Kaitlin Woolley

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

• Sharif, Marissa; Woolley, Kaitlin. "The Effect of Categorization on Goal Progress Perceptions and Motivation"Journal of Consumer Research. (forthcoming).
• Woolley, Kaitlin; Fishbach, Ayelet; Wang, Ronghan. "Food Restriction and the Experience of Social Isolation"Journal of Personality and Social Psychology. 119.3 (2020): 657-671
• Woolley, Kaitlin; Fishbach, Ayelet. "Shared Plates, Shared Minds: Consuming from a Shared Plate Promotes Cooperation"Psychological Science. 30.4 (2019): 541-552
• 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

Awards and Honors

• CCSS Faculty Fellowship (2020) Cornell University
• Clifford H. Whitcomb Faculty Fellowship (2020) SC Johnson College of Business
• PCCW Affinito-Stewart Grant (2019) Cornell University
• Institute for the Social Sciences Small Grant (2019) Cornell University
• Half Century Faculty Research Fellowship (2018) SC Johnson College of Business

Recent Courses

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

Academic Degrees

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

In the News

• March 14, 2019 Sharing a Plate of Food Leads to More Successful Negotiations
• December 23, 2019 For restricted eaters, a place at the table but not the meal
• December 02, 2019 You Should Start Practicing New Year's Resolutions Now