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Zoë Chance
Curriculum Vitae
April 2015
Yale School of Management
165 Whitney Avenue, Evans Hall 5532
New Haven, CT 06511
faculty.som.yale.edu/zoechance
[email protected]
203-436-8950
EDUCATION
Doctor of Business Administration, Marketing (2011)
Harvard Business School, Boston, MA
Dissertation: Live Long and Prosper
Committee: Michael Norton, Rohit Deshpandé, Francesca Gino, Dan Ariely
Master of Business Administration (2003)
University of Southern California, Los Angeles, CA
Bachelor of Arts with Honors in English (1997)
Haverford College, Haverford, PA
EMPLOYMENT
Assistant Professor of Marketing (2013-present)
Yale School of Management, New Haven, CT
Lecturer, Marketing (2012-2013)
Yale School of Management, New Haven, CT
Postdoctoral Associate, Marketing (2011-2012)
Yale School of Management, New Haven, CT
Associate Brand Manager, Barbie (2003-2005)
Mattel, Inc., Los Angeles, CA
Marketing Intern, Cardiac Surgery (2002)
Guidant Corporation (now Boston Scientific), Santa Clara, CA
ZOË CHANCE, p. 2
RESEARCH INTERESTS
Persuasion, decision making, social psychology, consumer well-being
PUBLICATIONS
Refereed Journal Articles
Chance, Zoë, Margarita Gorlin, and Ravi Dhar (2014) "Why Choosing Healthy Foods is
Hard, and How to Help: Presenting the 4Ps Framework for Behavior Change,"
Customer Needs and Solutions, 1, 253–262.
Mogilner, Cassie, Zoë Chance, and Michael I. Norton (2012) “Giving Time Gives You
Time,” Psychological Science, 23(10), 1233-1238 .
Chance, Zoë, Michael I. Norton, Francesca Gino, and Dan Ariely (2011), “Temporal View
of the Costs and Benefits of Self-Deception,” Proceedings of the National Academy of
Sciences, 108(3), 15655-9.
Chance, Zoë and Rohit Deshpandé (2009), "Putting Patients First: Social Marketing
Strategies for Treating HIV in Developing Nations," Journal of Macromarketing, 29,
220-232.
Frost, Jeana H, Zoë Chance, Michael I. Norton, and Dan Ariely (2008), "People Are
Experience Goods: Improving Online Dating with Virtual Dates,” Journal of
Interactive Marketing, 22, 51-61.
 Citation of Excellence Award (2008), Emerald Management Reviews (awarded
to top 50 peer-reviewed management research papers, out of 15,000)
Book Chapters and Non-Peer Reviewed Articles
Chance, Zoë, Ravi Dhar, Michelle Hatzis, and Kim Huskey (forthcoming) “Nudging
Individuals Toward Healthier Food Choices with the 4Ps Framework for Behavior
Change,” in Behavioral Economics and Public Health, ed. C. Roberto and I. Kawachi.
Oxford: Oxford University Press.
Levis, Amanda and Zoë Chance (2014) “The Great Gatsby,” in The Encyclopedia of
Deception, ed. T. R. Levine. Thousand Oaks, CA: Sage.
Chance, Zoë and Michael I. Norton (2008), "‘I Read Playboy for the Articles’: Justifying
and Rationalizing Questionable Preferences," in The Interplay of Truth and
Deception, edited by M. S. McGlone and M. L. Knapp. Routledge.
Deshpandé, Rohit and Zoë Chance (2007), "Fighting AIDS, Fighting Poverty: Customer
Centric Marketing in the Generic Antiretroviral Business," in Business Solutions for
the Global Poor: Creating Social and Economic Value, ed. V. Rangan, J. Quelch, G.
ZOË CHANCE, p. 3
Herrero and B. Barton. San Francisco: Jossey-Bass.
Manuscripts in Preparation
“‘I Give, Therefore, I Have’: Philanthropy and Subjective Wealth,” Journal of Consumer
Research (revise and resubmit), with Michael I. Norton
“The Slow Decay and Quick Revival of Self-Deception,” Frontiers in Psychology (revise
and resubmit), with Francesca Gino, Michael I. Norton and Dan Ariely.
“Piecemeal Repayment: Steering Customers Out of the Red and Into the Black,” with
Grant Donnelly and Michael I. Norton.
“Decision Amnesia: Motivated Forgetting of Difficult Choices,” with Michael I. Norton.
