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Nadav Klein
Curriculum Vitae
June 15, 2013 University of Chicago, Booth School of Business 5807 South Woodlawn Avenue Chicago, IL 60637 http://home.uchicago.edu/~nklein/ nklein@chicagobooth.edu (312) 613-1450

Education University of Chicago, Booth School of Business, Chicago, IL Ph.D. expected 2014 M.B.A. received 2013 Amherst College, Amherst, MA B.A. in Psychology, cum laude, 2007 Dissertation (Manuscript Included in Packet)
Klein, N. & Epley, N. (2013). The Trouble with Generosity: Nonlinear Evaluations of Prosocial Actions -In preparation for submission to the Journal of Personality and Social Psychology Prosocial behaviors are commonly associated with valuable reputational benefits to prosocial actors. Little is known, however, about how the magnitude of prosocial actions affects these reputational benefits. We accordingly ask: Does giving more to others lead to more favorable impressions? In a series of lab and field experiments we find that evaluations of prosocial actions are nonlinear, whereby people evaluate selfish actions linearly but generous actions with little regard to magnitude. This occurs because of ambiguity in attribution: Generous actions transfer more resources to receivers, but also create doubt about whether givers magnanimously overcame self-interest or simply did not value the resources they gave away. In contrast, actions that are fair or adhere to social norms provide a clearer signal of overcoming self-interest for the purpose of benefiting others. The magnitude of prosocial actions, therefore, may not coincide with reputational benefits accrued to actors.

Papers Under Review & Working Papers (Manuscripts Included or Available Upon Request)
Klein, N., Labroo, A. A., & Mehta, N. (2013). The attribute-trifling effect: Loyalty-threatened consumers underweight the importance of advantaged competitor attributes. -Invited Revision at the Journal of Marketing Research. Marketers commonly attempt to lure customers to switch brands by offering promotions and advertising attractive product features. These promotional efforts are often directed at consumers most likely to switch away from competing brands, but may also have an ironic effect on consumers who are most loyal to competing brands. We find that promotions can backfire by making the segment of consumers who are especially loyal to their core brand increase purchase of their core brand. We supplement lab experiments with analysis of 6 years of scanner data in the soda category to show that loyal consumers counteract the temptation to switch brands by underweighting the importance of the advantaged attribute of the competing brand in their purchase decision.

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We show that this underweighting is greater when loyalty to the core brand is stronger, and occurs only when consumers in the midst of making a purchase decision, and not otherwise. Klein, N. & Fishbach, A. (2013). Feeling good at the right time: Goal scripts govern goal-related happiness. -In preparation for submission to Organizational Behavior and Human Decision Processes Behavioral scripts are effective cognitive tools people use to make sense of the world, but at times people might over-script events that lead up to goal attainment. This over-scripting can dampen happiness when a goal is attained in an unexpected way. We find that people reconstruct recalled sequences of events in a way that corresponds to a script of feeling happy when learning that a goal has been attained rather than when learning that a goal will be attained (Study 1). Furthermore, people who unexpectedly receive information that a goal will be attained feel less happy and value goal attainment less highly than people who learn that a goal has been attained (Studies 24). Dampened happiness is causally linked to reduced goal value (Study 5). Reawakening happiness after such over-scripting appears to be difficult.

Klein, N. & Epley, N. (2013). Can Groups Catch Liars?: Group Discussion Outperforms the Majority Rule in Lie Detection, But Not in Truth Detection -Submitted to Personality and Social Psychology Bulletin. The reliance on user-generated content in product reviews, social media, and the Internet means that consumers will occasionally encounter lies and deceit. Unfortunately, detecting lies is exceptionally difficult, with accuracy rates narrowly rising above chance levels. We test a simple manipulation to improve accuracy: Using groups rather than individuals to detect lies. In three experiments, we find that groups are consistently better than individuals at detecting lies but are not systematically better at detecting truths. This specific group advantage in lie detection does not come simply from aggregating individuals judgments (a "wisdom of crowds" effect), but rather from a combination of increased skill and a more skeptical response bias that comes from the act of group deliberation itself. Our experiments suggest that groups are not systematically wiser than individuals in distinguishing truths from lies overall, but that group deliberation can increase the likelihood of detecting a liar. Klein, N. & Fishbach, A. (2013). Going there is not the same as getting there: Proximity to goal attainment can result in delaying goal attainment. -Working paper. Intrinsic motivation refers to the desirability of engaging in the pursuit, rather than accomplishment, of goals. We propose that high intrinsic motivation drives people to want to prolong pursuit of goals at the expense of accomplishing those goals faster. In 4 experiments, we demonstrate this slowdown effect for highly intrinsically motivating activities, wherein the closer people get to attaining a goal, the less intensely they pursue it. In contrast, when intrinsic motivation is low the effect is reversed: The closer people get to attaining a goal, the more intensely they pursue it. The underlying mechanism relates to higher relative impact of each action when goal attainment is near compared to when it is far. Intrinsically motivated people react to goals that are within reach by delaying, rather than speeding up, goal attainment.

