Publications

(*denotes equal authorship; + denotes PhD student collaborator)

Woolley Kaitlin and Marissa A. Sharif (forthcoming), “Digital Tracking, Gamification, Social Media, and AI: How Technology Influences Motivation,” Consumer Psychology Review. 

Eskreis-Winkler, Lauren, Kaitlin Woolley, +Minhee Kim, and +Eliana Polimeni (forthcoming), “The Failure Gap,” Journal of Personality and Social Psychology.

Chae, Rebecca, Kaitlin Woolley, and Marissa A. Sharif (forthcoming), “Categorizing Tasks Around a Break Reduces Rumination and Improves Task Performance,” Journal of Experimental Psychology: General. 

Stephanie C. Lin, Kaitlin Woolley, and Peggy Liu (forthcoming), “Health as an Alibi: The Virtuous Framing of Appearance Pursuits,” Personality and Social Psychology Bulletin.

Kaitlin Woolley, Laura M. Giurge, and Ayelet Fishbach (forthcoming), “Adherence to Personal Resolutions Across Time, Culture, and Goal Domains,” Psychological Science.

Kaitlin Woolley and Sunita Sah (forthcoming), “Kicking Yourself: Going Against Your Inclinations Leads to Greater Feelings of Control and Culpability,” Personality and Social Psychology Bulletin.

Eskreis-Winkler, Lauren, Kaitlin Woolley, Eda Erensoy, and Minhee Kim (2024), “The Exaggerated Benefits of Failure,” Journal of Experimental Psychology: General, 153 (7), 1920–37.

Yoon, Y. Rin and Kaitlin Woolley (2024), “The Interactive Effect of Incentive Salience and Prosocial Motivation on Prosocial Behavior,” Psychological Science, 35 (4), 390-404.

*Fisher, Geoffrey and *Kaitlin Woolley (2024), “How Consumers Resolve Conflict over Branded Products: Evidence from Mouse Cursor Trajectories,” Journal of Marketing Research, 61(1), 165-84.

*Stillman, Paul E. and *Kaitlin Woolley (2023), “Undermining Desire: Reducing Unhealthy Choices by Highlighting Short-term (vs. Long-term) Costs,” Journal of Consumer Research, 50 (3), 554-75.

Woolley, Kaitlin, Daniella Kupor, and Peggy J. Liu (2023), “Does Company Size Shape Product Quality Inferences? Larger Companies Make Better High-Tech Products, but Smaller Companies Make Better Low-Tech Products,” Journal of Marketing Research, 60 (3), 425-48. (lead article)

Woolley, Kaitlin and Sarah Lim (2023), “Interpersonal Consequences of Joint Food Consumption for Connection and Conflict,” Social and Personality Psychology Compass, e12748.

*Giurge, Laura M. and *Kaitlin Woolley (2022), “Working During Non-Standard Work Time Undermines Intrinsic Motivation,” Organizational Behavior and Human Decision Processes, 170, 104134. (lead article)

Sharif, Marissa A. and Kaitlin Woolley (2022), “Work-to-Unlock Rewards: Leveraging Goals in Reward Systems to Increase Consumer Persistence,” Journal of Consumer Research, 49 (4), 634-56.

*Woolley, Kaitlin and Marissa A. Sharif (2022), “Down a Rabbit Hole: How Prior Consumption Shapes Subsequent Media Consumption,” Journal of Marketing Research, 59 (3), 453-71. (lead article)

Woolley, Kaitlin and Ayelet Fishbach (2022), “Motivating Personal Growth by Seeking Discomfort,” Psychological Science, 33 (4), 510-23.

Fishbach, Ayelet and Kaitlin Woolley (2022), “The Structure of Intrinsic Motivation,” Annual Review of Organizational Psychology and Organizational Behavior, 9, 339-63.

Thomas, Manoj, Helen Chun, Sachin Gupta, Jura Liaukonyte, Suzanne Shu, and Kaitlin Woolley (2022), “Authentically Cornell: The Evolution of Marketing at Cornell,” Customer Needs and Solutions, 9, 60–65.

Woolley, Kaitlin and Peggy J. Liu (2021), “How You Estimate Calories Matters: Calorie Estimation Reversals,” Journal of Consumer Research, 48 (1), 147-68.

