HEC Paris MBA, Marketing Specialization University of Pennsylvania B.A., Economics 2006

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1 June 2018 Jessica Gamlin, 2211 Campus Drive, Evanston, IL (610) EDUCATION Ph.D., Marketing Dissertation Title: Self-Sabotaging in Consumer Choice Chair: Aparna A. Labroo Committee: Eli J. Finkel, Neal J. Roese, Alice M. Tybout 2019 (Expected) HEC Paris MBA, Marketing Specialization 2012 University of Pennsylvania B.A., Economics 2006 AWARDS Research Awards Best Student Paper Award (Job Market Paper), Emerging Marketing Scholars Symposium 2017 Student Poster Award, SPSP Conference 2017 Travel Grant Recipient, SPSP Conference 2017 Academic Scholarships Northwestern Graduate Fellowship 2014-Present Northwestern Conference Travel Grant 2016 HEC Excellence Scholarship 2011 Forté Foundation Fellowship 2011 RESEARCH INTERESTS Consumer Behavior, Goals, Instrumentality, Identity, Choice. PAPERS UNDER REVIEW OR IN PREPARATION (see Appendix for abstracts) Gamlin, Jessica, Aaron Robinson, Ping Dong, Aparna A. Labroo, Political Cues Evoke Be-Responsible Goals and Increase Utilitarian Choice, Under second round review at the Journal of the Association for Consumer Research. Roese, Neal J. and Jessica Gamlin, Regrets of Consumer Spending, Invited for revision at the Journal of the Association for Consumer Research. Gamlin, Jessica and Aparna A. Labroo, The Self-Sabotaging Effect in Consumer Choice, (Dissertation Chapter 2), Under Review at the Journal of Marketing Research.

2 Gamlin 2 Gamlin, Jessica and Aparna A. Labroo, Better is Not Better: Choice as Signals of Competence in Technology Adoption, (Dissertation Chapter 1), To be resubmitted to the Journal of Consumer Research. Gamlin, Jessica, Rachel E. Smallman, Kai Epstude, and Neal J. Roese, How Does Dispositional Optimism Predict Counterfactual Direction of Comparison, Under review at the Journal of Personality and Social Psychology: Personality Processes and Individual Differences. Gamlin, Jessica, Maferima Touré-Tillery, and Y. Jin Youn, Public Displays of Indulgence: How Instrumentality Expectations Influence Social Judgment and Behavior, In Preparation. SELECTED RESEARCH IN PROGRESS Political Cues and Consumer Psychology, with Ping Dong and Aparna A. Labroo, data collection in process. The Effects of Self-Sabotaging on Goal Pursuit, with Aparna A. Labroo, data collection in process. Goals and Brand Preference, with Danielle Brick, data collection in process. Minimalism and Consumer Identity, data collection in process. OTHER PUBLICATIONS Gamburg, Jessica and Maferima Touré-Tillery (March 2017), Making Friends While Pursuing Goals, SPSP Character and Content Blog, CONFERENCE TALKS Gamlin, Jessica, Aparna A. Labroo (2018), The Self in Self-Sabotaging: Devaluing Instrumental Means When Pursuing Identity Central Goals, Special Session at Society for Consumer Psychology, Dallas, TX. Gamlin, Jessica, Aparna A. Labroo (2017), The Self in Self-Sabotaging: Devaluing Instrumental Means During Pursuit of Identity Central Goals, Emerging Marketing Scholars Symposium, Logan, UT. Invited speaker and winner of Best Student Paper Award. Gamburg, Jessica, Maferima Touré-Tillery, and Y. Jin Youn (2017), Don t Succumb to My Temptations: Social Avoidance as a Strategy to Protect Valued Goals, Society for Consumer Psychology, San Francisco, CA. CONFERENCE POSTERS Gamburg, Jessica, Maferima Touré-Tillery and Y. Jin Youn (2017), Don t Succumb to My Temptations: Social Avoidance as a Strategy to Protect Valued Goals, Society for Personality and Social Psychology, San Antonio, TX. Winner of the Student Poster Award.

