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.
 

PUBLICATIONS AND MANUSCRIPTS UNDER REVIEW 

Engeler, Isabelle and Priya Raghubir (2018), "Decomposing the Cross-Sex Misprediction Bias of Dating Behaviors: Do Men Overestimate or Women Underreport their Sexual Intentions?," Journal of Personality and Social Psychology, 114 (1), 95-105.

  • Media Coverage: MetroMBA, Psychology Today, Research Digest British Psychological Society, Osterreichischer Rundfunk ORF, Modern Psykologi Sweden, Tagesanzeiger, Der Bund, Basler Zeitung.

Engeler, Isabelle and Kate Barasz, "Mix-and-Match vs. Head-to-Toe: How Brand Combinations Affect Observer Inferences and Trust," being revised for a 2nd round of reviews at the Journal of Consumer Research.

Keri Kettle, Gerald Häubl, 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.

 

MANUSCRIPTS IN PREPARATION FOR SUBMISSION

Engeler, Isabelle and Gerald Häubl, "Miscalibration in Predicting One’s Performance," in preparation for Journal of Personality and Social Psychology.

Engeler, Isabelle and Priya Raghubir, "I Run to be Fit, You Run for Fame: Improving Reports of Sensitive Consumption Motives," in preparation for Journal of Marketing.

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

Raghubir, Priya and Isabelle Engeler, “The Purer-Than-Thou Effect: New Measures and Evidence of Self-Other Estimation Errors” in preparation for Personality and Social Psychology Bulletin.

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

 

SELECTED RESEARCH IN PROGRESS

"Other-Talk and Effect on Performance and Choice," with Tobias Schlager and Michael Norton

"Mixed Emotions and Performance," with Jordi Quoidbach and Erini Kapogli

“Self-Other Effects in Busyness Perception,” with Maria Giulia Trupia and Jordi Quoidbach

“There Can Be Only One: Underestimating Paths to Success After Successful Outcomes,” with Kate Barasz, Jordi Quoidbach, and Michael Norton

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

 

INVITED PRESENTATIONS

"Miscalibration in Predicting One’s Performance"
IE Business School, Spain, Judgment and Decision Making Seminar (May 2019)
ESADE Business School, Spain, Marketing Seminar (March 2019)

" Mix-and-Match vs. Head-to-Toe: How Brand Combinations Affect Observer Inferences and Trust"
IESE Business School, Spain, Marketing Camp (March 2019)

“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, Management Seminar (December 2015)
University of Lausanne,
Switzerland, Marketing Seminar (December 2015)
UCD Dublin, Ireland, Marketing 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)
New York University
, Marketing Brown Bag (March 2015).
University of Miami,
Marketing Brown Bag (May 2014).

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

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

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

 

CONFERENCE PRESENTATIONS (* indicates presenter)

Engeler, Isabelle* and Kate Barasz (2019), "Mix-and-Match vs. Head-to-Toe: How Brand Combinations Affect Observer Inferences and Trust," CBSIG Conference (AMA), July 5-7, Bern, Switzerland.

Engeler, Isabelle* and Kate Barasz (2019), "Mix-and-Match vs. Head-to-Toe: How Brand Combinations Affect Observer Inferences and Trust," European Marketing Academy (EMAC) Conference, May 28-31, Hamburg, Germany.

Engeler, Isabelle* and Gerald Häubl (2018), "Miscalibration in Performance Prediction," poster present at the Society for Judgment and Decision Making (SJDM), November 16-19, New Orleans, USA.

Engeler, Isabelle* and Kate Barasz (2018), "Brand Fan(atic)s: When Excessive Brand Loyalty Sends the Wrong Signal," Association for Consumer Research (ACR) Conference, October 11-14, Dallas, USA.

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.