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ASHLEY N. ANGULO Curriculum Vitae

Carnegie Mellon University 5000 Forbes Avenue Porter Hall, 319-A Pittsburgh, PA, 15213

aangulo@andrew.cmu.edu Office: 412.268.5357 Cellular: 520.241.1019 Skype: ashleyangulo2

CURRENT POSITION

Carnegie Mellon University Social and Decision Sciences

Postdoctoral Research Fellow EDUCATION

University of California, Los Angeles-Anderson School of Management Ph.D. in Management, Spring 2017

Dissertation: “Feelings of Endowment in Charitable Giving Decision-Making” Committee: Noah Goldstein, Daniel Oppenheimer, Craig Fox, Michael Norton

University of Chicago B.A. in the College with General Honors, Psychology with Honors, Spring 2010

Honors Thesis: “Identifying one of the hurdles to accurate mind reading” Advisor: Nicholas Epley

PAST POSITIONS

Disney Research Behavioral Economics Group

Postdoctoral Research Fellow and Consultant, Summer 2017-Fall 2017 Supervisor: Maarten Bos University of Virginia Psychology Department and Batten School of Public Policy & Leadership

Research Laboratory Coordinator, Fall 2010 – Summer 2011 Supervisor: Benjamin Converse

RESEARCH INTERESTS Judgment and Decision Making, Perceived Ownership, Persuasion, Charitable Giving PUBLICATIONS Jerez-Fernandez, A., Angulo, A. N., Oppenheimer, D. (2014) “Show me the numbers: Precision

as a cue to others’ confidence.” Psychological Science. Vol.25, No.2, 633-635.

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Goldstein, N. J., Angulo, A. N. (2018) “Field experimentation: promoting environmentally friendly consumer behavior.” In N. Mizik and D. M. Hanssens, Eds., Handbook of Marketing Analytics: Methods and Applications in Marketing Management, Public Policy and Litigation Support (502-511). Edward Elgar.

MANUSCRIPTS UNDER REVIEW Angulo, A. N., Goldstein, N. J., Norton, M. I. “Friendship Fallout and Bailout Backlash: The

Psychology of Borrowing and Lending.” Revise and resubmit at Psychological Science.

Angulo, A. N., Goldstein, N. J., Colby, H. “Consequences of Perceived Ownership in Charitable Giving Decisions.” Under review at Journal of Consumer Research.

Goldstein, N. J., Clark, P., Evans, S., Angulo, A.N., “Self-Generated Social Norms.” Revise and resubmit at Social Influence.

MANUSCRIPTS IN PREPARATION Angulo, A. N., Goldstein, N. J. “Descriptive Norms Over Time.” (Five studies conducted,

manuscript in preparation).

Angulo, A.N., Downs, J.S. “Communicating Pollution Data to Consumers.” (Four studies conducted, website developed, manuscript in preparation).

SELECTED PROJECTS IN PROGRESS Angulo, A.N., Colby, H.A. “Perceived Ownership and Online Shopping Repositories.” (Three

studies conducted).

Angulo, A. N., Goldstein, N. J., Gallagher, H., Ziv-Crispel, N. “The Allure of Alliteration.” (Two studies conducted, archival data collection in progress).

Angulo, A.N., Oppenheimer, D. “Precise Values and Statistical Victims.” (Archival data collection).

Angulo, A.N., Oppenheimer, D. “Goldilocks Numbers: Not Too Big to be Unbelievable, Not Too

Small to be Ignored”. (Six studies conducted). HONORS & AWARDS

United States Environmental Protection Agency “Democratization of Measurement and Modeling Tools for Community Action on Air Quality, and Improved Spatial Resolution of Air Pollutant Concentrations” Postdoctoral researcher, Site Award: $48,750

United States Department of Energy and Los Angeles Department of Water and Power

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Grant: DE-EE0004019 and CB-USC-PS03 “Smart Grid Regional Demonstration Project- Customer Behavior Pilot Experiments” Site Research Consultant, Site Award: $350,000 (2011-2012)

University of California, Los Angeles

Dissertation Year Fellowship, $20,000 (2016) Dare to Care Award, $3,000 (2015) Center for Global Management, Research Assistant Award, $6,500 (2014) Eugene V. Cota-Robles Fellowship. $21,000 (2011-2012) Eugene V. Cota-Robles Fellowship. $21,000 (2014-2015) UCLA Anderson School Summer Fellowship, $6,000 (2012,2013,2014, 2015)

Society for Personality and Social Psychology

Diversity Fund Travel Award, $500 (2014) Judgment and Decision Making Preconference, Society for Personality and Social Psychology

Student Travel Award, $200 (2013) IDC Herzliya School of Business

PhD summer school fellowship. Advisors: E. Tory Higgins and Adam Galinsky Room & Board provided in Tel Aviv, Israel (2013)

