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Dhananjay Nayakankuppam

Associate Professor
Henry B. Tippie Research Fellow

Marketing
W234  John Pappajohn Bus Bldg
The University of Iowa, Iowa City, IA 52242-1994
Ph: 319-335-1981
Fax: 319-335-3690
E-mail: dhananjay-nayakankuppam@uiowa.edu

Academic History

  • PhD in Marketing, University of Michigan, 2001
  • MS in Psychology, University of Michigan, 2000
  • MBA in Marketing, University of Madras, 1990
  • BE in Mechanical Engineering, Shivaji University, India, 1988

Expertise

  • Decision making
  • Evaluative processes
  • Social cognition and judgment

Awards

  • Invited to MSI Young Scolars conference, 2007
  • Tippe Fellow, 2005-present
  • Nominated for outstanding graduate student mentor award, University of Iowa, 2006
  • Dean's teaching award, Tippie College of Business, 2005
  • Outstanding Reviewer Award, Journal of Consumer Reserach, 2005
  • Nominated for distinguished dissertation award, University of Michigan, 2002
  • Nominated for the Society for Experimental Social Psychology dissertation award, 2002
  • Old Gold fellowship, University of Iowa, 2001
  • Winner of the 2000 SCP-Sheth Dissertation Award Competition, 2000
  • Milton and Josephine Kendrick Award in Marketing, University of Michigan, 1999
  • Charles Gessner Award, 1998

Selected Publications

  • The influence of attitude strength on consideration set size: Strong liking results in smaller consideration sets, Dhananjay Nayakankuppam, Jayati Sinha, Joseph R. Priester
  • Knowledge Does Not Necessarily Make the Heart Grow Fonder: The Moderating Role of Knowledge on Accessibility Experiences, Jayati Sinha, Dhananjay Nayakankuppam, Journal of Consumer Psychology, 2013
  • Market Mechanisms Protect the Vulnerable Brain , Ramchandran Kanchna, Dhananjay Nayakankuppam, Joyce Berg, Daniel Tranel, Natalie Denburg, Neuropsychologia, vol 49, 2011, 2533-2540
  • How Salary Receipt Affects Consumers’ Regulatory Motivations and Product Preferences, Dhananjay Nayakankuppam, Arul Mishra, Himanshu Mishra, Journal of Marketing, vol 74, 2010
  • The group contagion effect: The influence of spatial groupings on perceived contagion and preferences, Arul Mishra, Himanshu Mishra, Dhananjay Nayakankuppam, Psychological Science, vol 20 , 2009, 867-870
  • The nature of evaluative judgment: The construction and retrieval as moderated by attitude strength (CARMAS) model of evaluative judgment, Dhananjay Nayakankuppam, Joseph Priester
  • Seeing Through the Heart's Eye: The Interference of System 1 in System 2, Arul Mishra, Himanshu Mishra, Dhananjay Nayakankuppam, Marketing Science, vol 26(5), 2007, 666-678
  • Are Consumers Inconsistent or Invalid Judges?, Arul Mishra, Dhananjay Nayakankuppam, Journal of Consumer Research, 2006
  • Money: A Bias for the Whole, Arul Mishra, Himanshu Mishra, Dhananjay Nayakankuppam, Journal of Consumer Research, 2006
  • Drug Information-Seeking Intention and Behavior After Exposure to Direct-to-consumer-Advertisement of Prescription Drugs, Dhananjay Nayakankuppam, Yifei Liu, William Doucette, Karen Farris, Research in Social and Administrative Pharmacy, vol 1, 2005, 251-269
  • The Endowment Effect: Rose-Tinted and Dark-Tinted Glasses, Dhananjay Nayakankuppam, Himanshu Mishra, Journal of Consumer Research, 2005
  • Brand Congruity and Comparative Advertising: When and Why Comparative Advertisements Lead to Greater Elaboration, Dhananjay Nayakankuppam, Joseph Priester, John Godek, Kiwan Park, Journal of Consumer Psychology, vol 14, 2004, 115-123
  • The A2SC2 Model: The Influence of Attitudes and Attitude Strength on Consideration and Choice, Dhananjay Nayakankuppam, Joseph Priester, Monique Fleming, John Godek, Journal of Consumer Research, vol 30, 2004, 574-587

