Yale School of Management

Curriculum Vitae

To download a pdf of this CV, click here.

 

EDUCATION                                                                                                                                                                     

Doctor of Business Administration, Marketing

Harvard Business School, Boston, MA

Master of Business Administration

University of Southern California, Los Angeles, CA

Bachelor of Arts, with Honors in English

Haverford College, Haverford, PA

 

EMPLOYMENT                                                                                                                                                                

Assistant Professor of Marketing (2013-present)

Yale School of Management, New Haven, CT

Lecturer, Marketing (2012-2013)

Yale School of Management, New Haven, CT

Postdoctoral Associate, Marketing (2011-2012)

Yale School of Management, New Haven, CT

 

Associate Brand Manager, Barbie (2003- 2005)

Mattel, Inc., Los Angeles, CA

Marketing Intern, Cardiac Surgery (2002)

Guidant Corporation (now Boston Scientific), Santa Clara, CA

 

RESEARCH INTERESTS                                                                                                                    

Persuasion, decision making, behavior change, well-being

 

RESEARCH PUBLICATIONS                                                                                                                                                               

Baskin, Ernest, Margarita Gorlin, Zoë Chance, Nathan Novemsky, Ravi Dhar, Michelle Hatzis, and Kim Huskey (forthcoming). Beverage Proximity Increases Food Consumption, Appetite.

 

Chance, Zoë, and Michael I. Norton (2015). The What and Why of Self-Deception, Current Opinion in Psychology, 6, 104-107.

 

Chance, Zoë, Ravi Dhar, Michelle Hatzis, and Kim Huskey (2015). Nudging Individuals Toward Healthier Food Choices with the 4Ps Framework for Behavior Change. In C. Roberto & I. Kawachi, (Eds.), Behavioral Economics and Public Health (pp.177-202). Oxford: Oxford University Press.

 

Chance, Zoë, Francesca Gino, Michael I. Norton, and Dan Ariely (2015). The Slow Decay and Quick Revival of Self-Deception, Frontiers in Psychology, 6, 1-6.

 

Chance, Zoë, Margarita Gorlin, and Ravi Dhar (2014). Why Choosing Healthy Foods is Hard, and How to Help: Presenting the 4Ps Framework for Behavior Change, Customer Needs and Solutions, 1, 253–262.

Mogilner, Cassie, Zoë Chance, and Michael I. Norton (2012). Giving Time Gives You Time, Psychological Science, 23(10) 1233-1238 .

Chance, Zoë, Michael I. Norton, Francesca Gino, and Dan Ariely (2011). Temporal View of the Costs and Benefits of Self-Deception, Proceedings of the National Academy of Science, 108(3) 15655-9.

Chance, Zoë and Rohit Deshpandé (2009). Putting Patients First: Social Marketing Strategies for Treating HIV in Developing Nations, Journal of Macromarketing, 29, 220-232.

Frost, Jeana H, Zoë Chance, Michael I. Norton, and Dan Ariely (2008). People Are Experience Goods: Improving Online Dating with Virtual Dates, Journal of Interactive Marketing, 22, 51-61.

  • Citation of Excellence Award (2008). Emerald Management Reviews (awarded to top 50 peer-reviewed management research papers, out of 15,000)

Chance, Zoë and Michael I. Norton (2008). “I Read Playboy for the Articles: Justifying and Rationalizing Questionable Preferences. In M. S. McGlone and M. L. Knapp (Eds.), The Interplay of Truth and Deception, (pp. 136-148). New York: Routledge.

Deshpandé, Rohit and Zoë Chance (2007). Fighting AIDS, Fighting Poverty: Customer Centric Marketing in the Generic Antiretroviral Business. In V. Rangan, J. Quelch, G. Herrero and B. Barton (Eds.), Business Solutions for the Global Poor: Creating Social and Economic Value, (pp. 73-83). John Wiley & Sons, Inc.

 

OTHER PUBLICATIONS AND COMMENTARY

 

Chance, Zoë, Ravi Dhar, Michelle Hatzis, and Michiel Bakker (2016). How Google Optimized Healthy Office Snacks, Harvard Business Review.

