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Ellen Garbarino

Ellen Garbarino

BSc UC Berkeley PhD Duke
Professor; Postgraduate Research Coordinator

Rm 4014
H70 - Abercrombie Building
The University of Sydney
NSW 2006 Australia

Telephone +61 2 9114 0575
Fax +61 2 9351 6732
ellen.garbarino@sydney.edu.au

Bio

Ellen Garbarino is a Professor in the discipline of Marketing. She received her PhD in Marketing from Duke University and has taught at a number of U.S. universities before moving to Sydney in 2008. Her research expertise is in combining theories and techniques from Psychology and Economic (i.e., Behavioural Economics) to study human behaviour and decision making. She uses a combination of experimental and survey skills to explore topics such as risk perceptions, trust, commitment, fairness, and norms. Much of her research is in the realm of pro-social behaviour with a focus on blood donations. She has worked extensively in cooperation with the Australian Red Cross blood Service who are rolling out a nationwide donor registry that Prof Garbarino helped design and field test. She is published widely in the Marketing and Economics literatures including Journal of Consumer Research, Journal of Marketing, Management Science, Journal of Consumer Psychology, Journal of Risk and Uncertainty, Journal of Economic Behavior and Organization, Psychology & Marketing, Journal of Public Policy and Marketing, Journal of Business Research, and Journal of Economic Perspectives.

She has served on the editorial board of Journal of the Academy of Marketing (JAMS), Journal of Product and Brand Management and Psychology & Marketing. She has served as Chair of Discipline and PhD coordinator for the discipline of Marketing.

Prior to joining the academy she worked as a research analyst and stockbroker in San Francisco, CA.

Research Interests

Professor Ellen Garbarino received her PhD in Marketing from Duke University. She has taught at a number of U.S. universities before moving to Australia as an Associate Professor in 2008. Her expertise is using experiments and surveys to combine theories and tools from Psychology and Economic to study human behaviour and decision making. Her research spans the realms of Consumer Behaviour and Behavioural Economics. Prof Garbarino studies how consumer’s consumption behaviours are affected by a wide range of factors such as: trust, dishonesty, risk perceptions, social norms, reciprocity, waiting, and political ideology. Her work focuses on consumer decision making in a range of context including charitable giving, internet retailing, responses to pricing, credit card usage and complaint behaviour.

Recent project topics include: Demonstrating the long-term effects of waiting on actual return behaviour, the design of a donor registry to improve the efficiency of the Australian blood supply, demonstrating how complaint behaviour differs with political orientation, exploring whether the increased availability of information on the Internet has increased market efficiency for consumer goods, showing how lying behaviour is sensitive to loss aversion, creating a tool to more accurately assess lying in experimental context, and exploring whether moral licensing can be used to encourage personal savings.

She is best known for her work on customer relationship marketing, demonstrating how the drivers of customers’ repurchase intentions differ for relational and transactional customers (This paper won the Sheth Foundation Journal of Marketing award for make a long –term contribution to the field).  Much of her research is in the realm of prosocial marketing, with a focus on charitable giving. She has done extensive research in cooperation with the Australian Red Cross Blood Service, who are currently rolling out a nationwide donor registry that Prof Garbarino helped design and field test. She has worked with for-profit and non-profit, and large and small organisations. Her research typically employs surveys and lab and field experiments.

Her research has been published in many leading Marketing and Economics journals including Journal of Consumer Research, Journal of Marketing, Management Science, Journal of Consumer Psychology, Journal of Risk and Uncertainty, Journal of Economic Behavior and Organization, Psychology & Marketing, Journal of Public Policy and Marketing, Journal of Business Research, and Journal of Economic Perspectives. Her research has been heavily cited, with over 9100 Google citations to date.

Prior to joining the academy, she worked as a stockbroker and research analyst in the retail brokerage industry.

2018

4
Journal Article/s

Garbarino E, Henry P and Kerfoot S 2018 'Using Attribution to Foster Public Support for Alternative Policies to Combat Obesity', European Journal of Marketing, vol.52:1/2, pp. 418-438 [Link]

2017

4
Journal Article/s

Craig AC, Garbarino E, Heger SA and Slonim R 2017 'Waiting To Give: Stated and Revealed Preferences', Management Science, vol.63:11, pp. 3672-3690 [Link]

Jung K, Garbarino E, Briley D and Wynhausen J 2017 'Blue and Red Voices: Effects of Political Ideology on Consumers’ Complaining and Disputing Behavior', Journal of Consumer Research, vol.44:3, pp. 477-499 [Link]

