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Michail Kokkoris

Michail Kokkoris Ph.D.
Telephone:
+43 1 31336 5090
Email:
About me:
I am Assistant Professor at the Department of Marketing at WU Vienna University of Economics and Business (Austria). I hold a PhD in Psychology from Jacobs University in Bremen (Germany) funded by a stipend from the German Research Foundation (DFG). I have studied Psychology (BSc, Hons) and Organizational and Economic Psychology (MSc) at Panteion University of Social and Political Sciences in Athens (Greece). I have also worked several years in vocational training, marketing, and market research with a focus on FMCGs. Before joining WU Vienna, I was Postdoctoral Researcher and Lecturer at the University of Cologne (Germany). I have also been Visiting Scholar at Stanford University (USA) and Nanyang Technological University (Singapore). My research interests lie in the fields of consumer behavior, decision making, self and identity, and cross-cultural psychology. My current work centers around the topics of self-control, authenticity, lay theories, and individual differences in decision-making. My research has been published in top-tier journals in psychology (e.g., Journal of Personality and Social Psychology), marketing (e.g., Marketing Letters), and management (e.g., Organizational Behavior and Human Decision Processes). My research has been featured as Editor's Choice in Science and has also been extensively covered by various media outlets, such as Der Standard, Die Presse, Psychologie Heute, Harvard Business Review, etc.
Contact information and photo taken from and editable at WU Directory.

CV

2019
Visiting Scholar, Nanyang Business School, Nanyang Technological University, Singapore
since 2017
Assistant Professor, Department of Marketing, WU Vienna University of Economics and Business (Austria)
2017
Visiting Postdoctoral Scholar, Department of Psychology, Stanford University (USA)
2013-2017
Postdoctoral Researcher and Lecturer, Faculty for Management, Economics and Social Sciences, University of Cologne (Germany)
2009-2012
Doctoral Fellow, Bremen International Graduate School of Social Sciences, Jacobs University Bremen (Germany)

Researcher Identifier

Awards and Honors

2017
La Londe Conference 2017. Nominated for Best Paper Award (2nd runner-up).
2015
Independent Start-Up Grant. Center for Social and Economic Behavior (C-SEB), University of Cologne.
2009-2012
PhD scholarship. Bremen International Graduate School of Social Sciences (BIGSSS). Funded by the German Research Foundation, DFG/Excellence Initiative.
2001
Ranked first in examinations for admission to Organizational and Economic Psychology Master's Programme of Athens Panteion University.
1999
Scholarship. Greek State Scholarships Foundation. Ranked first in Psychology class 1998, Athens Panteion University.
1997-2001
Scholarship. Bodossakis Foundation. Undergraduate studies in Psychology at Athens Panteion University.
1997
Ranked first in nationwide examinations for admission to the Department of Psychology, Athens Panteion University.

Classifications

Expertise

  • Decision making
  • Experimental research
  • Consumer behavior
  • Cutlure
  • Self and identity

Activities

Membership in scientific association
  since 2018 ISSI - International Society for Self and Identity
  since 2018 APS - Association for Psychological Science
  since 2017 SCP - Society for Consumer Psychology
  since 2015 EASP - European Association of Social Psychology
  since 2013 IAREP - International Association of Research in Economic Psychology
  since 2011 ACR - Association for Consumer Research
Reviewer for a scientific journal
  since 2019 International Journal of Research in Marketing
  since 2017 Self and Identity
  since 2017 Motivation and Emotion
  since 2017 Journal of Business Research
  since 2016 Journal of Happiness Studies
  since 2015 PLOS One
  since 2015 Journal of Economic Psychology
  since 2015 Journal of Consumer Behaviour
  since 2014 Personality and Individual Differences
  since 2014 Journal of Cross-Cultural Psychology
  since 2013 International Journal of Psychology
Reviewer for an international conference
  since 2017 AMS - Academy of Marketing Science conference
  since 2016 SCP - Society for Consumer Psychology conference
  since 2016 ACR - Association for Consumer Research conference
Organization scientific meeting (Conference etc.)
  2017 Co-chair of Special Session "The role of authenticity in consumer behavior", 2017 ACR Conference (Association for Consumer Research) [with Katherine Crain, Duke University]
Research and Teaching Stay
  2019 Nanyang Technological University
  2017 Stanford University

