Tiffany White

Tiffany White

Associate Professor of Business Administration and Bruce and Anne Strohm Faculty Fellow

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Contact

4056 Business Instructional Facility

515 Gregory Dr

Champaign, IL 61820

217-333-4597

tbwhite@illinois.edu

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Educational Background

  • Ph.D., Business Administration, Marketing, Duke University, 2000
  • M.S., Advertising, University of Illinois at Urbana-Champaign, 1994
  • B.S., Advertising, University of Illinois at Urbana-Champaign, 1992

Positions Held

  • Academic Director, Master of Science in Management Program, Business Graduate Programs, University of Illinois, Gies College of Business, 2019 to present
  • Faculty Athletics Representative, University of Illinois, Division of Intercollegiate Athletics, 2018 to present
  • Director of Graduate Study, Business Administration, University of Illinois, Gies College of Business, 2012-2014
  • Affiliated Associate Professor, Advertising, University of Illinois, Charles H. Sandage Department of Advertising, 2012 to present
  • Area Head, Marketing, Business Administration, University of Illinois, Gies College of Business, 2010-2011
  • Bruce and Anne Strohm Faculty Fellow, Business Administration, University of Illinois, Gies College of Business, 2009 to present
  • Associate Professor of Business Administration, University of Illinois, Gies College of Business, 2008 to present
  • Assistant Professor of Business Administration, University of Illinois, Gies College of Business, 1999-2008
  • Assistant Buyer, Venture Stores, 1992-1993
  • Freelance Market Analyst, RR Donnelley & Sons Company, 1991-1994

Recent Publications

  • Davis, N., Olsen, N., Perry, V., Stewart, M., & White, T. (2022). I’m Only Human? The Role of Racial Stereotypes, Humanness and Satisfaction in Transactions with Anthropomorphic Sales Bots. Journal of the Association for Consumer Research, University of Chicago Press, 8 (1), 47-58.  link >
  • Bruce, N., Cutright, K., Gosline, R., Thomas, J., & White, T. (2020). How Business Schools Can Help Corporate America Fight Racism. Harvard Business Review (online), Harvard Business Publishing.

Other Publications

Articles

  • Xu, A., Cheng, S., & White, T. (2020). The Motivating and Demotivating Effects of Negative Feedback on Cross-Domain Goal Pursuit Behaviors. Journal of the Association for Consumer Research, University of Chicago Press, 5 (3), 311-321.  link >
  • Kozinets, R., Gershoff, A., & White, T. (2020). Introduction to Special Issue: Trust in Doubt: Consuming in a Post-Truth World. Journal of the Association for Consumer Research, University of Chicago Press, 5 (2), 1-7.  link >
