Go back

Dilney Gonçalves


Dilney Gonçalves



Associate Professor, Marketing

Dilney Gonçalves research investigates the psychological mechanisms underlying consumer opinions, decision-making, and well-being.  His research addresses questions such as “how do consumers make inferences about the general population based on a single opinion?”, “when do purchases bring happiness and when they do not?”, “why do people overbuy?”, “what are the effects of visual displays on the processing of abstract versus concrete messages?”, and  “how can charities create more persuasive messages?”

He has presented his research in several international conferences, including the Association for Consumer Research, Association Française du Marketing, and the Business Association of Latin American Studies (BALAS).

At IE Business School, Dilney is currently teaching in the PhD and in the Master in International Management programs.

Academic Background

• PhD in Marketing, INSEAD (France)

• MSc in Marketing, INSEAD (France)

• MSc in Management, Universidade Federal do Rio Grande do Sul (Brazil)

• BA in Business Administration, Universidade Federal do Rio Grande do Sul (Brazil)

Academic Experience

• Associate Professor of Marketing, IE Business School (Spain) 2020 – present

• Assistant Professor of Marketing, IE Business School (Spain) 2010 – 2020

• Adjunct Professor (Marketing Research), ESSEC Business School (France) 2008

• Teaching Assistant (Marketing Research), Universidade Federal do Rio Grande do Sul (Brazil) 2004 – 2005

Other Experience

• Co-advised MBA final theses, Universidade Federal do Rio Grande do Sul (Brazil) 2004 – 2005

• Supervised consulting projects conducted by the Student Enterprise, Universidade Federal do Rio Grande do Sul (Brazil) 2004 – 2005

• Market Researcher, CEPA/UFRGS (Brazil) 2003 – 2004

Latest Publications

• Zhou, X., Requero, B., Gonçalves, D. A., Santos, D. (2021). “Every penny counts: The effect of holistic-analytic thinking style on donation decisions in the times of Covid-19”. Personality and Individual Differences, Vol. 175: June, 110713

• Mittelman, M., Gonçalves, D. A., Andrade, E. (2020). “Out of Sigth, Out of Mind: Usage Frecuency Considerations in Purchase Decisions”. Journal of Consumer Psychology, Vol. 30 (4): 652-659

• Costa, D., Maurer, M., Gonçalves, D. A., Sayin, E. (2019). “Can luxury brands be ethical? Reducing the sophistication liability of luxury brands”. Journal of Cleaner Production, Vol. 233 (1): 1366-1376

• Luffarelli, J., Markou, P. Stamatogiannakis, A., Gonçalves, D. A. (2019). “The Effect of Corporate Social Performance on the Financial Performance of Business-to-Business and Business-to-Consumer Firms”. Corporate Social Responsibility and Environmental Management, Vol. 26(6): 1333-1350

• Cui, Z., Kumar, S., Gonçalves, D. A. (2019). “Scoring vs. Ranking: An Experimental Study of Idea Evaluation Processes”. Production and Operations Management, Vol. 28 (1): 176-188