Kelly Kiyeon Lee

Kelly Kiyeon Lee
  • Associate Adjunct Professor & Research Scholar

Contact Information

  • office Address:

    3730 Walnut Street
    500 JMHH
    Philadelphia PA 19104

Overview

Kelly Kiyeon Lee is an Associate Adjunct Professor and Research Scholar of Operations, Information, and Decisions at the University of Pennsylvania’s Wharton School.

​Professor Lee’s research program focuses on the psychology of decision-making and negotiations. In particular, her work demonstrates how emotions such as anxiety and gratitude can influence economic and ethical decisions in negotiations. In her other work, she explores how price information, construal level theory, and hedonic experiences influence decisions.

Building on her research focus on judgment and decision-making, Professor Lee’s teaching concentrates on judgment and decision-making at different levels of analysis (i.e. individuals, dyads, and groups). She has successfully taught Negotiations, Principles of Marketing, and Consumer Behavior.

Professor Lee earned her Ph.D. in Marketing from the Rotman School of Management at the University of Toronto and completed her postdoctoral fellowship at the Olin Business School at Washington University in St. Louis. She has been on the faculty at Oklahoma State University and Georgetown University.

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Research

Kelly Kiyeon Lee’s research investigates psychology of decision-making and negotiations.

Specifically, her research investigates emotions, biases, and ethics.

  • Kelly Lee and Min Zhao (2014), The Effect of Price on Preference Consistency Over Time, Journal of Consumer Research, 41, pp. 109-118.

    Abstract: Construal level theory indicates that consumers tend to prefer products high in desirability (greater functionality) for distant-future decisions but switch their preferences toward products high in feasibility (greater usage convenience) for near-future decisions. The current research demonstrates that price information, traditionally considered as a feasibility cue, can increase consumers' near-future preference toward products with greater functionality despite their low convenience, leading to preference consistency over time. As the underlying mechanism, price information increases the functionality importance for near-future decisions due to consumers' enhanced value-seeking tendency when seeing price and their lay belief that greater functionality represents higher value. Further, when consumers are led to believe that greater convenience represents higher value, price and the value-seeking tendency result in a greater preference toward easy-to-use products for the distant future and lead to preference consistency across time as well. Theoretical implications are discussed.

Teaching

Current Courses

  • LGST291 - Negotiations

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.

    LGST291401

    LGST291402

  • MGMT291 - Negotiations

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.

    MGMT291401

    MGMT291402

  • OIDD291 - Negotiations

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.

    OIDD291401

    OIDD291402

Past Courses

  • LGST291 - NEGOTIATIONS

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.

  • MGMT291 - NEGOTIATIONS

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.

  • OIDD291 - NEGOTIATIONS

    This course examines the art and science of negotiation, with additional emphasis on conflict resolution. Students will engage in a number of simulated negotiations ranging from simple one-issue transactions to multi-party joint ventures. Through these exercises and associated readings, students explore the basic theoretical models of bargaining and have an opportunity to test and improve their negotiation skills.

Activity

Latest Research

Kelly Lee and Min Zhao (2014), The Effect of Price on Preference Consistency Over Time, Journal of Consumer Research, 41, pp. 109-118.
All Research