Assistant Professor of Marketing
Assistant Professor of Cognitive Science (by courtesy)
McClelland Hall 320R
1130 E. Helen St.
P.O. Box 210108
Tucson, Arizona 85721-0108
Areas of Expertise
- Experience theory
- Close relationships
- Product design
- Neurophysiological explanations of consumer behavior
- Marketing methods
Ph.D., Psychology (Brain & Cognition), University of Southern California
M.A., Psychology (Brain & Cognition), University of Southern California Habilitation, Marketing, TU Freiberg
Ph.D. (Dr. rer. pol.), Marketing, TU Freiberg
M.Sc. (Dipl.-Kfm.), Management, HHL
Martin Reimann holds a PhD in Psychology from the University of Southern California as well as a PhD in Marketing (Dr. rer. pol.) from TU Freiberg (Germany). Prior to joining Eller, he was a postdoctoral fellow at Stanford University and a W3 professor of marketing at Otto von Guericke University Magdeburg (Germany). He applies experimental and quantitative approaches to investigating how and why people consume product experiences and how and why people form, maintain and dissolve social relationships. A common denominator in his work is the idea that consumption is deeply rooted in an emotional-motivational system that is empirically decipherable in self-report, behavior and the brain. His work has been published in the Proceedings of the National Academy of Sciences (PNAS), the Journal of Experimental Psychology: General, the Journal of Consumer Research, the Journal of Marketing Research and the Journal of Consumer Psychology.
- MKTG696 Theory I: The philosophy of science (doctoral)
- MKTG696 The neurosciences of judgment and decision making (doctoral)
- MKTG572 Marketing research (master)
- MKTG471 Marketing policies and operations (undergrad capstone)
Work under Review or in Revision
- Reimann, Martin, Oliver Schilke, and Karen S. Cook, "Trust."
- Pol, Gratiana, Martin Reimann, and C. W. Park, “The motivational power of beauty: How visually attractive products drive behavioral effort in consumers.”
- Lopez, Alberto, Martin Reimann, and Raquel Castaño, “Metaphorically transgressing the brand relationship: The interactive effects of relationship metaphors and brand transgressions on brand relationships.”
- Valez, Catalina, Martin Reimann, and Raquel Castaño, “Is better bigger? Misattributing positive features to big and unhealthy food choices,”
- Cao, C. Clark, Merrie Brucks, and Martin Reimann, "Collect to control: How desire for control motives systematic acquisition behavior in collecting."
- Warren, Caleb and Martin Reimann, “Cool vs. funny: Divergent reactions to unusual product designs.”
- Limon-Calisan, Yonca, Martin Reimann, Ulrich R. Orth, and Alberto Lopez, "How deriving information from faces can alter our choices: Holistic face types, personality trait impressions, and alterations in choice."
- Flores, David, Martin Reimann, Raquel Castaño, and Alberto Lopez (2019), "If I indulge first, I will eat less overall: The unexpected interaction effect of indulgence and presentation order on consumption," Journal of Experimental Psychology: Applied, forthcoming.
- Wiggin, Kyra, Martin Reimann, and Shailendra P. Jain (2019), “Curiosity tempts indulgence,” Journal of Consumer Research, forthcoming.
- Reimann, Martin, Deborah MacInnis, Valerie Folkes, Gratiana Pol, and Adriana Uhalde (2018), “Insights into the experience of brand betrayal: From what people say and what the brain reveals,” Journal of the Association for Consumer Research, 3 (2), 240-254.
- Reimann, Martin (2018), “Decision muscles? How choosing more food (despite incentives to eat less) is associated with the brain’s cortical thickness,” Journal of Neuroscience, Psychology, and Economics, 11 (1), 45-56.
- Reimann, Martin, Sandra Nuñez, and Raquel Castaño (2017), “Brand-Aid,” Journal of Consumer Research, 44 (3), 673-691.
- Reimann, Martin, Oliver Schilke, and Karen S. Cook (2017), “Trust is heritable, whereas distrust is not,” Proceedings of the National Academy of Sciences, 114 (27), 7007-7012.