Working Papers

  • Choice Under Conflict: The Asymmetric Dominance Effect Revisited, Dhananjay Nayakankuppam, Norbert Schwarz
  • You May Have Influenced My Next Purchase: Neighbor's Influence on Food Purchase Behavior, Jayati Sinha, Gary J. Russell, Dhananjay Nayakankuppam

      Other Work

      • Holistic thinking increases perceived importance of social values: Sustainable behavior as a function of holistic thinking, Yun Lee, Nara Youn, Dhananjay Nayakankuppam, 2013
      • Family Life Cycle, Catherine A. Cole, Dhananjay Nayakankuppam, Jayati Sinha, Consumer Behavior, Wiley International Encyclopedia of Marketing, vol 3, 2011, 152-162
      • Putting context effects in context: The construction and retrieval as moderated by attitude strength (CARMAS) model of evaluative judgment, Dhananjay Nayakankuppam, Joseph Priester, Handbook of Brand Relationships, 2009, 405-430

        Current & Prior Positions

        • Associate Professor of Marketing, Henry B. Tippie College of Business, The University of Iowa, August 2008 - Present
        • Assistant Professor of Marketing, Henry B. Tippie College of Business, The University of Iowa, August 2001 - July 2008
        • Account Management, Lintas Advertising, 1992 - 1996
        • Account Management, J Walter Thompson Advertising, 1990 - 1992

        Review and Editorial Work

        • Referee, International Journal of Psychology
        • Referee, Journal of Consumer Research
        • Referee, Journal of Economic Psychology
        • Referee, Journal of Marketing
        • Referee, Journal of Marketing Research
        • Referee, Journal of Retailing
        • Referee, Organizational Behavior and Human Decision Process
        • Referee, Social Cognition

