ZAKARY L. TORMALA. Curriculum Vitae. Website:

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1 ZAKARY L. TORMALA Curriculum Vitae Office Address Contact Information Graduate School of Business Phone: (650) Stanford University Fax: (650) Knight Way Stanford, CA Website: EDUCATION Ph.D. 2003, Psychology, The Ohio State University Specialization: Social Psychology Minor: Quantitative Psychology M.A. 1999, Psychology, The Ohio State University Specialization: Social Psychology B.A. 1996, Psychology, Arizona State University EMPLOYMENT HISTORY 2011-present, Associate Professor (w/ tenure), Stanford University, Graduate School of Business , Associate Professor, Stanford University, Graduate School of Business , Assistant Professor, Indiana University, Department of Psych. and Brain Sciences HONORS & AWARDS , Spence Faculty Scholar, Stanford University , Fletcher Jones Faculty Scholar, Stanford University , Joseph and Laurie Lacob Faculty Scholar, Stanford University 2009, Marketing Science Institute Young Scholar* 2009, Fellow, Society of Experimental Social Psychology 2009, Named a Favorite Professor of the Stanford University Knight Fellowship Program 2008, Early Career Award, Society for Consumer Psychology** 2006, Faculty Research Support Program Grant, Indiana University 1

2 2004, Student Choice Award Nominee for Outstanding Professor, Indiana University 2004, Society for Experimental Social Psychology Dissertation Award Finalist , Presidential Fellowship, Ohio State University , Social Behavior Interest Group Chair, Ohio State University 2001, Yin and Yang of Social Cognition Conference Travel Award, Yale University 2001, Herbert Toops Research Award, Ohio State University , Thomas Ostrom Series Scholar and Athenaeum Chair, Ohio State University , National Science Foundation Graduate Research Fellowship , University Fellowship, Ohio State University 1996, Moeur Award, Arizona State University Valedictorian 1996, summa cum laude, Arizona State University Honors College 1996, Phi Beta Kappa, Arizona State University 1996, E. Blois du Bois Foundation Scholarship, Arizona State University 1996, Sun Angel Foundation Scholarship, Arizona State University 1995, Arizona State University Student Foundation College Leadership Scholarship 1995, Sun Angel Foundation Scholarship, Arizona State University , Regents' Merit Scholarship, Arizona State University * Designates leading upcoming scholars in marketing research ** Early career award for distinguished scientific contribution in consumer psychology PUBLICATIONS (PEER-REVIEWED ARTICLES) Kupor, D.M., & Tormala, Z.L. (in press). Persuasion, interrupted: The effect of momentary interruptions on message processing and persuasion. Journal of Consumer Research. Barden, J., & Tormala, Z.L. (2014). Elaboration and attitude strength: The new meta-cognitive perspective. Social and Personality Psychology Compass, 8, Kupor, D.M., Tormala, Z.L., & Norton, M.I. (2014). The allure of unknown outcomes: Exploring the role of uncertainty in the preference for potential. Journal of Experimental Social Psychology, 55, Kupor, D.M., Tormala, Z.L., Norton, M.I., & Rucker, D.D. (2014). Thought calibration: How thinking just the right amount increases one s influence and appeal. Social Psychological and Personality Science, 5, Rucker, D.D., Tormala, Z.L., Petty, R.E., & Briñol, P. (2014). Consumer conviction and commitment: An appraisal-based framework for attitude certainty. Journal of Consumer Psychology, 24, Akhtar, O., Paunesku, D., & Tormala, Z.L. (2013). Weak > strong: The ironic effect of argument strength on supportive advocacy. Personality and Social Psychology Bulletin, 39,