- ~ Invited reply: Reimann, Martin, Oliver Schilke, Ryne Estabrook, and Karen S. Cook (2018), Reply to Goldfarb et al.: On the heritability and socialization of trust and distrust, Proceedings of the National Academy of Sciences, 115.
- Reimann, Martin and Kristen Lane (2017), “Can a toy encourage lower calorie meal bundle selection in children? A field experiment on the reinforcing effects of toys on food choice,” PLOS ONE, 12 (1), e0169638.
- Martin, Jolie, Martin Reimann, and Michael I. Norton (2016), “Experience theory, or how desserts are like losses,” Journal of Experimental Psychology: General, 145 (11), 1460-1472.
- Reimann, Martin and C. Clark Cao (2016), “Aesthetics: Antecedents, underlying processes, and behavioral consequences,” in Cathrine Jansson-Boyd and Magdalena Zawisza (eds.), Handbook of Consumer Psychology, Taylor & Francis.
- Reimann, Martin, Deborah MacInnis, and Antoine Bechara (2016), "Can smaller meals make you happy? Behavioral, neurophysiological, and psychological insights into motivating smaller portion choice," Journal of the Association for Consumer Research, 1 (1), 71-91.
- Reimann, Martin, Deborah MacInnis, and Antoine Bechara, (2015), "Leveraging the Happy Meal effect: Substituting food with modest non-food incentives decreases portion size choice, " Journal of Experimental Psychology: Applied, 21 (3), 276-286.
- Schilke, Oliver, Martin Reimann, and Karen S. Cook (2015), "Power decreases trust in social exchange," Proceedings of the National Academy of Sciences, 112 (42), 12950-12955.
- ~ Invited reply: Schilke, Oliver, Martin Reimann, and Karen S. Cook (2016), "Reply to Wu and Wilkes: Power, whether situational or durable, decreases both relational and generalized trust," Proceedings of the National Academy of Sciences, 113 (11), E1418.
- Schaefer, Michael, Franziska Rumpel, Abdolkarim Sadrieh, Martin Reimann, and Claudia Denke (2015), “Personal involvement is related to increased search motivation and associated with activity in left BA44,” Frontiers in Human Neuroscience, 9 (142), 1-8.
- Reimann, Martin, Gergana Y. Nenkov, Deborah MacInnis, and Maureen Morrin (2014), “The role of hope in financial risk seeking,” Journal of Experimental Psychology: Applied, 20 (4), 349-364.
- Schilke, Oliver, Martin Reimann, and Karen S. Cook (2013), “Effect of relationship experience on trust recovery following a breach,” Proceedings of the National Academy of Sciences, 110 (38), 15236-15241.
- Marin, Alex, Martin Reimann, and Raquel Castaño (2013), “Metaphors and creativity: Direct, moderating, and mediating effects,” Journal of Consumer Psychology, 24 (2), 290-297.
- Lehmann, Sebastian and Martin Reimann (2012), “Neural correlates of time versus money in product evaluation,” Frontiers in Psychology, 3 (372), 1-20.
- Homburg, Christian, Martin Klarmann, Martin Reimann, and Oliver Schilke (2012), “What drives key informant accuracy?,” Journal of Marketing Research, 49 (4), 594-608.
- Reimann, Martin, Raquel Castaño, Judith L. Zaichkowsky, and Antoine Bechara (2012), “How we relate to brands: Psychological and neurophysiological insights into consumer-brand relationships,” Journal of Consumer Psychology, 22 (1), 128-142.
- Reimann, Martin, Wilko Feye, Alan J. Malter, Joshua M. Ackerman, Raquel Castaño, Nikita Garg, Robert Kreuzbauer, Aparna A. Labroo, Angela Y. Lee, Maureen Morrin, Gergana Y. Nenkov, Jesper H. Nielsen, Maria Eugenia Perez, Gratiana Pol, José A. Rosa, Carolyn Yoon and Chen-Bo Zhong (2012), "Embodiment in judgment and choice, "Journal of Neuroscience, Psychology, and Economics, 5 (2), 104-123.
- Levin, Irwin P., Gui Xue, Joshua A. Weller, Martin Reimann, Marco Lauriola, and Antoine Bechara (2012), “A neuropsychological approach to understanding risk-taking for potential gains and losses,” Frontiers in Neuroscience, 6 (15), 1-11.
