JING WAN. Joseph L. Rotman School of Management University of Toronto 105 St. George Street Toronto, ON M5S 3E6

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1 JING WAN Joseph L. Rotman School of Management 105 St. George Street Toronto, ON M5S 3E6 Phone: EDUCATION Ph.D., Marketing, 2015 (Expected), Toronto, Canada Honors B.Sc., Psychology, 2009, Toronto, Canada MANUSCRIPTS UNDER REVIEW (See Appendix I for abstracts) Chan, Eugene and Jing Wan, Color Me Morally: White and Black Products Influence Prosocial Behaviors, revising for 2 nd round review at Journal of Consumer Research. Lee, Spike W. S., Honghong Tang, Jing Wan, Xiaoqin Mai, and Chao Liu, Wiping the Face Clean: A Cultural Look at Moral Purity, revising for 2 nd round review at Journal of Experimental Social Psychology. BOOK CHAPTER Wan, Jing and Pankaj Aggarwal. (forthcoming). Befriending Mr. Clean: The Role of Anthropomorphism in Consumer Brand Relationships, In Strong Brands, Strong Relationships, ed. Susan Fournier, Michael Breazeale, and Jill Avery, Oxford, UK: Routledge. RESEARCH IN PROGRESS (See Appendix I for select abstracts) Spending Time with Mr. Lexus and Paying Money to Doughboy: The Effect of Time vs. Money on Preference for Anthropomorphized Products, with Pankaj Aggarwal; manuscript in preparation

2 Linking Bodily Sensations with Mental Representations: The Role of Awareness in Embodied Cognition, with Spike Lee, Nicole Robitaille, Nina Mazar Compensation and Consumers Judgments of Corporate Transgressions, with Pankaj Aggarwal The Effect of Cognitive-based versus Affective-based Guilt on Prosocial Behaviors, with Andrew Mitchell DISSERTATION (See Appendix II for extended abstract) Giving Money versus Giving Time: The Effect of Compensation on Evaluations of Transgressions Committee: Pankaj Aggarwal (Chair), Andrew Mitchell, Scott Hawkins People are more willing to give up their own resources for prosocial causes after committing moral transgressions, as a way to compensate. But can the act of compensation influence the way individuals evaluate their own transgressions? Research in the moral regulation literature has demonstrated that individuals are more willing to give their money and time two very valuable resources to needy others following a moral misdeed. Rather than distinguishing between time and money, this stream of research has often treated the two as interchangeable resources. However, based on research showing that money and time have distinct psychological meanings, my dissertation argues that giving money versus giving time as compensation can lead to very different outcomes in terms of how individuals feel about their past misdeeds. Across four studies, we demonstrate that individuals who compensate by donating money (vs. volunteering time) following a transgression feel less guilty and perceive their past transgressions to be less immoral, particularly if the compensation occurs in a domain different from that of the initial transgression. CONFERENCE PRESENTATIONS (* - denotes presenter) Wan, Jing* and Pankaj Aggarwal, 2014, Spending Time with Mr. Lexus and Paying Money to Doughboy: The Effect of Time vs. Money on Preference for Anthropomorphized Products, paper to be presented at the Association for Consumer Research, Baltimore, Maryland

3 Wan, Jing* and Pankaj Aggarwal, 2014, Giving Money versus Giving Time: The Effect of Compensation on Evaluations of Transgressions, paper presented at the Annual Ivey Symposium on Consumer Behavior, London, Ontario Wan, Jing* and Pankaj Aggarwal, 2013, Giving Money versus Giving Time: The Effect of Compensation on Evaluations of Transgressions, paper presented at the Association for Consumer Research, Chicago, Illinois Chan, Eugene and Jing Wan*, 2013, Color Me Morally: White and Black Products Influence Prosocial Behaviors, paper presented at the Association for Consumer Research, Chicago, Illinois Wan, Jing* and Pankaj Aggarwal, 2013, Giving Money versus Giving Time: The Effect of Compensation on Evaluations of Transgressions, poster presented at the Society for Judgment and Decision Making, Toronto, Ontario Chan, Eugene and Jing Wan*, 2013, Color Me Morally: White and Black Products Influence Prosocial Behaviors, poster presented at the Society for Personality and Social Psychology, New Orleans, Louisiana Chan, Eugene* and Jing Wan, 2012, Color Me Morally: White and Black Products Influence Prosocial Behaviors, paper presented at the Society for Judgment and Decision Making, Minneapolis, Minnesota Wan, Jing*, 2009, The Effect of Learning Goals and Error Management Training on Performance, poster presented at the Thirty-ninth Annual Undergraduate Psychology Thesis Conference, Hamilton, Ontario TEACHING EXPERIENCE Guest Lecturer Principles of Marketing (Undergraduate): Persuasive Techniques in Marketing, Fall 2013; 4.6/5 rating Special (Research) Topics in Marketing (Undergraduate): Money, Fall 2013; 4.9/5 rating Teaching Assistant Pricing (Undergraduate and MBA; Ron Borkovsky), 2014

