I study and teach persuasion, focusing on tiny tweaks that help people lead richer, healthier, happier lives. My work has been featured in the New York Times, Wall Street Journal, The Economist, Scientific American, and Psychology Today.
Turning knowledge into practice is a passion. My research findings have been published in top academic journals like Proceedings of the National Academy of Science and in popular media like Harvard Business Review. I speak in organizations and conferences around the world including TEDx, and my 4 Ps Framework for Behavior Change is the foundation for Google’s global food guidelines, helping 60,000 people make healthier choices every day. Mastering Influence and Persuasion, my MBA elective, is one of the most sought-after courses at Yale School of Management.
Some career highlights prior to my engagement at Yale include managing a $200 million segment of Barbie, developing an executive education leadership program at Harvard, acting on stage and film, and starting a small business. I received my doctorate from Harvard, MBA from the University of Southern California, and bachelor’s degree from Haverford College.
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- Chance, Z., & Deshpandé, R. (2009). Putting patients first: Social marketing strategies for treating HIV in developing nations. Journal of Macromarketing, 29, 220-232.
- Chance, Z., Norton, M. I., Gino, F., & Ariely, D. (2011). Temporal view of the costs and benefits of self-deception. Proceedings of the National Academy of Science, 108(3), 15655-15659.
- Frost, J. H., Chance, Z., Norton, M. I., & Ariely, D. (2008). People are experience goods: Improving online dating with virtual dates. Journal of Interactive Marketing, 22, 51-61.
- Mogilner, C., Chance, Z., & Norton, M. I. (2012). Giving time gives you time. Psychological Science, 23(10), 1233-1238.
- Chance, Z., & Norton, M. I. (2008). "I read Playboy for the articles": Justifying and rationalizing questionable preferences. In M. S. McGlone and M. L. Knapp (Eds.), The interplay of truth and deception. New York: Routledge.
- Deshpandé, R., & Chance, Z. (2007). Fighting AIDS, fighting poverty: Customer-centric marketing in the generic antiretroviral business. In V. Rangan, J. Quelch, G. Herrero, and B. Barton (Eds.), Business solutions for the global poor: Creating social and economic value. New York: John Wiley & Sons.
- Mastering Influence and Persuasion
Department of Marketing
Yale School of Management
135 Prospect Street
New Haven, Connecticut 06520