parker lessig

CASH OR CREDIT?Payment methods affect consumers’ perceptions of products

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NEW TO KUMarketing area welcomes new professors to campus

05

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As dean and as a graduate of KU’s doctoral program in marketing, I am pleased to introduce the inaugural issue of KU Marketing. Marketing has been my specialty in academia, as Chief Customer Officer in the field of banking, and as a consultant to a wide range of clients. Therefore, you can believe me when I say I have a strong commitment to our marketing program.

Over the years, marketing has evolved with new and emerging technologies. The spectrum of ways we use and understand marketing has broadened, also enriching the way we teach marketing. However, the fundamentals remain. No matter the changes in the medium or the customization of the message, two things haven’t changed: the importance of understanding customers and delivering value.

Advances in technology, in particular, digital technology, now allow marketers to heighten customer collaboration, brand engagement and a one-on-one dialog with customers. Customers have more choices.

These sweeping changes mean our students need greater strategic vision and enhanced capabilities. We meet those needs with courses that address these evolving opportunities.

Through Business Career Services, our students are finding valuable employment in the workplace, in Kansas, throughout the nation, and around the globe, such as Cerner, Hallmark Cards, Farmers Insurance Group, Koch Industries, PepsiCo, Toys-R-Us and many more. While we hold fast to the fundamentals of understanding our customer and delivering value, we strive to meet the needs of our students and the world of business. With that in mind, I hope you enjoy this introductory issue of KU Marketing.

As always, Rock Chalk!

Neeli BendapudiDean

I am delighted to share the inaugural issue of the KU Marketing. The past year has seen a number of exciting developments. Under the dynamic leadership of Dean Neeli Bendapudi, the school’s plans for a new building are about to be realized, the MBA program has been reorganized, a new undergraduate honors program is introduced, and we now are admitting freshmen into the business school.

The marketing area bid farewell to two stalwart teachers, Professor Parker Lessig and Professor Dennis Rosen. We welcomed two new assistant professors, Jessica Li and Noelle Nelson. Doctoral students and faculty continued to be productive. Professor Promothesh Chatterjee’s work on payment methods was cited in Time, MSNBC, Fox News, NBC, Daily Mail (UK), Financial Express, Indian Express and local media. The Marketing Club continued to attract students from Marketing and other disciplines. Many of these students accompanied Joyce Claterbos, the club’s advisor, to India on a study abroad trip.

In concert with the University’s Bold Aspirations theme of interdisciplinary cooperation, we plan to offer a new course, Supply Chains, Marketing and Geographic Information Systems, in the spring 2014, is the result of our cooperation with Supply Chain Management and Geography Departments.

A number of new members have been added to our Board of Advisors. Three members, John Laws, Mark Killen, and Lung Huang, visited campus and engaged with students in the fall semester. I thank them for their time and effort. Support of our alumni and friends of KU is vital in achieving excellence in our teaching, research and service missions. With your continued support, we are sure to make that vision come true.

Surendra N. SinghMarketing Area Director

from the dean

from the director

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10 years and still marketing strong 04

new faculty members join marketing area 05

two icons of marketing have retired from teaching 06

graduate research excellence 08

cash or credit? 09

professor uncovers economic value of customer satisfaction 10

market research pioneer, alumnus visits marketing class 11

general manager finds success at hallmark 11

marketing in review 12

marketing faculty 13

marketing board members 13

faculty achievements 14

table of contents

PHOTO CAPTION: Marketing lecturer Joyce Claterbos, center, wishes Parker Lessig and Dennis Rosen a fond farewell

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DeanNeeli Bendapudi

Area Director of Marketing, Entrepreneurship & Business LawSurendra Singh

Communications CoordinatorAustin Falley

WritersToni DixonDan DutcherAustin FalleyJoe MonacoStephanie Stoss

PhotographerAnn DeanNick Krug/Lawrence Journal-World

DesignFriesen Design, Inc.

PrintingSun Graphics

CONTACT US The University of Kansas School of BusinessSummerfield Hall1300 Sunnyside AvenueLawrence, Kansas 66045-7601P: 785-864-7500bschoolinfo@ku.edubusiness.ku.edu

10 yeArS ANd STill mArkeTiNg STrONgThe University of Kansas Marketing Club is working on revamping its image. The club’s 10th year started out a little different than most.

“Warren Buchholtz, club president, and I were the only two officers,” said Alex Lanning, vice president of the club. “This semester we’ve been running the club alone, so we recently elected new officers.”

