DANIELLA M. KUPOR Curriculum Vitae June 2015

Transcription

1 DANIELLA M. KUPOR Curriculum Vitae June 2015 Office Address Stanford University 655 Knight Way Stanford, CA Contact Information Phone: Website: web.stanford.edu/~dkupor/ EDUCATION Ph.D. Candidate, Marketing Expected 2016 Stanford Graduate School of Business B.S., Psychology with Honors 2008 Brown University RESEARCH INTERESTS Judgment and Decision Making, Risk Perception, Consumer Persuasion JOURNAL PUBLICATIONS Kupor, Daniella & Zakary L. Tormala (in press), Persuasion, interrupted: The effect of momentary interruptions on message processing and persuasion, Journal of Consumer Research. Kupor, Daniella, Kristin Laurin, & Jonathan Levav (2015), Anticipating divine protection? Reminders of God can increase nonmoral risk taking, Psychological Science, 26(4), Selected Press: The New York Times; The Huffington Post; Slate Kupor, Daniella, Taly Reich, & Baba Shiv (2015), Can't finish what you started? The effect of climactic interruption on behavior, Journal of Consumer Psychology, 25(1), Kupor, Daniella, Zakary L. Tormala, & Michael I. Norton (2014), The allure of unknown outcomes: Exploring the role of uncertainty in the preference for potential, Journal of Experimental Social Psychology, 55(6), Selected Press: The Wall Street Journal Kupor, Daniella, Zakary L. Tormala, Michael I. Norton, & Derek D. Rucker (2014), Thought calibration: How thinking just the right amount increases one s influence and appeal, Social Psychological and Personality Science, 5(3), Selected Press: Inc.com

2 Torfason, Magnus T., Francis J. Flynn, & Daniella Kupor (2013), Here is a tip: Prosocial gratuities are linked to corruption, Social Psychological and Personality Science, 4(3), Selected Press: The Wall Street Journal MANUSCRIPTS UNDER REVIEW Kupor, Daniella, Wendy Liu, & On Amir. Risks, interrupted, Revise and resubmit at Journal of Consumer Research. Kupor, Daniella, Francis J. Flynn, & Michael I. Norton. Half a gift is not half-hearted: A giver-receiver asymmetry in preferences for partial gifts, Revise and resubmit at Journal of Consumer Psychology. Khan, Uzma & Daniella Kupor. The value atrophy effect, Under review at Management Science. Selected Press: Bloomberg Business; Forbes India SELECTED RESEARCH IN PROGRESS Kupor, Daniella, Taly Reich, & Kristin Laurin (working paper), When being wrong is right: The persuasive advantage of mistake-makers. Kupor, Daniella, Baba Shiv, Taly Reich, & Kristin Laurin (working paper), The correction heuristic: When making and correcting a mistake is better than preventing it in the first place. Kupor, Daniella & Taly Reich, Valuable mistakes: When mistakes increase product value. Kupor, Daniella, Wendy Liu, & Jonathan Levav, Choice, interrupted. Consiglio, Irene, Daniella Kupor, Michael I. Norton, & Francesca Gino (working paper), Brand (in)fidelity: When flirting with the competition strengthens brand relationships. Selected Press: Scientific American Morvinksi, Coby, On Amir, & Daniella Kupor, The consequences of effortful product search. CONFERENCE PRESENTATIONS (*presenter) Khan, Uzma & Daniella Kupor* (2015), The value atrophy effect. Paper presented at the Society for Consumer Psychology, Phoenix, Arizona.

3 Consiglio, Irene,* Daniella Kupor, Michael I. Norton, & Francesca Gino (2015), Brand (in)fidelity: When flirting with the competition strengthens brand relationships. Paper presented at the Society for Consumer Psychology, Phoenix, Arizona. Kupor, Daniella,* Kristin Laurin, & Jonathan Levav (2014), Anticipating divine protection? Reminders of God can increase nonmoral risk taking. Paper presented at the Association of Consumer Research, Baltimore, Maryland. Kupor, Daniella, Wendy Liu, & On Amir* (2014), Risks, interrupted. Paper presented at the Behavioral Decision Research in Management, London, United Kingdom. Khan, Uzma* & Daniella Kupor (2014), The value dilution effect. Paper presented at the Behavioral Decision Research in Management, London, United Kingdom. Kupor, Daniella,* Wendy Liu, & On Amir (2014), Risks, interrupted. Paper presented at the Society for Consumer Psychology, Miami, Florida. Kupor, Daniella,* Wendy Liu, & On Amir (2013), Risks, interrupted. Paper presented at the Society for Judgment and Decision Making, Toronto, ON, Canada. Consiglio, Irene,* Daniella Kupor, Michael I. Norton, & Francesca Gino (2013), Brand (in)fidelity: When flirting with the competition strengthens brand relationships. Paper presented at the Association for Consumer Research, Chicago, Illinois. Kupor, Daniella,* Taly Reich,* & Baba Shiv (2012), Can't finish what you started? The effect of climactic interruption on behavior. Poster presented at the Association for Consumer Research, Vancouver, BC, Canada. HONORS AND AWARDS 2015, AMA Doctoral Consortium Fellow 2013, Simons-Bates Fellowship 2013, Francis Goldsmith Scholarship 2013, Gustav H. Eli Benkendorf Fellowship 2012, Institutional Venture Partners Fellowship , Charles W. Bonner Fellowship

