Epley, N. (2013). The Trouble with Generosity: Nonlinear Evaluations of Prosocial Actions

-In preparation for submission to theJournal of Personality and Social Psychology

Prosocial behaviors are commonly associated with valuable reputational benefits to prosocial actors.Little is known, however, about how the magnitude of prosocial actions affects these reputational benefits. Weaccordingly ask: Does giving more to others lead to more favorable impressions? In a series of lab and fieldexperiments we find that evaluations of prosocial actions are nonlinear, whereby people evaluate selfish actionslinearly but generous actions with little regard to magnitude. This occurs because of ambiguity in attribution:

Generous actions transfer more resources to receivers, but also create doubt about whether giversmagnanimously overcame self-interest or simply did not value the resources they gave away. In contrast,actions that are fair or adhere to social norms provide a clearer signal of overcoming self-interest for thepurpose of benefiting others. The magnitude of prosocial actions, therefore, may not coincide with reputationalbenefits accrued to actors.

Papers Under Review & Working Papers (Manuscripts Included or Available Upon Request)

Klein, N., Labroo, A. A., & Mehta, N. (2013). The attribute-trifling effect: Loyalty-threatened consumers

underweight the importance of advantaged competitor attributes.

-Invited Revisionat theJournal of Marketing Research.

Marketers commonly attempt to lure customers to switch brands by offering promotions and advertisingattractive product features. These promotional efforts are often directed at consumers most likely to switchaway from competing brands, but may also have an ironic effect on consumers who are most loyal to competingbrands. We find that promotions can backfire by making the segment of consumers who are especially loyal totheir core brand increase purchase of their core brand. We supplement lab experiments with analysis of 6 yearsof scanner data in the soda category to show that loyal consumers counteract the temptation to switch brands byunderweighting the importance of the advantaged attribute of the competing brand in their purchase decision.


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We show that this underweighting is greater when loyalty to the core brand is stronger, and occurs onlywhen consumers in the midst of making a purchase decision, and not otherwise.

Klein, N.& Fishbach, A. (2013). Feeling good at the right time: Goal scripts govern goal-related happiness.

-In preparation for submission to Organizational Behavior and Human Decision Processes

Behavioral scripts are effective cognitive tools people use to make sense of the world, but at timespeople might over-script events that lead up to goal attainment. This over-scripting can dampen happinesswhen a goal is attained in an unexpected way. We find that people reconstruct recalled sequences of events in away that corresponds to a script of feeling happy when learning that a goal has been attained rather than whenlearning that a goal will be attained (Study 1). Furthermore, people who unexpectedly receive information that agoal will be attained feel less happy and value goal attainment less highly than people who learn that a goal hasbeen attained (Studies 24). Dampened happiness is causally linked to reduced goal value (Study 5).Reawakening happiness after such over-scripting appears to be difficult.

Klein, N.& Epley, N. (2013). Can Groups Catch Liars?: Group Discussion Outperforms the Majority Rule inLie Detection, But Not in Truth Detection

-Submitted toPersonality and Social Psychology Bulletin.

The reliance on user-generated content in product reviews, social media, and the Internet means thatconsumers will occasionally encounter lies and deceit. Unfortunately, detecting lies is exceptionally difficult,with accuracy rates narrowly rising above chance levels. We test a simple manipulation to improve accuracy:Using groups rather than individuals to detect lies. In three experiments, we find that groups are consistentlybetter than individuals at detecting lies but are not systematically better at detecting truths. This specific groupadvantage in lie detection does not come simply from aggregating individuals judgments (a "wisdom of

crowds" effect), but rather from a combination of increased skill and a more skeptical response bias that comesfrom the act of group deliberation itself. Our experiments suggest that groups are not systematically wiser thanindividuals in distinguishing truths from lies overall, but that group deliberation can increase the likelihood ofdetecting a liar.

Klein, N.& Fishbach, A. (2013). Going there is not the same as getting there: Proximity to goal attainment canresult in delaying goal attainment.

-Working paper.

Intrinsic motivation refers to the desirability of engaging in the pursuit, rather than accomplishment, ofgoals. We propose that high intrinsic motivation drives people to want to prolong pursuit of goals at the expenseof accomplishing those goals faster. In 4 experiments, we demonstrate this slowdown effect for highlyintrinsically motivating activities, wherein the closer people get to attaining a goal, the less intensely theypursue it. In contrast, when intrinsic motivation is low the effect is reversed: The closer people get to attaining agoal, the more intensely they pursue it. The underlying mechanism relates to higher relative impact of eachaction when goal attainment is near compared to when it is far. Intrinsically motivated people react to goals thatare within reach by delaying, rather than speeding up, goal attainment.


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Chapters

Waytz, A., Klein, N., & Epley, N. (2012). Imagining other minds: Hair triggered but not hare brained. InMarjorie Taylor (Ed.), The development of imagination. Oxford University Press: New York.