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Chapters Waytz, A., Klein, N., & Epley, N. (2012). Imagining other minds: Hair triggered but not hare brained. In Marjorie Taylor (Ed.), The development of imagination. Oxford University Press: New York. People attribute humanlike characteristics, particularly mental states such as thoughts, feelings, intentions, and conscious experience, to both human and nonhuman agents. Because such anthropomorphism emerges early in life and continues through adulthood, it may appear to be an innate and automatic phenomenon. However, the psychological processes that enable people to reason about the minds of others suggest that such inferences require cognitive effort and motivation, meaning that anthropomorphism arises only when triggered by ones goals or the situational context to consider the mind of another agent. It may be the case, therefore, that at baseline and in the absence of these triggers, people may be surprisingly unlikely to attribute mental states to others. Conference Presentations
Chaired Sessions: Klein, N. & Labroo, A. A. The attribute-trifiling effect: Motivated maintenance of brand loyalty. Presented at the Society for Consumer Research (SCP), 2012. Klein, N. & Epley, N. The fairness premium in social evaluation. Presented at the Society for Consumer Research (SCP), 2013. Conference Presentations: Klein, N. & Fishbach, A. Feeling Good at the Right Time: Premature Positive Emotion Leads People to Hold Back Positive Emotion. Presented at the Association for Consumer Research (ACR), 2011. Klein N. & Fishbach, A. Feeling good at the right time: Why people value predictability in goal attainment. Presented at the Trans-Atlantic Doctoral Conference (TADC) at London Business School, 2012. Klein, N. & Epley, N. The fairness premium in social evaluation. Presented at the Social Psychologists of Chicago Conference (SPOC), 2012. Klein, N. & Fishbach, A. Feeling good at the right time: Why people value predictability in goal attainment. Presented at the Society for the Study of Motivation (SSM), 2012. Klein, N. & Epley, N. The trouble with generosity. Talk presented at the Political Psychology Workshop at the University of Chicago Psychology Department, 2012. Klein, N. & Epley, N. The fairness premium in social judgment: Generosity is no better than fairness. Presented at the Kellogg-Booth Student Symposium (KBSS), 2013. Klein, N. & Epley, N. The fairness premium in social judgment: Generosity is no better than fairness. Presented at the Chicago Graduate Student Research Symposium (CGSRS), 2013. Klein, N. & Epley, N. An illusory wisdom of crowds?: Groups detect lies through cynicism, not insight. Presented at the Midwestern Psychological Association (MPA), 2013.

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Internal Talks Klein, N. & Fishbach, A. Feeling Good at the Right Time: Premature Positive Emotion Leads People to Hold Back Positive Emotion. Presented at the Center for Decision Research at the University of Chicago, 2011. Klein, N. & Fishbach, A. Going there is not the same getting there: Proximity to goal attainment can result in delaying goal attainment. Presented at the Center for Decision Research at the University of Chicago, 2012. Klein, N. & Epley, N. The trouble with generosity: Insensitivity to scope in the judgment of prosocial actions. Presented at the Center for Decision Research at the University of Chicago Psychology Department, 2013.

Conference Posters Klein, N. & Fishbach, A. Feeling Good at the Right Time: People Hold Back Positive Emotion When Good News Arrives Prematurely. Poster presented at the Society of Judgment and Decision Making (SJDM), 2010.
Klein, N. & Fishbach, A. Feeling Good at the Right Time: People Hold Back Positive Emotion When Good News Arrives Prematurely. Poster presented at the Society for Personality and Social Psychology (SPSP), 2010. Klein, N. & Epley, N. The fairness premium in social evaluation. Poster presented at the Society of Judgment and Decision Making (SJDM), 2012. Klein, N. & Epley, N. The fairness premium in social evaluation. Poster presented at the Society for Personality and Social Psycgology (SPSP), 2013.

Research Funding
Amherst College Memorial Fellowship,2011-2012 - $6,250 Hillel Einhorn Research Fellowship, 2011 - $2,000 Institute for Human Studies, Bernard Marcus Fellowship, 2012-2013 - $6,000 Katherine Dusak Miller Fellowship, 2011-2014 - $22,500 SPSP Travel Award, 2012 - $500

MBA Teaching Assistant Experience Marketing Strategy (9 sections; Profs. Ann McGill, Aparna Labroo, Ronald Goettler) Managing in Organizations (12 sections; Profs. Ayelet Fishbach, Nicholas Epley) Managerial Decision Making (1 section; Prof. Reid Hastie) Fundamentals of Negotiations (4 sections; Profs. Eugene Caruso, Devin Pope)

Professional Experience Analyst, Cornerstone Research (Economic Consulting), Menlo Park, CA, 2008-09 Summer Analyst, Close Concerns (Healthcare Consulting), San Francisco, CA, 2007

MBA Courses Completed

Advanced Marketing Theory: Behavioral Science Approach (3 quarters) Marketing Literature Seminar (3 quarters) Data-driven Marketing

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Financial Accounting Managerial Accounting Investments Operations Management Legal Infrastructure of Business

Other Interests Half-marathons, C-Span