AWARDS AND HONORS
2011
Wyss Award for Research Excellence ($10K), Harvard Business School
2010
Travel Grant Award, SPSP JDM Pre-Conference
2008
Citation of Excellence, Emerald Management Review
2007
Fellow, AMA Doctoral Consortium, Arizona State University
2007
Fellow, Summer Institute in Social Psychology, University of Texas at Austin
2003
Beta Gamma Sigma Outstanding Student Award, University of Southern California
2002
Dean’s Fellowship ($30K), University of Southern California
2001
Prediger Fellowship ($30K), University of Southern California
INVITED TALKS
2014
“Nudges at Work: Field Experiments with Food in an Office Setting,” Yale Cognitive
Science Seminar, New Haven, CT, 10/21/14
2014
“Influence and Persuade: A Few Practical Techniques,” Yale SOM Reunion, New
Haven, CT, 10/18/14
2014
“Nudges at Work: Field Studies on Healthy Eating Interventions.” Applying Social
Science Inisghts to Improve Public Health Workshop, Harvard Center for
Population and Development Studies, Cambridge, MA, 4/11/14
ZOË CHANCE, p. 4
2014
“Nudging in the Workplace: Using Behavioral Economics & Psychology to Improve
Employee Health.” Harvard School of Public Health, Boston, MA, 4/10/14
2014
“Cheating and self-deception.” Columbia Business School, New York, NY, 1/30/14
2013
“Knowledge vs. Belief,” Choice Symposium, Netherlands, 6/15/13
2013
“How to Make a Behavior Addictive,” TEDx Mill River, 4/19/13
http://tinyurl.com/tedzoechance1
2013
“I Give, Therefore I Have.” Stony Brook University, 3/1/13
2012
“Social Influences on Health Behaviors: Friends, Allies, and Frenemies.” Art and
Science of Health Promotion conference, San Diego, CA, 4/12/12
2012
“I Give, Therefore I Have.” Fuqua School of Business, Duke University, 2/29/12
CONFERENCE PARTICIPATION
Chaired Symposia
2011
“Surprising Influences on Consumer Well-Being.” Association for Consumer
Research, St. Louis, MO.
2011
“Like Sands Through the Hourglass: How Temporal Perspective Affects Our Daily
Lives.” Society for Consumer Psychology, Atlanta, GA.
Paper Presentations
2015
“The Slow Decay and Quick Revival of Self-Deception.” Self-Deception, SelfSignaling, and Self-Control, Institute for Advanced Study, Toulouse, France.
2014
“Nudges at Work: Field Experiments with Food in an Office Setting,” Association for
Consumer Research conference, Baltimore, MD.
2014
“Nudges at Work: Field Experiments with Food in an Office Setting,” Four Schools
conference, New Haven, CT.
2013
“Temporal Decay, Reinstatement, and Debiasing of Self-Deception.” Association for
Consumer Research conference, Chicago, IL.
2012
“A New Framework for Behavioral Change.” Art and Science of Health Promotion
conference, San Diego, CA.
ZOË CHANCE, p. 5
2012
“Cheating and Self-Deception.” Society for Personality and Social Psychology
conference, San Diego, CA.
2011
“Prosperity Through Philanthropy.” Society for Judgment and Decision Making
conference, Seattle, WA.
2011
“Prosperity Through Philanthropy.” Association for Consumer Research
conference, St. Louis, MO.
2011
“Giving Time Gives You Time.” Association for Consumer Research conference, St.
Louis, MO.
2011
“Studies in Self-Deception.” Transatlantic Doctoral Conference, London Business
School, London, England.
2011
“Giving Time Gives You Time.” Society for Consumer Psychology conference,
Atlanta, GA.
2010
“’I Give Therefore I Have:’ Charitable Donations and Subjective Wealth.”
Association for Consumer Research conference, Jacksonville, FL.
2009
“The Costs of Self-Deception.” Whitebox Advisors Graduate Student Conference,
Yale University, New Haven, CT.
2008
“Decision Amnesia: Motivated Forgetting of Difficult Choices”. Society for
Consumer Psychology conference, New Orleans, LA.
2007
“Decision Amnesia: Why Taking Your Time Can Lead to Forgetting.” Association for
Consumer Research conference, Memphis, TN.
2007
“Decision Amnesia: Motivated Forgetting of Difficult Choices.” Society for Judgment
and Decision Making conference, Long Beach, CA.
2007
“Putting Patients First: Marketing Strategies for Treating HIV in Developing
Nations.” Transformative Consumer Research conference, Dartmouth University,
Hanover, NH.
2007
“Choice Amnesia: Tough Choice? Fagheddaboutit!” Whitebox Advisors Graduate
Student Conference, Yale University, New Haven, CT.
Poster Presentations
2012
“Generosity with Time and Money.” Science of Compassion conference, Telluride,
CO.
2009
“Subjective Wealth and Charitable Giving.” Association for Consumer Research
ZOË CHANCE, p. 6
conference, Pittsburgh, PA.
2007
“Motivated Forgetting.” Judgment and Decision Making Pre-conference, Society of
Personality and Social Psychology conference, Memphis, TN.
2007
“Young Guns: How Violence Drives Video Game Adoption.” Transformative
Consumer Research conference, Dartmouth University, Hanover, NH.