  • Maxwell-Smith, M., White, T., & Loyd, D. (2020). Does Perceived Treatment of Unfamiliar Employees Affect Consumer Brand Attitudes? Social Dominance Ideologies Reveal Who Cares the Most and Why. Journal of Business Research, Elsevier, 109 461-471.  link >
  • Henderson, G., Rank-Christman, T., White, T., Grantham, K., Ostrom, A., & Lynch, J. (2018). Intercultural competence and customer facial recognition. Journal of Services Marketing, 32 (5), 570-580.
  • Ellison, B., Duff, B., Wang, Z., & White, T. (2016). Putting the Organic Label in Context: Examining the Interactions between the Organic Label, Product Type, and Retail Outlet. Food Quality and Preference, 49 140-150.
  • White, T., Novak, T., & Hoffman, D. (2014). No Strings Attached: When Giving it Away Versus Making Them Pay Reduces Consumer Information Disclosure. Journal of Interactive Marketing, 28 (3), 184-195.  link >
  • White, T., & Yuan, H. (2012). Building Trust to Increase Purchase Intentions: The Signaling Impact of Low Pricing Policies. Journal of Consumer Psychology, 22 384-394.  link >
  • Cheng, Y., White, T., & Chaplin, L. (2012). The Effects of Self-Brand Connections on Responses to Brand Failure: A New Look at the Consumer-Brand Relationship. Journal of Consumer Psychology, 22 (2), 280-288.  link >
  • White, T., Zahay, D., Thorbjornsen, H., & Shavitt, S. (2008). Getting too personal: Reactance to highly personalized e-mail solicitations. Marketing Letters, 19 39-50.
  • White, T., Lemon, K., & Hogan, J. (2007). Customer Retention with the Customer's Future Usage is Uncertain. Psychology & Marketing, 24 (10), 849-869.
  • Schlosser, A., White, T., & Lloyd, S. (2006). Converting Website Visitors into Buyers: How Website Investment Increases Consumer Trusting Beliefs and Online Purchase Intentions Journal of Marketing, 70 (2), 133-148.
  • White, T. (2005). Consumer Trust and Advice Acceptance: The Moderating Roles of Benevolence, Expertise and Negative Emotion. Journal of Consumer Psychology, 15 (2), 141-148.
  • White, T., Dellande, S., & Taylor, G. (2004). The Role of Provider Communication in External Customer Participation. International Business & Economics Research Journal, 2 (11), 1-5.
  • White, T. (2004). Consumer Disclosure and Disclosure Avoidance: A Motivational Framework. Journal of Consumer Psychology, 14 41-51.
  • Lemon, K., White, T., & Winer, R. (2002). Dynamic Customer Relationship Management: Incorporating Future Considerations into the Service Retention Decision. Journal of Marketing, 66 1-14.