Publications

Journal article

2019 Kokkoris, Michail, Sedikides, Constantine. 2019. Can you be yourself in business? How reminders of business affect the perceived value of authenticity. Journal of Applied Social Psychology. 49 (7), 448-458. open access (Details)
  Stavrova, Olga, Pronk, Tila, Kokkoris, Michail. 2019. Choosing goals that express the true self: A novel mechanism of the effect of self‐control on goal attainment. European Journal of Social Psychology. 49 (6), 1329-1336. open access (Details)
  Kokkoris, Michail, Sedikides, Constantine, Kühnen, Ulrich. 2019. Do consumer choices augment narcissism? The role of self-referent processing. Self and Identity. 18 (5), 550-575. open access (Details)
  Kokkoris, Michail, Baumeister, Roy, Kühnen, Ulrich. 2019. Freeing or Freezing Decisions? Belief in Free Will and Indecisiveness. Organizational Behavior and Human Decision Processes. 154 49-61. (Details)
  Kokkoris, Michail. 2019. Maximizing without Borders: Evidence that Maximizing Transcends Decision Domains. Frontiers in Psychology. open access (Details)
  Kokkoris, Michail. 2019. New insights into the association of maximizing with facets of perfectionism. Personality and Individual Differences. 142 100-102. (Details)
  Kokkoris, Michail, Hoelzl, Erik, Kamleitner, Bernadette. 2019. Self-found, spellbound: The sense of own discovery shapes customer bonds with service venues. Journal of Business Research. (Details)
  Stavrova, Olga, Kokkoris, Michail. 2019. Struggling to be liked: The prospective effect of trait self-control on social desirability and the moderating role of agreeableness. International Journal of Psychology. 54 (2), 232-236. (Details)
  Kokkoris, Michail, Hoelzl, Erik, Alós-Ferrer, Carlos . 2019. True to which self? Lay rationalism and decision satisfaction in self-control conflicts. Journal of Personality and Social Psychology. 117 (2), 417-447. (Details)
2018 Kokkoris, Michail, Stavrova, Olga, Pronk, Tila. 2018. Finding meaning in self-control: The effect of self-control on the perception of meaning in life. Self and Identity. open access (Details)
  Kokkoris, Michail. 2018. When the purpose lies within: Maximizers and satisfaction with autotelic choices. Marketing Letters, 29 (1), 73-85. open access (Details)
2016 Kokkoris, Michail. 2016. Revisiting the relationship between maximizing and well-being: An investigation of eudaimonic well-being. Personality and Individual Differences 99, 174-178. (Details)
2015 Kokkoris, Michail, Kühnen, Ulrich. 2015. The need to have an opinion as a driver of consumer choice. Journal of Consumer Behaviour 14 (2), 92-102. (Details)
  Kokkoris, Michail, Kühnen, Ulrich. 2015. You are (not only) what you choose: A self-expression account of post-choice dissonance. Motivation and Emotion 39 (1), 34-48. (Details)
2014 Kokkoris, Michail, Kühnen, Ulrich. 2014. "Express the real you": Cultural differences in the perception of self-expression as authenticity. Journal of Cross Cultural Psychology 45 (8), 1221-1228. (Details)
2013 Kokkoris, Michail, Kühnen, Ulrich. 2013. Choice and dissonance in a European cultural context: The case of Western and Eastern Europeans. International Journal of Psychology 48 (6), 1260-1266. (Details)
  Kokkoris, Michail, Kühnen, Ulrich, Yan, Song. 2013. Likes, dislikes, and the perception of choice as self-expression across cultures. Journal of Cognition and Culture 13 (1-2), 129-143. (Details)
  Kokkoris, Michail, Kühnen, Ulrich. 2013. More than just an opinion: The effect of verbal self-expression on consumer choice. Psychology & Marketing 30 (12), 1062-1075. (Details)