Faculty advisor Professor Joyce Claterbos said not everyone in the club is in the business school and students should understand that marketers do many different things.

“Getting a basic concept of marketing and how it’s going to affect your everyday life can relate to anyone, regardless of major,” Buchholtz said.

2012-2013 OFFiCerS

Warren Buchholz President

Alex Lanning Vice President

Lauren Aulgur VP of Finance

Allyson LeachVP of Programs

Casey StrohlUBC Representative

Connor TerryVP of Membership

Logan BrullVP of Advertising and Promotions

Angela Sutton-Schmale VP of Communications

Mathew Keller VP of Social Networking

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JeSSiCA li, a new assistant professor from Arizona State University, joined the school’s marketing area with enthusiasm in fall 2012.

“This is an exciting time for the KU marketing area,” Li said, “as it continues to expand and make a name for itself as a place of innovative and cutting edge research.”

Li is currently working on research that studies how social ecology affects consumer behavior, judgment a n d d e c i s i o n - m a k i n g . Situations under investigation include how motivations, such as the desire to impress others, affect willingness to pay for different products.

Li is teaching integrated marketing communications.

One of the hopes Li has is that her students will learn the ability to think critically and to look at things from multiple perspectives.

“I like talking about ideas and my door is always open for anyone who wants to stop in and chat,” Li said.

Li received her undergraduate degree at Cornell University a n d h e r m a s t e r ’ s a n d doctorate degrees at Arizona State University.

NOelle NelSON , a new assistant professor from the University of Minnesota, joins the School of Business marketing area with warning: “I drink a lot of coffee. The school should probably stock up.”

Originally from Hot Springs, South Dakota, Nelson earned

her bachelor’s and doctorate degrees from the University of Minnesota, where she also taught for four years.

“When I interviewed with KU, it was clear that, not only could I engage in the level of research I had hoped to achieve, but my teaching would also be valued,” Nelson said.

Nelson teaches consumer behavior classes, both to undergraduate and MBA students.

N e l s o n i s c u r r e n t l y conducting research that primarily focuses on how working memory processes information that enters perception through various modalities.

One project examined how music can affect how people perceive and remember ad claims. She has also conducted studies of negative emotion and its impact on consumer learning, and how aging consumers react to negative life events.

Nelson is looking forward to experiencing KU’s school spirit and the sense of unity found at the university. “Maybe, more importantly,” Nelson said, “I’ll figure out what ‘Rock Chalk’ means.”

New FACUlTy memberS JOiN mArkeTiNg AreA

noelle nelson

jessica li

new to ku

“When I interviewed with KU, it was clear that, not only could I engage in the level of research I had hoped to achieve, but my teaching would also be valued,” Nelson said.

“I like talking about ideas and my door is always open for anyone who wants to stop in and chat,” Li said.

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ParKer LessIg began his long-term affiliation with KU’s School of Business as a graduate student. Lessig was the first person to complete a doctorate in business at KU, in 1970. After two years as assistant professor at Washington State University, Parker returned to KU in 1972. He has served under eight deans: Clark, Pichler, Tollefson, Gaumitz, Bauman, Sarowski, Fuerst and Bendapudi.

Lessig has worn a variety of hats in service to the school: associate dean (twice), director of the doctoral programs (twice), director of the undergraduate program, and area director of marketing, entrepreneurship and law. He has also authored more than 60 articles and papers and has published in all of the major scholarly journals in his field.

He is understandably proud of his part in the development of what became CIMBA’s summer undergraduate program in Italy. “One morning Tim Shaftel and I were talking. We said, ‘Wouldn’t it be nice to offer to undergraduates what we offer the MBA students?’ We didn’t exactly know what the program would look like, but we held out the promise that it would be good – and it was.”

Distinguished Alumnus of the KU School of Business, 2006

Career Distinguished Service Award, School of Business, 2006

Mortar Board Outstanding Educator, 2006

KU’s Del Shankel Teaching Excellence Award, 2005

Recognized, University Center for Teaching Excellence, 2002

University of Kansas W.T. Kemper Fellow, 2000

Frank S. Pinet Distinguished Teaching Professor, 1986

Henry A. Bubb Award for Outstanding Teaching in Business, 1974, 1986, 1993, 1997, 2001, 2005, 2011

Graduate Business Council Outstanding Educator Award, 1984, 1992, 1993

HOPE Award Nominee, 1986

Beta Gamma Sigma Outstanding Educator Award, 1984

TwO iCONS OF mArkeTiNg hAve reTired FrOm TeAChiNgThe end of the Fall 2012 semester marked the retirement of two school of Business professors who could be said to be icons for the area of marketing. Parker Lessig and Dennis rosen joined finance professor Chuck Krider and professor and former area director of accounting and information systems Jim Heintz, in stepping down from their teaching duties in December.

