Faculty and Staff
Joan M. Phillips
Office #: Schreiber 602
PhD Business Administration (Marketing & Statistics), University of Illinois at Urbana-Champaign
MBA Darden Graduate School of Business, University of Virginia
BA cum laude in Political Science, State University of New York at Albany
Brand Strategy and Consumer Behavior
Hot cognition—how the valence of prior brand attitudes impacts consumers’ processing of new information and its effect on decision making and choice
Values—how personal values impact consumer decision making and choice
Cognitive aspects of judgment and decision making—how to improve the veracity of judgments about self, others, and establishments
Survey research methods—how to improve questionnaire design
Laddering research methods—how to improve cognitive interviewing techniques
Marketing and Society
Political marketing, Antitrust issues, Internet privacy, Relationship marketing
Professional & Community Affiliations
American Marketing Association
SIG memberships: Marketing Strategy, Research Methods, Marketing and Society
Association for Consumer Research
The Academy of Marketing Science
The Society for Consumer Psychology
Mendoza College of Business Summer Research Grant, University of Notre Dame, 2000-2007
Institute for the Study of Business Markets, Pennsylvania State University, Business Marketing Doctoral Research Support Award, 1995-1996
Richard D. & Anne Marie Irwin Doctoral Dissertation Fellowship, 1995-1996
State Farm Doctoral Dissertation Grant, 1996
Phillips, J., T. Reynolds, K. Reynolds. "Decision-Based Voter Segmentation: An Application for Campaign Message Development." European Journal of Marketing. 44. 3/4 (2010).
Phillips, J. T. Reynolds. "A Review and Comparative Analysis of Laddering Research Methods: Recommendations for Quality Metrics." Review of Marketing Research. 5.6 (2009). 130-174.
Bradford, K., J. Crant, J. Phillips. "How Suppliers Affect Trust with Their Customers: The Role of Salesperson Job Satisfaction and Perceived Customer Importance." Journal of Marketing Theory and Practice. 17 (2009). 389-400.
Phillips, J., T. Reynolds. "A Hard Look at Hard Laddering: A Comparison of Studies Examining the Hierarchical Structure of Means-End Theory." Qualitative Market Research - An International Journal. 12.1 (2009). 83-89.
Phillips, J., J. Urbany, T. Reynolds. "Confirmation and the Effects of Valenced Political Advertising: A Field Experiment."Journal of Consumer Research, 34 (2008). 794-806.
Urbany, J., T. Reynolds, J. Phillips. "How to Make Values Count in Everyday Decisions." MIT Sloan Management Review 49 (2008). 75-80.
Bickart, B., J. Phillips, J. Blair. "The Effects of Discussion and Question Wording on Self and Proxy Reports of Behavioral Frequencies." Marketing Letters. 17 (2006). 167-180.
Ramanathan, S., A. McGill, J. Phillips, D. Schill, R. Kirk. "Are Political Opinions Contagious? An Investigation on the Effects of Seating Position and Prior Attitudes on Moment-to-Moment Evaluations During the Presidential Debates." Advances in Consumer Research. 37 (2010).
Phillips, J., J. Urbany, T. Reynolds. "Does Confirmation Trump Valence? Confirmation and the Effect of Negative and Positive Political Advertising." Advances in Consumer Research. 34 (2007). 208.
Phillips, J., J. Urbany, T. Reynolds. "The Impact of Political Advertising on Young Voters in the 2004 U.S. Presidential Election." Marketing and Public Policy Conference, American Marketing Association, 15 (2005). 199-200.
Presentation of Refereed Papers
Ramanathan, Suresh, A. McGill, J. Phillips, D. Schill, R. Kirk. "Are Political Opinions Contagious? An Investigation on the Effects of Seating Position and Prior Attitudes on Moment-to-Moment Evaluations During the Presidential Debates." Association for Consumer Research. Pittsburgh, Pennsylvania. October 2009.
Phillips, J. "The Application of Cognitive Processes to Organizational Surveys: How Informants Report about Interorganizational Relationships." Third International Conference on Establishments Surveys: Survey Methods for Businesses, Farms, and Institutions. Montreal, Quebec. June 2007.
Phillips, J., J. Urbany, T. Reynolds. "Does Confirmation Trump Valence? Confirmation and the Effect of Negative and Positive Political Advertising." Association for Consumer Research. Orlando, Florida. September 2006.
Phillips, J., J. Urbany, and T. Reynolds. "The Impact of Political Advertising on Young Voters in the 2004 U.S. Presidential Election." Marketing and Public Policy Conference, American Marketing Association. Washington, District of Columbia. May 2005.