Jennifer Edson Escalas

Jennifer Edson Escalas

Associate Professor of Marketing

Research Interests/Areas of Expertise

Marketing, consumer research.

Subject Areas

Marketing

Biography

Jennifer Escalas brings a unique blend of academic and private sector experience to the classroom, helping students understand how to build meaning for brands.

Awards & Accomplishments

Jennifer has won Outstanding Reviewer Awards from Journal of Consumer Psychology and Journal of Consumer Research, as well as the Distinguished Service Award from The Society for Consumer Psychology. She has also won the Dean’s Research Productivity Award at Owen.

Leadership

Jennifer has served as an Associate Editor for the Journal of Consumer Research, and is on the editorial review boards for Journal of Consumer Research and Journal of Consumer Psychology. She is involved in the Association for Consumer Research and the Society for Consumer Psychology, where she serves as Webmaster. She is the director of eLab, a pioneering academic research center dedicated to the study of human behavior, particularly in online environments.

Publications

Professor Escalas’ research has been featured in several prominent marketing journals, including Journal of Consumer Research, Journal of Consumer Psychology, and Journal of Advertising. She has contributed chapters to 10 books.

Teaching

Jennifer works with the MBA, Executive MBA, and Executive Education programs, teaching courses such as Marketing Communications: Advertising and Social Media, Consumer Insights for Marketing Decision Making, Quantitative Insights for Marketing Decision Making, and Marketing for Strategic Growth.

On A Personal Note...

Professor Escalas has also applied her marketing expertise to Agon Sport, a competitive swimwear company she owns with her husband, former Olympic swimmer Rafael Escalas.

Research Interests

Professor Escalas' research interests focus on consumer narrative processing - thinking in the form of stories - which can create meaning for brands and generate emotional responses to advertising. Additionally, her research explores how consumers use brands to meet psychological needs, such as self-expression and social integration. Through these processes, consumers form self-brand connections, where the brand becomes closely linked to a consumer’s sense of self.

Education

PhD, Business Administration, Duke University, 1996

MBA, UCLA, 1991

BA, Economics, UCLA, 1985

BA, Spanish and Linguistics, UCLA, 1985

Select Publications

Articles

Understanding the Effects of Process- versus Outcome-Focused Thought during Advertising

Escalas, Jennifer Edson and Mary Frances Luce (2004), “Understanding the Effects of Process- versus Outcome-Focused Thought during Advertising,” Journal of Consumer Research, v. 31, n. 2 (September), pp. 274-285.

Imagine Yourself in the Product: Mental Simulation, Narrative Transportation, and Persuasion

Escalas, Jennifer Edson (2004), "Imagine Yourself in the Product: Mental Simulation, Narrative Transportation, and Persuasion," Journal of Advertising, v. 33, n. 2 (Summer), pp. 37-48.

Narrative Processing: Building Consumer Connections to Brands

Escalas, Jennifer Edson (2004), "Narrative Processing: Building Consumer Connections to Brands," Journal of Consumer Psychology, v. 14, n. 1 & 2, pp. 168-179.

Fishing for Feelings: A Hook Helps!"

Escalas, Jennifer Edson, Marian Chapman Moore, and Julie Edell Britton (2004), "Fishing for Feelings: A Hook Helps!" Journal of Consumer Psychology, v. 14, n. 1 & 2, pp. 105-113.

Sympathy and Empathy: Emotional Responses to Advertising Dramas

Escalas, Jennifer Edson and Barbara B. Stern (2003), "Sympathy and Empathy: Emotional Responses to Advertising Dramas," Journal of Consumer Research, v. 29, n. 4 (March), pp. 566-578.

Outcome- vs. Process-Focused Thought and Advertising

Escalas, Jennifer Edson and Mary Frances Luce (2003), "Outcome- vs. Process-Focused Thought and Advertising," Journal of Consumer Psychology, v. 13, n. 3, pp. 246-254.

You Are What They Eat: The Influence of Reference Groups on Consumer Connections to Brands

Escalas, Jennifer Edson and James R. Bettman (2003), "You Are What They Eat: The Influence of Reference Groups on Consumer Connections to Brands," Journal of Consumer Psychology, v. 13, n. 3, pp. 339-348.

Self-Construal, Reference groups, and Brand Meaning

Escalas, Jennifer Edson and James R. Bettman (2005), “Self-Construal, Reference Groups, and Brand Meaning, Journal of Consumer Research, v. 32, n. 3 (December), pp. 378-389.

Narrative vs. Analytical Self-Referencing

Escalas, Jennifer Edson (2007), “Narrative versus Analytical Self-Referencing and Persuasion,” Journal of Consumer Research, v. 34, n. 4 (March), pp. 421-429 (Lead Article).

Our Possessions, Our Selves: Possession Loss and Grief

Ferraro, Rosellina, Jennifer Edson Escalas, and James R. Bettman (2011), “Our Possessions, Our Selves: Possession Loss and Grief,” Journal of Consumer Psychology, v. 21, n. 2, pp. 169-177.

 

 

Easier Is Not Always Better: The Moderating Role of Processing Type on Preference Fluency

Nielsen, Jesper and Jennifer Edson Escalas (2010), “Easier Is Not Always Better: The Moderating Role of Processing Type on Preference Fluency,” Journal of Consumer Psychology, v. 20, n. 3, pp. 295-305.

Tell Me a Story: Crafting and Publishing Research in Consumer Psychology

Peracchio, Laura A. and Jennifer Edson Escalas (2008), “Tell Me a Story: Crafting and Publishing Research in Consumer Psychology,” Journal of Consumer Psychology, v. 18, n. 3, pp. 197-204.

Managing Brand Meaning through Celebrity Endorsement

Escalas, Jennifer Edson and James R. Bettman (2015), “Managing Brand Meaning through Celebrity Endorsement,” Review of Marketing Research, special issue on Brand Meaning Management, v. 15, pp. 29-52.

Transformative SCO Storytelling

Bublitz, Melissa G., Jennifer Edson Escalas, Laura A. Peracchio, Pia Furchheim, Stacy Landreth Grau, Anne Hamby, Mark Kay, Mark Mulder, and Andrea Scott (2016), “Transformative Storytelling: A Framework for Crafting Stories for Social Change Organizations,” Journal of Public Policy and Marketing, v. 35, n. 2, pp. 237-248.

JA Celebrity

<p>Escalas, Jennifer Edson and James R. Bettman (forthcoming), “Connecting with Celebrities:&nbsp;How Consumers Appropriate Celebrity Meanings for a Sense of Belonging,” <i>Journal of Advertising</i>.</p>

JA Celebrity

<p>Escalas, Jennifer Edson and James R. Bettman (forthcoming), “Connecting with Celebrities:&nbsp;How Consumers Appropriate Celebrity Meanings for a Sense of Belonging,” <i>Journal of Advertising</i>.</p>