Book Chapters

  • Houde, L., Sherman, D., White, T., & Sheppard, B., N. Haslam (Ed.) (2004). The Four Faces of Trust: An Empirical Study of the Nature of Trust in Relational Forms. Relational Models Theory: A Contemporary Overview ( pp. 287-306). Mahwah, NJ: Lawrence Erlbaum & Associates.

Books and Monographs

  • Qualls, W., & White, T. (2013). 18th Paul Converse Symposium. University of Illinois.

Conference Proceedings

  • Ha, Y., White, T., & Wyer, R. (2012). When making it easy leads to working harder: Counterintuitive effects of popularity cues on choice overload. Society for Consumer Psychology.
  • Ha, Y., White, T., & Wyer, R. (2012). When making it easy leads to working harder: Counterintuitive effects of popularity cues on choice overload. ( pp. 765-766). Association for Consumer Research Annual Conference, Provo, UT: Association for Consumer Research.
  • Xu, J., Cheng, Y., & White, T. (2012). Taking More Money and Donating More Money: the Influence of Self-Threat on Goal-Pursuit. ( vol. 40, pp. 48-52). Association for Consumer Research Annual Conference, Provo, UT: Association for Consumer Research.
  • White, T., Hoffman, D., & Novak, T. (2010). Navigating the Networked Rivers Of The Social Web: Emerging Themes For Consumer Behavior Research On Web 2.X. ( vol. 37,). Association for Consumer Research Annual Conference, Provo, UT: Association for Consumer Research.
  • Ha, Y., & White, T. (2010). Tell Me Your Opinion and I"ll Figure Out Mine: The Role of Popularity Cues and Assortment Size in Consumer Choice. ( 1 ed vol. 2, pp. 227). Society for Consumer Psychology, Kidlington, UK: Elsevier Science Publishers.
  • Xu, J., Cheng, Y., & White, T. (2010). Taking More Money and Donating More Money: The Influence of Self-Threat on Goal Pursuit. ( 1 ed vol. 2, pp. 157). Society for Consumer Psychology, The Netherlands: Elsevier Science.
  • Cheng, Y., White, T., & Chaplin, L. (2009). Self-Brand Connections, Poor Brand Extensions, and Favorable Parent Brand Evaluations. ( vol. 1, pp. 165). Society for Consumer Psychology: American Psychological Association.
  • White, T., Cheng, Y., & Chaplin, L. (2009). When Poor Brand Extensions Result in Favorable Brand Evaluations. ( vol. 36, pp. 45-48). Association for Consumer Research Annual Conference, Provo, UT: Association for Consumer Research.
  • Kulkarni, A., Otnes, C., Ruth, J., & White, T. (2008). The Role of Congruence Theory in Consumer Response to Business-to-Consumer Gift Giving. ( vol. 35, pp. 901-2). Advances in Consumer Research, Provo, UT: Association for Consumer Research.
  • Cheng, Y., White, T., & Chaplin, L. (2007). The Role of Self-Brand Connections in Brand Evaluation. ( vol. 8, pp. 438-440). European Association for Consumer Research Conference.
  • Schlosser, A., & White, T. (2007). The Company They Keep: the Influence of Reasons for Option Limitation on Assortment Judgments. ( vol. 34, pp. 479-480). Association for Consumer Research Annual Conference, Provo, UT: Association for Consumer Research.
  • White, T., & Schlosser, A. (2006). When More is Really More: Effects of Innovativeness and Product Descriptions on Reactions to New Product Assortments. ( vol. 7, pp. 308-309). Asia Pacific Conference of the Association for Consumer Research.
  • White, T., Hoffman, D., & Novak, T. (2005). Forgotten Favors: Biased Account Keeping inInformation-Driven Consumer-Seller Relationships. Society for Consumer Psychology.
  • White, T., & Schlosser, A. (2004). The Effects of Assortment Size, Product Description and Innovativeness on Intentions to Try New Products. ( vol. 31,). Association for Consumer Research Annual Conference.
  • Zahay, D., White, T., Thorbjornsen, H., & Shavitt, S. (2004). Beyond Permission Marketing: Improving E-Mail Response Rate with Appropriate Personalization. Direct Marketing Education Foundation Conference.
  • White, T. (2003). Making Risky Decisions that Count: The Impact of Consumer Trust on Optimism, Mercy and Regret. ( vol. 30,). Association for Consumer Research Annual Conference.
  • Lemon, K., White, T., & Winer, R. (2001). Stick Around. . . You Won't Regret It: an Exploration of Regret Avoidance on the Service Retention Decision. ( vol. 28, pp. 77-77). Association for Consumer Research Annual Conference, Provo, UT: Association for Consumer Research.
  • White, T. (2001). None of Your Business: The Critical Role of Trust in Interactive Marketing Relationships. Association for Consumer Research Annual Conference, Provo, UT: Association for Consumer Research.
  • White, T. (2001). Stick Around . . . You Won't Regret It: An Exploration of Future Regret Avoidance on the Service Retention Decision. Association for Consumer Research, Asia-Pacific Conference.

