Kelly L Haws
Biographic Data
| ID | 90416 |
|---|---|
| NAME | Kelly L Haws |
| GIVEN NAMES | Kelly L |
| FAMILY NAME | Haws |
| SIGNATURE | HAWS K L |
| AFFILIATIONS | Vanderbilt University |
| ORCID | 0000-0003-3207-3717 |
| VERIFIED | Yes |
| TOTAL WORKS | 23 |
| TOTAL CITATIONS | 164 |
| AUTHOR COUNT | 23 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 2006 |
| LATEST PUBLICATION YEAR | 2025 |
| H-INDEX | 6 |
Seeing the forest through the trees and on tees: Nature and consumer decision‐making
Rim, Schertz, and Berman ( Journal of Consumer Psychology , 2025) present prior research examining the affective, cognitive, and social benefits of humans' interactions with nature. In doing so, they offer some specific applications to consumer psychology and encourage more research examining the consequences of nature interaction on consumer behaviors. We build on this important work by considering the breadth of potential forms of interaction b…
Weight stigma: Do we believe that everyone can enjoy healthy behaviors
Weight-based stigma is prevalent, increasing, and has many negative consequences. This research examines people's beliefs about what other people with heavy versus thin body types enjoy, in terms of food and activities. Predictions of others' enjoyment are important, as they can shape various downstream judgments, including beliefs about other people's likely goal pursuit success, and recommendations and choices for others. Six pre-registered exp…
Really Rewarding Rewards: Strategic Licensing in Long-Term Healthy Food Consumption
Licensing is a well-documented form of justifying individual indulgent choices, but less is known about how licensing affects food decision-making patterns over time. Accordingly, we examine whether consumers incorporate licensing strategically and deliberately in their long-term consumption patterns and identify reward programs as a context in which strategic licensing is likely to occur. We propose that members with lower-calorie consumption pa…
The messy satiation effect: Understanding how eating messily can accelerate the rate of satiation and reduce consumption
From Cradle to Grave: How Childhood and Current Environments Impact Consumers' Subjective Life Expectancy and Decision-Making
The age to which people expect to live likely drives many important consumer decisions. Yet we know surprisingly little about the antecedents and consequences of consumers' subjective life expectancies. In the present work, we propose that subjective life expectancy is influenced by the combination of people's childhood environment and their current environment. We find that people who grew up in poorer environments expected to have a shorter lif…
Justifying by “healthifying”: When expected satisfaction from consumption closure increases the desire to eat more and biases health perceptions of unhealthy leftovers
Parenting Motivation and Consumer Decision-Making
Parenting has been a central activity throughout human history, yet little research has examined the parental care motivation system on preferences and decision-making. Because successful parenting involves caring for both a child’s immediate and long-term needs, we consider whether parenting motivation leads people to focus more on the present or on the future. A series of five experiments reveals that parenting motivation activates gender-speci…
An overture to overeating: The cross-modal effects of acoustic pitch on food preferences and serving behavior
Confession and self-control: A prelude to repentance or relapse
Confessions are commonplace. Even when embarrassing or otherwise damaging, we seem intrinsically motivated to open up to others and confess mistakes we have made. Although there may be many reasons one might choose to disclose one's "sins," very little is known about what confession actually does, particularly concerning its effect on future behavior. This work examines confession in the context of one's personal self-control failures in consumpt…
The ability to choose can increase satiation
The ability to choose should let people create more enjoyable experiences. However, in a set of 5 studies, people who chose repeatedly during ongoing consumption exhibited a greater drop in enjoyment compared with those who received a series of random selections from the same set of liked stimuli. Process evidence indicated that choosing increased satiation because it triggered overall reflections on the repetitive nature of the ongoing consumpti…
Healthy Diets Make Empty Wallets: The Healthy = Expensive Intuition
Understanding consumer decision making about what to eat is both complex, as multiple factors can drive food choice, and important, as food choice impacts overall health. This research examines an intuition at the crossroads of two important criteria for food decision making—healthiness and price—finding that consumers believe that healthier food is more expensive than less healthy food. While this relationship may be accurate in some cases, cons…
Combining food type(s) and food quantity choice in a new food choice paradigm based on vice-virtue bundles
Half-size me? How calorie and price information influence ordering on restaurant menus with both half and full entrée portion sizes
Seeing the world through GREEN‐tinted glasses: Green consumption values and responses to environmentally friendly products
Fluency in Future Focus: Optimizing Outcome Elaboration Strategies for Effective Self-Control