3 Clarkson, J.J., Valente, M.J., Leone, C., & Tormala, Z.L. (2013). Motivated reflection on attitude-inconsistent information: An exploration of the role of fear of invalidity in selfpersuasion. Personality and Social Psychology Bulletin, 29, Clarkson, J.J., Tormala, Z.L., Rucker, D.D., & Dugan, R.G. (2013). The malleable influence of social consensus on attitude certainty. Journal of Experimental Social Psychology, 49, Reich, T., & Tormala, Z.L. (2013). When contradictions foster persuasion: An attributional perspective. Journal of Experimental Social Psychology, 49, Ein-Gar, D., Shiv, B., & Tormala, Z.L. (2012). When blemishing leads to blossoming: The positive effect of negative information. Journal of Consumer Research, 38, Khan, U., & Tormala, Z.L. (2012). Inviting questions. Journal of Consumer Psychology, 22, Tormala, Z.L., Jia, J.S., & Norton, M.I. (2012). The preference for potential. Journal of Personality and Social Psychology, 103, Clarkson, J.J., Tormala, Z.L., & Leone, C. (2011). A self-validation perspective on the mere thought effect. Journal of Experimental Social Psychology, 47, Clarkson, J.J., Tormala, Z.L., & Rucker, D.D. (2011). Cognitive and affective matching effects in persuasion: An amplification perspective. Personality and Social Psychology Bulletin, 37, Dubois, D., Rucker, D.D., & Tormala, Z.L. (2011). From rumors to facts, and facts to rumors: The role of certainty decay in consumer communications. Journal of Marketing Research, 48, Petrocelli, J.V., Percy, E.J., Sherman, S.J., & Tormala, Z.L. (2011). Counterfactual potency. Journal of Personality and Social Psychology, 100, Rucker, D.D., Preacher, K.J., Tormala, Z.L., & Petty, R.E. (2011). Mediation analysis in social psychology: Current practices and new recommendations. Social and Personality Psychology Compass, 5, Tormala, Z.L, Clarkson, J.J., & Henderson, M.D. (2011). Does fast or slow evaluation foster greater certainty? Personality and Social Psychology Bulletin, 37, Chen, F.S., Minson, J.A., & Tormala, Z.L. (2010). Tell me more: The effects of expressed interest on receptiveness during dialog. Journal of Experimental Social Psychology, 46,

4 Karmarkar, U.R., & Tormala, Z.L. (2010). Believe me, I have no idea what I m talking about: The effects of source certainty on consumer involvement and persuasion. Journal of Consumer Research, 36, Litt, A., & Tormala, Z.L. (2010). Fragile enhancement of attitudes and intentions following difficult decisions. Journal of Consumer Research, 37, Mayer, N.D., & Tormala, Z.L. (2010). Think versus feel framing effects in persuasion. Personality and Social Psychology Bulletin, 36, Petrocelli, J.V., Clarkson, J.J., Tormala, Z.L., & Hendrix, K.L. (2010). Perceiving stability as a means to attitude certainty: The role of implicit theories of attitudes. Journal of Experimental Social Psychology, 46, Wan, E.W., Rucker, D.D., Tormala, Z.L., & Clarkson, J.J. (2010). The effect of regulatory depletion on attitude certainty. Journal of Marketing Research, 47, Wichman, A.L., Briñol, P., Petty, R.E., Rucker, D.D., Tormala, Z.L., & Weary, G. (2010). Doubting one s doubt: A formula for confidence? Journal of Experimental Social Psychology, 46, Clarkson, J.J., Tormala, Z.L., DeSensi, V.L., & Wheeler, S.C. (2009). Does attitude certainty beget self-certainty? Journal of Experimental Social Psychology, 45, Tormala, Z.L., & DeSensi, V.L. (2009). The effects of minority/majority source status on attitude certainty: A matching perspective. Personality and Social Psychology Bulletin, 35, Tormala, Z.L., DeSensi, V.L., Clarkson, J.J., & Rucker, D.D. (2009). Beyond attitude consensus: The social context of persuasion and resistance. Journal of Experimental Social Psychology, 45, Clarkson, J.J., Tormala, Z.L., & Rucker, D.D. (2008). A new look at the consequences of attitude certainty: The amplification hypothesis. Journal of Personality and Social Psychology, 95, Tormala, Z.L., & Clarkson, J.J. (2008). Source trustworthiness and information processing in multiple persuasive message situations: A contextual analysis. Social Cognition, 26, Tormala, Z.L., & DeSensi, V.L. (2008). The perceived informational basis of attitudes: Implications for subjective ambivalence. Personality and Social Psychology Bulletin, 34,