University of Chicago Dean’s List: all academic quarters (2006-2010) PRISM Undergraduate Research Grant, $300 (2009) Odyssey Scholarship, $6,400 (2009-2010) Uncommon Fund Grant, $3,200 (2010) Allen R. Sanderson Economic Study Abroad Grant, $500 (2008)

PRESENTATIONS (*Indicates presenter) *Angulo, A.N., Oppenheimer, D. (March 2018). Goldilocks Numbers, Judgment and Decision

Making Pre-Conference, Society of Personality and Social Psychology, Atlanta, GA. *Angulo, A.N., Colby, H., Goldstein, N.J. (November 2015). Strength of ownership

counterintuitively increases charitable donations, Society of Judgment and Decision Making, Chicago.

*Angulo, A.N., Colby, H., Goldstein, N.J. (August 2015). Strength of ownership

counterintuitively increases charitable donations, Academy of Management, Vancouver. *Angulo, A.N. (March 2015). The Endowment Effect and Charitable Giving. UCLA & Meiji

University doctoral conference. Los Angeles, CA. *Goldstein, N.J., Angulo, A.N., Norton, M.I. (March 2015). Psychology of Borrowing and

Lending. Society for Personality and Social Psychology, Long Beach, CA.

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*Angulo, A.N., Goldstein, N.J., Norton, M. (February 2014). Asymmetries in Borrowing and

Lending. Society for Personality and Social Psychology, Austin, TX. • Received Society for Personality and Social Psychology Diversity Fund Travel Award

*Goldstein, N.J, Angulo, A.N., Norton, M. (October 2013). The Psychology of Borrowing and Lending. Association for Consumer Research, Chicago, IL.

*Angulo, A.N & Oppenheimer, D. (January 2013). A vicarious confidence and accuracy

measure when precision is salient. Judgment and Decision Making Pre-Conference, Society of Personality and Social Psychology, New Orleans, LA.

• Received Judgment and Decision Making Preconference (SPSP) Travel Award *Angulo, A., & Epley, N. (April, 2010) Disambiguating Impressions. Poster presented at

Midwestern Psychological Association Conference, Chicago, IL. *Angulo, A., & Epley, N. (October, 2009) What Do You Think of Me & How Can I Tell?

Presented at PRISM Undergraduate Research Symposium, Chicago, IL. MEDIA MENTION Forbes, “When Negotiating A Price, Never Bid With A Round Number.”

https://www.forbes.com/sites/hbsworkingknowledge/2016/01/25/when-negotiating-a-price-never-bid-with-a-round-number/#50b97ac51889

Huffington Post, write up of “Show Me the Numbers” publication http://www.huffingtonpost.com/wray-herbert/precisely-right-no-doubt_b_3781951.html Association for Psychological Science, “We’re Only Human” Web Series

http://www.psychologicalscience.org/index.php/news/were-only-human/precisely-right-no-doubt-trust-me.html

Investment News, International interview on the role of confidence in investing http://www.investmentnews.com/article/20130909/FREE/130909922#

Keen Trial Consulting, “Simple jury persuasion: the weaker the evidence, the more precise you

become” http://keenetrial.com/blog/2014/02/19/simple-jury-persuasion-the-weaker-the-evidence-the-more-precise-you-become/

PROFESSIONAL SERVICE Reviewer, Journal of Experimental Social Psychology Reviewer, Academy of Management Conference Reviewer, Society for Personality and Social Psychology Co-reviewer, European Journal of Social Psychology

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TEACHING EXPERIENCE

*Evaluations Conducted: 4.85 / 5 overall presentation PROFESSIONAL AFFILIATIONS American Marketing Association (2016-Present) Academy of Management (2011- Present) Association for Consumer Research (2013-Present) Society for Judgment and Decision Making (2013-Present) Society for Personality and Social Psychology (2010-Present) PSI CHI: International Psychology Honors Society

Local Chapter Recruitment Officer (2009-2010) Member (2008-Present)

UNIVERSITY SERVICE Summer Undergraduate Research Apprenticeship Mentor, Carnegie Mellon University (2018) President, PhD Advisory Council, UCLA Anderson School of Management (2014-2017) Scientific Advisor, UCLA Grand Challenges Research Program (2016-2017) Member, Leaders in Sustainability Program, UCLA (2011-2017) Mentor, Grand Challenges Undergraduate Research Scholars Program, UCLA (2015-2016) Mentor, Research Assistants, Anderson Behavioral Lab, UCLA (2011-2017)

ROLE COURSE PROGRAM DATE Instructor Negotiation and Influence Carnegie Mellon undergraduates Fall 2018

Lecturer Negotiations Behavior UCLA Anderson GEMBA Spring 2016

*Guest Lecturer Grand Challenges Research Scholars

UCLA undergraduates Fall 2015 & 2016

Assistant Persuasion and Social Influence UCLA Anderson FEMBA & GEMBA Fall 2013 & 2015

Guest Lecturer Conservation Psychology USC undergraduates Winter 2014

Developer Primate Evolution University of Chicago Splash! Spring 2009

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SELECTED WORK Angulo, A. N., Goldstein, N. J., Colby, H. “Consequences of Psychological Ownership in

Charitable Giving Decisions”. Under review at Journal of Consumer Research.

