Publications

(*denotes equal authorship)

*Stillman, Paul and *Kaitlin Woolley, “Undermining Desire: Reducing Unhealthy Choices by Highlighting Short-term (vs. Long-term) Costs,” accepted at the Journal of Consumer Research.

Woolley, Kaitlin, Daniella Kupor, and Peggy J. Liu, “Does Company Size Shape Product Quality Inferences? Larger Companies Make Better High-Tech Products, but Smaller Companies Make Better Low-Tech Products,” accepted at the Journal of Marketing Research.

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 Ayelet Fishbach (2022), “The Means-Ends Fusion Model of Intrinsic Motivation,” in Explorations in Goal Systems, ed. Arie Kruglanski, Ayelet Fishbach, and Catalina Kopetz, New York: Oxford University Press.

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

*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.

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.

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 (2017), “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.

Fishbach, Ayelet and Kaitlin Woolley (2017), “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 (2016), “For the Fun of It: Harnessing Immediate Rewards to Increase Persistence in Long-Term Goals,” Journal of Consumer Research, 42 (6), 952-66.

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.

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