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pArker leSSig

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Chuck Krider, Parker Lessig, Jim Heintz and Dennis Rosen say one final good-bye at a retirement dinner hosted in their honor

DeNNIs roseN has been helping students understand both underlying theory and practical application of classroom material since joining the School of Business in 1985. “Theory provides the foundation,” Rosen said, “but then students must understand how to apply it in the real world.” Along the way, he has become known for his humor in the classroom, to help hold students’ attention. “I like to occasionally throw in something different, so they won’t think of missing class, and they’ll remember an important concept.”

In addition to teaching the introductory marketing class, consumer behavior and other courses at the undergraduate and graduate levels, Rosen served on many committees throughout the years, including Promotion and Tenure and Faculty Advisory Committees and the Masters and Undergraduate Teams.

In 1990, he conducted focus groups of Kansas City business leaders and “was shocked to find KU had no real image in the minds of KC businesses at the time. It’s great to see how our image has strengthened through the school’s concerted efforts over the years.” Recently, Rosen helped guide the university with strategy and promotion, including focus groups, that led to the development of its slogan, “KU works for Kansas.”

Undergraduate Business Council Outstanding Educator Award, 2004, 2008

Beta Gamma Sigma Outstanding Educator Award, 2006

Nominated multiple times for Henry A. Bubb Award for Outstanding Teaching in Business deNNiS rOSeN

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JUNgsIL CHoI is a sixth-year doctoral candidate. He received a bachelor’s degree in biology at Sogang University in Korea, a master’s in marketing at Sogang and a master’s degree in statistics at Rutgers University. Choi’s current research studies consumer helping behavior. His past research pertains to psychological pricing and marketing communications.

mINgHUI ma is a third-year doctoral candidate. She received a master’s degree in international business from Shanghai University of finance and economics and a master’s degree in economics from KU. Currently, Ma is working on two research studies, “Bundling Strategy in Supply Chain” and “On the Design of Incentive Caps.”

DUaNe myer is a sixth-year doctoral candidate. He received a bachelor’s degree in business from Iowa State University and an MBA from KU. His current research interest is in return marketing spending. His research examines how Wall Street reacts when firms announce their involvement in major sports sponsorships. In 2012, Choi and Myer had an article published in Marketing Letters that helps clarify what makes

print advertising most effective and convey a positive tone when a comparative table is used in the ad.

“KU was an easy choice for me,” Myer said. “Since I already had an MBA from KU, I was well aware of the solid reputation we have as a research institution.”

PrIyam raNgaN is a seventh-year doctoral candidate. From the University of Madras, she received a bachelor’s degree in mathematics and a master of arts in communication, and from Syracuse University she received a master’s degree in advertising. Rangan is currently working on two research studies pertaining to the impact of exposure to television programming on prosocial behavior and the impact of pleasant

ambient odor on advertising evaluation. Her previous research studied the impact of violent television programming on advertising evaluation and the impact of ego-depletion on advertising evaluation.

m a r I J a g r I s H I N i s a f irst-year d o c t o r a l c a n d i d a t e . She received a bachelor ’s

degree in marketing at a university in Macedonia, where she also worked on the faculty of economics for seven years. In 2009, Grishin received the Junior Faculty Development Program Fellowship and was assigned to the KU School of Business. A positive experience at the school motivated Grishin to apply for the Ph.D. program in marketing at KU. Grishin is currently working on research related to effectiveness of charitable mail solicitations.

The University of Kansas is one of only 34 public universities that belongs to the prestigious association of american Universities, a select group of universities dedicated to excellence in research.

grAdUATe reSeArCh

exCelleNCeDoctoral students in marketing at the school of Business are dedicated to generating high-impact research. The 2012-2013 school year highlights five doctoral candidates, Jungsil Choi from seoul, south Korea; marija grishin from skopje, republic of macedonia; minghui ma from anhui, China; Duane myer from Norwalk, Iowa; and Priyam rangan from madras, India.

