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Elizabeth Cowley

BA Wat. MBA McGill PhD Toronto
Professor

Rm 541
H69 - Economics and Business Building
The University of Sydney
NSW 2006 Australia

Telephone +61 2 9351 6433
Fax +61 2 9351 6732
elizabeth.cowley@sydney.edu.au

Bio

Elizabeth Cowley has an MBA in Marketing and Management Information Systems from McGill University in Montreal. After graduating, Elizabeth worked for several years in the Marketing and Marketing Planning departments of the largest integrated oil company in Canada. Her doctorate was completed under the supervision of Andrew Mitchell from the University of Toronto where she studied under some of the world's leading memory researchers. Her research interests are consumer memory and decision making. Elizabeth's memory research focuses on how the organisation of memory affects the retrieval of brand information and the conditions under which memory is distorted during retrieval. Her research of memory distortion is not limited to memory for facts, but also memory for affective reactions to consumption experiences, an important input for future choice. She has also investigated the role that retrieval confidence plays in choice.

Elizabeth's research is published in the Journal of Consumer Research, the Journal of Consumer Psychology, the International Journal of Research in Marketing, the Academy of Marketing Science, the Journal of Advertising, and the Journal of Business Research.

Elizabeth currently has an Australian Research Council Linkage grant with her Linkage partner Russell Corporate Advisory.

Newsroom articles

  • Why customers get satisfaction out of deceiving retailers 19 Sep 2012

    NBC News

    Business School professors Christina Anthony and Elizabeth Cowley found that consumers who tell lies over the course of a customer-service encounter experience higher satisfaction if they get what they want than people who obtain a favorable outcome by telling the truth.

  • Why customers get satisfaction out of deceiving retailers 17 Sep 2012

    NBC News - Bottom Line

    NBC News reports that Christina Anthony and Elizabeth Cowley have found that consumers who tell lies over the course of a customer-service encounter experience higher satisfaction if they get what they want than people who obtain a favorable outcome by telling the truth.

  • Week in Ideas: The Business of Lying 13 Apr 2012

    Wall Street Journal

    The Wall Street Journal has reported on the research conducted by Dr Christina Anthony and Professor Elizabeth Cowley, Discipline of Marketing at the University of Sydney Business School, which suggests that consumers feel more satisfied if they lie and get what they want than if they tell the truth.

  • How Dishonesty Can Be Good for Consumers 03 Apr 2012

    The Atlantic

    The Atlantic has reported on the results of research conducted by Dr Christina Anthony and Professor Elizabeth Cowley, Discipline of Marketing at the University of Sydney Business School, which suggests that consumers feel more satisfied if they lie and get what they want than if they tell the truth.

  • Lying can bring more satisfaction 25 Mar 2012

    Asian Age

    No doubt, honesty pays. But lying brings more satisfaction, researchers have claimed.

See all Newsroom items for Elizabeth Cowley

Research Grants

2008-2010

Reducing irresponsible gambling: Changing a justification to an avoidance strategy

The results will aid policy makers in their assessment of harm minimisation strategies such as voluntary self exclusion. Discovering when 'flawed' thinking about previous gambling episodes can be used to justify potentially irresponsible gambling decisions will assist in the design of new prevention measures for irresponsible gamblers and those at risk. The strategies developed here will be useful for gamblers to empower themselves and avoid behaviour they will regret later. Australia will benefit from insights into how and why irresponsible episodes occur and how to prevent them.

ARC Discovery Project

See all Business School Grants

Recent Units Taught