Professor Nenkov received her PhD from the Katz Business School at the University of Pittsburgh, and her BA from the American University in Bulgaria. Prof. Nenkov’s primary research objective is to understand how different modes of thinking about the future affect two aspects of consumers’ decision making – their exertion of self-control and their use of heuristics. Her research focuses on understanding the motivations behind suboptimal or irrational consumer choices – with the ultimate goal of developing methods to improve the consumer decision making process. Prof. Nenkov examines how the various ways consumers think about the future impact their ability to exercise self-control in the present, in contexts such as planning for retirement and healthy nutrition. Relatedly, she explores how the innate desire to minimize effortful thinking during the consumer choice process often results in faster, but poorer quality decisions.
Prof. Nenkov’s research has been published at top academic journals such as the Journal of Consumer Research, Journal of Marketing Research, Journal of the Academy of Marketing Science, and Journal of Experimental Social Psychology and has been presented at major marketing conferences such as the Association for Consumer Research, Society for Consumer Psychology, Academy of Marketing Association, and Marketing Science.
Prof. Nenkov is currently teaching Marketing Principles and International Marketing to undergraduates and International Marketing to MBAs.
Nenkov, Gergana Y., J. Jeffrey Inman, and John Hulland (2008), “Considering the Future: The Conceptualization and Measurement of Elaboration on Potential Outcomes,” Journal of Consumer Research, 35 (1), 126-141.
Nenkov, Gergana Y., Maureen Morrin, Barry Schwartz, Andrew Ward, and John Hulland (2008), “A Short Form of the Maximization Scale: Factor Structure, Reliability and Validity Studies,” Judgment and Decision Making, 3 (5), 371-388.
Nenkov, Gergana Y., J. Jeffrey Inman, John S. Hulland, and Maureen Morrin (2009), “The Impact of Outcome Elaboration on Susceptibility to Contextual and Presentation Biases,” Journal of Marketing Research, 46 (December), 764-776.
Nenkov, Gergana Y., Deborah J. MacInnis, and Maureen Morrin (2009), “How Do Emotions Influence Saving Behavior,” Issue in Brief, Number 9-8, Chestnut Hill, MA: Center for Retirement Research at Boston College.
Nenkov, Gergana Y. and Peter M. Gollwitzer (2012), “Pre- versus Postdecisional Deliberation and Commitment: The Positive Effects of Defensiveness,” Journal of Experimental Social Psychology, 48 (1), 106-121.
Haws, Kelly L., William O. Bearden, and Gergana Y. Nenkov (2012), “Consumer Spending Self-Control Effectiveness and Outcome Elaboration Prompts,” Journal of the Academy of Marketing Science,40(5), 695-628.
Hulland, John S., Gergana Y. Nenkov, and Donald W. Barclay (2012), “Perceived Marketing / Sales Relationship Effectiveness: A Matter of Justice,” Journal of the Academy of Marketing Science, 40 (3), 450-467.
Nenkov, Gergana Y. (2012), “It’s all in the Mindset: Effects of Varying Psychological Distance in Persuasive Messages,” Marketing Letters, 23 (3), 615-628.
Morrin, Maureen, J. Jeffrey Inman, Susan Broniarczyk, Gergana Nenkov, and Jonathan Reuter (2012), “Investing for Retirement: The Moderating Effect of Fund Assortment Size on the 1/n Heuristic,” Journal of Marketing Research, 49 (August), 537-550.
Reimann, Martin, Wilko Feye, Alan J. Malter, Josh Ackerman, Raquel Castaño, Nitika Garg, Robert Kreuzbauer, Aparna A. Labroo, Angela Y. Lee, Maureen Morrin, Gergana Y. Nenkov, Jesper H. Nielsen, Maria Perez, Gratiana Pol, José Antonio Rosa, Carolyn Yoon, and Chen-Bo Zhong (2012), “Embodiment in Judgment and Choice,” Journal of Neuroscience, Psychology, and Economics, 5 (2), 104-123.
Nenkov, Gergana Y. and Maura L. Scott (2014), “So Cute I Could Eat It Up”: Priming Effects of Cute Products on Indulgent Consumption,” Journal of Consumer Research, 42 (2), 326-341.
Nenkov, Gergana Y., Kelly M. Haws, and Min Jung Kim (2014), “Fluency in Future Focus: Optimizing Outcome Elaboration Strategies for Effective Self-Control,” Social Psychological and Personality Science, 5 (7), 769-776.
Reimann, Martin, Gergana Y. Nenkov, Deborah MacInnis, and Maureen Morrin (2014), “The Role of Hope in Financial Risk Seeking,” Journal of Experimental Psychology: Applied, 20 (4), 349-364.
Scott, Maura and Gergana Y. Nenkov (2014), “Using Consumer Responsibility Reminders to Reduce Cuteness-Induced Indulgent Consumption,” Marketing Letters, forthcoming.
Winterich, Karen Page and Gergana Y. Nenkov (2015), “Can Financial Service Firms Get Consumers to Save Like “the Joneses”?: How Deliberation and Informational Influence Can Increase Savings,” Journal of Service Research, forthcoming.
RESEARCH IN PROGRESS
Nenkov, Gergana Y. and Peter M. Gollwitzer, “Effects of Pre- and Postdecisional Deliberation on Goal Conflict Resolution.”
Salisbury, Linda Court and Gergana Y. Nenkov, “The Influence of Debt Repayment Goals on Repayment Decisions and Perceived Progress."
Maureen, Morrin, Virginie Maille, Gergana Y. Nenkov, and May Oo Lwin, “Sense and Sensibility: The Impact of Multi-Sensory Input on Moral Judgments."