The current research sheds new light on how individuals can best use the consideration of future outcomes as a self-control strategy to enhance their likelihood of goal attainment. Across three studies, the authors find that the effectiveness of positively versus negatively valenced outcome elaboration is dependent upon the construal level at which the potential outcomes are considered. This research demonstrates that positive outcome elaboration…
Lucky Loyalty: The Effect of Consumer Effort on Predictions of Randomly Determined Marketing Outcomes
This research explores how loyal customers, those who have invested relatively high amounts of effort with a firm in the form of past purchases, respond to randomly determined marketing outcomes (e.g., winning a prize in a random drawing). Across five studies, participants exhibit a "lucky loyalty" effect, in which they believe that greater effort (e.g., dollars spent at a retailer or number of nights stayed at a hotel) results in greater likelih…
(Im)moral Support: The Social Outcomes of Parallel Self-Control Decisions
Although most consumer self-control decisions are made individually, they are rarely made in isolation. Temptations are often simultaneously encountered by multiple members of a group or dyad and thereby susceptible to social influence. However, little is known about these “parallel” self-control decisions or the resulting social consequences. In a series of studies spanning the domains of money, time management, and food consumption, consumers d…
In control of variety. High self-control reduces the effect of variety on food consumption
Healthy Satiation: The Role of Decreasing Desire in Effective Self-Control
Self-control is typically viewed as a battle between willpower and desire. The authors focus on the desire side of the equation and extol the positive effect of faster satiation that makes unhealthy behaviors less tempting. They demonstrate that consumers higher in trait self-control demonstrate such “healthy” satiation as they satiate faster on unhealthy foods than on healthy foods. In contrast, those with lower self-control fail to consistently…
Helpful Hopefulness: The Effect of Future Positive Emotions on Consumption
Although positive affect may enhance self-control, some research suggests that this is not always the case. To clarify this relationship, we investigate the role of temporal focus on the effect of specific positive emotions on self-control dilemmas in snack consumption. In four studies, we demonstrate that participants experiencing a future-focused positive emotion (i.e., hopefulness) consume less unhealthy food and have lower preferences for unh…
Lines in the Sand: The Role of Motivated Categorization in the Pursuit of Self-Control Goals
This research explores goal-related categorization processes as part of a three-phase model encompassing both antecedents (goal selection) and consequences (purchase likelihood). In each phase, we identify conditions under which self-control goals (indulgence or restriction goals) and trait self-control may either correspond or conflict. Three experiments demonstrate that when no trait-goal conflict occurs, categorization patterns and purchase in…
Seize the Day! Encouraging Indulgence for the Hyperopic Consumer
This article explores the phenomenon of “hyperopia,” or an aversion to indulgence, as introduced by Kivetz and Keinan (2006) and Kivetz and Simonson (2002). We first develop a measure to capture hyperopia as an individual difference. Three empirical studies use this measure to demonstrate that hyperopia and high self-control are both conceptually and empirically distinct. Further, we show that altering the level at which an action or item is cons…
Dynamic Pricing and Consumer Fairness Perceptions
Dynamic pricing practices by sellers in response to segment and individual-level differences have been made more feasible as internet buyer behavior increases. While benefits from these pricing practices can accrue to sellers and buyers, the potential for (un)fairness perceptions to mitigate these advantages is important. In an effort to investigate these issues, this article reports the results of three studies that examine the effects of seller…
Helpful Hopefulness: The Effect of Future Positive Emotions on Consumption
Although positive affect may enhance self-control, some research suggests that this is not always the case. To clarify this relationship, we investigate the role of temporal focus on the effect of specific positive emotions on self-control dilemmas in snack consumption. In four studies, we demonstrate that participants experiencing a future-focused positive emotion (i.e., hopefulness) consume less unhealthy food and have lower preferences for unh…
Dynamic Pricing and Consumer Fairness Perceptions
Dynamic pricing practices by sellers in response to segment and individual-level differences have been made more feasible as internet buyer behavior increases. While benefits from these pricing practices can accrue to sellers and buyers, the potential for (un)fairness perceptions to mitigate these advantages is important. In an effort to investigate these issues, this article reports the results of three studies that examine the effects of seller…
Healthy Satiation: The Role of Decreasing Desire in Effective Self-Control