 

Chance, Zoë and Joshua Riff. OptumHealth (2015). Expert Perspective. Golden Valley, MN.

 

Gorlin, Margarita, Zoë Chance, Ravi Dhar, Rohit Kichlu, and Erin Ratelis. OptumHealth (2014). Beyond Good Intentions: Making Health Behavior Change a Reality. Golden Valley, MN.

 

Levis, Amanda and Zoë Chance (2014). The Great Gatsby, in The Encyclopedia of Deception, ed. T. R. Levine. Thousand Oaks, CA: Sage.

 

Chance, Zoë. Prudential. (2013). Considering the Very Long Life Scenario, Bring Your Challenges Roundtable.

 

Chance, Zoë,Ravi Dhar, Shane Frederick, Rohit Kichlu, Erin Ratelis and John Waters. OptumHealth. (2012). Influencing Health Choices at Work: A Behavioral Economics Framework for Wellness. Golden Valley, MN.

 

 

MANUSCRIPTS IN PREPARATION

       

“‘I Give, Therefore, I Have’: Philanthropy and Subjective Wealth,” Journal of Consumer Research (revise and resubmit), with Michael I. Norton.

“Piecemeal Repayment: Steering Customers Out of the Red and Into the Black, with Grant Donnelly and Michael I. Norton.

“Choice Amnesia: Motivated Forgetting of Difficult Decisions,” with Michael Norton.

 

AWARDS AND HONORS

2015

Yale Public Voices Fellowship

 

2011

Wyss Award for Research Excellence ($10K), Harvard Business School

2008

Citation of Excellence, Emerald Management Review

2007

Fellow, Sheth Doctoral Consortium, Arizona State University

2007

Fellow, Summer Institute in Social Psychology, University of Texas at Austin

 

INVITED TALKS

2016

Hacking Self-Control: A Page from the Millenial Playbook,” Yale Customer Insights Conference, New Haven, CT, 5/6/16

 

2015

“Transformation Through Tiny Tweaks,” International Coaching Federation, Advances in Research, London, UK, 9/19/15

 

2015

“Prepping for the Podium: Presence and Charisma,” Renaissance Weekend, Jackson Hole, WY, 7/3/15.

 

2015

“Nudges at Work: Field Experiments with Food,” Google Food Innovation Lab, 5/26/15

 

2014

“Radical Rapport,” Goldman Sachs Advisors Conference, 12/11/14

 

2014

“Nudges at Work: Field Experiments with Food in an Office Setting,” Yale Cognitive Science Seminar, New Haven, CT, 10/21/14

2014

“Influence and Persuade: A Few Practical Techniques,” Yale SOM Reunion, New Haven, CT, 10/18/14

2014

Nudges at Work: Field Studies on Healthy Eating Interventions. Applying Social Science Inisghts to Improve Public Health Workshop, Harvard Center for Population and Development Studies, Cambridge, MA, 4/11/14.

2014

Nudging in the Workplace: Using Behavioral Economics & Psychology to Improve Employee Health. Harvard School of Public Health, Boston, MA, 4/10/14.

2014

Cheating and self-deception. Columbia Business School, New York, NY, 1/30/14.

2013

“Knowledge vs. Belief,” Choice Symposium, Netherlands, 6/15/13.

2013

“How to Make a Behavior Addictive.” TEDxMill River, Stamford, CT, 4/20/13.

2013

“I Give, Therefore I Have.” Stony Brook University, Stony Brook, NY, 3/1/13.

2012

“Social Influences on Health Behaviors: Friends, Allies, and Frenemies.” Art and Science of Health Promotion conference, San Diego, CA, 4/12/12.

2012

“I Give, Therefore I Have.” Fuqua School of Business, Duke University, Durham, NC, 2/29/12.

 

CONFERENCE PARTICIPATION

Chaired Symposia

2011

“Surprising Influences on Consumer Well-Being.” Association for Consumer Research, St. Louis, MO.

