For a complete list of Jake’s research and publications, click here for his CV.
To see his profile at the Kellogg School of Management at Northwestern University, visit his faculty page here.
RESEARCH INTERESTS & EXPERTISE
- Persuasion: What makes a message, advertisement, or recommendation persuasive? How can we best convince ourselves to act on our beliefs?
- Word of Mouth: What gets people talking about news articles, videos, consumer product? When and why do people try to convince you to see their perspective?
- Overconfidence: When does our self-perceived expertise exceed our actual abilities? How do incidental factors, like our emotions, bias our self-evaluations?
- Moral Influence: How do our beliefs about what is or isn’t ethical influence our decision-making? How do we perceive others’ moral opinions and actions?
2022: “Attributions of Emotion and Reduced Attitude Openness Prevent People from Engaging Others with Opposing Views” in the Journal of Experimental Social Psychology
2022: “Do Consumers Care About Morality? A Review and Framework for Understanding Morality’s Marketplace Influence” in Consumer Psychology Review
2021: “A Review and Conceptual Framework for Understanding Personalized Matching Effects in Persuasion” in the Journal of Consumer Psychology.
2021: “Morality Matters in the Marketplace: The Role of Moral Metacognition on Consumer Purchasing” in Social Cognition.
2020: “The ‘Buzz’ Behind the Buzz Matters: Tense and Energetic Arousal as Separate Motivations for Word of Mouth” in the Journal of Consumer Psychology.
2019: “Perceived Knowledge Moderates the Relation between Subjective Ambivalence and the ‘Impact’ of Attitudes: An Attitude Strength Perspective” in Personality and Social Psychology Bulletin.
2018: “The Role of Perceived Attitudinal Bases on Spontaneous and Requested Advocacy” in the Journal of Experimental Social Psychology
2017: “Are Some Attitudes More Self-Defining Than Others? Assessing Self-Related Attitude Functions and Their Consequences” in Personality and Social Psychology Bulletin
2017: “The Elaboration Likelihood Model: Implications for Exercising, Dieting, and Doping,” in Persuasion and Communication in Sport and Physical Activity, ed. James Dimmock and Ben Jackson, Wolverhampton, UK: Routledge.
2016: “The Elaboration Likelihood Model: Understanding Consumer Attitude Change,” in International Handbook of Consumer Psychology, ed. C. Jansson-Boyd and M. Zawisza, Cambridge: Cambridge University Press
2015: “States of Consciousness,” in Noba’s Introduction to Psychology. http://noba.to/xj2cbhek