Self-control is typically viewed as a battle between willpower and desire. The authors focus on the desire side of the equation and extol the positive effect of faster satiation that makes unhealthy behaviors less tempting. They demonstrate that consumers higher in trait self-control demonstrate such “healthy” satiation as they satiate faster on unhealthy foods than on healthy foods. In contrast, those with lower self-control fail to consistently…
Seize the Day! Encouraging Indulgence for the Hyperopic Consumer
This article explores the phenomenon of “hyperopia,” or an aversion to indulgence, as introduced by Kivetz and Keinan (2006) and Kivetz and Simonson (2002). We first develop a measure to capture hyperopia as an individual difference. Three empirical studies use this measure to demonstrate that hyperopia and high self-control are both conceptually and empirically distinct. Further, we show that altering the level at which an action or item is cons…
Lines in the Sand: The Role of Motivated Categorization in the Pursuit of Self-Control Goals
This research explores goal-related categorization processes as part of a three-phase model encompassing both antecedents (goal selection) and consequences (purchase likelihood). In each phase, we identify conditions under which self-control goals (indulgence or restriction goals) and trait self-control may either correspond or conflict. Three experiments demonstrate that when no trait-goal conflict occurs, categorization patterns and purchase in…
Half-size me? How calorie and price information influence ordering on restaurant menus with both half and full entrée portion sizes
From Cradle to Grave: How Childhood and Current Environments Impact Consumers' Subjective Life Expectancy and Decision-Making
The age to which people expect to live likely drives many important consumer decisions. Yet we know surprisingly little about the antecedents and consequences of consumers' subjective life expectancies. In the present work, we propose that subjective life expectancy is influenced by the combination of people's childhood environment and their current environment. We find that people who grew up in poorer environments expected to have a shorter lif…
The ability to choose can increase satiation
The ability to choose should let people create more enjoyable experiences. However, in a set of 5 studies, people who chose repeatedly during ongoing consumption exhibited a greater drop in enjoyment compared with those who received a series of random selections from the same set of liked stimuli. Process evidence indicated that choosing increased satiation because it triggered overall reflections on the repetitive nature of the ongoing consumpti…
(Im)moral Support: The Social Outcomes of Parallel Self-Control Decisions
Although most consumer self-control decisions are made individually, they are rarely made in isolation. Temptations are often simultaneously encountered by multiple members of a group or dyad and thereby susceptible to social influence. However, little is known about these “parallel” self-control decisions or the resulting social consequences. In a series of studies spanning the domains of money, time management, and food consumption, consumers d…
Combining food type(s) and food quantity choice in a new food choice paradigm based on vice-virtue bundles
In control of variety. High self-control reduces the effect of variety on food consumption
Parenting Motivation and Consumer Decision-Making
Parenting has been a central activity throughout human history, yet little research has examined the parental care motivation system on preferences and decision-making. Because successful parenting involves caring for both a child’s immediate and long-term needs, we consider whether parenting motivation leads people to focus more on the present or on the future. A series of five experiments reveals that parenting motivation activates gender-speci…
Healthy Diets Make Empty Wallets: The Healthy = Expensive Intuition
Understanding consumer decision making about what to eat is both complex, as multiple factors can drive food choice, and important, as food choice impacts overall health. This research examines an intuition at the crossroads of two important criteria for food decision making—healthiness and price—finding that consumers believe that healthier food is more expensive than less healthy food. While this relationship may be accurate in some cases, cons…
Lucky Loyalty: The Effect of Consumer Effort on Predictions of Randomly Determined Marketing Outcomes
This research explores how loyal customers, those who have invested relatively high amounts of effort with a firm in the form of past purchases, respond to randomly determined marketing outcomes (e.g., winning a prize in a random drawing). Across five studies, participants exhibit a "lucky loyalty" effect, in which they believe that greater effort (e.g., dollars spent at a retailer or number of nights stayed at a hotel) results in greater likelih…
An overture to overeating: The cross-modal effects of acoustic pitch on food preferences and serving behavior
Seeing the forest through the trees and on tees: Nature and consumer decision‐making
Rim, Schertz, and Berman ( Journal of Consumer Psychology , 2025) present prior research examining the affective, cognitive, and social benefits of humans' interactions with nature. In doing so, they offer some specific applications to consumer psychology and encourage more research examining the consequences of nature interaction on consumer behaviors. We build on this important work by considering the breadth of potential forms of interaction b…
