Kurt Carlson

20 catalog papers. Identity-linked publications and additional name matches are distinguished below.

ORCID: 0000-0002-7423-047X

Mason School of Business, College of William and Mary

Publications

• Preference Refinement after a Budget Contraction — Journal of Consumer Research 2020
• Why Unhappy Customers Are Unlikely to Share Their Opinions with Brands — Journal of Marketing 2020
• Specialist Competitor Referrals: How Salespeople can Use Competitor Referrals for Nonfocal Products to Increase Focal Product Sales — Journal of Marketing 2018
• The Favor Request Effect: Requesting a Favor from Consumers to Seal the Deal — Journal of Consumer Research 2016
• The Budget Contraction Effect: How Contracting Budgets Lead to Less Varied Choice — Journal of Marketing Research 2015
• Catching nonconscious goals in the act of decision making — Organizational Behavior and Human Decision Processes 2014
• Biased Predecisional Processing of Leading and Nonleading Alternatives — Psychological Science 2014
• When Three Charms but Four Alarms: Identifying the Optimal Number of Claims in Persuasion Settings — Journal of Marketing 2014
• Goal Reversion in Consumer Choice — Journal of Consumer Research 2013
• The Last Name Effect: How Last Name Influences Acquisition Timing — Journal of Consumer Research 2011
• Leader-focused search: The impact of an emerging preference on information search — Organizational Behavior and Human Decision Processes 2011
• Unrealistically Optimistic Consumers: A Selective Hypothesis Testing Account for Optimism in Predictions of Future Behavior — Journal of Consumer Research 2009
• Benefits Leader Reversion: How a Once-Preferred Product Recaptures its Standing — Journal of Marketing Research 2009
• Generating Objectives: Can Decision Makers Articulate What They Want? — Management Science 2008
• The rule of three: How the third event signals the emergence of a streak — Organizational Behavior and Human Decision Processes 2007
• Information distortion in the evaluation of a single option — Organizational Behavior and Human Decision Processes 2007
• Choosing an Inferior Alternative — Psychological Science 2006
• Leader-Driven Primacy: Using Attribute Order to Affect Consumer Choice — Journal of Consumer Research 2006
• Improving Preference Assessment: Limiting the Effect of Context Through Pre-exposure to Attribute Levels — Management Science 2006
• Limiting predecisional distortion by prior valuation of attribute components — Organizational Behavior and Human Decision Processes 2004