4 Managing Customer Value (MBA; Dilip Soman), 2012 Principles of Marketing (Undergraduate; Pankaj Aggarwal, Ron Borkovsky, Spike Lee, and Min Zhao), Teaching Development Case Teaching Workshop (with James Erskine from Ivey Business School, Summer 2013) DOCTORAL COURSEWORK Marketing Marketing Theory I: Consumer Behavior Marketing Theory II: Strategy Workshop in Marketing Current Topics in Consumer Behavior Psychology of Judgment and Decision Making Contemporary Research in Marketing Psychology Fundamentals in Social Psychology Cognitive Neuroscience Motivational Theories in Social Psychology Research Methods Behavioral Research Methods in Marketing Research Methods in Business Applied Regression Analysis Introduction to Experimental Design Mathematics and Statistics Review Andrew Mitchell Sridhar Moorthy Mengze Shi Andrew Mitchell Pankaj Aggarwal Dilip Soman Michael Inzlicht Morris Moscovitch Jason Plaks Andrew Mitchell Mihnea Moldoveanu Alison Gibbs Hadas Moshonov Ajaz Hussain HONORS AND SCHOLARSHIPS Ontario Graduate Scholarship, AMA-Sheth Doctoral Consortium, Fellow, Northwestern University, 2014 Canadian Credit Management Foundation Fellowship, School of Graduate Studies Conference Grant,, Rotman School of Management Fellowship,, Dorothy Pratt Scholarship,, 2009 Dean s List,,

5 ACADEMIC SERVICE Trainee reviewer for Journal of Consumer Research, Ad-hoc reviewer for the Association for Consumer Research, 2013 Ad-hoc reviewer for the Society for Consumer Psychology, Volunteer, Southern Ontario Behavioral Decision Research Conference, 2011 Treasurer, Rotman Ph.D. Student Association, ACADEMIC AFFILIATIONS Association for Consumer Research Association for Psychological Science Society for Consumer Psychology Society for Judgment and Decision Making REFERENCES Pankaj Aggarwal Andrew A. Mitchell Associate Professor of Marketing Ellison Professor Emeritus of Marketing Rotman School of Management Rotman School of Management 105 St. George Street 105 St. George Street Toronto, ON, Canada, M5S 3E6 Toronto, ON, Canada, M5S 3E6 Office: Office: Spike Lee Scott Hawkins Assistant Professor of Marketing Associate Professor of Marketing Rotman School of Management Rotman School of Management 105 St. George Street 105 St. George Street Toronto, ON, Canada, M5S 3E6 Toronto, ON, Canada, M5S 3E6 Office: Office:

6 APPENDIX I: SELECT ABSTRACTS Chan, Eugene and Jing Wan, Color Me Morally: White and Black Products Influence Prosocial Behaviors, revising for second round review at Journal of Consumer Research People often associate white colors with moral concepts such as purity and goodness, and black colors with immoral concepts such as contamination and evilness. This research builds on the moral meanings of white and black colors to examine how white and black products influence prosocial behaviors. Five experiments demonstrate that being exposed to white products increases prosocial behaviors while being exposed to black products reduces them; in contrast, buying white products reduces such behaviors while buying black products increases them. We argue that priming research explains the exposure effects through activation of related moral concepts which influence behavior, while moral licensing research explains the latter buying effects through consumers perception of having done good or bad to cause compensatory actions. Furthermore, the role of the self moderates the latter effects, such that compensatory behaviors only occur when consumers buy white and black for themselves and not for others. We thus contrast priming with moral licensing research to examine the interplay between white, black, and morality in consumption contexts. Lee, Spike W. S., Honghong Tang, Jing Wan, Xiaoqin Mai, and Chao Liu, Wiping the Face Clean: A Cultural Look at Moral Purity, revising for second round review at Journal of Experimental Social Psychology Morality is associated with bodily purity in the custom of many societies, but we propose that the form of moral purification differs depending on cultural. Given Easterners emphasis on the face as a representation of their public self-image, we predict facial purification to have particularly potent moral effects in the East (vs. West). Three experiments reveal that face-cleaning, but not hands-cleaning, reduces guilt and regret most effectively against an Eastern cultural backdrop and frees Easterners from guiltdriven prosocial behavior. In the wake of their immorality, Easterners find a face-cleaning product especially appealing and, when the opportunity arises, choose to wipe their face (vs. hands) clean. Bi-cultural individuals (Eastern-born, but residing in the West) exhibit these behaviors only when they are reminded of their Eastern culture, but not when they are reminded of their Western culture. These patterns imply that, while moral purification may be culture-general in psychological functions, they are culture-specific in form.

