Stanford GSB Faculty Publications

The Faculty Publications collection allows you to explore a growing corpus of GSB research in one place, with the ability to perform searches by title, author, abstract, supplied keywords, and (when available) full text. The collection includes links to all available journal articles dating back to 2012, and we have added case studies, working papers, books and book chapters, and white papers published since 2023. Output from the Corporate Governance Research Initiative, the Corporations and Society Initiative, and the Value Chain Innovation Initiative is also included.

The collection’s scope currently encompasses:

  • Journal Articles - 2012 to present
  • Working Papers - 2023 to present
  • Books - 2023 to present
  • Case Studies - 2023 to present

This collection will grow over time as new publications are continually added, additional Research Hub Labs and Initiatives are incorporated, and librarians add entries for pre-2012 articles and other content.

Photo: Monuments to the Unknown Variables by Peter Wegner. Located in the McCoy Family Courtyard of Knight Management Center at the GSB, the ‘x’ structure offers a place to ponder indefinite change—and plan new discoveries.

Showing 1 - 22 of 22 Records

Title (A-Z) Title (Z-A) Date (Ascending) Date (Descending)
25 50 100
Miniature of How AI Sources Can Increase Openness to Opposing Views
How AI Sources Can Increase Openness to Opposing Views
  • GSB Authors: Zakary Tormala
  • Date: 2025-05-17
  • Publication Type: Articles
  • Publication: Scientific Reports
Miniature of Why Do People Choose Extreme Candidates? The Role of Identity Relevance
Why Do People Choose Extreme Candidates? The Role of Identity Relevance
  • GSB Authors: Zakary Tormala | S. Wheeler
  • Date: 2025-05-12
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
Miniature of The Allure of Consensus: People (Over)seek Consensus in Selecting Group Persuasion Strategies
The Allure of Consensus: People (Over)seek Consensus in Selecting Group Persuasion Strategies
  • GSB Authors: Zakary Tormala
  • Date: 2024-02-15
  • Publication Type: Articles
  • Publication: Journal of Personality and Social Psychology
Miniature of The Attitude-Behavior Relationship Revisited
The Attitude-Behavior Relationship Revisited
  • GSB Authors: Zakary Tormala
  • Date: 2021-07-26
  • Publication Type: Articles
  • Publication: Psychological Science
Miniature of Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion
Undermining Your Case to Enhance Your Impact: A Framework for Understanding the Effects of Acts of Receptiveness in Persuasion
  • GSB Authors: Zakary Tormala
  • Date: 2021-04-03
  • Publication Type: Articles
  • Publication: Personality and Social Psychology Review
Miniature of Do I Support That It's Good or Oppose That It's Bad? The Effect of Support-Oppose Framing on Attitude Sharing
Do I Support That It's Good or Oppose That It's Bad? The Effect of Support-Oppose Framing on Attitude Sharing
  • GSB Authors: Zakary Tormala
  • Date: 2021-02-22
  • Publication Type: Articles
  • Publication: Journal of Personality and Social Psychology
Miniature of Do I Support That It's Good or Oppose That It's Bad? The Effect of Support-Oppose Framing on Attitude Sharing
Do I Support That It's Good or Oppose That It's Bad? The Effect of Support-Oppose Framing on Attitude Sharing
  • GSB Authors: Zakary Tormala
  • Date: 2021-02-22
  • Publication Type: Articles
  • Publication: Journal of Personality and Social Psychology
Miniature of Misdirecting Persuasive Efforts During the Covid-19 Pandemic: The Targets People Choose May Not Be the Most Likely to Change
Misdirecting Persuasive Efforts During the Covid-19 Pandemic: The Targets People Choose May Not Be the Most Likely to Change
  • GSB Authors: Zakary Tormala
  • Date: 2020-12-02
  • Publication Type: Articles
  • Publication: Journal of the Association for Consumer Research
Miniature of Perspective Taking and Self-Persuasion: Why "Putting Yourself in Their Shoes" Reduces Openness to Attitude Change
Perspective Taking and Self-Persuasion: Why "Putting Yourself in Their Shoes" Reduces Openness to Attitude Change
  • GSB Authors: Zakary Tormala
  • Date: 2019-01-29
  • Publication Type: Articles
  • Publication: Psychological Science
Miniature of Perspective Taking and Self-Persuasion: Why "Putting Yourself in Their Shoes" Reduces Openness to Attitude Change
Perspective Taking and Self-Persuasion: Why "Putting Yourself in Their Shoes" Reduces Openness to Attitude Change
  • GSB Authors: Zakary Tormala
  • Date: 2019-01-29
  • Publication Type: Articles
  • Publication: Psychological Science
Miniature of Valence Asymmetries in Attitude Ambivalence
Valence Asymmetries in Attitude Ambivalence
  • GSB Authors: Zakary Tormala
  • Date: 2017-04-01
  • Publication Type: Articles
  • Publication: Journal of Personality and Social Psychology
Miniature of The Curvilinear Relationship Between Attitude Certainty and Attitudinal Advocacy
The Curvilinear Relationship Between Attitude Certainty and Attitudinal Advocacy
  • GSB Authors: Zakary Tormala
  • Date: 2016-11-12
  • Publication Type: Articles
  • Publication: Personality and Social Psychology Bulletin
Miniature of Group Identification as a Means of Attitude Restoration
Group Identification as a Means of Attitude Restoration
  • GSB Authors: Zakary Tormala
  • Date: 2016-07-02
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
Miniature of How Certainty Transforms Persuasion
How Certainty Transforms Persuasion
  • GSB Authors: Zakary Tormala
  • Date: 2015-09-01
  • Publication Type: Articles
  • Publication: Harvard Business Review
Miniature of Persuasion, Interrupted: The Effect of Momentary Interruptions on Message Processing and Persuasion
Persuasion, Interrupted: The Effect of Momentary Interruptions on Message Processing and Persuasion
  • GSB Authors: Zakary Tormala
  • Date: 2015-05-28
  • Publication Type: Articles
  • Publication: Journal of Consumer Research
Miniature of The Allure of Unknown Outcomes: Exploring the Role of Uncertainty in the Preference for Potential
The Allure of Unknown Outcomes: Exploring the Role of Uncertainty in the Preference for Potential
  • GSB Authors: Zakary Tormala
  • Date: 2014-07-15
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
Miniature of Thought Calibration: How Thinking Just the Right Amount Increases One's Influence and Appeal
Thought Calibration: How Thinking Just the Right Amount Increases One's Influence and Appeal
  • GSB Authors: Zakary Tormala
  • Date: 2013-09-13
  • Publication Type: Articles
  • Publication: Social Psychological and Personality Science
Miniature of The Malleable Influence of Social Consensus on Attitude Certainty
The Malleable Influence of Social Consensus on Attitude Certainty
  • GSB Authors: Zakary Tormala
  • Date: 2013-07-15
  • Publication Type: Articles
  • Publication: Journal of Experimental Social Psychology
Miniature of Consumer Conviction and Commitment: An Appraisal-Based Framework for Attitude Certainty
Consumer Conviction and Commitment: An Appraisal-Based Framework for Attitude Certainty
  • GSB Authors: Zakary Tormala
  • Date: 2013-07-13
  • Publication Type: Articles
  • Publication: Journal of Consumer Psychology
Miniature of The Preference for Potential
The Preference for Potential
  • GSB Authors: Zakary Tormala
  • Date: 2012-10-01
  • Publication Type: Articles
  • Publication: Journal of Personality and Social Psychology
Miniature of Inviting Questions
Inviting Questions
  • GSB Authors: Uzma Khan | Zakary Tormala
  • Date: 2011-09-03
  • Publication Type: Articles
  • Publication: Journal of Consumer Psychology
Miniature of When Blemishing Leads to Blossoming: The Positive Effect of Negative Information
When Blemishing Leads to Blossoming: The Positive Effect of Negative Information
  • GSB Authors: Baba Shiv | Zakary Tormala
  • Date: 2011-05-13
  • Publication Type: Articles
  • Publication: Journal of Consumer Research
Active filters
GSB Authors: Zakary Tormala   Remove all  