Presentations

  • White, T. (2023). Dispelling Global Contextual Assumptions on Racism and Discrimination Research. European Association for Consumer Research Conference, Association for Consumer Research.
  • White, T. (2023). Teaching Innovations. Tenure Project Conference, Wharton School, University of Pennsylvania.
  • White, T. (2023). You Need Letter Writers. What’s Your Strategy? Tenure Project Conference, Wharton School, University of Pennsylvania.
  • White, T. (2023). Rethinking Consumer Health and Well-Being in a New Reality. 2023 AMA Winter Academic Conference , American Marketing Association.
  • Dahl, D., Huber, J., Mukhopadhyay, A., Peracchio, L., Shavitt, S., & White, T. (2020). Forum on the Research and Interpersonal Culture at ACR. Association for Consumer Research, Association for Consumer Research.
  • White, T. (2020). Confessions of a Recovering Perfectionist: Tips for Navigating Your Assistant Professorship. Early Career Workshop, Association for Consumer Research.
  • White, T. (2020). Doctoral Student Success. Association for Consumer Research Conference, Association for Consumer Research.
  • White, T. (2020). Reflections on Diversity, Equity and Inclusion in Academia. Informs Society of Marketing Science Conference, American Marketing Association (AMA), Academy of Marketing Science (AMS), and European Marketing Academy (EMAC.
  • Barnes, A., & White, T. (2019). You Can't Rent with Us: Group-Brand Connections and Access Offers. AMA Winter Academic Conference, American Marketing Association.
  • Barnes, A., & White, T. (2017). Evaluating Access-Based Brand Extensions: The Role of Group-Brand Connections and Perceived Commitment. Association for Consumer Research Conference.
  • Danienta, N., & White, T. (2017). Seeing Brands Through "Me" Colored Glasses: Effects of Self-Threat and Brand Attachment on Brand Evaluations. Wharton School, University of Pennsylvania.
  • Danienta, N., & White, T. (2017). Seeing Brands Through "Me" Colored Glasses: Effects of Self-Threat and Brand Attachment on Brand Evaluations. Society for Consumer Psychology.
  • Danienta, N., & White, T. (2016). Seeing Brands through “Me” Colored Glasses: Effects of Self-Threat and Brand Attachment on Brand Evaluations. Association for Consumer Research Conference.
  • Danienta, N., & White, T. (2016). Seeing Brands Through "Me" Colored Glasses: Effects of Self-Threat and Brand Attachment on Brand Evaluations. Indiana University, Kelly School of Business, Invited Speaker Series.
  • Barnes, A., & White, T. (2016). How Ownership Judgments Affect Brand Extension Evaluations: A Case of Inter-Consumer Brand Commitment. Brands and Brand Relationships Conference.
  • Danienta, N., & White, T. (2016). Seeing Brands Through "Me" Colored Glasses: Effects of Self-Threat and Brand Attachment on Brand Evaluations. University of Western Ontario, School of Business.
  • Cho, H., & White, T. (2014). Exclusivity as a Key to Exclusive People's Hearts. Society for Consumer Psychology.
  • Song, Y., & White, T. (2014). My Love is the Same Even if You Change: The Effect of Rebranding on Self-Brand Connections. Society for Consumer Psychology.
  • White, T. (2014). Cross-Cultural Differences in the Development and Deterioration of Self-Brand Connections. Brands and Brand Relationships Conference.
  • Xu, J., Cheng, Y., & White, T. (2012). Taking More Money and Donating More Money: Influence of Self-Threat on Goal Pursuit. Association for Consumer Research Annual Conference.
  • Ha, Y., & White, T. (2012). When making it easy leads to working harder: Counterintuitive effects of popularity cues on choice overload. Society for Consumer Psychology.
  • Kwon, M., White, T., & Adaval, R. (2012). Creating "We-ness" by Embracing the Brand: A New Look at Self-Brand Connection. Society for Consumer Psychology.
  • White, T. (2012). Branding Strategy: A Consumer-Centric Approach. Illinois-Warsaw Executive MBA Program.
  • White, T. (2012). Invited lecture. Doctoral Seminar in Consumer Psychology, Norwegian School of Economics.