We investigate how feelings of ownership drive consumers to (often inefficiently) donate physical goods that they own or purchase, in lieu of making equivalent monetary donations, to charitable organizations during relief campaigns. In a mix of scenario and laboratory studies, we demonstrate consumers are more likely to donate items they feel a stronger (versus weaker) sense of ownership over all while holding objective ownership and the tangibility of donation options constant. This demonstrates a new consequence of the often-documented endowment effect normally found in for-profit contexts, where stronger feelings of ownership decrease the likelihood of parting with one’s good. We find, within charitable contexts, that stronger feelings of ownership increase the likelihood of parting with one’s good. We extend past endowment effect findings by showing owners’ enhanced valuation of their owned items extends to the perceptions that receivers of their items will value them more than equivalent items, a perception that increases the likelihood of donating the products one owns. Finally, we leverage these insights to test a novel intervention aimed at increasing consumers’ interest in donating money by making consumers feel like they are the (temporary) owners of the items that their monetary donations will be used to purchase.

Angulo, A. N., Goldstein, N. J., Norton, M.I. “Friendship Fallout and Bailout Backlash:

The Psychology of Borrowing and Lending.” Invited resubmission. Seven experiments explore the psychology of borrowing and lending through the novel lens of deserved oversight––consumer’s belief that they deserve control and say over others’ decision-making. Lenders feel that they deserve more oversight than borrowers feel is warranted, an asymmetry undergirded by each party’s differing feelings of perceived ownership after money changes hands from lender to borrower. Lenders are angrier with borrowers who make hedonic (versus utilitarian) purchases with the loaned money across two different contexts: friends lending to friends and taxpayers bailing out businesses. We demonstrate these processes and consequences are unique to the experience of lending money and do not occur in other forms of exchange such as gifting money or payment for work. Finally, we document that feelings of ownership undergird the amount of oversight lenders and borrowers desire. Directly manipulating the source of lenders’ money influences their desire for oversight and influences their subsequent feelings of anger. Jerez-Fernandez, Alexandra, Ashley N. Angulo, and Daniel M. Oppenheimer. "Show me

the numbers: Precision as a cue to others’ confidence." Psychological science 25, no. 2 (2014): 633-635.

People’s beliefs about others’ confidence guide a diverse array of behaviors and judgments, including compliance with physician advice and product recommendations. Cues to

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confidence can be visual, auditory, or written. In our paper we provide evidence that the level of numeric precision a person uses is taken as a cue of their confidence. Numerical estimates that included more seemingly precise digits (e.g. 3021 vs. 3000) were judged to come from more confident sources. Moreover, individuals chose to take the advice of people (with whom they never previously met or interacted) who used more precise (versus imprecise) numbers in their estimates of various prices and facts.

Angulo, A. N., Goldstein, N. J. Descriptive Norms Over Time. (Three studies conducted,

manuscript in preparation). When marketers communicate frequency information in the form of descriptive norms they control the time frame in which to communicate the rate. The time frame increases or decreases the number of relevant people engaging in said behavior, with more proximal time frames (e.g. day) communicating fewer people than a more distant time frame (e.g. week). We investigate under what conditions proximal versus distal time frames are more persuasive in generating consumer interest in products. Our results indicate that the influence of the time frame depends on the nature of the information being communicated. For neutral to positive information–such as book sales–a more proximal time frame (e.g. three every minute) is more influential than a distal time frame in shaping how popular and interesting consumers perceive the book to be and their likelihood to follow a link to where it is being sold. However, for negative information–such as crime statistics–a distal time frame (e.g. 131,487 times a month)is more influential than a proximal time frame in influencing how safe consumers think neighborhoods are, how common they believe crime is, and their likelihood to purchase security systems if they lived in the target neighborhood. Additionally, we test whether undergirding this distinction for positive versus negative information is the influence of asymmetric focus on gains versus losses. We find when a descriptive norm is communicated with a distal time fame (e.g., month) loss-framed language has a more consequential effect on consumers. This work demonstrates an interaction between the time frame used to communicate descriptive norms and loss (versus gain) framed language’s influence on consumer interest in products.