        Professional Affiliations

        • Editorial Board Member, Journal of Consumer Research, 2004 - 2005

        Presentations

        • The Construction and Retrieval of Evaluative Judgments, Attitudes and Consumer Psychology, Society for Consumer Psychology, Los Angeles, CA
        • The Construction and Retrieval of Evaluative Judgments, University of Utah, Salt Lake City
        • Strength without elaboration, Symposium for judgment and decision-making, University of Utah, Utah, January 2013
        • Surviving the Ph.D. program, Society for Consumer Psychology, Society for Consumer Psychology, Las Vegas, NV, 2012
        • Effects of construal level on the composition of a consideration set, Society for Consumer Psychology, Society for Consumer Psychology, Atlanta, GA, 2011
        • Thinking styles moderating the spillover effects of visual art on persuasiveness, Society for Consumer Psychology, Society for Consumer Psychology, Atlanta, GA, 2011
        • Construal and categorization: Impact of psychological distance on brand extensions, Association for Consumer Research, Association for Consumer Research, 2010
        • Does bodily feedback signal differential psychological distance?: The effect of approach and avoidance motor action signals on the level of construal for mental representations, Association for Consumer Research, Association for Consumer Research, 2010
        • The influence of attitude strength on consideration set size: Strong liking results in smaller consideration sets, Association for Consumer Research, Association for Consumer Research, 2010
        • Construal and categorization: Impact of psychological distance on brand extensions, Society for Consumer Psychology, Society for Consumer Psychology, St. Pete's Beach, FL, 2010
        • Metacognitive experiences, overconfidence and decision-making, Society for Consumer Psychology, Society for Consumer Psychology, St. Petes Beach, FL, 2010
        • On knowing more but liking it less: The moderating role of knowledge on accessibility experiences in consumer choice, Society for Consumer Psychology, Society for Consumer Psychology, St. pete's Beach, FL, 2010
        • Contagious likes and dislikes: Neighborhood effects in attitudes and preferences, Association for Consumer Research, Association for Consumer Research, Pittsburgh, PA, 2009
        • The influence of attitude strength on consideration set size: Strong liking results in smaller consideration sets, Association for Consumer Research, Association for Consumer Research, Pittsburgh, PA, 2009
        • Contagious attitudes, University of South Carolina, South Carolina, 2008
        • The meddling-in of affect in information processing, Invited talk at Marketing Symposium held at Marshall School of Business, USC, 2008
        • Calibration and Reliability Issues in Human Judgment, Invited talk at the University of Southern California, Los Angeles, California, 2006
        • The Information Malleability Effect, Annual Conference of the Society for Judgment and Decision Making, Toronto, ON, 2005
        • Calibration and Validity Issues in Judgment, Center for Aging, 2005
        • How come good things always happen to bad people: Likelihood assessments in social domains, Society for Consumer Psychology annual convention, St. Pete Beach, FL, 2005
        • Inside the minds of buyers and sellers: Mental construals and the endowment effect, Society for Consumer Psychology annual convention, St. Pete Beach, FL, 2005
        • The Meddling-In of Affect in Cognition, Symposium sponsored by The Center on Aging at the University of Iowa "Aging, Decision-Making and cancer: An Invitation for Multi-Disciplinary Research", 2005
        • Internal inconsistencies in judgments: Why corr (A to B) is not equal to corr (B to A), Association for Consumer Reserach, Portland, OR, 2004
        • How come good things always happen to bad people: Likelihood assessments in social domains, Midwest Marketing Camp, East Lansing, MI, 2004
        • Internal inconsistencies in judgments: Why corr (A to B) is not equal to corr (B to A), Midwest Marketing Camp, East Lansing, MI, 2004
        • Internal inconsistencies in judgments: Why corr (A to B) is not equal to corr (B to A), Society for Judgment and Decision Making annual convention, Minneapolis, MN, 2004
        • How come good things always happen to bad people: Likelihood assessments in social domains, Society of Judgment and Decision Making annual convention, Minneapolis, MN, 2004
        • Mishra, A. and Nayakankuppam, D. (2003). Naïve causal models and mental correlations: Why r(A to B) is not equal to r(B to A). Poster presented at the annual conference for the Society of Judgment and Decision Making, Vancouver, B.C., November 2003
        • Mishra, H. and Nayakankuppam, D. (2003). Inside the minds of buyers and sellers: Mental construals in the endowment effect. Paper presented at the annual conference for the Society of Judgment and Decision Making, Vancouver, B.C., November 2003
        • Mishra, H. and Nayakankuppam, D. (2003). Inside the minds of buyers and sellers: Mental construals and prospect theory. In Barbara E. Kahn and Mary Frances Luce (Eds.) Paper presented at the 2003 annual conference of the Association for Consumer Research, October 2003
        • The nature of evaluative judgments: Are strong attitudes retrieved or constructed from chronically accessible information?, Paper presented at the 2002 annual conference of the Association for Consumer Research. Atlanta, GA, 2002
        • Are stable evaluative judgments the result of chronic accessibility or retrieved attitudes?, Paper presented at the Midwestern Psychological Association annual convention. Chicago, Illinois, 2002
        • The construction and retrieval of evaluative judgments: Moderated contextual influences as a function of need for cognition and need to evaluate, Paper presented at the Midwestern Psychological Association annual convention. Chicago, Illinois, 2002
        • The construction and retrieval of evaluative judgments, Invited talk presented at the Decision Consortium, University of Michigan., 2001
        • The Nature o fEvaluative Judgments: Construction and Retrieval Moderated by Attitude Strength, Invited talk presented at the Yaffee Center for persuasion, School of Business Administration, University of Michigan, 2001
        • The construction and retrieval of evaluative judgments, Paper presented at the Society for Consumer Psychology annual conference, Phoenix, AZ, 2001
        • Attitudes: Constructed and/or retrieved, Invited paper presented at the Group for Attitudes and Persuasion, Ohio State University. Columbus, OH, January 2000
        • Attitude Construction and Retrieval as a Function of Underlying Strength: A Resolution of Competing Perspectives, Paper presented at the June 2000 Midwest Marketing Camp. Madison, Wisconsin, January 2000
        • Consideration Sets: The Role of Attitude Strength, Society for Consumer Psychology annual convention. St. Antonio, TX, January 2000
        • Consideration Sets and Attitudes: The Role of Attitude Strength, Society for Consumer Psychology annual convention. Austin, TX, 1998

          Committees and Professional Service

          • SCP conference co-chair, 2007-2008
          • 2007 ACR conference organizing committee, 2006-2007

          Additional Training

          • NTITLE, 2002