Contribution to conference proceedings

2018 Kokkoris, Michail, Hoelzl, Erik, Kamleitner, Bernadette. 2018. How you found it matters: Autonomous discovery of hospitality venues fosters customer bonds. In European Advances in Consumer Research Volume 11, Hrsg. Geuens, Maggie, Pandelaere, Mario, Pham, Michel Tuan, Vermeir, Iris, 286-286. Duluth, MN: Association for Consumer Research. (Details)
2017 Kokkoris, Michail, Baumeister, Roy , Kühnen, Ulrich. 2017. Free to choose: Belief in free will and indecisiveness. In NA - Advances in Consumer Research Volume 45, Hrsg. Ayelet Gneezy, Vlad Griskevicius, Patti Williams, 00-00. San Diego: Association for Consumer Research. (Details)
  Li, Shaobo , Kokkoris, Michail, Savani, Krishna. 2017. How Beliefs about the Universal Potential for Ideal Body Weight Influence Fairness Perceptions of Price Discrimination. In NA - Advances in Consumer Research Volume 45, Hrsg. Ayelet Gneezy, Vlad Griskevicius, Patti Williams, 00-00. San Diego: Association for Consumer Research. (Details)
  Kokkoris, Michail, Hoelzl, Erik, Alós-Ferrer, Carlos. 2017. Losing self-control but finding myself: Authenticity and choice satisfaction in self-control conflicts. In La Londe 44th International Research Conference in Marketing Communications and Consumer Behavior, Hrsg. Tina M. Lowrey and Mario Pandelaere, 30-30. La Londe, France: None. (Details)
  Kokkoris, Michail, Hoelzl, Erik, Alós-Ferrer, Carlos. 2017. Self-controlled but Not Myself: When Restraint versus Indulgence Undermines Consumers’ Authenticity and Decision Satisfaction. In NA - Advances in Consumer Research Volume 45, Hrsg. Ayelet Gneezy, Vlad Griskevicius, Patti Williams, 00-00. San Diego: Association for Consumer Research. (Details)
2016 Kokkoris, Michail, Savani, Krishna. 2016. Consumer discrimination: How a choice mindset influences fairness perceptions of insurance premiums. In NA - Advances in Consumer Research Volume 44 , Hrsg. Page Moreau and Stefano Puntoni, 743-743. Duluth, MN: Association for Consumer Research. (Details)
  Kokkoris, Michail, Sedikides, Constantine, Kühnen, Ulrich. 2016. Do consumer choices make us narcissists? The role of self-referencing and self-affirmation. In NA - Advances in Consumer Research 44, Hrsg. Page Moreau and Stefano Puntoni, 744-744. Duluth, MN: Association for Consumer Research. (Details)

Paper presented at an academic conference or symposium

2019 Kokkoris, Michail, Hoelzl, Erik, Alós-Ferrer, Carlos. 2019. Consumer Satisfaction with Resisting vs. Indulging Temptation. 48th Annual Conference of the European Marketing Academy (EMAC), Hamburg, Germany, 28-31.05.2019. (Details)
  Kokkoris, Michail, Hoelzl, Erik, Alós-Ferrer, Carlos. 2019. In Search of the Self in Self-control. Psychoeconomics Conference, Konstanz, Deutschland, 1-2.10.2019. (Details)
2018 Kokkoris, Michail, Hoelzl, Erik, Alós-Ferrer , Carlos . 2018. Consumers’ satisfaction with restraint versus indulgence depends on reliance on reason versus feelings in decision making . Society for Consumer Psychology (SCP) 2018 Conference, Dallas, TX, Vereinigte Staaten/USA, 15-17 February 2018. (Details)
2017 Kokkoris, Michail, Hoelzl, Erik, Alós-Ferrer, Carlos. 2017. Do consumers feel more authentic after making a high or a low self-control choice? The moderating role of lay rationalism. Society for Consumer Psychology (SCP) Conference 2017, San Francisco, Vereinigte Staaten/USA, 16.02.2017 - 18.02.2017. (Details)
  Li, Shaobo, Kokkoris, Michail, Savani, Krishna. 2017. How Beliefs about the Universal Potential for Ideal Body Weight Influence Fairness Perceptions of Price Discrimination. Association for Consumer Research (ACR) 2017 Conference, San Diego, CA, Vereinigte Staaten/USA, 26-29 October 2017. (Details)
  Kokkoris, Michail, Hoelzl, Erik, Alós-Ferrer, Carlos. 2017. Losing self-control but finding myself: Authenticity and choice satisfaction in self-control conflicts. La Londe 44th International Research Conference in Marketing Communications and Consumer Behavior, La Londe, Frankreich, 30 May - 2 June 2018. (Details)
2016 Kokkoris, Michail, Hoelzl, Erik, Alós-Ferrer, Carlos. 2016. Authenticity and self-control in consumer choice: The role of intuition and deliberation. International Association for Research in Economic Psychology (IAREP) Conference 2016, Wageningen, Niederlande, 8.7.2016 - 10.7.2016. (Details)
2015 Kokkoris, Michail, Hoelzl, Erik. 2015. Consumer discoveries: The role of autonomy in creating psychological closeness to the self. Conference of the International Association for Research in Economic Psychology (IAREP) and the Society for the Advancement of Behavioral Economics (SABE), Sibiu, Rumänien, 3.9.2015-6.9.2015. (Details)
2014 Kokkoris, Michail, Kühnen, Ulrich. 2014. On the psychology of self-expression: Choice in the “age of opinion”. 17th European Association of Social Psychology (EASP) General Meeting, Amsterdam, Niederlande, 09.07.2014 - 12.07.2014. (Details)
  Kokkoris, Michail, Kühnen, Ulrich. 2014. When choice is not self-expressive: The effect of opinion voicing on consumer choice. 28th International Congress of Applied Psychology (ICAP), Paris, Frankreich, 22.10.2014 - 24.10.2014. (Details)
2013 Kokkoris, Michail, Kühnen, Ulrich. 2013. The meaning of choice across cultures. International Association for Cross-Cultural Psychology (IACCP) Regional Conference, Los Angeles, CA, Vereinigte Staaten/USA, 20-22.06.2013. (Details)
2010 Kokkoris, Michail. 2010. The role of independent / interdependent self-construals in cultural consumption. Doctoral Colloquium of the 2010 European Conference of the Association for Consumer Research (ACR), London, Europäische Union, 30.06.2010 . (Details)