5 Tormala, Z.L., Rucker, D.D., & Seger, C.R. (2008). When increased confidence yields increased thought: A confidence-matching hypothesis. Journal of Experimental Social Psychology, 44, Kardes, F.R., Fennis, B.M., Hirt, E.R., Tormala, Z.L., & Bullington, B. (2007). The role of the need for cognitive closure in the effectiveness of the disrupt-then-reframe influence technique. Journal of Consumer Research, 34, Petrocelli, J.V., Tormala, Z.L., & Rucker, D.D. (2007). Unpacking attitude certainty: Attitude clarity and attitude correctness. Journal of Personality and Social Psychology, 92, Tormala, Z.L., Briñol, P., & Petty, R.E. (2007). Multiple roles for source credibility under high elaboration: It s all in the timing. Social Cognition, 25, Tormala, Z.L., & Clarkson, J.J. (2007). Assimilation and contrast in persuasion: The effects of source credibility in multiple message situations. Personality and Social Psychology Bulletin, 33, Tormala, Z.L., DeSensi, V.L., & Petty, R.E. (2007). Resisting persuasion by illegitimate means: A metacognitive perspective on minority influence. Personality and Social Psychology Bulletin, 33, Tormala, Z.L., Falces, C., Briñol, P., & Petty, R.E. (2007). Ease of retrieval effects in social judgment: The role of unrequested cognitions. Journal of Personality and Social Psychology, 93, Tormala, Z.L., & Petty, R.E. (2007). Contextual contrast and perceived knowledge: Exploring the implications for persuasion. Journal of Experimental Social Psychology, 43, Tormala, Z.L., & Rucker, D.D. (2007). Attitude certainty: A review of past findings and emerging perspectives. Social and Personality Psychology Compass, 1, Bizer, G.Y., Tormala, Z.L., Rucker, D.D., & Petty, R.E. (2006). Memory-based versus on-line processing: Implications for attitude strength. Journal of Experimental Social Psychology, 42, Briñol, P., Petty, R.E., & Tormala, Z.L. (2006). The malleable meaning of subjective ease. Psychological Science, 17, Petty, R.E., Tormala, Z.L., Briñol, P., & Jarvis, W.B.G. (2006). Implicit ambivalence from attitude change: An exploration of the PAST model. Journal of Personality and Social Psychology, 90, Tormala, Z.L., Briñol, P., & Petty, R.E. (2006). When credibility attacks: The reverse impact of source credibility on persuasion. Journal of Experimental Social Psychology, 42,

6 Tormala, Z.L., Clarkson, J.J., & Petty, R.E. (2006). Resisting persuasion by the skin of one s teeth: The hidden success of resisted persuasive messages. Journal of Personality and Social Psychology, 91, Briñol, P., Petty, R.E., & Tormala, Z.L. (2004). The self-validation of cognitive responses to advertisements. Journal of Consumer Research, 30, Tormala, Z.L., & Petty, R.E. (2004). Source credibility and attitude certainty: A metacognitive analysis of resistance to persuasion. Journal of Consumer Psychology, 14, Tormala, Z.L., & Petty, R.E. (2004). Resistance to persuasion and attitude certainty: The moderating role of elaboration. Personality and Social Psychology Bulletin, 30, Leonardelli, G., & Tormala, Z.L. (2003). The negative impact of perceiving discrimination on collective well-being: The mediating role of perceived ingroup status. European Journal of Social Psychology, 33, Petty, R.E., Briñol, P., & Tormala, Z.L. (2002). Thought confidence as a determinant of persuasion: The self-validation hypothesis. Journal of Personality and Social Psychology, 82, Tormala, Z.L., Petty, R.E., & Briñol, P. (2002). Ease of retrieval effects in persuasion: A selfvalidation analysis. Personality and Social Psychology Bulletin, 28, Tormala, Z.L., & Petty, R.E. (2002). What doesn t kill me makes me stronger: The effects of resisting persuasion on attitude certainty. Journal of Personality and Social Psychology, 83, Petty, R.E., Tormala, Z.L., Hawkins, C., & Wegener, D.T. (2001). Motivation to think and order effects in persuasion: The moderating role of chunking. Personality and Social Psychology Bulletin, 27, Tormala, Z.L., & Petty, R.E. (2001). On-line versus memory-based processing: The role of need to evaluate in person perception. Personality and Social Psychology Bulletin, 27, Kennedy, M.G., Stover, D.L., & Tormala, Z.L. (2000). Using social marketing to raise funds for prevention programs. Social Marketing Quarterly, 6,