  • White, T. (2011). Brand Strategy: Making Sense of It All. Science Day Conference, Australian Seafood Cooperative Research Centre.
  • White, T. (2011). Invited lecture. Doctoral Seminar in Consumer Psychology, Norwegian School of Economics.
  • White, T. (2011). The [Brand] Connected Consumer: A Cautionary Tale. TEDxUIUC Conference.
  • White, T. (2010). It's not just about the brand, it's about me: the effects of self-brand connections on brand evaluation following brand failure. International Conference on Research in Advertising (ICORIA.
  • Ha, Y., & White, T. (2010). Tell me your opinion and I’ll figure out mine: The role of popularity cues and assortment size in consumer choice. Society for Consumer Psychology.
  • White, T. (2010). Invited talk. Doctoral Seminar in Consumer Psychology, Norwegian School of Economics.
  • Cheng, Y., White, T., & Chaplin, L. (2009). It’s Not Just About the Brand, It’s About Me: The Effects of Self-Brand Connections on Brand Evaluation Following Brand Failure. Marketing Pro-seminar.
  • Cheng, Y., White, T., & Chaplin, L. (2009). It’s Not Just About the Brand, It’s About Me: The Effects of Self-Brand Connections on Brand Evaluation Following Brand Failure. Society for Consumer Psychology.
  • Cheng, Y., White, T., & Chaplin, L. (2008). Pride or Prejudice: Consumers Self-brand Connection and Reaction to Brand Extension. Norwegian School of Economics and Business Administration.
  • Cheng, Y., White, T., & Chaplin, L. (2008). A Dynamic View of the Relationship Between The Self and Consumer Contexts. Association for Consumer Research Annual Conference.
  • Cheng, Y., White, T., & Chaplin, L. (2008). The Role of Self-Brand Connections in Brand Evaluations. Association for Consumer Research Annual Conference.
  • White, T., Cheng, Y., & Chaplin, L. (2008). The Role of Self Brand Connections in Brand Evaluations. Ben Gurion University of the Negev.
  • Schlosser, A., & White, T. (2007). The Company They Keep: The Effects of Discontinued Vs. Sold-Out Items on Product Assortment Judgments Association for Consumer Research Annual Conference.
  • Schlosser, A., & White, T. (2007). The Company They Keep: The Influence of Reasons for Option Limitation and Perceived Variety on Assortment Judgments. Syracuse University, Research Seminar.
  • Cheng, Y., White, T., & Chaplin, L. (2007). Pride or Prejudice: Consumers Self-brand Connection and Reactions to Brand Extensions. European Advances in Consumer Research.
  • White, T., Zahay, D., Thorbjornsen, H., & Shavitt, S. (2007). We know where you live: Personalization reactance in e-mail solicitations. World Marketing Congress.
  • White, T. (2007). Setting the Stage for Self-Expression: What Can Facebook Teach Us About Internet Marketing in the New Millennium? Sloan Center for Internet Retailing at A. Gary Anderson Graduate School of Management, University of.
  • Kulkarni, A., Otnes, C., Ruth, J., & White, T. (2007). The Role of Congruence Theory in Consumer Response to Business-to-Consumer Gift Giving. Association for Consumer Research Annual Conference.
  • Schlosser, A., & White, T. (2006). The Effects of Assortment Size, Product Description and Innovativeness on Intentions to try New Products. Association for Consumer Research Annual Conference.
  • Zahay, D., White, T., Thorbjornsen, H., & Shavitt, S. (2004). Beyond permission marketing: Improving e-mail response rate with appropriate personalization. Direct Marketing Education Foundation Conference.
  • Zahay, D., White, T., Thorbjornsen, H., & Shavitt, S. (2003). Zahay, D., White, T., Thorbjørnsen, H., and Shavitt, S. (2003). The role of personalization in increasing the response rate of email solicitation. World Marketing Congress.
  • White, T. (2002). What will Tomorrow Bring? The Effect of Consumption Uncertainty on the Consumer's Decision to Stick Around. Midwest Marketing Camp.
  • White, T. (2000). Dynamic Customer Relationship Management: Incorporating Future Considerations Into the Service Retention Disclosure. University of Illinois.
  • White, T. (1999). Deciding to Reveal: Consumer Disclosure Management in Consumer/Seller Relationships. Conference on Survey Research.