Jung K, Garbarino E, Briley D and Wynhausen J 2017 'Political Ideology and Consumer Research beyond Complaining Behavior: A Response to the Commentaries', Journal of Consumer Research, vol.44:3, pp. 511-518 [Link]

Czeizler A and Garbarino E 2017 'Give blood today or save lives tomorrow: Matching decision and message construal level to maximize blood donation intentions', Health Marketing Quarterly, vol.34:3, pp. 175-186 [Link]

2015

5
Conference Paper/s

Garbarino E, Craig A, Hedger S and Slonim R 2015 'Waiting to Give: The Effects of Waiting on Future Behavior', Association for Consumer Research North American Conference ACR 2015, New Orleans, United States, 4th October 2015

2014

4
Journal Article/s

Slonim R, Wang C and Garbarino E 2014 'The Market for Blood', Journal of Economic Perspectives, vol.28:2, pp. 177-96 [Link]

6
Conference Proceeding/s

Garbarino E, Soutar G and Lee J 2014 'Vertical and Horizontal Individualism as Determinants of Materialism within and across Cultures', NA - Advances in Consumer Research, Duluth, United States, 26th October 2014 [Link]

2013

4
Journal Article/s

Henry P, Garbarino E and Voola R 2013 'Metacognitions About Consumer Protection and Individual Responsibility in the Credit Card Domain', Journal of Public Policy and Marketing, vol.32:1, pp. 32-44 [Link]

Garbarino E, Slonim R and Wang C 2013 'The multidimensional effects of a small gift: Evidence from a natural field experiment', Economics Letters, vol.120:1, pp. 83-6 [Link]

Slonim R, Wang C, Garbarino E and Merrett D 2013 'Opting-in: Participation Bias in Economic Experiments', Journal of Economic Behavior & Organization, vol.90, pp. 43-70 [Link]

2012

5
Conference Paper/s

Garbarino E and Li E 2012 'Do Open Hands (Always) Open Wallets: The Influence of Gestures on Generosity', Association for Consumer Research Conference ACR 2012 - “Appreciating Diversity”, Vancouver, Canada, 7th October 2012

Garbarino E and Oromulu N 2012 'The Impact of Internet Search on the Price/Quality Correlation', Association for Consumer Research Conference ACR 2012 - “Appreciating Diversity”, Vancouver, Canada, 7th October 2012

Garbarino E and Oromulu N 2012 'The Impact of Internet Search on the Price/Quality Correlation', Wayne State University 14th Annual Pricing Conference, Detroit, United States, 17th August 2012

2011

4
Journal Article/s

Garbarino E, Slonim R and Sydnor J 2011 'Digit ratios (2D:4D) as predictors of risky decision making for both sexes', Journal of Risk and Uncertainty, vol.42:1, pp. 1-26

5
Conference Paper/s

Garbarino E, Slonim R and Craig A 2011 'Waiting to Give', Australian & New Zealand Marketing Academy Conference ANZMAC 2011 - "Marketing in the Age of Consumerism: Jekyll or Hyde?", Perth, Australia, 30th November 2011

Garbarino E and Li E 2011 'Openhanded or Tightfisted: The Influence of Gestures on Generosity', Australian & New Zealand Marketing Academy Conference ANZMAC 2011 - "Marketing in the Age of Consumerism: Jekyll or Hyde?", Perth, Australia, 30th November 2011

Garbarino E, Lee J and Soutar G 2011 'Materialism and Cultural Orientation: The Role of Vertical/Horizontal Individualism within and across Cultures', Society for Consumer Psychology Annual Winter Conference 2011, Atlanta, United States, 26th February 2011

2010

4
Journal Article/s

Garbarino E, Slonim R and Sydnor J 2010 'Digit ratios predict risk aversion for both sexes', Advances in Consumer Research, vol.37

Maxwell S and Garbarino E 2010 'The identification of social norms of price discrimination on the internet', Journal of Product & Brand Management, vol.19:3, pp. 218-24

Garbarino E and Maxwell S 2010 'Consumer response to norm-breaking pricing events in e-commerce', Journal of Business Research, vol.63:9-10, pp. 1066-1072

Garbarino E and Rosa JA 2010 'Body beliefs shape the perceived accuracy of virtual models', Advances in Consumer Research, vol.38

5
Conference Paper/s

Garbarino E, Lee JA and Soutar GN 2010 'Materialism and Cultural Orientation: The Role of Vertical/Horizontal Individualism within and across Cultures', Proceedings of the Australian and New Zealand Marketing Academy ANZMAC Conference 2010 - "Doing More with Less", Christchurch, New Zealand, 1st December 2010

