Dhananjay Nayakankuppam
Henry B. Tippie Research Fellow and Professor
Current Positions
- Professor, Marketing
- Henry B. Tippie Research Fellow, Marketing
Education
- PhD in Marketing, University of Michigan
- MS in Psychology, University of Michigan
- MBA in Marketing, University of Madras
- BE in Mechanical Engineering, Shivaji University
Research Interests
- Marketing
- Persuasion
- Consumer Behavior
- Attitude theory
- Judgment and Decision Making
Selected Awards & Honors
- Wendell Smith Award for Research Excellence - Tippie College of Business, 2015
- Nominee, Outstanding Teaching Assistant Award - Tippie College of Business, 2006
- Henry B. Tippie Research Fellow - Tippie College of Business, 2005
- Dean's Teaching Award - Tippie College of Business, 2005
- Outstanding Reviewer Award - Journal of Consumer Research, 2005
- Nominee, Dissertation Award - Society for Experimental Social Psychology, 2002
- Nominee, Distinguished Dissertation Award - University of Michigan, 2002
- Old Gold Fellowship - University of Iowa, 2001
- Dissertation Award - SCP-Sheth Competition, 2000
- Milton and Josephine Kendrick Award in Marketing - University of Michigan, 1999
Selected Publications
- Dongeun, K. & Nayakankuppam, D. (2023). When to present an extended warranty: Pre- vs. post-purchasing a product. Psychology and Marketing. pp. 1-9.
- Liu, Y., Farris, K. B., Nayakankuppam, D., & Doucette, W. R. (2023). Establishing the approach of Norm Balance toward intention prediction across six behaviors under the Theory of Planned Behavior. Pharmacy. 11 (2) pp. 67.
- Kim, D., Nayakankuppam, D., & Cole, C. (2023). How we compare areas: The underlying mechanism of the elongation bias. Journal of Vision. 23 (7). DOI: https://doi.org/10.1167/jov.23.8.7.
- Murry, L., Viyurri, B., Chapman, C., Witry, M., Kennelty, K., Nayakankuppam, D., Doucette, W., & Urmie, J. (2023). Patient preferences and willingness-to-pay for community pharmacy-led Medicare Part D consultation services: A discrete choice experiment. Research in Social and Administrative Pharmacy. 19 (5) pp. 764-772. DOI: https://doi.org/10.1016/j.sapharm.2023.01.008.
- Lu, F., Park, J., & Nayakankuppam, D. (2023). The influence of mindset abstraction on preference for mixed versus extreme approaches to multigoal pursuit. Journal of Consumer Psychology. 33 pp. 62-76.
- Pyo, T. H., Kwon, J., Gruca, T., & Nayakankuppam, D. (2021). Contagious Endowment Effects Across Transactions. European Journal of Marketing. 55 (8) pp. 2122-2145.
- Jain, G., Nayakankuppam, D., & Gaeth, G. (2021). Perceptual anchoring and adjustment. Journal of Behavioral Decision Making. 34 pp. 581-592.
- Shrivastava, S., Jain, G., Kwon, J., & Nayakankuppam, D. (2021). Impact of embodiment on attitude strength. Journal of Consumer Marketing. 38 (5) pp. 495-513.
- Jain, G., Gaeth, G., Nayakankuppam, D., & Levin, I. (2020). Revisiting attribute framing: The impact of number specificity on framing. Organizational Behavior and Human Decision Processes. 161 (Nov. 2020) pp. 109-119.
- Jain, G., Nayakankuppam, D., & Gaeth, G. (2020). (The Lack of) Fluency and Perceptions of Decision-Making. Journal of Marketing Communications. 2020.
Selected Presentations
- "Consumption as therapy: Dealing with sustained stress through consumption," Accepted Speaker at American Marketing Association, Las Vegas, Nevada, February 2022. (With Tamara Masters)
- "Revisiting how the elongation bias affects consumer perceptions," Accepted Speaker at Association for Consumer Research Conference, Atlanta, Georgia, January 2019.
- "Specificity of numbers in attribute framing," Accepted Speaker at Society for Consumer Psychology Annual Winter Conference, Dallas, Texas, January 2018.
- "Impact of numerosity on allocation behavior," Accepted Speaker at Association for Consumer Research Conference, San Diego, California, January 2018.
- "Your lay beliefs about your personality predict your political ideology," Accepted Speaker at Association for Consumer Research Conference, San Diego, California, January 2018.
- "Data...the 'hard and soft' of it: Impact of embodied metaphors on attitude strength," Accepted Speaker at Association for Consumer Research Conference, Dallas, Texas, January 2018.
- "Mindset and political ideology," Accepted Speaker at Association for Consumer Research Conference, Dallas, Texas, January 2018.
- "Can’t switch off: The impact of an attentional bias on attitudes," Accepted Speaker at Association for Consumer Research Conference, San Diego, California, January 2017.
- Guest/Invited Speaker at Judgment and Decision-making Winter Symposium, Park City, Utah, January 2016.
- "Biased motivations in evaluative judgments and decisions," Guest/Invited Speaker at Society for Consumer Psychology Annual Winter Conference, Phoenix, Arizona, January 2015.
Working Papers
- Nayakankuppam, D. & Priester, J. R. (2013). The influence of attitude strength on consideration set size: Strong liking results in smaller consideration sets.
- Nayakankuppam, D. & Schwarz, N. (2013). Choice Under Conflict: The Asymmetric Dominance Effect Revisited.
- Sinha, J., Russell, G. J., & Nayakankuppam, D. (2013). You May Have Influenced My Next Purchase: Neighbor's Influence on Food Purchase Behavior.
- Nayakankuppam, D., Mishra, A., & Mishra, H. (2005). Why do good things happen to bad people: Likelihood assessments in social domains.
Employment History
- Department Executive Officer, Marketing, University of Iowa, 2017 - 2023
Editorial & Review Activities
- Editorial Board Member, Journal of Consumer Research, January 2014 - January 2019.
- Referee/Reviewer, Journal of Experimental Psychology: General, 2020-21.
- Editorial Board Member, Journal of Consumer Research, January 2004 - January 2005.