Woolley, Kaitlin and Marissa A. Sharif (2021), “Incentives Increase Relative Positivity of Review Content and Enjoyment of Review Writing,” Journal of Marketing Research, 58 (3), 539-58.

Lopez, Jessica, Kaitlin Woolley, and Ann L. McGill (2021), “A Preference for Preference: Lack of Subjective Preference Evokes Dehumanization,” Organizational Behavior and Human Decision Processes, 164, 52-67. Link to OSF page

Woolley, Kaitlin and Jane L. Risen (2021), “Hiding from the Truth: When and How Cover Enables Information Avoidance,” Journal of Consumer Research, 47 (5), 675-97.

*Sharif, Marissa A. and *Kaitlin Woolley (2020), “The Effect of Categorization on Goal Progress Perceptions and Motivation,” Journal of Consumer Research, 47 (4), 608–30.

Woolley, Kaitlin, Ayelet Fishbach, and Ronghan (Michelle) Wang (2020), “Food Restriction and the Experience of Social Isolation,” Journal of Personality and Social Psychology, 119 (3), 657-71.

Woolley, Kaitlin and Ayelet Fishbach (2019), “Shared Plates, Shared Minds: Consuming from a Shared Plate Promotes Cooperation,” Psychological Science, 304 (4), 541-52.

Woolley, Kaitlin and Jane Risen (2018), “Closing your Eyes to Follow your Heart: Avoiding Information to Protect a Strong Intuitive Preference,” Journal of Personality and Social Psychology, 114 (2), 230-45.

Woolley, Kaitlin and Ayelet Fishbach (2018), “It’s About Time: Earlier Rewards Increase Intrinsic Motivation,” Journal of Personality and Social Psychology, 114 (6), 877-90.

Kruglanski, Arie W., Ayelet Fishbach, Kaitlin Woolley, Jocelyn J. Bélanger, Marina Chernikova, Erica Molinario, and Antonio Pierro (2018), “A Structural Model of Intrinsic Motivation: On the Psychology of Means-Ends Fusion,” Psychological Review, 125 (2), 165-82.

Woolley, Kaitlin and Ayelet Fishbach (2018), “Underestimating the Importance of Expressing Intrinsic Motivation in Job Interviews,” Organizational Behavior and Human Decision Processes, 148, 1-11.

Woolley, Kaitlin and Ayelet Fishbach (2017), “A Recipe for Friendship: Similar Food Consumption Promotes Trust and Cooperation,” Journal of Consumer Psychology, 27 (1), 1-10.

Woolley, Kaitlin and Ayelet Fishbach (2017), “Immediate Rewards Predict Adherence to Long-Term Goals,” Personality and Social Psychology Bulletin, 43 (2), 151-62.

Woolley, Kaitlin and Ayelet Fishbach (2016), “For the Fun of It: Harnessing Immediate Rewards to Increase Persistence in Long-Term Goals,” Journal of Consumer Research, 42 (6), 952-66.

Fishbach, Ayelet and Kaitlin Woolley (2015), “Avoiding Ethical Temptations,” Current Opinion in Psychology, 6, 36-40.

Woolley, Kaitlin and Ayelet Fishbach (2015), “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), 968-82.

Book Chapters

Woolley, Kaitlin and Ayelet Fishbach (2023), “The Means-Ends Fusion Model of Intrinsic Motivation,” in Goal Systems Theory: Psychological Processes and Applications, ed. Arie Kruglanski, Ayelet Fishbach, and Catalina Kopetz, New York: Oxford University Press.

Fishbach, Ayelet and Kaitlin Woolley (2018), “Combatting Temptation to Promote Health and Well-Being,” in The Handbook of Self-Control in Health and Well-being, Denise T. D. de Ridder, Marieke A. Adriaanse, and Kentaro Fujita, London: Routledge Press.

Woolley, Kaitlin and Ayelet Fishbach (2018), “When Intrinsic Motivation and Immediate Rewards Overlap,” in The Motivation Cognition Interface; From the Lab to the Real World, ed. Catalina Kopetz and Ayelet Fishbach, Psychology Press, Taylor & Francis.