2009

4
Journal Article/s

Garbarino E and Slonim R 2009 'The Robustness of Trust and Reciprocity across a Heterogeneous US Population', Journal of Economic Behavior & Organization, vol.69:3, pp. 226-40

Slonim R and Garbarino E 2009 'Similarities and Differences between Stockpiling and Reference Effects', Managerial and Decision Economics, vol.30:6, pp. 351-71

5
Conference Paper/s

Garbarino E and Rosa JA 2009 'Body Beliefs and Virtual Models', Australia & New Zealand Marketing Academy Conference ANZMAC 2009 - "Sustainable Management and Marketing", Melbourne, Australia, 2nd December 2009

2008

4
Journal Article/s

Malter AJ, Garbarino E and Rosa JA 2008 'Using virtual models to evaluate real products for real bodies', Advances in Consumer Research, vol.35, pp. 84-9

Slonim R and Garbarino E 2008 'Increases in trust and altruism from partner selection: experimental evidence', Experimental Economics, vol.11:2, pp. 134-153

Johnson MS, Sivadas E and Garbarino E 2008 'Customer Satisfaction, Perceived Risk and Attitudinal Commitment: An Investigation of Directions of Influence', Journal of Services Marketing, vol.22:5, pp. 353-362

2007

4
Journal Article/s

Garbarino E and Slonim R 2007 'Preferences and Decision Errors in the Winner’s Curse', Journal of Risk and Uncertainty, vol.34:3, pp. 241-257

Lee J, Garbarino E and Lerman D 2007 'How Cultural Differences in Uncertainty Avoidance Affect Product Perceptions', International Marketing Review, vol.24:3, pp. 330-349

2006

4
Journal Article/s

Johnson MS, Garbarino E and Sivadas E 2006 'Influences of Customer Differences of Loyalty, Perceived Risk, and Category Experience on Customer Satisfaction Ratings', International Journal of Market Research, vol.48:5, pp. 601-22

Rosa AJ, Garbarino E and Malter A 2006 'Keeping the Body in Mind: The Influence of Body Esteem and Body Boundary Aberration on Consumer Beliefs and Purchase Intentions', Journal of Consumer Psychology, vol.16:1, pp. 79-91

2004

4
Journal Article/s

Garbarino E and Strahilevitz M 2004 'Gender Differences in the Perceived Risk of Buying Online and the Effects of Receiving a Site Recommendation from a Friend', Journal of Business Research (Special Issue: Marketing on the web - behavioral, strategy and practices and public policy), vol.57:7, pp. 768-775

2003

4
Journal Article/s

Garbarino E and Slonim R 2003 'Interrelationships and Distinct Effects of Internal Reference Prices on Perceived Expensiveness and Demand', Psychology & Marketing - Special Issue: Beyond Core Service, vol.20:3, pp. 227-248

Garbarino E and Lee O 2003 'Dynamic Pricing in Internet Retail: Effects on Consumer Trust', Psychology and Marketing (Special Issue: The Psychology of Pricing on the Internet), vol.20:6, pp. 495-513

2002

4
Journal Article/s

Lerman D and Garbarino E 2002 'Recall and Recognition of Brand Names: a Comparison of Word and Nonword Name Types', Psychology and Marketing (Special Issue: Psycholinguistics & Marketing), vol.19:7-8, pp. 621-639

2001

4
Journal Article/s

Johnson M and Garbarino E 2001 'Customers of Performing Arts Organizations: Are Subscribers Different from Nonsubscribers?', International Journal of Nonprofit and Voluntary Sector Marketing, vol.6:1, pp. 61-78

Garbarino E and Johnson M 2001 'Effects of Consumer Goals on Attribute Weighting, Overall Satisfaction, and Product Usage', Psychology and Marketing, vol.18:9, pp. 929-949

1999

4
Journal Article/s

Slonim R and Garbarino E 1999 'The Effect of Price History on Demand as Mediated by Perceived Price Expensiveness', Journal of Business Research, vol.45, pp. 1-14

Garbarino E and Johnson M 1999 'The Different Roles of Satisfaction, Trust, and Commitment in Customer Relationships', Journal of Marketing, vol.63:April, pp. 70-87

1997

4
Journal Article/s

Garbarino E and Edell J 1997 'Cognitive Effort, Affect and Choice', Journal of Consumer Research, vol.24:September, pp. 147-159

Recent Units Taught

  • MKTG5001 Marketing Principles

    2017: S2,
    2016: S2,

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