TEACHING EXPERIENCE
Influence and Persuasion (2014-present)
Yale SOM Executive Education
Mastering Influence and Persuasion (2013, 2014)
Yale SOM MBA elective
MBA Consulting Team Faculty Advisor (2012, 2013)
Yale Center for Customer Insights
Facilitator, Trainer, Lesson planner
Harvard Business School Executive Education (2007-2012)
Honors Thesis Workshop Leader
Harvard University Mind, Brain and Behavior Initiative (2010, 2011)
SERVICE TO THE PROFESSION
Reviewer
European Journal of Marketing
Journal of Consumer Research
Journal of Economic Psychology
Journal of Interactive Marketing
Journal of Macromarketing
Journal of Marketing Research
Management Science
Organizational Behavior and Human Decision Processes
Psychological Science
Volunteer Service
SPSP poster judge (2012, 2013)
SJDM poster judge (2011, 2012)
ZOË CHANCE, p. 7
MARKETING CONSULTATION
Google, Food Experience (2012-2013)
OptumHealth (2011-2012)
American Red Cross (2009-2010)
SELECTED MEDIA COVERAGE
“The Invisible Downside of Cheating in Life,” BBC, February 26, 2015
http://tinyurl.com/downsideofcheating
“Volunteering Surprisingly Makes You Feel Like You Have More Free time,” Huffington
Post, February 25, 2015
http://tinyurl.com/volunteeringsurprisingly
“Better Eating with the 4Ps Framework,” Yale School of Management, January 23, 2015
http://tinyurl.com/bettereatingwith4ps
“Gain Time for Yourself by Giving It to Others,” Huffington Post, September 14, 2014
http://tinyurl.com/gaintimebygivingit
“You Have More Time Than You Think,” Huffington Post, August 7, 2014
http://tinyurl.com/moretimethanyouthink
“Is Some Tech Too Addictive?” Tech Crunch, May 31, 2014
http://tinyurl.com/tooaddictive
“An Academic Look at Insights: Interview with Zoë Chance," Yale School of Management,
March 26 , 2014
http://tinyurl.com/academiclookatinsights
“You Callin’ You a Liar?” Yale School of Management, February 1, 2014
http://tinyurl.com/callinyoualiar
“Superstar Players More Likely to Cheat,” Time, July 24, 2013
http://tinyurl.com/superstarslikelytocheat
“Why Bachelors Spend So Much Money on Valentine's Day,” Forbes, February 14, 2013
http://tinyurl.com/whybachelorsspend
“Altruism 2.0,” The Wired World in 2013 (Wired), November 1, 2012
http://tinyurl.com/wiredworldin2013
ZOË CHANCE, p. 8
“The Best-Kept Secret to Happiness,” Psychology Today, November 5th, 2012
http://tinyurl.com/bestkeptsecrettohappiness
“How to Feel More Time-Rich,” MIT Sloan Management Review, September 26, 2012
http://tinyurl.com/feeltimerich
“How to Make Time Expand,” Boston Globe, September 9, 2012
http://tinyurl.com/maketimeexpand
“Dropping Nothing, Expanding Time,” Harvard Magazine, August 28, 2012
http://tinyurl.com/droppingnothing
“Volunteering Makes Us Feel Like We Have More Time,” Huffington Post, July 22, 2012
http://tinyurl.com/wehavemoretime
“Starved for Time? Give Some Away,” Wall Street Journal, July 16, 2012
http://tinyurl.com/starvedfortime
“Something for the Weekend,” Financial Times, July 6, 2012
http://tinyurl.com/FTsomethingfortheweekend
“32 Innovations That Will Change Your Tomorrow” (#15), New York Times Magazine,
June 1, 2012
http://tinyurl.com/changeyourtomorrow
“If We Feel Too Busy, It’s Probably Due to Having Too Much Free Time,” Scientific
American, April 22, 2012
http://tinyurl.com/feeltoobusy
“Help Others and Get More Done,” The Week, April 7, 2012
http://tinyurl.com/helpothersandgetmoredone
“Is It Better to Promote from Within? “Wall Street Journal, April 4, 2012
http://tinyurl.com/promotefromwithin
“Come On, I Thought I Knew That!” New York Times, April 18, 2011
http://tinyurl.com/ithoughtiknewthat
“The Psychology of Cheating,” New York Times, April 16, 2011
http://tinyurl.com/psychologyofcheating
“When Cheating Makes Us Think We’re Smart,” Psychology Today, March 28, 2011
http://tinyurl.com/cheatingmakesussmart
“Studies Find Cheaters Overinflate Academic Ability,” Education Week, March 24, 2011
ZOË CHANCE, p. 9
http://tinyurl.com/cheatersinflateability
“People Don’t Know When They’re Lying to Themselves,” Discover, March 7, 2011
http://tinyurl.com/peopledontknowwhentheyrelying
“The Conceit of Deceit,” The Economist, October 27, 2009
http://tinyurl.com/conceitofdeceit
PROFESSIONAL AFFILIATIONS
American Marketing Association
American Psychological Association
Association for Consumer Research
Greater Good Science Center
Society for Consumer Psychology
Society for Judgment and Decision Making
Society for Personality and Social Psychology
Yale Center for Customer Insights
World Future Society