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As the “Black Friday” holiday shopping season continues to grow each year, millions of Americans descend upon their local shopping malls in search of the hottest new clothes, toys and electronics.

According to new research by Promothesh Chatterjee, assistant professor of marketing with the KU School of Business, shoppers who use cash will view their purchases very differently than those who use credit cards.

His study suggests that shoppers who use credit cards focus more on the purchased item’s benefits – things like the great picture on a new TV or the super-comfortable fabric of a new shirt. Conversely, shoppers who pay cash focus more on a product’s costs – things like price, delivery time, warranty costs and installation fees.

“When it comes to product evaluation, beauty lies in the eyes of the cardholder,” said Chatterjee, whose paper “Do Payment Mechanisms Change the Way Consumers Perceive Products?” appeared in the Journal of Consumer Research.

“People who pay with credit cards focus on the benefits and cool features of a new product, while consumers who use cash tend to focus on the price and other costs.”

Although previous research has repeatedly shown that consumers are willing to pay more when they use credit cards instead of cash, research has been silent on whether consumer perception of products is also affected by the form of payment. Chatterjee’s research fills this void.

In three experiments, Chatterjee and co-author Randall L. Rose of the University of South Carolina find that consumers primed with a credit card as a payment mechanism make more recall errors with respect to cost-related aspects of the product than to benefit aspects; identify more words related to benefits; and respond faster to benefit-related words than consumers who use cash.

“Consumers develop mental associations about credit cards and cash from early ages,” Chatterjee said. “Credit card

advertising, for example, links the use of credit cards with highly desirable products and lifestyles and immediate gratification. Credit cards also allow consumers to ‘decouple’ the joy of the product from the pain of payment. Cash, on the other hand, is closely linked to the pain of payment.”

Chatterjee’s research could have major public policy applications. For example, most government agencies that distribute social welfare payments use some form of pre-paid debit card. Chatterjee’s research hints that these cards might be encouraging poor spending habits among recipients.

The research could also have major consumer education implications by demonstrating that marketers – by constantly reinforcing the use of credit cards – may be affecting not

just the amount of money consumers spend but also the types of goods and services that consumers buy.

So are credit card-carrying consumers doomed to make indulgent, reckless decisions? Not exactly, Chatterjee said, though it might be helpful to “reintroduce some pain” at the point of purchase.

“If we can somehow put that pain back in, we could perhaps retain the convenience of plastic, but at the same time help consumers make more informed decisions,” he said. “Perhaps a simple reminder at the point of sale – like an image of cash, or a reminder of

a bank account balance – could tip the scales back in consumers’ favor. For now, the take-home message for consumers is to be careful when paying with credit cards.”

CASh Or CrediT?Payment methods affect consumers’ perceptions of products, marketing researcher says

Credit cards also allow consumers to ‘decouple’ the joy of the product from the pain of payment. Cash, on the other hand, is closely linked to the pain of payment.

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“One of the limitations of marketing investments is the fact that executives have little knowledge of what they’re getting back,” Joseph said. “Intuitively, we know that customer satisfaction is worth it, but the cost-benefit payoff is often unclear. This study gives CMOs a baseline for determining the benefit of their investments and makes marketing more ROI-responsive.”

The researchers’ primary object ive was to better understand the value of customer satisfaction, an important marketing metric, and to incorporate the notion of investor expectations into the context of customer satisfaction. Past studies have shown that improved customer satisfaction leads to a host of positive effects for companies, including higher willingness to pay, enhanced customer retention, lower payment defaults, and reduced complaints. While customer satisfaction should add significant value to a company’s market valuation, previous research in the field has uncovered limited or insignificant market reaction around customer satisfaction announcements.

Joseph and Wintoki examined how the stock market reacts

to announcements by the American

C u s t o m e r S a t i s f a c t i o n I n d e x , w h i c h t r a c k s customer satisfaction of U.S. companies and makes regular announcements on such scores.

The paper proposes that investors form expectations with respect to customer satisfaction and respond only to deviations from such expectations. They found that trading volumes a re 2 . 8 p e rc e n t h i g h e r around customer satisfaction announcements. Joseph and Wintoki also found an increased volume of Internet search queries for the term “ACSI” around such announcements.

“Customer satisfaction is followed very closely,” Wintoki said. “Industry press typically broadcast these announcements. Our study shows that investors find the information value-relevant. There’s a lot of tracking of this metric; rightly so, because we’ve found that customer satisfaction portends what the

stock price is going to do.”

