Faculty & Research
Directory
Valenzuela Martínez, Ana
Professor, Department of Marketing at Esade
URL Professor
Investigador, ESADE D3 - Institute for Data-Driven Decisions
Education
- Doctora en Ciencias Económicas y Empresariales.
Areas of interest
- SDG 12 - Responsible Consumption and Production
Biography
Ana Valenzuela has a Part Time appointment at ESADE Business School. Her regular appointment is as Full Professor at the Zicklin School of Business, Baruch College, CUNY.
She holds a PhD from University of Madrid, Autonoma and an MBA from Georgetown University. She was a Research Fellow at the Haas School of Business, UC Berkeley for three years. She has also served as a faculty member at INSEAD, Santa Clara University, China-Europe International Business School, Hong Kong Science and Technology University, Singapore Institute of Management, San Francisco State University, Universitat Pompeu Fabra and Instituto de Empresa.
Ana began her professional career with AC Nielsen, serving as a marketing consultant for multi-country projects informing consumer goods markets. In addition, she worked in marketing research for PubliEspana TV5, The Advisory Board Company, Hello America and the International Monetary Fund IMF. She has published widely, her articles on behavioral decision-making and cross-cultural consumer behavior appearing in numerous leading journals, including the Journal of Consumer Research, Journal of Consumer Psychology, Journal of Marketing, Journal of Marketing Research, Organizational Behavior and Human Decision Processes and International Marketing Review.
She is a frequent keynote speaker on topics related with consumer psychology in technology-driven environments and in-store strategies and was recognized by the Marketing Science Institute in the United States as a must-read author in her field. She is a member of several academic associations as well as marketing institutions/think tanks, such as the Advertising Research Foundation and the American Marketing Association.
Selected publications
- Held, I., Valenzuela Martínez, A. & Galli, M. A. (2024). Metaphysical deterrents to providers' participation in the sharing economy: The role of peer-to-peer contagion. Psychology & Marketing, 41 (11), pp. 2874-2883. DOI: https://doi.org/10.1002/mar.22091.
- Chapman, L. M., Valenzuela Martínez, A. & Vohs, K. D. (2024). More than just your name: Public donations drive inferences of egoistic and altruistic motives. Psychology & Marketing, 41 (8), pp. 1854-1867. DOI: https://doi.org/10.1002/mar.22015.
- Barnes, A. J., Zhang, Y. & Valenzuela Martínez, A. (2024, August). AI and culture: Culturally dependent responses to AI systems. Current Opinion in Psychology, 58, 101838. DOI: https://doi.org/10.1016/j.copsyc.2024.101838.
- Valenzuela Martínez, A., Puntoni, S., Hoffman, D., Castelo, N., Freitas, J. D., Dietvorst, B. J., Hildebrand, C., Huh, Y. E., Meyer, R., Sweeney, M. E., Talaifar, S., Tomaino, G. & Wertenbroch, K. (2024). How Artificial Intelligence Constrains the Human Experience. Journal of the Association for Consumer Research, 9 (3), pp. 241-256. DOI: https://doi.org/10.1086/730709.
- Valenzuela Martínez, A. & Galli, M. A. (2024). Intimate Transportation: The Persuasive Role of Personal Narratives in Online Reviews. Journal of the Association for Consumer Research, 9 (1), pp. 83-94. DOI: https://doi.org/10.1086/727832.
- Williamson, S., Lteif, L. & Valenzuela Martínez, A. (2022). Sharing is not always caring: How sharing labels encourage personal consumption as a response to the threat of others. Journal of Consumer Psychology, 32 (4), pp. 597-614.
- Valenzuela Martínez, A. (2022). The effect of anthropomorphized technology failure on the desire to connect with others. Psychology & Marketing, 39, pp. 1762-1774. DOI: https://doi.org/10.1002/mar.21700.
- Valenzuela Martínez, A. (2020). Good vibrations: Consumer responses to technologically-mediated social touch &. Journal of Consumer Research, 47 (2), pp. 256-271. DOI: https://doi.org/10.1093/jcr/ucz039.
- Palmeira, M., Lei, J. & Valenzuela Martínez, A. (2019). Impact of vertical line extensions on brand attitudes and new extensions: The roles of judgment focus, comparative set and positioning. European Journal of Marketing, 53 (2), pp. 299-319.
- Bonezzi, A., Szabo-Douat, T. & Valenzuela Martínez, A. (2018). What goes around, comes around: How beliefs in karma influence the use of word-of-mouth for self-enhancement. DOI: https://doi.org/10.1086/699567.
- Valenzuela Martínez, A. & Wongkitrungrueng, A. (2018). The cake looks yummy on the shelf up there: The interactive effect of retail shelf position and consumers' personal sense of power on indulgent choice. Journal of Retailing, 94, pp. 280-295. DOI: https://doi.org/10.1016/j.jretai.2018.07.001.
- Hildebrand, D., Demotta, Y., Sen, S. & Valenzuela Martínez, A. (2017). Consumer responses to corporate social responsibility CSR contribution type. Journal of Consumer Research, 44 (4), pp. 738-758. DOI: https://doi.org/10.1093/jcr/ucx063.
