Kurt A. Carlson

Mason School of Business, William and Mary

Associate Dean for Faculty and Academic Affairs

P.O. Box 8795

Williamsburg, VA 23187-8795

United States

Georgetown University - Department of Marketing

Associate Professsor

Washington, DC 20057

United States

SCHOLARLY PAPERS

13

DOWNLOADS
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in Total Papers Downloads

2,047

SSRN CITATIONS
Rank 18,605

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Top 18,605

in Total Papers Citations

4

CROSSREF CITATIONS

40

Scholarly Papers (13)

1.

When Three Charms But Four Alarms: Identifying the Optimal Number of Claims in Persuasion Settings

Number of pages: 50 Posted: 11 Jun 2013 Last Revised: 12 Jul 2013
Kurt A. Carlson and Suzanne B. Shu
Mason School of Business, William and Mary and University of California, Los Angeles - Anderson School of Management
Downloads 964 (23,424)
Citation 1

Abstract:

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behavioral decision making, impression formation, perception, set size effect

2.

The Last Name Effect: How Last Name Influences Acquisition Timing

Journal of Consumer Research, Vol. 38, No. 2, 2011
Number of pages: 29 Posted: 15 May 2013
Kurt A. Carlson and Jacqueline Conard
Mason School of Business, William and Mary and Belmont University - Massey School of Business
Downloads 431 (68,220)

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decision making, ordering

3.

Choosing an Inferior Alternative

Psychological Science, Forthcoming, Johnson School Research Paper Series No. 08-06
Number of pages: 19 Posted: 02 Jun 2006
J. Edward Russo, Kurt A. Carlson and Meg Meloy
Cornell University - Samuel Curtis Johnson Graduate School of Management, Mason School of Business, William and Mary and Pennsylvania State University - Smeal College of Business
Downloads 203 (153,378)
Citation 1

Abstract:

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4.

The Favor Request Effect: Requesting a Favor from Consumers to Seal the Deal

Georgetown McDonough School of Business Research Paper No. 2699201
Number of pages: 48 Posted: 06 Dec 2015 Last Revised: 25 Dec 2015
Simon J. Blanchard, Kurt A. Carlson and Jamie Hyodo
Georgetown University - Robert Emmett McDonough School of Business, Mason School of Business, William and Mary and Pennsylvania State University - Department of Marketing
Downloads 134 (219,357)

Abstract:

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persuasion, negotiation, personal selling, reciprocity, pricing

5.

Information Distortion in the Evaluation of a Single Option

Organizational Behavior and Human Decision Processes, Forthcoming, Johnson School Research Paper Series No. 09-06
Number of pages: 42 Posted: 02 Jun 2006
Cornell University - Samuel Curtis Johnson Graduate School of Management, Mason School of Business, William and Mary, Pennsylvania State University - Smeal College of Business, Duke University and Duke University
Downloads 92 (286,539)
Citation 2

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Predecisional bias, Information distortion, Primacy Effects, Singular evaluation

6.

Biased Predecisional Processing of Leading and Non-Leading Alternatives

Psychological Science, Forthcoming, Georgetown McDonough School of Business Research Paper
Number of pages: 13 Posted: 23 Oct 2013
Simon J. Blanchard, Kurt A. Carlson and Meg Meloy
Georgetown University - Robert Emmett McDonough School of Business, Mason School of Business, William and Mary and Pennsylvania State University - Smeal College of Business
Downloads 51 (394,079)

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biases, decision making, predecisional distortion, pro-leader distortion, anti-trailer distortion

7.

The Rule of Three: How the Third Event Signals the Emergence of a Streak

Number of pages: 34 Posted: 11 Jun 2013
Kurt A. Carlson and Suzanne B. Shu
Mason School of Business, William and Mary and University of California, Los Angeles - Anderson School of Management
Downloads 51 (394,079)

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8.

When Flippers Flop: Goal Reversion in Consumer Choice

Number of pages: 40 Posted: 15 May 2013
Kurt A. Carlson, Meg Meloy and Elizabeth Miller
Mason School of Business, William and Mary, Pennsylvania State University - Smeal College of Business and University of Massachusetts Amherst - Isenberg School of Management
Downloads 38 (442,770)

Abstract:

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goal conflict, predecisional preference, goal reversion

9.

Leader-Driven Primacy: How Attribute Order Can Affect Consumer Choice

Number of pages: 33 Posted: 11 Jun 2013
Kurt A. Carlson, Meg Meloy and J. Edward Russo
Mason School of Business, William and Mary, Pennsylvania State University - Smeal College of Business and Cornell University - Samuel Curtis Johnson Graduate School of Management
Downloads 24 (510,675)

Abstract:

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10.

Thoughts that Count: Fairness and Possibilities, Intentions and Reactions

Number of pages: 28 Posted: 15 May 2013
Kurt A. Carlson and David F. Sally
Mason School of Business, William and Mary and Independent
Downloads 21 (528,226)

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fairness, judgement, choice, preference, intent, identity

11.

Leader-Focused Search: The Impact of an Emerging Preference on Information Search

Number of pages: 39 Posted: 15 May 2013
Kurt A. Carlson and Abhijit Guha
Mason School of Business, William and Mary and Duke University
Downloads 20 (534,073)

Abstract:

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emerging preferences, decision making

12.

Benefits Leader Reversion: How a Once Preferred Product Recaptures its Standing

Number of pages: 37 Posted: 15 May 2013
Kurt A. Carlson, Meg Meloy and Daniel Lieb
Mason School of Business, William and Mary, Pennsylvania State University - Smeal College of Business and Bank of America
Downloads 18 (546,224)
Citation 1

Abstract:

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decision making, consumer

13.

The Goal of Consistency as a Cause of Information Distortion

Johnson School Research Paper Series No. 04-07
Posted: 03 Oct 2007
J. Edward Russo, Kurt A. Carlson, Meg Meloy and Kevyn Yong
Cornell University - Samuel Curtis Johnson Graduate School of Management, Mason School of Business, William and Mary, Pennsylvania State University - Smeal College of Business and Cornell University, S.C. Johnson Graduate School of Management

Abstract:

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Biases, choice, decision process, goals, information distortion