College of Business: University of Illinois at Urbana-Champaign

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

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: 280-288

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

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: 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: 133-148

White, T. 2005. Consumer Trust and Advice Acceptance: The Moderating Roles of Benevolence, Expertise and Negative Emotion. Journal of Consumer Psychology, 15: 141-148

White, T. 2004. Consumer Disclosure and Disclosure Avoidance: A Motivational Framework. Journal of Consumer Psychology, 14: 41-51

White, T., Dellande, S., Taylor, G. 2004. The Role of Provider Communication in External Customer Participation. International Business & Economics Research Journal, 2: 1-5

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

Qualls, W. , White, T. Forthcoming. 18th Paul Converse Symposium. University of Illinois.

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

White, T., Hoffman, D., Novak, T. Forthcoming. Navigating the Networked Rivers Of The Social Web: Emerging Themes For Consumer Behavior Research On Web 2.XAssociation 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 ChoiceSociety for Consumer Psychology, 2: 227. 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 PursuitSociety for Consumer Psychology, 2: 157. The Netherlands: Elsevier Science.

Cheng, Y., White, T., Chaplin, L. 2009. Self-Brand Connections, Poor Brand Extensions, and Favorable Parent Brand EvaluationsSociety for Consumer Psychology, 1: 165. American Psychological Association.

White, T., Cheng, Y., Chaplin, L. 2009. When Poor Brand Extensions Result in Favorable Brand EvaluationsAssociation for Consumer Research Annual Conference, 36: 45-48. 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 GivingAdvances in Consumer Research, 35: 901-2. Provo, UT: Association for Consumer Research.

White, T., Hoffman, D., Novak, T. 2005. Forgotten Favors: Biased Account Keeping inInformation-Driven Consumer-Seller RelationshipsSociety for Consumer Psychology

White, T., Schlosser, A. 2004. The Effects of Assortment Size, Product Description and Innovativeness on Lintentions to Try New ProductsAssociation for Consumer Research Annual Conference

Zahay, D., White, T., Thorbjornsen, H., Shavitt, S. 2004. Beyond Permission Marketing: Improving E-Mail Response Rate with Appropriate PersonalizationDirect Marketing Education Foundation Conference

White, T. 2003. Making Risky Decisions that Count: The Impact of Consumer Trust on Optimism, Mercy and RegretAssociation for Consumer Research Annual Conference

White, T. 2001. Stick Around . . . You Won't Regret It: An Exploration of Future Regret Avoidance on the Service Retention DecisionAssociation for Consumer Research, Asia-Pacific Conference

White, T. 2001. None of Your Business: The Critical Role of Trust in Interactive Marketing RelationshipsAssociation for Consumer Research Annual Conference

Ha, Y. , White, T. 2013. When making it easy leads to working harder: Counterintuitive effects of popularity cues on choice overload. Journal of Consumer Research

Kwon, M. , White, T., Adaval, R. 2012. Creating "We-ness" by Embracing the Brand: A New Look at Self-Brand Connection. Journal of Consumer Research

Kwon, M. , White, T., Adaval, R. 2012. Creating "We-ness" by Embracing the Brand: A New Look at Self-Brand ConnectionSociety for Consumer Psychology, Las Vegas.

Xu, J., Cheng, Y., White, T. 2012. Taking More Money and Donating More Money: Influence of Self-Threat on Goal PursuitAssociation for Consumer Research Annual Conference, Vancouver.

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 choiceSociety for Consumer Psychology, St. Pete Beach.

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 failureInternational Conference on Research in Advertising (ICORIA), Madrid.

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 FailureMarketing Pro-seminar, Champaign.

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 FailureSociety for Consumer Psychology, San Diego.

Cheng, Y., White, T., Chaplin, L. 2008. Pride or Prejudice: Consumers Self-brand Connection and Reaction to Brand ExtensionNorwegian School of Economics and Business Administration, Bergen.

Cheng, Y., White, T., Chaplin, L. 2008. The Role of Self-Brand Connections in Brand EvaluationsAssociation for Consumer Research Annual Conference, San Francisco.

Cheng, Y., White, T., Chaplin, L. 2008. A Dynamic View of the Relationship Between The Self and Consumer ContextsAssociation for Consumer Research Annual Conference, San Francisco.

White, T., Cheng, Y., Chaplin, L. 2008. The Role of Self Brand Connections in Brand EvaluationsBen Gurion University of the Negev, Beer Sheva.

Kulkarni, A., Otnes, C. , Ruth, J., White, T. 2007. The Role of Congruence Theory in Consumer Response to Business-to-Consumer Gift GivingAssociation for Consumer Research Annual Conference, Memphis.

Schlosser, A., White, T. 2007. The Company They Keep: The Influence of Reasons for Option Limitation and Perceived Variety on Assortment JudgmentsSyracuse University, Research Seminar, Syracuse.

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, Memphis.

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 California at Riverside, Riverside.

White, T., Zahay, D., Thorbjornsen, H., Shavitt, S. 2007. We know where you live: Personalization reactance in e-mail solicitationsWorld Marketing Congress , Verona.

Schlosser, A., White, T. 2006. The Effects of Assortment Size, Product Description and Innovativeness on Intentions to try New ProductsAssociation for Consumer Research Annual Conference, Orlando.

Zahay, D., White, T., Thorbjornsen, H., Shavitt, S. 2004. Beyond permission marketing: Improving e-mail response rate with appropriate personalizationDirect Marketing Education Foundation Conference, New Orleans.

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 solicitationWorld Marketing Congress , Perth.

White, T. 2002. What will Tomorrow Bring? The Effect of Consumption Uncertainty on the Consumer's Decision to Stick AroundMidwest Marketing Camp, Urbana-Champaign.

White, T. 2000. Dynamic Customer Relationship Management: Incorporating Future Considerations Into the Service Retention DisclosureUniversity of Illinois, Champaign.

White, T. 1999. Deciding to Reveal: Consumer Disclosure Management in Consumer/Seller RelationshipsConference on Survey Research, Champaign.