My research broadly focuses on how positivity biases affect people’s judgments, emotions, motivation, and behaviors in consumption as well as achievement situations.

I examine different forms of positivity: overly positive self-perceptions (1) in comparison to others (self- other bias), (2) in attributions of current outcomes (self-serving bias), and (3) in thoughts and images about desired future outcomes and goals (positive fantasies, optimistic predictions). Substantively, I am interested in the implications of these forms of positivity in consumption experiences, price situations, and goal achievement. Methodologically, I aim to advance de-biasing methods to elicit more valid responses in survey research. Empirically, in all my projects I strive to combine lab/mTurk experiments and large field studies to gain robust and reliable insights on underlying processes and real-life implications.

RESEARCH INTERESTS

Consumer Behavior, Emotion and Motivation, Self-Other Biases, Survey Methodology, Price Psychology.
 

MANUSCRIPTS UNDER REVIEW 

Keri Kettle, Gerald Haeubl, and Isabelle Engeler, "Performance-Enhancing Social Contexts: When Sharing Predictions About One’s Performance is Motivating," being revised for a 2nd round of reviews at the  Journal of Consumer Research.

Engeler, Isabelle and Priya Raghubir, "Order-of-Elicitation Method: A Method to Improve Reports of Sensitive Consumption Motives," under review at Journal of Marketing Research.

Engeler, Isabelle and Priya Raghubir, "Decomposing the Cross-Sex Misprediction Bias of Dating Behaviors: Do Men Overestimate or Women Underreport their Sexual Intentions?," under review at Journal of Personality and Social Psychology.

 

MANUSCRIPTS IN PREPARATION FOR SUBMISSION

Engeler, Isabelle, Priya Raghubir, Thomas Bieger, and Christian Laesser "Emotional Price Discrimination," targeted for Journal of Consumer Research.

Engeler, Isabelle and Gerald Häubl, "Feeling Worse-Than-Average but Still too Optimistic?," targeted for Psychological Science.

Engeler, Isabelle and Gabriele Oettingen, "Mental Contrasting and Performance in Sports-Achievement Contexts,” targeted for Motivation and Emotion.

 

SELECTED RESEARCH IN PROGRESS

"Decision Inferences about Brand Fan(atics)," with Kate Barasz

"Emotions and Performance," with Jordi Quoidbach

"Personalities of Financial Products," with Priya Raghubir and Meir Statman

"The Various Forms of Consumers’ Pleasure: Schadenfreude and Mudita," with Priya Raghubir

"Price Emotions" (conceptual paper)

 

SELECTED CONFERENCE PROCEEDINGS

Kettle, Keri, Gerald Häubl, and Isabelle Engeler (2015), "Sharing Predictions," Advances in Consumer Research, Vol. 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN: Association for Consumer Research, 292-296.

Engeler, Isabelle and Priya Raghubir (2013), "I Run to be Fit, You Run for Fame: Context Effects Affecting Self-Positivity in Judgments on Consumption Motives and Emotions," Advances in Consumer Research, Vol. 41, eds. Simona Botti and Aparna Labroo, Duluth, MN: Association for Consumer Research, 640-642.

Engeler, Isabelle and Christian Laesser (2012), "Emotional Effects of Purchase Price-Reference Price Divergence," Advances in Consumer Research, Vol. 40, eds. Zeynep Gurhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN: Association for Consumer Research, 293-297.

 

INVITED PRESENTATIONS

“I Run to be Fit, You Run for Fame: Leveraging Projection to Improve the Validity of Responses to Sensitive Consumption Motives”
University of Lugano, Switzerland, Marketing Seminar (March 2016)
University of Zurich, Switzerland, General Seminar (December 2015)
University of Lausanne, Switzerland, Marketing Seminar (December 2015)
UCD Dublin, Ireland, General Seminar (November 2015)
INSEAD Fontainebleau, France, Marketing Seminar (October 2015)
ESMT Berlin, Germany, Marketing Seminar (October 2015)
IESE Business School, Spain, Marketing Seminar (October 2015)

"I Run to be Fit, You Run for Fame: Self-Other Bias in Consumption Motive,"
New York University, Marketing Brown Bag (March 2015)

Panel Speaker "The Role of Consumer Insights for Business," Swiss-American Chamber of Commerce
Young Professional Committee and Swissnex New York
, New York, USA (December 2014)