- Reimann, Martin, Raquel Castaño, Judith L. Zaichkowsky, and Antoine Bechara (2012), “Novel versus familiar brands: An analysis of neurophysiology, response latency, and choice,” Marketing Letters, 23 (3), 745-759.
- Reimann, Martin and Philip G. Zimbardo (2011), “The dark side of social encounters: Prospects for a neuroscience of human evil,” Journal of Neuroscience, Psychology, and Economics, 4 (3), 174-180.
- Reimann, Martin, Oliver Schilke, Bernd Weber, Carolin Neuhaus, and Judith L. Zaichkowsky (2011), “Functional magnetic resonance imaging in consumer research: A review and application,” Psychology & Marketing, 28 (6), 608-637.
- Reimann, Martin, Judith L. Zaichkowsky, Carolin Neuhaus, Thomas Bender, and Bernd Weber (2010), “Aesthetic package design: A behavioral, neural, and psychological investigation,” Journal of Consumer Psychology, 20 (4), 431-441.
- Reimann, Martin and Antoine Bechara (2010), “The somatic marker framework as a neurological theory of decision-making: Review, conceptual comparisons, and future neuroeconomics research,” Journal of Economic Psychology, 31 (5), 767-776.
- Reimann, Martin, Oliver Schilke, and Jacquelyn Thomas (2010), “Customer relationship management and firm performance: The mediating role of business strategy,” Journal of the Academy of Marketing Science, 38 (3), 326-346.
- Reimann, Martin, Oliver Schilke, and Jacquelyn Thomas (2010), “Toward an understanding of industry commoditization: Its nature and role in marketing competition,” International Journal of Research in Marketing, 27 (2), 188-197.
- Reimann, Martin and Arthur Aron (2009), “Self-expansion motivation and inclusion of close brands in self: Towards a theory of brand relationships,” in: Joseph Priester, Deborah MacInnis, and C. W. Park (eds.), Handbook of Brand Relationships, M. E. Sharpe, 65-81.
Awards and Honors
- Dean's Research Award, Eller College of Management, University of Arizona
- Best Overall Working Paper Award, Association for Consumer Research
- Best Paper of the Year Award for "Experience Theory", International Social Cognition Network
- Young Leader, Atlantikbruecke
- Outstanding Contribution to the Journal of Consumer Psychology Award, Society of Consumer Psychology
- Consumer Behavior Rising Star Award, American Marketing Association
- Park Young Contributor Award, Society of Consumer Psychology
- M. Wayne Delozier Award, Academy of Marketing Science
- William R. Darden Award, Academy of Marketing Science
- Altstipendiat, Konrad-Adenauer-Stiftung
- Special Issue Editor (2012-2013), Frontiers in Psychology
- Founding Editor (2007-2010), Journal of Neuroscience, Psychology, and Economics
- Advisory Panel Membership:
- Advisory Panel Member (2012-2015), Society for Consumer Psychology
- Journal Reviewer:
- Cerebral Cortex
- Cognition and Emotion
- Cognitive Science
- Human Brain Mapping
- Journal of Behavioral Decision Making
- Journal of Cognitive Neuroscience
- Journal of Consumer Psychology
- Journal of Consumer Research
- Journal of Experimental Psychology
- Journal of Marketing Research
- Journal of Personality and Social Psychology
- Journal of the Association for Consumer Research
- MIS Quarterly
- Nature Neuroscience
- Proceedings of the National Academy of Sciences
- Grant Proposal Reviewer:
- Research Grant Council of Hong Kong
- Social Sciences and Humanities Research Council of Canada
- Conference Program Committee Member / Conference Reviewer:
- American Marketing Association Winter/Summer Conferences
- Association for Consumer Research Annual Conferences
- Association for NeuroPsychoEconomics Annual Conferences
- Society for Consumer Psychology Annual Conferences
- American Marketing Association
- American Psychological Association
- Association for Consumer Research
- Association for NeuroPsychoEconomics
- Association for Psychological Science
- Marketing Science Institute
- Society for Consumer Psychology