More strikingly, the research found that investors respond rationally to deviations in customer satisfaction. Stock prices move up when the announced score is above i n v e s t o r e x p e c t a t i o n s ; conversely, stock prices move down when the announced score is below investor expectations. According to the study, a one-point increase in

customer satisfaction index on average led to a $9 million increase in a firm’s value.

Their paper, “Disentangling the Market Value of Customer Satisfaction: Evidence from Market React ion to the Unanticipated Components of ASCI Announcements,” will appear in the International Journal of Research in Marketing in 2013.

“Our study gives a ballpark e s t i m a t e o n t h e v a l u e of increas ing customer satisfaction,” Joseph said. “Clearly, this estimate should prove invaluable to CMOs trying to justify their marketing investments to today’s ROI-driven CEOs.”

prOFeSSOr UNCOverS eCONOmiC vAlUe OF CUSTOmer SATiSFACTiONIf you’re looking to justify a marketing investment, consider a new study co-authored by KU marketing professor Kissan Joseph.

He and his colleague, Jide Wintoki, assistant professor of finance, have uncovered new insights into the economic value of customer satisfaction and have clarified how the stock market responds to information on a company’s marketing efforts.

“Intuitively, we know that customer satisfaction is worth it, but the cost-benefit payoff is often unclear. This study gives Cmos a baseline for determining the benefit of their investments and makes marketing more roI-responsive,” Joseph said.

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mArkeT reSeArCh piONeer, AlUmNUS viSiTS mArkeTiNg ClASS

Early in his career, he said, “everything was fitting into place because of KU.”

Worcester also shared some advice with the crowd of students and faculty, mentioning his fondness for a “grasshopper mind,” a mind that can balance many projects at one time and jump between them when needed. But, when a student raised his hand and asked if there was one specific thing Worcester could tell young business students, his answer was simple.

“Take a risk. If you think something

should be done, do it,” Worcester said. “Then if somebody says you weren’t supposed to do it, tell them you didn’t know you weren’t supposed to do it. Just take a risk.”

Worcester, a British knight, is the chancellor of the University of Kent and the chairman of the Magna Carta 800th Committee, celebrating the document’s 800th anniversary. He is also the founder of Market & Opinion Research International (MORI). Worcester is originally from Kansas City and is a Korean War veteran.

geNerAl mANAger FiNdS SUCCeSS AT hAllmArkIt’s been 29 years since marketing alumnus Dave sutton walked down the hill, received his degree from the school of Business and headed off into the world. Now, he’s the general manager for national accounts at Hallmark in Kansas City. sutton attributes this success to his results-driven attitude, problem solving and decisiveness.

“I have been very flexible and taken assignments where the company thought the experience would be good for me,” Sutton said. “My current position gives me the primary responsibility of

aligning Hallmark, our customers and category strategies into integrated business plans that result in effective marketplace execution, profitable sales growth and long-term success.”

Sutton manages a customer team comprised of more than 8,000 full-time and part-time employees and also helps inform the company’s product development area by the identification and activation of shopper insights.

Working so close to his alma mater is just fine with him because some of his favorite memories from his years in Lawrence are basketball games at Allen Fieldhouse. Some things never change, even after nearly 30 years.

Professor Noelle Nelson welcomed sir robert Worcester to her introductory consumer behavior class in November. The University of Kansas school of Business alumnus spoke to a packed classroom about his experiences since graduating from KU in 1955. Worcester talked about how he got to where he is today, often crediting KU with giving him the skills to succeed.

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Steve Koonin, president of Turner Entertainment Networks, shakes hands with Kacy Schmidt, development officer for the School of Business, after his talk at the Lied Center about creativity, Oct. 15, 2012. Koonin gave several presentations on campus as “professor for a day.”

Steve Koonin gives a speech titled, “Creativity: Why Great Ideas Matter More Than Ever,” at the Lied Center, Oct. 15, 2012.

Facebook executive Dan Creekmore, center, gave a series of talks to marketing classes, including, pictured right, Prof. Dennis Rosen’s Marketing 310 class, Nov. 15, 2012. KU alumnus Lung Huang, pictured left, brought Creekmore to Lawrence to speak about how major brands use social media to connect with their consumers.