7 BOOK CHAPTERS Tormala, Z.L., & Briñol, P. (in press). Attitude change and persuasion: Past, present, and future directions. In M. I. Norton, D. D. Rucker, & C. Lamberton (Eds.), Cambridge Handbook of Consumer Psychology. Cambridge, MA: Cambridge Press. Briñol, P., Tormala, Z.L., & Petty, R.E. (2013). Ease and persuasion: Multiple processes, meanings, and effects. In C. Unkelbach & R. Greifeneder (Eds.), The Experience of Thinking: How the Fluency of Mental Processes Influences Cognition and Behavior (pp ). New York: Psychology Press. Petty, R.E., Wheeler, S.C., & Tormala, Z.L. (2013). Persuasion and attitude change. In I. B. Wiener & M.J. Lerner (Eds.), Comprehensive Handbook of Psychology: Vol. 5, Personality and Social Psychology (2 nd ed), pp New York: John Wiley & Sons. Rucker, D.D., & Tormala, Z.L. (2012). Metacognitive theory in consumer research. In P. Briñol & K. G. DeMarree (Eds.), Social Metacognition (pp ). New York, NY: Psychology Press. Tormala, Z.L., Petty, R.E., & DeSensi, V.L. (2010). Multiple roles for minority sources in persuasion and resistance. In R. Martin & M. Hewstone (Eds.), Minority influence and innovation: Antecedents, processes, and consequences (pp ). London: Psychology Press. Tormala, Z.L. (2008). A new framework for resistance to persuasion: The resistance appraisals hypothesis. In W. D. Crano & R. Prislin (Eds.), Attitudes and Attitude Change (pp ). New York, NY: Psychology Press. Petty, R.E., Briñol, P., Tormala, Z.L., & Wegener, D.T. (2007). The role of metacognition in social judgment. In A. W. Kruglanski & E. T. Higgins (Eds.), Social psychology: Handbook of basic principles (2 nd edition, pp ). New York: Guilford. Briñol, P., Rucker, D., Tormala, Z.L., & Petty, R.E. (2004). Individual differences in resistance to persuasion: The role of beliefs and meta-beliefs. In E.S. Knowles & J.A. Linn (Eds.), Resistance and persuasion (pp ). Mahwah, NJ: Erlbaum. Petty, R.E., Tormala, Z.L., & Rucker, D.D. (2004). Resistance to persuasion: An attitude strength perspective. In J. T. Jost, M. R. Banaji, & D. A. Prentice (Eds.), Perspectivism in social psychology: The yin and yang of scientific progress (pp ). Washington, D.C.: American Psychological Association. Tormala, Z.L., & Petty, R.E. (2004). Resistance to persuasion and attitude certainty: A metacognitive analysis. In E.S. Knowles & J.A. Linn (Eds.), Resistance and persuasion (pp ). Mahwah, NJ: Erlbaum. 7

8 Petty, R.E., Wheeler, S.C., & Tormala, Z.L. (2003). Persuasion and attitude change. In T. Millon & M. J. Lerner (Eds.), Handbook of psychology, Volume 5: Personality and Social Psychology (pp ). New York: John Wiley & Sons. INVITED TALKS / COLLOQUIA Ohio State University, Social Behavior Interest Group Colloquium Series (2015) Corporate Visions, Marketing & Sales Alignment Conference Keynote Address (2014) 3Q Digital, Lunch & Learn Series (2014) UC San Diego, Rady School of Management, Marketing Seminar (2014) UC Berkeley, Institute of Personality & Social Research (2013) Society for Consumer Psychology, San Antonio, TX (2013) University of Pennsylvania, The Wharton School, Marketing Seminar (2012). University of Toronto, Rotman School of Management, Marketing Seminar (2011) Hong Kong University of Science and Technology, Marketing Seminar (2011) Claremont Graduate University, Stauffer Colloquium Series (2011) Winter Decision Making Symposium, Las Vegas, NV (2012) Attitudes Preconference, Society for Personality and Social Psychology (2010) Marketing Camp, Kellogg School of Management, Northwestern University (2010) Cornell University, Johnson Graduate School of Management, Marketing Seminar (2010) Columbia University, Graduate School of Business, Marketing Seminar (2010) Stanford Marketing Group, Stanford University (2010) Marketing Science Institute Young Scholars Meeting, Park City, UT (2009) MIT, Sloan School of Management, Marketing Seminar (2009) UC Berkeley, Haas School of Business, Marketing Seminar (2009) Stanford University, Department of Psychology, Social Psychology Seminar (2007) Duck Conference on Social Cognition, Buck Island, NC (2007) Stanford University, Graduate School of Business, Marketing Seminar (2006) UC Davis, Department of Psychology (2006) Indiana University, Department of Psychology, Social Seminar Series (2006) University of North Carolina Chapel Hill, Department of Psychology (2006) Northwestern University, Kellogg School of Management, KAMP Lab Seminar (2006) Midwestern Psychological Association, Chicago, IL (2005) Ohio State University, Group for Attitudes and Persuasion (2005) Small Group Meeting on Social Meta-Cognition, Heidelberg, Germany (2004) University of Illinois at Urbana-Champaign, Department of Psychology (2004) Purdue University, Department of Psychological Sciences (2004) University of Chicago, Department of Psychology (2004) Indiana University, Department of Psychology, Social Seminar Series (2003) Indiana University, Department of Psychology (2002) University at Buffalo State University of New York, Department of Psychology (2002) Texas A&M University, Department of Psychology (2002) Michigan State University, Department of Psychology (2002) Arkansas Symposium on Resistance and Persuasion, Fayetteville, AR (2002) 8

