go back

Dilney Gonçalves


Dilney Gonçalves



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

• Assistant Professor of Marketing, IE Business School (Spain) 2010 - present

• 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

  • Cui, Z.; Kumar, S.; Gonçalves, D. (2018). “Scoring vs. Ranking: An Experimental Study of Idea Evaluation Processes”. Forthcoming in Production and Operations Management
  • Gonçalves, M., Nique, W. & Gonçalves, D. (2018). “Compras Como Meios de Progresso Em Objetivos”. RAUSP Management Journal
  • Calderon, S., Stamatogiannakis, A. & Gonçalves, D. (2017). “Spoiling Ourselves: Consumers’ Choice of Luxury Products”. In Srinivas K. Reddy & Jin K. Han. The Essence of Luxury: An Asian Perspective. Singapore Management University
  • Luffarelli, J., Gonçalves, D. & Stamatogiannakis, A.(2016). “When Feedback Interventions Backfire: Why Higher Performance Feedback May Result in Lower Self‐Perceived Competence and Satisfaction with Performance”. Human Resource Management, Vol. 55(4): 591-614