Mark Killen, senior vice president of American Century Investments presented “Communication as a Competitive Advantage” to students in Jason O’Connor’s Business 110 class. Killen stressed the importance of good communication and the difference it makes in the business world. “There is real opportunity to differentiate yourself with effective communication,” he said. “It’s very hard to find good writers so companies look for professional communicators.”

mArkeTiNg iN review

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FOr qUeSTiONS Or TO leArN mOre, pleASe CONTACT:Brian MooreDevelopment DirectorKU EndowmentSchool of Business785.832.7462bmoore@kuendowment.org

Randy DavisChief Concept OfficerFamilyLife Success

Daniel AlcazarManaging DirectorSATMAP Incorporated

Erich JoachimsthalerFounder & Chief Executive OfficerVivaldi Partners

John LawsPresidentCareer Catalyst

Lung HuangVP Digital AdvertisingDunnhumby

Mark KillenSenior VP & Chief Marketing OfficerAmerican Century Investments

Mark PieningCEOCircle Media

Stefani FuhrmanBroadcast Account CoordinatorGroupM

Melinda TuritzMarketing ConsultantCrate and Barrel

Dave SuttonGeneral ManagerHallmark Cards

PROFESSORSNeeli BendapudiSurendra Singh

ASSOCIATE PROFESSORSKissan JosephSanjay Mishra

ASSISTANT PROFESSORSPromothesh ChatterjeeJessica LiNoelle Nelson

LECTURERS Joyce ClaterbosRich DeLaneyAngeka MurrayDoug Rossier

PROFESSORS EMERITIParker LessigDennis Rosen

2012-2013 mArkeTiNg bOArd memberS

mArkeTiNg FACUlTy

kU ANd iNdiAN bUSiNeSS STUdeNTS COllAbOrATe dUriNg wiNTer breAkSeventeen KU business students experienced India for the first three weeks of 2013. Joyce Claterbos, lecturer for the business school, led the team on the study abroad trip. The journey included company visits and lectures at the Asian School of Business, the partner institution for the program.

“We were in the classroom with ASB MBA students,” Claterbos said, “and it was a joint learning experience.”

The group discussed multi-brand retailing, one of the major issues facing Indian business today. Basically, the decision is whether to allow companies like Wal-Mart to build stores in India. The KU and ASB students presented their arguments for and against the idea to a panel of experts.

“India definitely gives you a different perspective,” said Amy Van, a senior from Olathe, Kan. “I met some people at the Asian School of Business and those connections are invaluable.”

Business students wait for a tour of Infosys, one of the world’s largest consulting firms. Infosys was one of many companies the group visited in India.

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mArkeTiNg FACUlTy COmmiTTed TO reSeArChAwArdSJUNGSIL CHOIAMA Sheth Foundation Doctoral Consortium Fellow, University of Washington (2012)

SANJAY MISHRASenior Fulbright Research Scholar award, 2011-12

pUbliCATiONSPROMOTHESH CHATTERJEEChatterjee, Promothesh, Caglar Irmak and Randy Rose, “The Endowment Effect as Self-Enhancement in Response to Threat,” Journal of Consumer Research (conditionally accepted).

Chatterjee, Promothesh and Randy Rose, (2012), “Do Payment Mechanisms Change the Way Consumers Perceive Products?” Journal of Consumer Research (April, Vol. 38). This paper received extensive media coverage including Time, MSNBC, FoxNews, NBC, Daily Mail UK, Financial Express, Indian Express and local media, among others.

Banerjee, Pronobesh, Promothesh Chatterjee and Jayati Sinha, (2012), “Is it Light or Dark? Recalling Moral Behavior Changes Perception of Brightness,” Psychological Science. This paper received media coverage in Huffington Post, Toronto News, National Affairs, among others.

Mishra, Himanshu, Arul Mishra, Jessica Rixom and Promothesh Chatterjee, “Influence of Motivated Reasoning on Saving and Spending Decisions,” Organizational Behavior and Human Decision Processes (forthcoming).

Chatterjee, Promothesh, Randy Rose and Jayati Sinha, “Why Money Meanings Matter in Decisions to Donate Time and Money,” Marketing Letters (forthcoming).

JUNGSIL CHOIChoi, J, Lee, K. and Y. Ji, (2012), “What Type of Framing Message is more appropriate with Nine-Ending Pricing?” Marketing Letters.

Choi, J. and D. W. Myer, (2012), “The Effect of Product Positioning in a Comparison Table on Consumers’ Evaluation of a Sponsor,” Marketing Letters.