2011

“Like Sands Through the Hourglass: How Temporal Perspective Affects Our Daily Lives.” Society for Consumer Psychology, Atlanta, GA.

Paper Presentations

2015

The Slow Decay and Quick Revival of Self-Deception.” Self-Deception, Self-Signaling, and Self-Control, Institute for Advanced Study, Toulouse, France.

2014

“Nudges at Work: Field Experiments with Food in an Office Setting,” Association for Consumer Research conference, Baltimore, MD.

2014

“Nudges at Work: Field Studies on Healthy Eating Interventions. Four Schools Conference, Yale University, New Haven.

2013

“Temporal Decay, Reinstatement, and Debiasing of Self-Deception.” Association for Consumer Research conference, Chicago, IL.

2012

“A New Framework for Behavioral Change.” Art and Science of Health Promotion conference, San Diego, CA.

2012

“Cheating and Self-Deception.” Society for Personality and Social Psychology conference, San Diego, CA.

2011

“Prosperity Through Philanthropy.” Society for Judgment and Decision Making conference, Seattle, WA.

2011

“Prosperity Through Philanthropy”. Association for Consumer Research conference, St. Louis, MO.

2011

“Giving Time Gives You Time.” Association for Consumer Research conference, St. Louis, MO.

2011

“Studies in Self-Deception.” Transatlantic Doctoral Conference, London Business School, London, England.

2011

“Giving Time Gives You Time.” Society for Consumer Psychology Conference, Atlanta, GA.

2010

“’I Give Therefore I Have:’ Charitable Donations and Subjective Wealth.” Association for Consumer Research conference, Jacksonville, FL.

2009

“The Costs of Self-Deception.” Whitebox Advisors Graduate Student Conference, Yale University, New Haven, CT.

2008

“Decision Amnesia: Motivated Forgetting of Difficult Choices”. Society for Consumer Psychology conference, New Orleans, LA.

2007

“Decision Amnesia: Why Taking Your Time Can Lead to Forgetting.” Association for Consumer Research conference, Memphis, TN.

2007

“Decision Amnesia: Motivated Forgetting of Difficult Choices.” Society for Judgment and Decision Making conference, Long Beach, CA.

2007

“Putting Patients First: Marketing Strategies for Treating HIV in Developing Nations.” Transformative Consumer Research Conference, Dartmouth University, Hanover, NH.

2007

“Choice Amnesia: Tough Choice? Fagheddaboutit!” Whitebox Advisors Graduate Student Conference, Yale University, New Haven, CT.

Poster Presentations

2012

“Generosity with Time and Money.” Science of Compassion Conference, Telluride, CO.

2009

“Subjective Wealth and Charitable Giving.” Association for Consumer Research conference, Pittsburgh, PA.

2007

“Motivated Forgetting.” Judgment and Decision Making Pre-conference, Society of Personality and Social Psychology, Memphis, TN.

2007

“Young Guns: How Violence Drives Video Game Adoption.” Transformative Consumer Research Conference, Dartmouth University, Hanover, NH.

 

TEACHING EXPERIENCE                                                                                       

Mastering Influence and Persuasion

Yale MBA elective (2013-present)

 

Keys to Influence and Persuasion

Handle Resistance Like an Aikido Master

Developing Star Presence and Charisma 

Negotiate Like a Jedi

How Powerful Women Communicate

Market Yourself Gracefully

Radical Rapport

Hacking Behavior Change with Behavioral Economics

Yale SOM Executive Education (2014-present)

Flirting Practicum

Mama Gena's School for Womanly Arts, Miami Immersion (2014)

 

MBA Consulting Team Faculty Advisor

Yale Center for Customer Insights (2012, 2013)

 

Women's Leadership Forum Facilitator, Trainer, Lesson planner

Harvard Business School Executive Education (2007-2012)

 

Honors Thesis Workshop Leader

Harvard University Mind, Brain, and Behavior Initiative (2010, 2011)

 

MARKETING CONSULTATION

 

American Heart Association (2015)

Google (2012-present)

OptumHealth (2011-2015)

American Red Cross (2009-2010)