Foster School of Business
University of Washington
Box: 353226
Seattle, WA 98195-32026
In a rapidly changing market landscape, understanding consumers and how they may be changing is more critical than ever. Businesses usually head downhill when they lose sight of their consumers.
Featured Research
- Unsatisfied curiosity can lead to increased indulgence
- Look out, lovelorn men! Romantic rejection could cost you
- The Year in Research: 2013-14
- The Foster Why
- Brand elimination sits well with consumers, if handled with care
- 15 Cautionary Tales: Failed Marketing Campaigns
- Consumer support of brand extensions depends on change philosophy
Shailendra Pratap Jain
- Professor of Marketing James D. Currie Professor of Marketing
Education
- PhD New York University (1995)
- MPhil New York University (1992)
- MBA Indian Institute of Management, Ahmedabad (1984)
- BE Birla Institute of Technology & Science (1982)
Academic Expertise
- advertising
- brand management
- consumer behavior
- consumer segmentation
Current Research
- Branding, Categorization, Comparative advertising, Economics of information
- Individual differences (self-regulation, culture, self-construal, implicit theories) in responses to marketing, stimuli, motivated reasoning, warranties
Positions Held
- At the University of Washington since 2008
- Professor, University of Washington, 2011
- Associate Professor, University of Washington, 2008-2011
- Indiana University, 2002-2008
- Associate Professor with tenure, 2008
- Assistant Professor and 3M Research Scholar, 2002-2008
- Visiting Assistant Professor, Indian School of Business (ISB), Winter 2008, & Winter 2007
- Visiting Assistant Professor, Johnson Graduate School of Management, Cornell University, 2001-2002
- Assistant Professor, University of Rochester, 1994-2001
- Instructor, New York University, 1993-1994
- Branch Manager, Mudra Communications Ltd., India, an affiliate of DDB Needham Worldwide, an Omnicom Group agency, 1987-1990
- Manager, Business Development, Strategy, and Research, Ulka Advertising, India, an affiliate of FCB, 1985-1987
- Assistant Brand Manager, McDowell & Co. Ltd., India, 1984-1985
Selected Publications
- “Curiosity Tempts Indulgence“Journal Article:Wiggin, K., M. Reimann, & Shailendra P. Jain, (2019). Journal of Consumer Research, Vol. 45(6), pp. 1194-1212.
- “The Influence of Self-Construal on the Use of Central and Non-central Features“Journal Article:Mao, H., Li, X., Desai, K. & Jain, S., (2015). Marketing Letters,
- “The Influence of Implicit Theories and Message Frame on the Persuasiveness of Disease Prevention and Detection Advocacies“Journal Article:Mathur, P., Jain, S., Hsieh, M., Maheswaran, D., & Lindsey, C., (2013). Organizational Behavior and Human Decision Processes,
- “Cracking the Code: How Managers Can Drive Profits by Leveraging Consumer Psychology“Book:Hsieh, M., Blower, K., Li, X., Jain, S.P. & Posavac, S.S., (2011). Comparative Advertising Research: A Review and Research Agenda.
- “Stock Market Response to Regulatory Reports of Deceptive Advertising: The Moderating Effect of Omission Bias and Firm Reputation“Journal Article:Wiles, M.A., Jain, S.P., Mishra, S., & Lindsey, C., (2010). Marketing Science, Vol. 19(5), pp. 828-845.
- “The Influence of Consumers’ Lay Theories on Approach/Avoidance Motivation“Journal Article:Jain, S.P., Mathur., P., & Maheswaran, D., (2009). Journal of Marketing Research, Vol. 46(1), pp. 56-65.
- “On Assuaging Positive Bias in Environmental Value Elicitation“Journal Article:Posavac, S.S., Brakus, J.J., Cronley, M.L., & Jain, S.P., (2009). Journal of Economic Psychology, Vol. 30(3), pp. 482-489.
- “Consumer Responses to Brand Elimination: An Attributional Perspective“Journal Article:Mao, H., Xueming L., Jain, S.P., (2009). Journal of Consumer Psychology, Vol. 19(3), pp. 280-289.