- Valenzuela Martínez, A. & Hadi, R. (2017). IMPLICATIONS OF PRODUCT ANTHROPOMORPHISM THROUGH DESIGN. The Routledge Companion to Consumer Behavior (pp. 82-96). Taylor and Francis Ltd.. DOI: https://doi.org/10.4324/9781315526935-6.
- Raghubir, P. & Valenzuela Martínez, A. (2015). Are consumers aware of top-bottom but not of left-right inferences? Implications for shelf space positions. Journal of Experimental Psychology: Applied, 21, pp. 224-241. DOI: https://doi.org/10.1037/xap0000055.
- Valenzuela Martínez, A., Darke, P. & Briley, D. (2015). Cultural identity and the antecedents of risk taking. The Psychology of the Asian Consumer (pp. 47-50). Taylor and Francis Ltd.. DOI: https://doi.org/10.4324/9781315719078.
- Hadi, R. & Valenzuela Martínez, A. (2014). A meaningful embrace: Contingent effects of embodied cues of affection. Journal of Consumer Psychology, 24 (4), pp. 520-532. DOI: https://doi.org/10.1016/j.jcps.2014.02.001.
- Valenzuela Martínez, A., Raghubir, P. & Mitakakis, C. (2013). Shelf space schemas: Myth or reality?. Journal of Business Research, 66 (7), pp. 881-888. DOI: https://doi.org/10.1016/j.jbusres.2011.12.006.
- Valenzuela Martínez, A. & Srivastava, J. (2012). Role of Information Asymmetry and Situational Salience in Reducing Intergroup Bias: The Case of Ultimatum Games. Personality and Social Psychology Bulletin, 38 (12), pp. 1671-1683. DOI: https://doi.org/10.1177/0146167212458327.
- Valenzuela Martínez, A., Mellers, B. & Strebel, J. (2010). Erratum: Pleasurable surprises: A cross-cultural study of consumer responses to unexpected incentives Journal of Consumer Research 2010 36:5 792-805. Journal of Consumer Research, 37 (1), pp. 196.
- Valenzuela Martínez, A., Mellers, B. & Strebel, J. (2010). Pleasurable surprises: A cross-cultural study of consumer responses to unexpected incentives. Journal of Consumer Research, 36 (5), pp. 792-805. DOI: https://doi.org/10.1086/605592.
- Raghubir, P. & Valenzuela Martínez, A. (2010). Male-female dynamics in groups: A field study of the weakest link. Small Group Research, 41, pp. 41-70. DOI: https://doi.org/10.1177/1046496409352509.
- Valenzuela Martínez, A., Dhar, R. & Zettelmeyer, F. (2009). Contingent response to self-customization procedures: Implications for decision satisfaction and choice. Journal of Marketing Research, 46 (6), pp. 754-763. DOI: https://doi.org/10.1509/jmkr.46.6.754.
- Valenzuela Martínez, A. & Raghubir, P. (2009). Position-based beliefs: The center-stage effect. Journal of Consumer Psychology, 19 (2), pp. 185-196. DOI: https://doi.org/10.1016/j.jcps.2009.02.011.
- Raghubir, P. & Valenzuela Martínez, A. (2007). The role of strategy in mixed-gender group interactions: A study of the television show 'the weakest link'. Sex Roles, 57, pp. 293-303. DOI: https://doi.org/10.1007/s11199-007-9263-8.
- Erdem, T., Swait, J. & Valenzuela Martínez, A. (2006). Brands as signals: A cross-country validation study. Journal of Marketing, 70, pp. 34-49. DOI: https://doi.org/10.1509/jmkg.2006.70.1.34.
- Raghubir, P. & Valenzuela Martínez, A. (2006). Center-of-inattention: Position biases in decision-making. Organizational Behavior and Human Decision Processes, 99 (1), pp. 66-80. DOI: https://doi.org/10.1016/j.obhdp.2005.06.001.
- Shavitt, S. & Valenzuela Martínez, A. (2006). Beyond individualism/collectivism: New theoretical perspectives in culture-based research. Advances in Consumer Research, 33, pp. 470.
- Mitchell, A. & Valenzuela Martínez, A. (2005). How banner ads affect brand choice without click-through. Online Consumer Psychology (pp. 117-133). Lawrence Erlbaum Associates. DOI: https://doi.org/10.4324/9781410612694.
- Valenzuela Martínez, A., Srivastava, J. & Lee, S. (2005). The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions. Organizational Behavior and Human Decision Processes, 96 (1), pp. 72-88. DOI: https://doi.org/10.1016/j.obhdp.2004.09.001.
- Lado, N., Martínez-Ros, E. & Valenzuela Martínez, A. (2004). Identifying successful marketing strategies by export regional destination. International Marketing Review, 21, pp. 573-597. DOI: https://doi.org/10.1108/02651330410568024.
- Erdem, T., Zhao, Y. & Valenzuela Martínez, A. (2004). Performance of Store Brands: A Cross-Country Analysis of Consumer Store-Brand Preferences, Perceptions, and Risk. Journal of Marketing Research, 41 (1), pp. 86-100. DOI: https://doi.org/10.1509/jmkr.41.1.86.25087.