KISSAN JOSEPHIvanov, Vladimir, Kissan Joseph and Jide Wintoki, (2013), “Disentangling the Market Value of Customer Satisfaction: Evidence from Market Reaction to the Unanticipated Component of ACSI Announcements,” forthcoming International Journal of Research in Marketing.

Joseph, Kissan, Ramanathan Subramanium, and Vivek Patil (2013), “The Impact of Consumption Hassle on Pricing Schedules,” forthcoming Managerial and Decision Economics.

YEXIN (JESSICA) LIWhite, Andrew E., Yexin Jessica Li, Vladas Griskevicius, Steven L. Neuberg, and Douglas T. Kenrick, “Putting all your eggs in one basket: Life history strategies, bet-hedging, and diversification,” Forthcoming in Psychological Science.

Johnson, Kathryn A., Yexin Jessica Li, Adam B. Cohen, and Morris Okun, “Friends in high places: The influence of authoritarian and benevolent God-concepts on social attitudes and behaviors,” forthcoming in Psychology of Religion and Spirituality.

Dubbs, S.L., Abraham P. Buunk, and Yexin Jessica Li, “Parental monitoring, sensitivity toward parents, and a child’s mate preferences,” forthcoming in Personal Relationships.

White, Andrew E., Douglas T. Kenrick, Yexin Jessica Li, Chad R. Mortensen, Steven L. Neuberg, and Adam B. Cohen, (2012), “When nasty breeds nice: Threats of violence amplify agreeableness at national, individual, and situational levels,” Journal of Personality and Social Psychology, 103 (October), 622-634.

Li, Yexin Jessica, Douglas T. Kenrick, Vladas Griskevicius, and Steven L. Neuberg, (2012), “Economic decision biases and fundamental motivations: Loss aversion, mating, and self protection,” Journal of Personality and Social Psychology, 102 (March), 550-561.

Li, Yexin Jessica, Kathryn A. Johnson, Adam B. Cohen, Melissa J. Williams, Eric D. Knowles, and Zhansheng Chen, (2012), “Fundamental(ist) attribution error: Protestants are dispositionally focused,” Journal of Personality and Social Psychology, 102 (February), 281-190.

ANGELA MURRAYTrainor, A. A., M. Morningstar, A. Murray, and H. Kim, (under review), “Young adults with high incidence disabilities and social capital during postsecondary transition,” the Prevention Researcher.

Morningstar, M. E., A. A. Trainor, and A. Murray, (2012, April), “A secondary analysis of the NLTS2: Examining the relationships between expectations, opportunities, and postsecondary life engagement,” lecture presentation at the annual conference of the Council for Exceptional Children (CEC), Denver, CO.

Murray, A. K. (2012), “Early Childhood math lessons: Further analysis from Montessori Records Xpress (MRX),” American Montessori Society Annual Research Poster – Accepted.

Murray, A. K. (2012), “Public knowledge of Montessori education,” Montessori Life 24(1).

Murray, A. K. and J. Bagby, (2012), “School of Education Faculty Perceptions of Montessori Education Preliminary Findings,” American Montessori Society Annual Research Poster – Accepted.

Trainor, A. A., M. E. Morningstar, & A. Murray, (2012, April), “A secondary analysis of the NLTS2: Examining the relationships between expectations, opportunities, and postsecondary life engagement,” lecture presentation at the Spring State of Science Conference of the Rehabilitation Research and Training Center on Disability Statistics and Demographics, Washington D.C.

SURENDRA SINGHWang, Ze, Aaron Arndt, Surendra N. Singh, and Monica Biernat, “You Lost Me at Hello: How and When Accent-Based Biases are Expressed and Suppressed,” International Journal of Research in Mar-keting, (forthcoming).

Kiljae Lee, Jungsil Choi, George Mara-kas, and Surendra Singh, “Landscape

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preference model in HCI: Emotion and Interactivity,” (July 29, 2012), AMCIS 2012 Proceedings. Paper 3.

Wang, Ze, Aaron Arndt, Surendra Singh, Monica Biernat, and Fan Liu (2012), “The Expression and Suppression of Accent-Based Biases in Services,” American Marketing Association Winter Marketing Educators’ Conference, February 2012, St. Petersburg, FL. (competitive working paper abstract).

Wang, Ze, Surendra Singh, Monica Biernat, and Sanjay Mishra (2012), “The Role of Employees’ Affective Displays in Customer-Service Provider Interactions,” American Marketing Association Winter Marketing Educators’ Conference, Febru-ary 2012, St. Petersburg, FL. (competitive working paper).

