Kappes, Heather

Dr Heather Kappes  


Position held

Assistant Professor of Marketing


Experience keywords:

consumer behaviour; daydreams; fantasies; goal pursuit; goals; imagination; mental simulation; motivation; optimism; positive thinking; self-discipline; self-regulation; visualization

Research summary > [Click to expand]

My research focuses on phenomena related to motivation and goal pursuit, with particular emphases on when individual and group self-regulatory strategies are used and how they affect goal-striving behaviour, decision-making, physiology, and emotions.


German [Spoken: Basic, Written: Basic]; Italian [Spoken: N/A, Written: Basic]

Contact Points

LSE phone number:

+44 (0)20 7955 7034

LSE email:




Kappes, Heather Barry and Balcetis, Emily and De Cremer, David (2018) Motivated reasoning during recruitment Journal of Applied Psychology, 103 (3). 270-280. ISSN 0021-9010


Kappes, Heather Barry (2017) Learning from children and families LSE Behavioural Science (31 Jan 2017) Blog entry

Kappes, Heather Barry (2017) Bringing young people into the LSE Behavioural Research lab: BRL-Junior research day LSE Behavioural Science Blog (17 Jul 2017) Blog entry


Kappes, Heather Barry and Barry, William (2016) Counselling is better than outright firing an underperforming employee LSE Business Review (8 Feb 2016) Blog entry

Kappes, Heather Barry (2016) A new subject pool LSE Behavioural Science (18 Oct 2016) Blog entry

Kappes, Heather Barry (2016) What I learned From the Reproducibility Project LSE Behavioural Science (11 Jan 2016) Blog entry

Kappes, Heather Barry (2016) What is Behavioural Science at the LSE? LSE Behavioural Science (24 May 2016) Blog entry

Kappes, Heather Barry and Morewedge, Carey K. (2016) Mental simulation as substitute for experience Social and Personality Psychology Compass, 10 (7). 405-420. ISSN 1751-9004

Kappes, Heather Barry (2016) Too much to do, too little time? Mental contrasting can help you choose what’s really important Management with Impact (27 Jun 2016) Blog entry


Open Science Collaboration, and Nosek, Brian A. and Aarts, Alexander A. and Anderson, Christopher J. and Anderson, Joanna E. and Kappes, Heather Barry (2015) Estimating the reproducibility of psychological science Science, 349 (6251). aac4716-aac4716. ISSN 0036-8075

Oettingen, Gabriele and Kappes, Heather Barry and Guttenberg, Katie B. and Gollwitzer, Peter M. (2015) Self-regulation of time management: mental contrasting with implementation intentions European Journal of Social Psychology, 45 (2). 218-229. ISSN 0046-2772


Open Science Collaboration, and Kappes, Heather Barry (2014) The Reproducibility Project: a model of large-scale collaboration for empirical research on reproducibility In: Stodden, Victoria and Leisch, Friedrich and Peng, Roger D., (eds.) Implementing Reproducible Research. Chapman & Hall/CRC the R series. CRC Press, Taylor & Francis Group, New York, USA, 299-324. ISBN 9781466561595

Klein, Richard A. and Ratliff, Kate A. and Vianello, Michelangelo and Adams, Reginald B. and Bahník, Štěpán and Bernstein, Michael J. and Bocian, Konrad and Brandt, Mark J. and Brooks, Beach and Brumbaugh, Claudia Chloe and Cemalcilar, Zeynep and Chandler, Jesse and Cheong, Winnee and Davis, William E. and Devos, Thierry and Eisner, Matthew and Frankowska, Natalia and Furrow, David and Galliani, Elisa Maria and Hasselman, Fred and Hicks, Joshua A. and Hovermale, James F. and Hunt, S. Jane and Huntsinger, Jeffrey R. and IJzerman, Hans and John, Melissa-Sue and Joy-Gaba, Jennifer (2014) Investigating variation in replicability Social Psychology, 45 (3). 142-152. ISSN 1864-9335


Kappes, Heather Barry and Sharma, Eesha and Oettingen, Gabriele (2013) Positive fantasies dampen charitable giving when many resources are demanded Journal of Consumer Psychology, 23 (1). 128-135. ISSN 1057-7408


Gollwitzer, Peter M. and Kappes, Heather Barry and Oettingen, Gabriele (2012) Needs and incentives as sources of goals In: Aarts, Henk and Elliot, Andrew, (eds.) Goal-Directed Behavior. Frontiers of social psychology. Psychology Press, New York, USA, 115-150. ISBN 9781848728738

Kappes, Heather Barry and Schwörer, Bettina and Oettingen, Gabriele (2012) Needs instigate positive fantasies of idealized futures European Journal of Social Psychology, 42 (3). 299-307. ISSN 0046-2772

Kappes, Heather Barry and Oettingen, Gabriele (2012) Wishful information preference: positive fantasies mimic the effects of intentions Personality and Social Psychology Bulletin, 38 (7). 870-881. ISSN 0146-1672


Kappes, Heather Barry and Stephens, Elizabeth J. and Oettingen, Gabriele (2011) Implicit theories moderate the relation of positive future fantasies to academic outcomes Journal of Research in Personality, 45 (3). 269-278. ISSN 0092-6566

Kappes, Heather Barry and Oettingen, Gabriele (2011) Positive fantasies about idealized futures sap energy Journal of Experimental Social Psychology, 47 (4). 719-729. ISSN 0022-1031

Kappes, Heather Barry and Shrout, Patrick E. (2011) When goal sharing produces support that is not caring Personality and Social Psychology Bulletin, 37 (5). 662-673. ISSN 0146-1672

Kappes, Heather Barry and Oettingen, Gabriele and Mayer, Doris and Maglio, Sam (2011) Sad mood promotes self-initiated mental contrasting of future and reality Emotion, 11 (5). 1206-1222. ISSN 1528-3542

Kappes, Heather Barry and Oettingen, Gabriele and Mayer, Doris (2011) Positive fantasies predict low academic achievement in disadvantaged students European Journal of Social Psychology, 42 (1). 53-64. ISSN 0046-2772


Barry, Heather and Tyler, Tom R. (2010) Rewarding the fair and repairing the unfair: both group procedural justice and injustice may motivate group-serving behavior In: Mannix, Elizabeth A. and Neale, Margaret A. and Mullen, Elizabeth, (eds.) Fairness and Groups. Research on managing groups and teams (13). Emerald Group Publishing, Bingley, UK, 63-94. ISBN 9780857241610


Barry, Heather and Tyler, Tom R. (2009) The other side of injustice: when unfair procedures increase group-serving behavior Psychological Science, 20 (8). 1026-1032. ISSN 0956-7976

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Personal website


Stuart Cook Award for Graduate Research in Psychology, New York University (2011); Friends of Katzell Summer Research Fellowship, New York University (2011); Engberg Fellowship, New York University (2007)

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