Primary Interests:
- Applied Social Psychology
- Judgment and Decision Making
- Motivation, Goal Setting
- Persuasion, Social Influence
- Self and Identity
- Social Cognition
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Naomi Mandel |
I am interested in the application of social cognitive theories to consumer contexts. My approach is to examine how activating high-level concepts in an individual's memory, such as self-conceptions or feelings about mortality, can influence preference and choice.
Journal Articles:
- Bellman, S., Johnson, E. J., Lohse, G. L., & Mandel, N. (2006). Designing marketplaces of the artificial with consumers in mind: Four approaches to understanding consumer behavior in electronic environments. Journal of Interactive Marketing, 20(1), 21-33.
- Mandel, N. (2003). Shifting selves and decision making: The effects of self construal priming on consumer risk taking. Journal of Consumer Research, 30(1), 30-40.
- Mandel, N., & Johnson, E. J. (2002). When web pages influence choice: Effects of visual primes on experts and novices. Journal of Consumer Research, 29(2), 235-245.
- Mandel, N., & Nowlis, S. M. (2008). The effect of making a prediction about the outcome of a consumption experience on the enjoyment of that experience. Journal of Consumer Research, 35, 9-20.
- Mandel, N., Petrova, P., & Cialdini, R. B. (2006). Images of success and the preference for luxury products. Journal of Consumer Psychology, 16(1), 57-69.
- Mandel, N., & Smeesters, D. (2008). The sweet escape: The effect of mortality salience on consumption quantities for high and low self-esteem consumers. Journal of Consumer Research, 35, 309-323.
- Nowlis, S. M., Mandel, N., & McCabe, D. B. (2004). The effect of a delay between choice and consumption on consumption enjoyment. Journal of Consumer Research, 31(3), 502-510.
- Scott, M. L., Nowlis, S. M., Mandel, N., & Morales, A. C. (2008). Do 100-calorie packs lead to increased consumption? The effect of reduced food sizes and packages on the consumption behavior of restrained eaters and unrestrained eaters. Journal of Consumer Research, 35, 391-405.
- Sinha, R., & Mandel, N. (2008). Preventing digital piracy: The carrot or the stick? Journal of Marketing, 72, 1-15.
- Smeesters, D., & Mandel, N. (2006). Positive and negative media image effects on the self. Journal of Consumer Research, 32, 576-582.
Courses Taught:
- Marketing Management (MBA level)
- Marketing Management (Undergraduate level)
- Research Methods (doctoral level)
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Naomi Mandel
W. P. Carey School of Business
Arizona State University
P.O. Box 874106
Tempe, AZ 85287-4106
United States
Phone: (480) 727-7274
Fax: (480) 965-8000