Kurt A Carlson
Biographic Data
| ID | 94020 |
|---|---|
| NAME | Kurt A Carlson |
| GIVEN NAMES | Kurt A |
| FAMILY NAME | Carlson |
| SIGNATURE | CARLSON K A |
| AFFILIATIONS | Georgetown University |
| ORCID | 0000-0002-7423-047X |
| VERIFIED | Yes |
| TOTAL WORKS | 8 |
| TOTAL CITATIONS | 36 |
| AUTHOR COUNT | 8 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 2006 |
| LATEST PUBLICATION YEAR | 2025 |
| H-INDEX | 3 |
An Exploration of How Motivations and Perceived Ability Influence an Advisor's Willingness to Give Advice
Decision‐makers frequently rely on advice from advisors, yet little is known about the factors influencing advisors' willingness to give advice (WTGA). This paper explores WTGA through three studies, investigating its relationship to advice quality, an advisor's motivations, and abilities. Our findings show that advisors frequently demonstrate a willingness to give advice even when their solution to the specific problem is incorrect, resulting in…
Preference Refinement after a Budget Contraction
How does coping with a resource loss of time, space, or money change a consumer? In the current work, we argue that resource losses that give rise to budget contractions require a coping strategy that not only influences choice in the moment but also changes underlying consumer preferences. We show that the preference restructuring that occurs when coping with a budget loss also leads to stabilization of preferences. Specifically, a consumer who …
The Favor Request Effect
When consumers and sellers negotiate on price, the seller’s goal is to complete the sale at a profitable price. In this research, we show that sellers who pair a discounted offer with a favor request can increase the probability that a consumer will accept the offer. The effect, which we refer to as “the favor request effect”, is found across multiple shopping contexts and multiple types of favor requests (experiment 1) and in negotiations involv…
Contemporary Brand Management
Preface PART I: BRANDING FUNDAMENTALS Chapter 1: How Brands Work Chapter 2: Brand Equity and Brand Value Chapter 3: Brand Positioning Chapter 4: Building a New Brand PART II: BRANDING STRATEGIES Chapter 5: Managing an Established Brand Chapter 6: Brand Extension Chapter 7: International Brand Expansion Chapter 8: Brand Acquisition and Portfolios PART III: NEW BRANDING APPLICATIONS Chapter 9: Summary and New Extensions References Index
Goal Reversion in Consumer Choice
How do consumers manage goal conflicts before making a choice? This question was studied by examining emerging preferences in choices involving two products that were means to conflicting goals. These preference patterns revealed that an initially active goal, which had been set aside to reconcile a goal conflict, exerted greater than expected influence on the remainder of the choice process. This influence was manifest in a tendency for consumer…
The Last Name Effect
In addition to deciding whether to buy an item, consumers can often decide when they buy an item. This article links the speed with which adults acquire items to the first letter of their childhood surname. We find that the later in the alphabet the first letter of one’s childhood surname is, the faster the person acquires items as an adult. We dub this the last name effect, and we propose that it stems from childhood ordering structures that put…
Unrealistically Optimistic Consumers
We propose that when predicting future behavior, consumers selectively (but unwittingly) test the hypothesis that they will behave ideally. This selective hypothesis testing perspective on unrealistic optimism suggests that estimates of future behavior should be similar to those made by individuals who assume that conditions will be ideal. Moreover, consumers who initially provide estimates assuming that conditions will be ideal should recognize …
Leader-Driven Primacy
Leader-driven primacy uses initial product information to install a targeted brand as the early leader in a choice between two brands. Biased evaluation of subsequent attributes builds support for the targeted brand, causing the choice itself to be biased. Study 1 finds evidence of this effect in choices between two equally attractive brands. Study 2 extends the finding to a situation where one brand is inferior and to conditions where participan…
Leader-Driven Primacy
Leader-driven primacy uses initial product information to install a targeted brand as the early leader in a choice between two brands. Biased evaluation of subsequent attributes builds support for the targeted brand, causing the choice itself to be biased. Study 1 finds evidence of this effect in choices between two equally attractive brands. Study 2 extends the finding to a situation where one brand is inferior and to conditions where participan…
Unrealistically Optimistic Consumers
We propose that when predicting future behavior, consumers selectively (but unwittingly) test the hypothesis that they will behave ideally. This selective hypothesis testing perspective on unrealistic optimism suggests that estimates of future behavior should be similar to those made by individuals who assume that conditions will be ideal. Moreover, consumers who initially provide estimates assuming that conditions will be ideal should recognize …
The Last Name Effect
In addition to deciding whether to buy an item, consumers can often decide when they buy an item. This article links the speed with which adults acquire items to the first letter of their childhood surname. We find that the later in the alphabet the first letter of one’s childhood surname is, the faster the person acquires items as an adult. We dub this the last name effect, and we propose that it stems from childhood ordering structures that put…