Poster presented at an academic conference or symposium

2019 Kokkoris, Michail. 2019. Do Maximizers Maximize Across Domains? Evidence that Maximizing Transcends Decisions. Society for Consumer Psychology Conference 2019, Savannah, GA, Vereinigte Staaten/USA, 28.02.2019-02.03.2019. (Details)
2018 Kokkoris, Michail, Baumeister, Roy, Kühnen, Ulrich. 2018. Free to choose: Belief in free will and indecisiveness. Association for Consumer Research (ACR) 2017 Conference, San Diego, CA, Vereinigte Staaten/USA, 26-29 October 2017. (Details)
  Kokkoris, Michail, Hoelzl, Erik, Kamleitner, Bernadette. 2018. How you found it matters: Autonomous discovery of hospitality venues fosters customer bonds . European Association for Consumer Research (EACR) 2018 Conference, Ghent, Belgien, 14-16 June 2018. (Details)
  Kokkoris, Michail. 2018. The meaning in itself: Autotelic choice, maximizing and consumer satisfaction . Society for Consumer Psychology (SCP) 2018 Conference, Dallas, TX, Vereinigte Staaten/USA, 15-17 February 2018. (Details)
2016 Kokkoris, Michail, Savani, Krishna. 2016. Consumer discrimination: How a choice mindset influences fairness perceptions of insurance premiums. Association for Consumer Research (ACR) 2016 Conference, Berlin, Deutschland, 27-30 October 2016. (Details)
  Kokkoris, Michail, Sedikides, Constantine , Kühnen, Ulrich. 2016. Do consumer choices make us narcissists? The role of self-referencing and self-affirmation. Association for Consumer Research (ACR) 2016 Conference, Berlin, Deutschland, 27-30 October 2016. (Details)
2013 Kokkoris, Michail, Kühnen, Ulrich. 2013. Seeing ourselves in the objects we choose: Self-expression and the boundaries of post-choice bolstering. International Workshop on Psychological Ownership and Decision Making, Vienna, Österreich, 26.09.2013 - 27.09.2013. (Details)
2012 Kokkoris, Michail, Kühnen, Ulrich. 2012. Expand Yourself! Opinion voicing as driver of choice-making beyond self-expression. 13th Annual Meeting of the Society for Personality and Social Psychology (SPSP), San Diego, CA, Vereinigte Staaten/USA, 26-28.01.2017. (Details)
2011 Kokkoris, Michail, Kühnen, Ulrich , Yan, Song. 2011. ). Tell me what you like and I’ll tell you what you are: How preference frames affect the perception of choice as self-expression across cultures. . International Association for Cross-Cultural Psychology (IACCP) Regional Conference, Istanbul, Türkei, 30.06.2011-03.07.2011. (Details)
  Kokkoris, Michail, Kühnen, Ulrich. 2011. To choose is to express the self? Undermining self-expressiveness of choice through opinion voicing. 16th European Association for Social Psychology (EASP) General Meeting, Stockholm, Schweden, 12-16.07.2011. (Details)

Encyclopedia article

2019 Kokkoris, Michail, Hoelzl, Erik. 2019. Präferenz-Umkehr-Phänomen. In Dorsch Lexikon der Psychologie: Wirtschaftspsychologie, Hrsg. Wirtz, Markus Antonius, 1310 Bern: Huber. (Details)
2015 Kokkoris, Michail, Hoelzl, Erik. 2015. Overconsumption. In Real-World Decision Making: An Encyclopedia of Behavioral Economics. , Hrsg. M. Altman , Santa Barbara, CA: - (Details)
2014 Kokkoris, Michail, Hoelzl, Erik. 2014. Präferenz-Umkehr-Phänomen. In Dorsch Lexikon der Psychologie: Wirtschaftspsychologie. Hrsg. M. A. Wirtz, Bern: Huber. (Details)

Media report

2019 Stavrova, Olga, Kokkoris, Michail. 2019. It’s a Meaningful Life: The Surprising Existential Benefits of Self-control. (Details)
2016 Kokkoris, Michail. 2016. Striving to choose the best: Less happy than the rest? (Details)

Projects

2017
Identity and Consumption (2017-2022) (Details)