Honors and Awards

  • Secretary-Elect, American Marketing Association Board of Directors, American Marketing, 2024 to present
  • Chair, American Marketing Association Board of Directors' Diversity, Equity, and Inclusion Committee, American Marketing Association, 2022 to present
  • Sung and Unsung Hero Award Recipient, University of Illinois Black Alumni Network, 2022 to present
  • President-Elect, Society for Consumer Psychology, Society for Consumer Psychology, 2022-2023
  • Past-Chair, The Consumer Behavior Special Interest Group of the American Marketing Association, 2022-2023
  • American Marketing Association Board of Directors Electee, American Marketing Association, 2020-2023
  • University of Illinois List of Teachers Rated as Excellent, University of Illinois, 2022-2022
  • Chair, The Consumer Behavior Special Interest Group of the American Marketing Association, 2021-2022
  • Chair-Elect, The Consumer Behavior Special Interest Group of the American Marketing Association, 2020-2021
  • University of Illinois List of Teachers Rated as Excellent, University of Illnois, 2020-2021

Grants

  • Algorithmic Transparency and Consumer Inclusion, Gies College of Business, 2022-2026
  • Champions vs. Challengers: How Disruptive Brand Positioning Changes Consumer Trust, Gies College of Business, 2022-2025
  • How Improving Employee Livelihood can Enhance Brand Attitudes and Competitive Strategy, Department of Business Administration, University of Illinois, 2015-2016
  • Consumer Sciences Initiative, Social and Behavioral Sciences Research Committee, 2012-2014
  • Optimising quality and value in domestic prawn value chains, Australian Seafood CRC, 2010-2011
  • The Role of Popularity Cues and Assortment Size in Consumer Choice, Stellner Scholarship Fund, 2010

Service

  • Chair, Publications Committee, Society for Consumer Psychology, 2024 to present
  • Associate Editor, Journal of Consumer Psychology, 2024 to present
  • Advisory Board Member, Designing Your Career in the Marketing Academy (DCMA), 2023 to present
  • Diversity, Equity, and Inclusion Committee Chair, American Marketing Association, Board of Directors, 2022 to present
  • Policy Board Member, Journal of the Association for Consumer Research, 2021 to present
  • Executive Committee Member, B1G Ten Mental Health and Wellness Cabinet, 2020 to present
  • Editorial Review Board Member, Journal of Public Policy & Marketing, 2020 to present
  • Executive Board Member, B1G Ten Mental Health and Wellness Cabinet, B1G Ten Athletic Conference, 2019 to present
  • Editorial Review Board Member, Journal of the Academy of Marketing Science, 2015 to present
  • Editorial Review Board Member, Journal of Service Research, 2012 to present
  • Editorial Review Board Member, Journal of Consumer Psychology, 2002 to present
  • Past President, Society for Consumer Psychology, 2024-2025
  • AMA Board of Directors Governance Committee Member, American Marketing Association, 2023-2024
  • Co-Chair, Big Ten Athletic Conference Joint Group, 2023-2024
  • President, Society for Consumer Psychology, 2023-2024
  • Early Career Workshop Panelist and Break-Out Leader, Association for Consumer Research, 2023-2023
  • Past President, Consumer Behavior Special Interest Group, American Marketing Association, 2022-2023
  • Member, Board of Directors, American Marketing Association, 2021-2023
  • Editorial Review Board Member, Journal of Consumer Research, 2021-2022
  • Member, Gender Equity and Access Committee, B1G Ten, PAC-12, and ACC Alliance, 2021-2022
  • President, Consumer Behavior Special Interest Group, American Marketing Association, 2021-2022
  • Equity, Diversity, and Inclusion (EDI) Champion, Association for Consumer Research, 2020-2022
  • President-Elect, Consumer Behavior Special Interest Group, American Marketing Association, 2020-2021
  • Transformative Consumer Research Advisory Committee, Transformative Consumer Research, 2018-2021
  • Journal of the Association for Consumer Research (JACR), Association for Consumer Research, 2018-2020

Teaching Interests

Brand Management, Consumer Behavior, Marketing Management, Promotional Strategy, Retailing, Customer Relationship Management

Research Interests

Consumer-brand relationships; Consumer Decision Making

Current Courses

  • Marketing Communications (BADM 323) Introduces the student to the topic of marketing communications and promotion management. Topics covered include: advertising, sales promotion, point-of-purchase communications, interactive marketing, and event sponsorships.

  • Res Sem in Consumer Behavior (BADM 538) Advanced doctoral level seminar which critically examines the relevance of behavioral and social constructs for generating consumer behavior theories. It specifically discusses the need for, and procedures with which to modify behavioral/social processes.

  • EBL & EA Trip (BUS 199)

Contact

4056 Business Instructional Facility

515 Gregory Dr

Champaign, IL 61820

217-333-4597

tbwhite@illinois.edu

Google Scholar

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