9 REVIEWING Associate Editor Journal of Personality and Social Psychology, 2013-present Personality and Social Psychology Bulletin, Editorial Review Board Journal of Consumer Research, Journal of Personality and Social Psychology, Personality and Social Psychology Bulletin, Ad Hoc Journal Reviewing Basic and Applied Social Psychology, Emotion, Journal of Behavioral Decision Making, Journal of Business Research, Journal of Consumer Psychology, Journal of Consumer Research, Journal of Experimental Social Psychology, Journal of Personality, Journal of Personality and Social Psychology, Media Psychology, Personality and Social Psychology Bulletin, Personality and Social Psychology Review, PLOS ONE, Psychological Bulletin, Psychological Science, Psychonomic Bulletin and Review, Social Cognition, Social Cognitive and Affective Neuroscience, Social Influence, Social Psychological and Personality Science Conference Reviewing Associate Editor, Association for Consumer Research Special Session Reviewing Committee, Association for Consumer Research Program Committee, Association for Consumer Research Program Committee, Society for Consumer Psychology Competitive Paper Reviewer, Society for Consumer Psychology Competitive Paper Reviewer, Association for Consumer Research Ad Hoc Grant Reviewing Time-Sharing Experiments for the Social Sciences, Social Sciences and Humanities Research Council of Canada, Swiss National Science Foundation CONFERENCE ORGANIZATION Co-organizer of the Attitudes Preconference at the Annual Meeting of the Society for Personality and Social Psychology, Co-founder and organizer of the Purdue-Indiana Meeting on Persuasion Science, West Lafayette, IN, 2006,

10 COURSES TAUGHT Stanford University MKTG 375: Consumer Behavior (MBA) MKTG 532: Persuasion (MBA) MKTG 661: Attitudes and Persuasion (PhD seminar) Indiana University P320: Introduction to Social Psychology (undergraduate) P620: Attitudes and Attitude Change (PhD seminar) P657: Resistance to Persuasion (PhD seminar) Ohio State University PSY : Introduction to Social Psychology (undergraduate) UNIVERSITY SERVICE Stanford GSB Service Academic Coordinating Committee, Faculty Director of Behavioral Research Lab, Stanford University Dissertation Committees Taly Reich (2014, Marketing) Omair Akhtar (2014, Marketing) Dave Paunesku (2013, Department of Psychology) Jayson Shi Jia (2013, Marketing) Lucia Guillory (2013, Organizational Behavior) Ab Litt (2012, Marketing) Uma Karmarkar (2011, Marketing) Julia Minson (2010, Department of Psychology) Nathaniel Fast (2009, Organizational Behavior) Daniel Schneider (2008, Department of Communication) Indiana University Dissertation Committees Victoria DeSensi (2010, Psychology) Joshua Clarkson (2009, Psychology) Kristin Hendrix (2008, Psychology) Winter Mason (2007, Psychology) John Petrocelli (2007, Psychology) Charles Seger (2007, Psychology) Indiana University Departmental Committees Human Subjects Committee, Colloquium Committee, Graduate Admissions Committee,

11 PROFESSIONAL AFFILIATIONS Association for Consumer Research Society for Consumer Psychology Society of Experimental Social Psychology Society for Personality and Social Psychology SELECTED MEDIA COVERAGE The New York Times, The Economist, Time, Harvard Business Review, The Wall Street Journal, Scientific American, Slate, Bloomberg Businessweek, Marketplace Morning Report, Forbes, Inc.com, Men s Health, Harvard Business Review PodCast, Science Daily, BusinessWeek, Bloomberg.com, CNBC.com, Advertising Age, MSN.com, APS Observer, The London Times, New Scientist, Los Angeles Times, Chicago Tribune 11

ZAKARY L. TORMALA. Curriculum Vitae

ZAKARY L. TORMALA. Curriculum Vitae ZAKARY L. TORMALA Curriculum Vitae Office Address Contact Information Graduate School of Business Phone: (650) 723-1892 Stanford University Fax: (650) 725-0468 655 Knight Way Email: ztormala@stanford.edu