"Self-Regulation in High Ambition Contexts,"
New York University, Motivation Lab Brown Bag, Psychology Department (November 2014)

"I Run to be Fit, You Run for Fame: Self-Other Bias in Consumers’ Motive and Emotion Judgments,"
University of Miami, Marketing Brown Bag (May 2014)

Keynote Speaker "Pricing under Pressure: How to Generate Revenue under the Present Circumstances?," General Assembly, Private Selection Hotels, Arosa, Switzerland (April 2012)
 

CONFERENCE PRESENTATIONS (* indicates presenter)

Engeler, Isabelle* and Priya Raghubir (2016), "How Real is the Bias in Cross-Gender Judgments of Dating Behaviors: Do Men Really Overpredict Women’s Sexual Intentions?," poster to be present at the Society for Judgment and Decision Making (SJDM), November 18-21, Boston, USA.

Kettle, Keri*, Gerald Häubl, and Isabelle Engeler (2016), "Performance-Enhancing Social Contexts: When Sharing Predictions About One’s Performance Is Motivating," Behavioural Decision Research in Management (BDRM) Conference, June 9-11, Toronto, Canada.

Kettle, Keri*, Gerald Häubl, and Isabelle Engeler (2016), "Performance-Enhancing Social Contexts: When Sharing Predictions About One’s Performance Is Motivating," Society for Consumer Psychology (SCP) Conference, February 25-27, St. Pete Beach, USA.

Kettle, Keri*, Gerald Haeubl, and Isabelle Engeler (forthcoming), "Sharing Predictions," at a special session at the Association for Consumer Research (ACR) Conference, October 1-4, New Orleans, USA.

Engeler, Isabelle* and Priya Raghubir (2015), "Leveraging Projection to Increase the Predictive Validity of Self-Reports: Four Experiments in the Domain of Consumption Motives," Society for Consumer Psychology (SCP) International Conference, June 25-27, Vienna, Austria.

Engeler, Isabelle* and Priya Raghubir (2015), "Leveraging Projection to Increase the Predictive Validity of Self-Reports: Four Experiments in the Domain of Consumption Motives," Society for Consumer Psychology (SCP) Conference, February 26-28, Phoenix, USA.

Engeler, Isabelle* and Priya Raghubir (2014), "I Purchase for Quality, Others for Status”: Delineating, Attenuating, and Leveraging Biases in Comparative Self-Reports," poster presented at the Society for Judgment and Decision Making (SJDM), November 21-24, Long Beach, USA.

Engeler, Isabelle* and Priya Raghubir (2013), "I Run to be Fit, You Run for Fame: Context Effects Affecting Self-Positivity in Judgments on Consumption Motives and Emotions," Association for Consumer Research (ACR) Conference, October 3-6, Chicago, USA.

Engeler, Isabelle* and Christian Laesser (2013), "Consumers’ Emotions about Getting a Discount and their Likelihood to Return at Regular Prices," European Marketing Academy (EMAC) Conference, June 4-6, Istanbul, Turkey.

Engeler, Isabelle* and Christian Laesser (2012), "Emotional Effects of Purchase Price-Reference Price Divergence," at a special session at the Association for Consumer Research (ACR) Conference, October 4-7, Vancouver, Canada.

Raghubir, Priya*, Meir Statman, and Isabelle Engeler (2012), "Personalities of Financial Products," at a special session at the Society for Consumer Psychology (SCP) International Conference, June 29- July 1, Florence, Italy.

Raghubir, Priya*, Isabelle Engeler, and Meir Statman (2012), "The Interplay of Hope and Fear on Investment Choices," at a special session at the European Marketing Academy (EMAC) Conference, May 22-25, Lisbon, Portugal.

Engeler, Isabelle*, Christian Laesser, Thomas Bieger, and Pietro Beritelli (2009), "Predicting Online Travel Purchase: The Case of Switzerland," European Marketing Academy (EMAC) Conference, May 26-29, Nantes, France.

Engeler, Isabelle* and Christian Laesser (2008), "Perceived Price Fairness of Price Discrimination in the Restaurant Industry: The Case of Switzerland," European Marketing Academy (EMAC) Conference, May 27-30, Brighton, UK.