3 Gamlin 3 Gamburg, Jessica, Maferima Touré-Tillery and Y. Jin Youn (2016), Don t Succumb to My Temptations: Social Avoidance as a Strategy to Protect Valued Goals, Society for Judgment and Decision Making, Boston, MA. SELECT TEACHING ASSISTANT EXPERIENCE AND TEACHING INTERESTS Marketing Strategy Tim Calkins and Julie Hennessy, Markstrat Strategic Marketing Simulation 2016-Present Alex Chernev, PharmaSim Marketing Management Simulation 2016 Advertising Strategy Brian Sternthal 2015 & 2016 Derek Rucker 2017 Strategic Brand Management Alex Chernev 2016 & 2017 Neal J. Roese 2017 Digital Advertising Lakshman Krishnamurthi 2017 Consumers, Culture, and Leadership Greg Carpenter 2017 Teaching Interests: Marketing Strategy, International Marketing, Social Media and Digital Marketing, Principles of Marketing, Consumer Behavior, and Market Research. REFERENCES Aparna A. Labroo Neal J. Roese Professor of Marketing John L. and Helen Kellogg Professor of Marketing (847) a-labroo@kellogg.northwestern.edu (847) n-roese@kellogg.northwestern.edu Alice M. Tybout Eli J. Finkel Harold T. Martin Professor of Marketing Professor of Social Psychology and Management & Organizations (847) Weinberg College of Arts and Sciences and amtybout@kellogg.northwestern.edu (847) finkel@northwestern.edu

4 Gamlin 4 SELECT COURSEWORK Marketing C. Miguel Brendl, Psychological Theory in Consumer Behavior Bobby Calder and Brian Sternthal, Philosophy of Research Greg Carpenter, Marketing Strategy Alex Chernev, Consumer Decisions Aparna Labroo and Derek Rucker, Theory Building and Testing I and II Ed O Brien and Anuj Shah, Current Topics in Behavioral Science (at Booth School of Business) Neal Roese, Judgement and Emotion Methods Eric Anderson, Quantitative Modeling J. Michael Bailey, Linear Models and Experimental Design Ulf Bockenholt, Problems and Solutions in Applied Data Analysis I and II Simone Ispa-Landa, Field Methods and Qualitative Research Psychology and Management Galen Bodenhausen, Implicit Social Cognition Eli J. Finkel, Self-Regulation and Interpersonal Relationships Wendy Gardner, The Self Dan Molden, Prosocial Behavior J. Keith Murnighan, Economics, Social Psychology, and their Experiments Nicole Stephens, The Individual and the Organization SELECT PROFESSIONAL EXPERIENCE One Acre Fund, Kenya, Business Development Manager United States Consulate in Istanbul, Turkey, Pol-Econ Section Graduate Intern 2012 United States Peace Corps, Senegal, Small Enterprise Development Volunteer Heitman, USA, Real Estate Acquisitions Associate Language Skills: Proficient in French and Wolof; Knowledge of basic Turkish

5 Gamlin 5 APPENDIX: SELECTED ABSTRACTS Gamlin, Jessica and Aparna A. Labroo, Better is Not Better: Choice as Signal of Competence in Technology Adoption, (Dissertation Chapter 1), To be resubmitted to the Journal of Consumer Research. Abstract: Products are often touted as better i.e., more instrumental for advancing important goals of target consumers in an effort to increase their adoption. We challenge the merits of this strategy. We posit consumers perceive a trade-off between instrumentality and degree of internal-credit products afford. Better products afford less internal-credit, and promoting products as better significantly reduces the credit target consumers derive from products (study 1). Furthermore, while better products enhance performance on a target consumer s most important goals, target consumers instead wish to see internal factors (i.e., their own competence) as responsible for attaining such goals. Consequently, they prefer such products less when marketers highlight product-instrumentality (study 2), and when consumers choose such products they end up less satisfied with such products because consumers infer they must be less competent if they chose such products (study 3). Directing consumers to think their choice of the instrumental product reflects their competence and therefore affords internal-crediting can reinstate their preferences for better products (study 4). Gamlin, Jessica and Aparna A. Labroo, The Self-Sabotaging Effect in Consumer Choice, (Dissertation Chapter 2), Under Review at the Journal of Marketing Research. Abstract: Choosing more over less instrumental means can facilitate goal pursuit. For example, choosing a calculator over pencil-and-paper improves math performance. Instrumental choices can be crucial when pursuing identity-central goals goals that define to a consumer who she is because such goals tend to be the most important to consumers. Instead, the authors posit a self-sabotage effect that consumers prefer less instrumental means when pursuing identity-central goals. The reason is that consumers perceive a trade-off between means-instrumentality and self-crediting afforded by the means. The more a means facilitates the goal, and thus is instrumental, the less the consumer can credit the self for bringing about the desired outcome. For identity-central goals, consumers need to credit the self. Thus, their preferences shift away from more, towards less, instrumental means, even though less instrumental choices could sabotage goal attainment. Five studies support this theorizing. Gamlin, Jessica, Aaron Robinson, Ping Dong, Aparna A. Labroo, Political Cues Evoke Be-Responsible Goals and Increase Utilitarian Choice, Under second round review at the Journal of the Association for Consumer Research. Abstract: Political systems enable the goals consumers can aspire towards and achieve. When consumers believe the system in which they are embedded is irresponsible, political cues i.e., reminders of the political system heighten their desire for responsible governance. This desire, in turn, evokes consumers own be-responsible goals, increasing utilitarian (vs. hedonic) preference. Employing quasiexperimental methods, we first show salience of political cues accompanying Election (vs. non-election) Day increases utilitarian-preference (study 1). Employing experiments, we then show situational political (vs. non-political) cues also increase utilitarian-preference, especially among consumers desiring responsible governance (study 2), by evoking be-responsible goals (study 3). The effects are independent of ideology or mood. Showing marketing consequences, we find political (vs. non-political) podcasts include more utilitarian (vs. hedonic) product and service advertisements (study 4). This research thus introduces novel theory incorporating macro-institutional influences on consumer goals and choice. Roese, Neal J. and Jessica Gamlin, Regrets of Consumer Spending, Invited for revision at the Journal of the Association for Consumer Research. Abstract: Regret is a commonly felt negative emotion stemming from the belief that if a different choice had been made, a better outcome would have resulted. Regrets have been widely studied in many decision