People attribute humanlike characteristics, particularly mental states such as thoughts, feelings,intentions, and conscious experience, to both human and nonhuman agents. Because such

anthropomorphism emerges early in life and continues through adulthood, it may appear to be an innate andautomatic phenomenon. However, the psychological processes that enable people to reason about the mindsof others suggest that such inferences require cognitive effort and motivation, meaning thatanthropomorphism arises only when triggered by ones goals or the situational context to consider the mindof another agent. It may be the case, therefore, that at baseline and in the absence of these triggers, peoplemay be surprisingly unlikely to attribute mental states to others.

Conference Presentations

Chaired Sessions:

Klein, N. & Labroo, A. A. The attribute-trifiling effect: Motivated maintenance of brand loyalty. Presented atthe Society for Consumer Research (SCP), 2012.

Klein, N. & Epley, N. The fairness premium in social evaluation. Presented at the Society for ConsumerResearch (SCP), 2013.

Conference Presentations:

Klein, N. & Fishbach, A. Feeling Good at the Right Time: Premature Positive Emotion Leads People to HoldBack Positive Emotion. Presented at the Association for Consumer Research (ACR), 2011.

Klein N. & Fishbach, A. Feeling good at the right time: Why people value predictability in goal attainment.Presented at the Trans-Atlantic Doctoral Conference (TADC) at London Business School, 2012.

Klein, N. & Epley, N. The fairness premium in social evaluation. Presented at the Social Psychologists ofChicago Conference (SPOC), 2012.

Klein, N. & Fishbach, A. Feeling good at the right time: Why people value predictability in goal attainment.Presented at the Society for the Study of Motivation (SSM), 2012.

Klein, N. & Epley, N. The trouble with generosity. Talk presented at the Political Psychology Workshop at the

University of Chicago Psychology Department, 2012.

Klein, N. & Epley, N. The fairness premium in social judgment: Generosity is no better than fairness. Presentedat the Kellogg-Booth Student Symposium (KBSS), 2013.

Klein, N. & Epley, N. The fairness premium in social judgment: Generosity is no better than fairness. Presentedat the Chicago Graduate Student Research Symposium (CGSRS), 2013.

Klein, N. & Epley, N. An illusory wisdom of crowds?: Groups detect lies through cynicism, not insight.Presented at the Midwestern Psychological Association (MPA), 2013.


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Internal Talks

Klein, N. & Fishbach, A. Feeling Good at the Right Time: Premature Positive Emotion Leads People to HoldBack Positive Emotion. Presented at the Center for Decision Research at the University of Chicago, 2011.

Klein, N. & Fishbach, A. Going there is not the same getting there: Proximity to goal attainment can result in

delaying goal attainment. Presented at the Center for Decision Research at the University of Chicago, 2012.

Klein, N. & Epley, N. The trouble with generosity: Insensitivity to scope in the judgment of prosocial actions.Presented at the Center for Decision Research at the University of Chicago Psychology Department, 2013.

Conference Posters

Klein, N. & Fishbach, A. Feeling Good at the Right Time: People Hold Back Positive Emotion When GoodNews Arrives Prematurely. Poster presented at the Society of Judgment and Decision Making (SJDM), 2010.

Klein, N. & Fishbach, A. Feeling Good at the Right Time: People Hold Back Positive Emotion When Good

News Arrives Prematurely. Poster presented at the Society for Personality and Social Psychology (SPSP), 2010.

Klein, N. & Epley, N. The fairness premium in social evaluation. Poster presented at the Society of Judgmentand Decision Making (SJDM), 2012.

Klein, N. & Epley, N. The fairness premium in social evaluation. Poster presented at the Society for Personalityand Social Psycgology (SPSP), 2013.

Research Funding

Amherst College Memorial Fellowship,2011-2012 - $6,250 Hillel Einhorn Research Fellowship, 2011 - $2,000 Institute for Human Studies, Bernard Marcus Fellowship, 2012-2013 - $6,000 Katherine Dusak Miller Fellowship, 2011-2014 - $22,500 SPSP Travel Award, 2012 - $500

MBA Teaching Assistant Experience

Marketing Strategy (9 sections; Profs. Ann McGill, Aparna Labroo, Ronald Goettler) Managing in Organizations (12 sections; Profs. Ayelet Fishbach, Nicholas Epley) Managerial Decision Making (1 section; Prof. Reid Hastie) Fundamentals of Negotiations (4 sections; Profs. Eugene Caruso, Devin Pope)

Professional Experience

Analyst, Cornerstone Research (Economic Consulting), Menlo Park, CA, 2008-09 Summer Analyst, Close Concerns (Healthcare Consulting), San Francisco, CA, 2007

MBA Courses Completed

Advanced Marketing Theory: Behavioral Science Approach (3 quarters) Marketing Literature Seminar (3 quarters) Data-driven Marketing


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Nadav Klein CV

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