Preference Refinement after a Budget Contraction
How does coping with a resource loss of time, space, or money change a consumer? In the current work, we argue that resource losses that give rise to budget contractions require a coping strategy that not only influences choice in the moment but also changes underlying consumer preferences. We show that the preference restructuring that occurs when coping with a budget loss also leads to stabilization of preferences. Specifically, a consumer who …
The Favor Request Effect
When consumers and sellers negotiate on price, the seller’s goal is to complete the sale at a profitable price. In this research, we show that sellers who pair a discounted offer with a favor request can increase the probability that a consumer will accept the offer. The effect, which we refer to as “the favor request effect”, is found across multiple shopping contexts and multiple types of favor requests (experiment 1) and in negotiations involv…
Goal Reversion in Consumer Choice
How do consumers manage goal conflicts before making a choice? This question was studied by examining emerging preferences in choices involving two products that were means to conflicting goals. These preference patterns revealed that an initially active goal, which had been set aside to reconcile a goal conflict, exerted greater than expected influence on the remainder of the choice process. This influence was manifest in a tendency for consumer…
Leader-Driven Primacy
Leader-driven primacy uses initial product information to install a targeted brand as the early leader in a choice between two brands. Biased evaluation of subsequent attributes builds support for the targeted brand, causing the choice itself to be biased. Study 1 finds evidence of this effect in choices between two equally attractive brands. Study 2 extends the finding to a situation where one brand is inferior and to conditions where participan…
Unrealistically Optimistic Consumers
We propose that when predicting future behavior, consumers selectively (but unwittingly) test the hypothesis that they will behave ideally. This selective hypothesis testing perspective on unrealistic optimism suggests that estimates of future behavior should be similar to those made by individuals who assume that conditions will be ideal. Moreover, consumers who initially provide estimates assuming that conditions will be ideal should recognize …
The Last Name Effect
In addition to deciding whether to buy an item, consumers can often decide when they buy an item. This article links the speed with which adults acquire items to the first letter of their childhood surname. We find that the later in the alphabet the first letter of one’s childhood surname is, the faster the person acquires items as an adult. We dub this the last name effect, and we propose that it stems from childhood ordering structures that put…
Goal Reversion in Consumer Choice
How do consumers manage goal conflicts before making a choice? This question was studied by examining emerging preferences in choices involving two products that were means to conflicting goals. These preference patterns revealed that an initially active goal, which had been set aside to reconcile a goal conflict, exerted greater than expected influence on the remainder of the choice process. This influence was manifest in a tendency for consumer…
Contemporary Brand Management
Preface PART I: BRANDING FUNDAMENTALS Chapter 1: How Brands Work Chapter 2: Brand Equity and Brand Value Chapter 3: Brand Positioning Chapter 4: Building a New Brand PART II: BRANDING STRATEGIES Chapter 5: Managing an Established Brand Chapter 6: Brand Extension Chapter 7: International Brand Expansion Chapter 8: Brand Acquisition and Portfolios PART III: NEW BRANDING APPLICATIONS Chapter 9: Summary and New Extensions References Index
The Favor Request Effect
When consumers and sellers negotiate on price, the seller’s goal is to complete the sale at a profitable price. In this research, we show that sellers who pair a discounted offer with a favor request can increase the probability that a consumer will accept the offer. The effect, which we refer to as “the favor request effect”, is found across multiple shopping contexts and multiple types of favor requests (experiment 1) and in negotiations involv…
Preference Refinement after a Budget Contraction
How does coping with a resource loss of time, space, or money change a consumer? In the current work, we argue that resource losses that give rise to budget contractions require a coping strategy that not only influences choice in the moment but also changes underlying consumer preferences. We show that the preference restructuring that occurs when coping with a budget loss also leads to stabilization of preferences. Specifically, a consumer who …
An Exploration of How Motivations and Perceived Ability Influence an Advisor's Willingness to Give Advice
Decision‐makers frequently rely on advice from advisors, yet little is known about the factors influencing advisors' willingness to give advice (WTGA). This paper explores WTGA through three studies, investigating its relationship to advice quality, an advisor's motivations, and abilities. Our findings show that advisors frequently demonstrate a willingness to give advice even when their solution to the specific problem is incorrect, resulting in…
Psychology (6 works) · Business (5 works) · Computer Science (5 works) · Economics (5 works) · Decision-Making and Behavioral Economics (4 works) · Advertising (3 works) · Marketing (3 works) · Microeconomics (3 works) · Brand awareness (2 works) · Consumer Behavior in Brand Consumption and Identification (2 works)