7 Wan, Jing, and Pankaj Aggarwal. Spending Time with Mr. Lexus and Paying Money to Doughboy: The Effect of Time vs. Money on Preference for Anthropomorphized Products Research on anthropomorphism suggests that social-connectedness goals enhance preferences for anthropomorphized products. We propose that the desirability of anthropomorphized objects is a function of the consumption goal and the behavioral norms salient at the time. Drawing on findings that time and money are associated with behavioral norms consistent with the goals of social connectedness and instrumentality, respectively, we demonstrated that when no goal is specified, individuals exposed to the concept of time (vs. money) exhibit a stronger preference for anthropomorphic objects. However, when the object is inherently functional or a functional goal is highlighted, the effect is reversed, such that individuals exposed to the concept of money (vs. time) exhibit a stronger preference for the anthropomorphic object. These findings contribute to the conceptual understanding of anthropomorphism and show how the consumption goals of individuals and behavioral norms can interplay to jointly influence people s preferences for anthropomorphized objects. Wan, Jing, Nicole Robitaille, Spike Lee, and Nina Mazar. Linking Bodily Sensations with Mental Representations: The Role of Awareness in Embodied Cognition Individuals often draw on their bodily sensations to form judgments, even though these sensations may be incidental to the target of evaluation. In this research, we investigate whether or not the influence of bodily states would be eliminated once we make individuals aware of the embodied effect. On the one hand, the embodied effect might persist as long as the bodily sensation is experienced because the sensation automatically cues mental representations; on the other hand, individuals may discount the embodied effect if they feel that the physical action is irrelevant to the judgment at hand. Using a paradigm in which participants engage in physical closure to experience psychological closure, we find evidence suggesting that even when participants are made aware of the metaphorical association between physical and psychological closure, they continue to exhibit the embodiment effect. The embodiment effect holds when participants are made aware that an act of physical closure can be helpful in inducing psychological closure; however, the effect is eliminated when participants are told that the act of physical closure is irrelevant to psychological closure. These findings contribute to our understanding of embodied cognition by demonstrating that embodiment effects can persist even when individuals are made aware of them. Only when individuals feel that these effects are irrelevant, will they seek to correct for them.

8 APPENDIX II: JOB MARKET PAPER (Extended Abstract) Giving Money versus Giving Time: The Effect of Compensation on Evaluations of Transgressions After committing a moral transgression, people are more willing to give their own money and time two very valuable resources for prosocial causes, as a way to compensate. But can the method of compensation influence the way individuals evaluate their own immoral behaviors? Based on the differences in psychological meaning of money and time, I predict that giving money versus giving time as compensation will have different effects on how individuals evaluate and feel about their past misdeeds. In my dissertation, I draw upon the nascent theoretical framework of moral credits and credentials to support my predictions. The moral credits model suggests that individuals have a moral bank account where they can accrue credits from doing good deeds and debits from doing bad ones. One can feel entitled to do bad deeds if they have sufficient credits. The moral credentials model operates through a different process: individuals good deeds establish them as a good person in that particular domain. I empirically demonstrate that giving money allows one to accrue moral credits whereas giving time allows one to establish moral credentials. I posit that giving money makes individuals feel as if they are accruing moral credits that they can pay off moral debts caused by transgression, thus alleviating the guilt associated with the transgression. Because these credits can be applied to any moral debt, giving money should reduce negative evaluations of the transgression regardless of whether the transgression is related to the compensation. On the other hand, individuals who give their time should feel as if they have established credentials in that particular domain. Thus, the moral credentials established by giving time cannot be applied to any given transgression, unless under the specific situation in which the compensation and the transgression are related. Across four studies, I demonstrate that, following a transgression, individuals who compensate with money (vs. time), by giving to a charitable cause, feel less guilty about their past misdeed and perceive the behavior to be less immoral. However, when the domain of the compensation matches the domain of the transgression, compensating with time or money both reduce guilt and other negative evaluations related to the transgression. My findings contribute to our understanding of moral regulation and compensation by demonstrating that time and money are not substitutes for each other in this context and that compensating with time is less effective in absolving one of past sins, in most situations. This work has important and practical implications for instances of repeat transgressions: if people feel cleansed subsequent to donating money, they may be more likely to commit similar transgressions in the future; donating money may be better for alleviating negative feelings, but volunteering time may be better for restraining individuals from transgressing in the future.

Assistant Professor of Marketing, 2014-present Shidler College of Business, University of Hawaii at Manoa

MIAO HU 2404 Maile Way C502c, Honolulu HI 96822 http://shidler.hawaii.edu/directory/miao-hu/mkt Email: miaohu@hawaii.edu Phone: (808) 956-5335 EMPLOYMENT Assistant Professor of Marketing, 2014-present