About this Collection

Collection Name:
Stanford GSB Faculty Publications
Collection Type:
GSB Publications and Research

22 Articles

22 Marketing

10 attitudes 10 persuasion 7 persuasion (psychology) 4 attitude (psychology) 4 attitude certainty 4 attitude change 4 attitude change (psychology) 4 receptiveness 3 advocacy 3 attitude strength 3 behavior 3 consumer behavior 3 open data 3 open materials 3 preregistered 3 social influence 2 achievement 2 attitude sharing 2 belief & doubt 2 certainty 2 consumer attitudes 2 consumer psychology 2 framing effects 2 opinion expression 2 perspective taking 2 polarization 2 resistance 2 source perceptions 2 uncertainty 2 value congruence 1 COVID-19 1 COVID-19 pandemic 1 ambivalence 1 artificial intelligence 1 attitude extremity 1 attitude-behavior consistency 1 bias 1 brand choice 1 candidate choice 1 categorical perception 1 categorization (psychology) 1 cognitive dissonance 1 commitment (psychology) 1 comparison (psychology) 1 comprehension 1 conflict (psychology) 1 consensus 1 consensus (social sciences) 1 consumer conviction 1 consumer preferences 1 customer services 1 decision difficulty 1 decision making 1 everyday life 1 extremity 1 frames (social sciences) 1 group identification 1 group persuasion 1 health behavior 1 human information processing 1 identity relevance 1 impression management 1 influence 1 influence tactics 1 information processing 1 information resources 1 intentions 1 interpersonal relations 1 interruption 1 interruption (psychology) 1 involvement 1 likes & dislikes 1 liking 1 marketing 1 marketing & psychology 1 metaanalysis 1 negativity bias 1 norms 1 openness 1 optimal distinctiveness 1 optimism 1 positivity offset 1 possibility 1 potential 1 preferences 1 product management 1 psychology 1 questions 1 questions & answers 1 restoration 1 sensory perception 1 similarity 1 social consensus 1 social media 1 thoughtfulness 1 uncertainty reduction 1 valence asymmetry