Rangan, Priyamvadha, Singh, Surendra N. and Landau, Mark J. (2012) “The Impact of Mortality Salience on Emo-tional Persuasion,” Society for Consumer Psychology Conference, Las Vegas (poster session: extended abstract).

CONFereNCe ANd reSeArCh preSeNTATiONSJUNGSIL CHOIChoi, J. and K. Lee, (2012), “Does Saying Match with Showing?” 2012 AMA Summer Marketing Educators’ Conference, Chicago, IL.

Choi, J. and K. Lee, (2012), “The Effect of Blue on the Efficacy of Loss-Framed Messages,” 2012 AMA Summer Marketing Educators’ Conference, Chicago, IL.

Lee, K., J. Choi, G. Marakas, S. N. Singh, (2012), “Landscape Preference Model in HCI: Emotion and Interactivity,” 18th Americas Conference on Information Systems (working paper), Seattle, WA, August 9-11, 2012.

KISSAN JOSEPHJoseph, Kissan, “On the Design of Consumption Hassle,” paper presented at Marketing Science Conference, Boston University, June 2012.

YEXIN (JESSICA) LILi, Yexin Jessica, Steven L. Neuberg,

Jill Sundie, and Douglas T. Kenrick, “Dating Status Influences When and Why Men and Women Take Financial Risks,” Society for Personality and Social Psychology annual conference, January 2013.

Li, Yexin Jessica, Douglas T. Kenrick, Vladas Griskevicius, and Steven L. Neuberg, “Economic Decision Biases and Fundamental Motivations: How Mating and Self-Protection Alter Loss Aversion,” Evolutionary Psychology Preconference at the Society for Personality and Social Psychology annual conference, January 2012.

Li, Yexin Jessica, Joshua Ackerman, Andrew E. White, Steven L. Neuberg, and Douglas T. Kenrick, “We Eat What We Are: Disease Concerns Shift Preferences for (Un)Familiar Foods,” Society for Personality and Social Psychology annual conference, January 2012.

SANJAY MISHRABanerjee, Pronobesh, Ze Wang, Sanjay Mishra, and Surendra N. Singh (2012), “Asymmetric Effects of Brand Extensions Success or Failure on Parent Brand and Flagship Product Evaluations,” Twenty-first Annual World Business Congress, Session II.7: Marketing Management and Strategy, Helsinki, Finland.

mArkeTiNg FACUlTy COmmiTTed TO ServiCePROMOTHESH CHATTERJEE• Graduate Students Executive committee (University)• Ph.D. committee (School)• Ph.D. task force (department)• Subject pool management• Recruiting committee for Assistant Professors• Faculty advisor - KU Badminton Club

JOYCE CLATERBOS• Faculty advisory – KU Marketing Club• Director: Winter Break Study Abroad; Marketing in Emerging Markets, Trivandrum, Kerala, India, Dec. 30, 2012-Jan. 17, 2013

YEXIN (JESSICA) LIAd hoc reviewer –• Journal of Consumer Research• Journal of Personality of

Social Psychology• Journal of Consumer Psychology• Journal of Experimental Psychology: General• Personality and Social Psychology Bulletin• Journal of Experimental Social Psychology• Marketing Letters• European Journal of Marketing• Social Psychological and Personality Science• Personality and Individual Differences • Self and Identity

University level –• University of Kansas Dining Retail Concept Advisory Committee

Business school level –• Website Committee

Department level – • Ph.D. student committee• Assistant professor recruitment committee• Ph.D. student recruitment committee

SANJAY MISHRA• Editorial Board: NICE Journal• Chair, Marketing Faculty Search Committee• Chair, School of Business Promotion and Tenure Committee• Member, CReSIS Anechoic Chamber Internal Advisory Board• Member, School of Business, Research Evaluation and Development Team• Member, School of Business, MBA Team

SURENDRA SINGH• Presided and spoke at the inaugural session of the International Conference on “Marketing Paradigms in Emerging Economies,” Banaras Hindu University, India, December 4-5, 2012.

• Chaired and addressed the Valedictory session at the International Conference on “Marketing Paradigms in Emerging Economies,” Banaras Hindu University, India, December 4-5, 2012.

• Member, Advisory Council, International Conference on “Marketing Paradigms in Emerging Economies,” Banaras Hindu University, India, December 4-5, 2012.

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