6 Gamlin 6 contexts, among them consumer purchase decisions. Regret predicts reduced purchase and brand switching and differs from generic dissatisfaction in that it centers on the consumer s own decision process, thus illuminating uniquely efficient solutions to preserve loyalty. Some product categories are more likely to involve regret, among them consumer electronics and apparel. Regretted purchases are more likely to involve products than services, and material than experiential offerings, but they are just as likely to be hedonic as utilitarian. The reason underlying a consumer s regret experience most often centers on misalignment of the product with current needs. The economic impact of regret may be estimated by taking into account purchase frequency and amount spent. We offer practical advice for measuring regret in brand tracking surveys and point to new directions for theoretically motivated research. Gamlin, Jessica, Kai Epstude, Rachel E. Smallman, and Neal J. Roese, How Does Dispositional Optimism Predict Counterfactual Direction of Comparison, Under review at the Journal of Personality and Social Psychology: Personality Processes and Individual Differences. Abstract: Counterfactual thoughts center on how the past could have been different, and how such thoughts may be differentiated in terms of direction of comparison, such that upward counterfactuals focus on how the past could have been better, whereas downward counterfactuals focus on how the past could have been worse. A key question is how such past-oriented thoughts connect to individual differences, such as optimism. Ambiguities surround a series of past studies that showed optimism predicts relatively greater downward counterfactual thinking. Six studies (N = 1880) re-examined this link to reveal a new result, a weak relation between optimism and upward (rather than downward) counterfactual thinking. These results offer an important correction to the counterfactual literature and are informative for theory on individual differences in optimism. Gamlin, Jessica and Maferima Touré-Tillery, Public Displays of Indulgence: How Instrumentality Expectations Influence Social Judgment and Behavior, In Preparation. Abstract: Four studies test the proposition that people (observers) are more willing to form new relationships with another person after observing this person (target) engage in an apparent act of selfcontrol (vs. indulgence), due to more positive beliefs about the type of influence this target is likely to have on their own valued goals (i.e., instrumentality expectations). Specifically, observers who valued financial goals were more likely to exhibit approach tendencies toward a self-controlled (frugal) target than an indulging (spendthrift) target (studies 1 and 2). Furthermore, we show this effect arises because observers have more positive instrumentality expectations of self-controlled (vs. indulging) targets, such that instrumentality expectations mediate the effect of a target s behavior on an observer s response (study 2). This effect is amplified for observers who believe they are susceptible to interpersonal influence and reverses for those who believe they are immune to such influence (study 3). In study 4, we demonstrate the goal-protective nature of these social-response patterns. We find the extent to which a goal is important to an observer moderates the effect of a target s behavior on an observer s approach tendencies, and instrumentality expectations mediate this relationship at high levels but not at low levels of goal importance (moderated mediation). These results are robust across a wide range of goal domains (health, financial, using proper language) and interpersonal contexts (social media, social gatherings, laboratory interactions).