Really Rewarding Rewards: Strategic Licensing in Long-Term Healthy Food Consumption
Licensing is a well-documented form of justifying individual indulgent choices, but less is known about how licensing affects food decision-making patterns over time. Accordingly, we examine whether consumers incorporate licensing strategically and deliberately in their long-term consumption patterns and identify reward programs as a context in which strategic licensing is likely to occur. We propose that members with lower-calorie consumption pa…
Justifying by “healthifying”: When expected satisfaction from consumption closure increases the desire to eat more and biases health perceptions of unhealthy leftovers
Confession and self-control: A prelude to repentance or relapse
Confessions are commonplace. Even when embarrassing or otherwise damaging, we seem intrinsically motivated to open up to others and confess mistakes we have made. Although there may be many reasons one might choose to disclose one's "sins," very little is known about what confession actually does, particularly concerning its effect on future behavior. This work examines confession in the context of one's personal self-control failures in consumpt…
Dynamic Pricing and Consumer Fairness Perceptions
Dynamic pricing practices by sellers in response to segment and individual-level differences have been made more feasible as internet buyer behavior increases. While benefits from these pricing practices can accrue to sellers and buyers, the potential for (un)fairness perceptions to mitigate these advantages is important. In an effort to investigate these issues, this article reports the results of three studies that examine the effects of seller…
Seize the Day! Encouraging Indulgence for the Hyperopic Consumer
This article explores the phenomenon of “hyperopia,” or an aversion to indulgence, as introduced by Kivetz and Keinan (2006) and Kivetz and Simonson (2002). We first develop a measure to capture hyperopia as an individual difference. Three empirical studies use this measure to demonstrate that hyperopia and high self-control are both conceptually and empirically distinct. Further, we show that altering the level at which an action or item is cons…
Lines in the Sand: The Role of Motivated Categorization in the Pursuit of Self-Control Goals
This research explores goal-related categorization processes as part of a three-phase model encompassing both antecedents (goal selection) and consequences (purchase likelihood). In each phase, we identify conditions under which self-control goals (indulgence or restriction goals) and trait self-control may either correspond or conflict. Three experiments demonstrate that when no trait-goal conflict occurs, categorization patterns and purchase in…
Helpful Hopefulness: The Effect of Future Positive Emotions on Consumption
Although positive affect may enhance self-control, some research suggests that this is not always the case. To clarify this relationship, we investigate the role of temporal focus on the effect of specific positive emotions on self-control dilemmas in snack consumption. In four studies, we demonstrate that participants experiencing a future-focused positive emotion (i.e., hopefulness) consume less unhealthy food and have lower preferences for unh…
In control of variety. High self-control reduces the effect of variety on food consumption
Healthy Satiation: The Role of Decreasing Desire in Effective Self-Control
Self-control is typically viewed as a battle between willpower and desire. The authors focus on the desire side of the equation and extol the positive effect of faster satiation that makes unhealthy behaviors less tempting. They demonstrate that consumers higher in trait self-control demonstrate such “healthy” satiation as they satiate faster on unhealthy foods than on healthy foods. In contrast, those with lower self-control fail to consistently…
Seeing the world through GREEN‐tinted glasses: Green consumption values and responses to environmentally friendly products
Fluency in Future Focus: Optimizing Outcome Elaboration Strategies for Effective Self-Control
The current research sheds new light on how individuals can best use the consideration of future outcomes as a self-control strategy to enhance their likelihood of goal attainment. Across three studies, the authors find that the effectiveness of positively versus negatively valenced outcome elaboration is dependent upon the construal level at which the potential outcomes are considered. This research demonstrates that positive outcome elaboration…
Lucky Loyalty: The Effect of Consumer Effort on Predictions of Randomly Determined Marketing Outcomes
This research explores how loyal customers, those who have invested relatively high amounts of effort with a firm in the form of past purchases, respond to randomly determined marketing outcomes (e.g., winning a prize in a random drawing). Across five studies, participants exhibit a "lucky loyalty" effect, in which they believe that greater effort (e.g., dollars spent at a retailer or number of nights stayed at a hotel) results in greater likelih…
(Im)moral Support: The Social Outcomes of Parallel Self-Control Decisions
