Biography

Professor Kaitlin Woolley is an assistant professor of marketing at the Johnson Graduate School of Management. Professor Woolley studies consumer motivation and goal pursuit, with a focus on understanding what consumers value when pursuing their goals and how to use this to increase goal persistence. She also researches the influence of goal conflict on consumer choice, and the role food consumption plays in social connection. Woolley's research has been published in journals and book chapters, including Journal of Consumer Research and Journal of Personality and Social Psychology. It has been featured in outlets such as the Wall Street Journal, the New York Times, Harvard Business Review, NPR, and Psychology Today.

At Johnson, Professor Woolley teaches the core marketing course and the consumer behavior course. Woolley earned a bachelor's degree magna cum laude in psychology from Cornell University. She earned an MBA from the University of Chicago Booth School of Business. Her PhD is in behavioral science from the University of Chicago Booth School of Business.

Selected Publications

• Woolley, Kaitlin; Risen, Jane. "Closing Your Eyes to Follow Your Heart: Avoiding Information to Protect a Strong Intuitive Preference" Journal of Personality and Social Psychology. 114.2 (2018): 230-245
• Woolley, Kaitlin; Fishbach, Ayelet. "It's About Time: Earlier Rewards Increase Intrinsic Motivation" Journal of Personality and Social Psychology. 114.6 (2018): 877-890
• Kruglanski, Arie; Fishbach, Ayelet; Woolley, Kaitlin; Bélanger, Jocelyn; Chernikova, Marina; Molinario, Erica; Pierro, Antonio. "A Structural Model of Intrinsic Motivation: On the Psychology of Means-Ends Fusion" Psychological Review. 125.2 (2018): 165-182
• Woolley, Kaitlin; Fishbach, Ayelet. "Immediate Rewards Predict Adherence to Long-Term Goals" Personality and Social Psychology Bulletin. 43.2 (2017): 151-162
• Woolley, Kaitlin; Fishbach, Ayelet. "A Recipe for Friendship: Similar Food Consumption Promotes Trust and Cooperation" Journal of Consumer Psychology. 27.1 (2017): 1-10
• Woolley, Kaitlin; Fishbach, Ayelet. "For the Fun of It: Harnessing Immediate Rewards to Increase Persistence in Long-Term Goals" Journal of Consumer Research. 42.6 (2016): 952-966
• Woolley, Kaitlin; Fishbach, Ayelet. "The Experience Matters More Than You Think: People Value Intrinsic Incentives More Inside Than Outside an Activity" Journal of Personality and Social Psychology. 109.6 (2015): 968 -­982
• Fishbach, Ayelet; Woolley, Kaitlin. "Avoiding Ethical Temptations" Current Opinion in Psychology, Ed. Paul van Lange, Ed. Michael Zvolensky. 6 (2015): 36-40

Recent Courses

• NBA 6260 - Consumer Behavior
• NMI 5000 - Directed Reading and Research
• NCC 5030 - Marketing Management

Academic Degrees

• PhD The University of Chicago Booth School of Business, 2017
• MBA The University of Chicago Booth School of Business, 2017
• BA Cornell University, 2012