- “Towards Dimensionalizing Warranty Information: The Role of Warranty Redemption Costs“Journal Article:Jain, S.P., Slotegraaf, R., Lindsey, C.D.,, (2007). Journal of Consumer Psychology, Vol. 17(1), pp. 70-80.
- “The Influence of Chronic and Situational Self-Construal on Categorization“Journal Article:Jain, S.P., Desai, K.K., & Mao, H., (2007). Journal of Consumer Research, Vol. 34(1), pp. 66-76.
- “For Better or For Worse? Valenced Comparative Framing and Regulatory Focus“Journal Article:Jain, S.P., Lindsey, C., Agrawal, N., & Maheswaran D., (2007). Journal of Consumer Research, Vol. 34(1), pp. 57-65.
- “Selective Assessment and Positivity Bias in Environmental Evaluations“Journal Article:Posavac S.S., Brakus J.J., Jain S.P., Cronley M.L., (2006). Journal of Experimental Psychology: Applied, Vol. 12(1), pp. 43-49.
- “When More may be Less: The Impact of Regulatory Focus on Responses to Different Comparative Frames“Journal Article:Jain, S.P., Agrawal, N., Maheswaran, D., (2006). Journal of Consumer Research, Vol. 33(1), pp. 91-98.
- “Valenced Comparisons“Journal Article:Jain, S.P., & Posavac, S.S., (2004). Journal of Marketing Research, Vol. 41(1), pp. 46-58.
- “Preference Consistency and Preference Strength: Processing and Judgmental Issues“Journal Article:Jain, S.P., (2003). Journal of Applied Social Psychology, Vol. 33(5), pp. 1088-1109.
- “Pre-purchase Attribute Verifiability, Source Credibility, and Persuasion“Journal Article:Jain, S.P., & Posavac, S.S., (2001). Journal of Consumer Psychology, Vol. 11(3), pp. 169-180.
- “Motivated Reasoning: A Depth-of-Processing Perspective“Journal Article:Jain, S.P., Maheswaran D., (2000). Journal of Consumer Research, Vol. 27(4), pp. 358-371.
Consulting
- 3M, Ingersoll Rand, Kodak, Microsoft, Ogilvy & Mather, Philip Morris, POSCO, Xerox
Honors and Awards
- Dean's Faculty Research Award, Foster School of Business, 2010
- Co-Chair, Society for Consumer Psychology (SCP) Conference, San Diego, 2009
- Kelley School of Business Research Productivity Award, 2007
- 3M University Relations Faculty Research Grant, 2006-2008
- Co-Chair, American Psychological Association Division 23 Conference, 2005
- Daniel Siegel Award for Outstanding Contribution and Service to MBA Community, 2010
- EMBA Professor of the Year, North America option, 2010
- EMBA Professor of the Year, Regional option, 2010, & 2011
- PACCAR Award for Excellence in Teaching, 2009
- MBA Core Professor of the Year, 2009
- MBA Core Professor of the Quarter for Winter, 2009
- Member of the Kelley School MBA core faculty ranked # 1 for core teaching in the 2004 Business Week B-School Rankings and Profiles Finalist, Trustees Teaching Award, Kelley School, 2005, 2006, 2007
- MBA Teaching Excellence Award, Kelley School, 2004, 2005, 2008
- Nominated for graduate (doctoral) faculty mentor award, Kelley School, 2005
- MBA Teaching Excellence Award, Simon School, 1997, 1998, 2001
- MBA Teaching Honor Roll, Simon School, Winter 1996 and Spring 1997, 1998, 1999
- Listed as a four-star teacher at Simon School in the 1998 Business Week B-Schools Rankings and Profiles
- Undergraduate Teaching Excellence Award, Stern School, Spring 1994
Academic Service
- Guest Associate Editor, Journal of Consumer Psychology, 2008
- Editorial Review Board, Journal of Consumer Psychology, 2005-present
- Reviewer, Journal of Consumer Research
- Reviewer, Journal of Marketing
- Reviewer, Journal of Marketing Research
- Reviewer, Journal of Retailing
- Reviewer, Journal of Advertising
- Reviewer, Advances in Consumer Research
- Reviewer, American Marketing Association
- Society for Consumer Psychology dissertation competition