Although most consumer self-control decisions are made individually, they are rarely made in isolation. Temptations are often simultaneously encountered by multiple members of a group or dyad and thereby susceptible to social influence. However, little is known about these “parallel” self-control decisions or the resulting social consequences. In a series of studies spanning the domains of money, time management, and food consumption, consumers d…
Combining food type(s) and food quantity choice in a new food choice paradigm based on vice-virtue bundles
Half-size me? How calorie and price information influence ordering on restaurant menus with both half and full entrée portion sizes
The ability to choose can increase satiation
The ability to choose should let people create more enjoyable experiences. However, in a set of 5 studies, people who chose repeatedly during ongoing consumption exhibited a greater drop in enjoyment compared with those who received a series of random selections from the same set of liked stimuli. Process evidence indicated that choosing increased satiation because it triggered overall reflections on the repetitive nature of the ongoing consumpti…
Healthy Diets Make Empty Wallets: The Healthy = Expensive Intuition
Understanding consumer decision making about what to eat is both complex, as multiple factors can drive food choice, and important, as food choice impacts overall health. This research examines an intuition at the crossroads of two important criteria for food decision making—healthiness and price—finding that consumers believe that healthier food is more expensive than less healthy food. While this relationship may be accurate in some cases, cons…
An overture to overeating: The cross-modal effects of acoustic pitch on food preferences and serving behavior
Confession and self-control: A prelude to repentance or relapse
Confessions are commonplace. Even when embarrassing or otherwise damaging, we seem intrinsically motivated to open up to others and confess mistakes we have made. Although there may be many reasons one might choose to disclose one's "sins," very little is known about what confession actually does, particularly concerning its effect on future behavior. This work examines confession in the context of one's personal self-control failures in consumpt…
Justifying by “healthifying”: When expected satisfaction from consumption closure increases the desire to eat more and biases health perceptions of unhealthy leftovers
Parenting Motivation and Consumer Decision-Making
Parenting has been a central activity throughout human history, yet little research has examined the parental care motivation system on preferences and decision-making. Because successful parenting involves caring for both a child’s immediate and long-term needs, we consider whether parenting motivation leads people to focus more on the present or on the future. A series of five experiments reveals that parenting motivation activates gender-speci…
From Cradle to Grave: How Childhood and Current Environments Impact Consumers' Subjective Life Expectancy and Decision-Making
The age to which people expect to live likely drives many important consumer decisions. Yet we know surprisingly little about the antecedents and consequences of consumers' subjective life expectancies. In the present work, we propose that subjective life expectancy is influenced by the combination of people's childhood environment and their current environment. We find that people who grew up in poorer environments expected to have a shorter lif…
The messy satiation effect: Understanding how eating messily can accelerate the rate of satiation and reduce consumption
Really Rewarding Rewards: Strategic Licensing in Long-Term Healthy Food Consumption
Licensing is a well-documented form of justifying individual indulgent choices, but less is known about how licensing affects food decision-making patterns over time. Accordingly, we examine whether consumers incorporate licensing strategically and deliberately in their long-term consumption patterns and identify reward programs as a context in which strategic licensing is likely to occur. We propose that members with lower-calorie consumption pa…
Weight stigma: Do we believe that everyone can enjoy healthy behaviors
Weight-based stigma is prevalent, increasing, and has many negative consequences. This research examines people's beliefs about what other people with heavy versus thin body types enjoy, in terms of food and activities. Predictions of others' enjoyment are important, as they can shape various downstream judgments, including beliefs about other people's likely goal pursuit success, and recommendations and choices for others. Six pre-registered exp…
Seeing the forest through the trees and on tees: Nature and consumer decision‐making
Rim, Schertz, and Berman ( Journal of Consumer Psychology , 2025) present prior research examining the affective, cognitive, and social benefits of humans' interactions with nature. In doing so, they offer some specific applications to consumer psychology and encourage more research examining the consequences of nature interaction on consumer behaviors. We build on this important work by considering the breadth of potential forms of interaction b…
Psychology (21 works) · Economics (14 works) · Behavioral Health and Interventions (13 works) · Social Psychology (13 works) · Business (12 works) · Consumer Behavior in Brand Consumption and Identification (12 works) · Advertising (7 works) · Marketing (7 works) · Medicine (7 works) · Consumer Attitudes and Food Labeling (6 works)