4 2011, Don Brewer and Gordon Cain Fellowship 2011, Milton L. Roberts Fellowship , Fulbright ETA Grantee, South Korea Fulbright IIE 2008, Edmund Burke Delabarre Memorial Premium Award (Award for excellence in undergraduate thesis research) Brown University TEACHING 2014, Marketing Management, Course Assistant/Grader Professor S. Christian Wheeler, Stanford Graduate School of Business 2010, Business Marketing, Course Assistant Professor Thomas J. Steenburgh, Harvard Business School , Fulbright IIE ETA Grant, English Teacher U.S. Department of State American Corners Program EMPLOYMENT HISTORY , Research Assistant, Harvard Business School, Boston, MA , Consulting Associate, Cambridge Associates, Boston, MA , Fulbright IIE ETA Grantee, South Korea REFERENCES Zakary Tormala (Principal Dissertation Advisor) Associate Professor of Marketing Graduate School of Business Stanford University 655 Knight Way Stanford, CA Phone: (650) Baba Shiv (Dissertation Co-Advisor) Professor of Marketing Graduate School of Business Stanford University 655 Knight Way Stanford, CA Phone: (650)

5 Michael Norton Professor of Marketing Harvard Business School Harvard University Morgan Hall 189 Soldiers Field Road Boston, MA Phone: (617)

6 APPENDIX ABSTRACTS OF JOURNAL PUBLICATIONS Kupor, Daniella & Zakary L. Tormala (in press), Persuasion, interrupted: The effect of momentary interruptions on message processing and persuasion, Journal of Consumer Research. Marketers often seek to minimize or eliminate interruptions when they deliver persuasive messages in an attempt to increase consumers attention and processing of those messages. However, in five studies conducted across different experimental contexts and different content domains, the current research reveals that interruptions that temporarily disrupt a persuasive message can increase consumers processing of that message. As a result, consumers can be more persuaded by interrupted messages than they would be by the exact same messages delivered uninterrupted. In documenting this effect, the current research departs from past research illuminating the negative effects of interruptions, and delineates the mechanism through which and conditions under which momentary interruptions can promote persuasion. Kupor, Daniella, Kristin Laurin, & Jonathan Levav (2015), Anticipating divine protection? Reminders of God can increase nonmoral risk taking, Psychological Science, 26(4), Religiosity and participation in religious activities have been linked with decreased risky behavior. In the current research, we hypothesized that exposure to the concept of God can actually increase people s willingness to engage in certain types of risks. Across seven studies, reminders of God increased risk taking in nonmoral domains. This effect was mediated by the perceived danger of a risky option and emerged more strongly among individuals who perceive God as a reliable source of safety and protection than among those who do not. Moreover, in an eighth study, when participants were first reminded of God and then took a risk that produced negative consequences (i.e., when divine protection failed to materialize), participants reported feeling more negatively toward God than did participants in the same situation who were not first reminded of God. This research contributes to an understanding of the divergent effects that distinct components of religion can exert on behavior. Kupor, Daniella, Taly Reich, & Baba Shiv (2015), Can't finish what you started? The effect of climactic interruption on behavior, Journal of Consumer Psychology, 25(1), Individuals experience a greater frequency of interruptions than ever before. Interruptions by s, phone calls, text messages and other sources of disruption are ubiquitous. We examine the important unanswered question of whether interruptions can increase the likelihood that individuals will choose closure-associated behaviors. Specifically, we explore the possibility that interruptions that occur during the climactic moments of a task or activity can produce a heightened need for psychological closure. When an

7 interruption prevents individuals from achieving closure in the interrupted domain, we show that the resulting unsatisfied need for psychological closure can cause individuals to seek closure in totally unrelated domains. These findings have important implications for understanding how consumer decisions may be influenced by the dynamic and often interrupted course of daily events. Kupor, Daniella, Zakary L. Tormala, & Michael I. Norton (2014), The allure of unknown outcomes: Exploring the role of uncertainty in the preference for potential, Journal of Experimental Social Psychology, 55(6), Influence practitioners often highlight a target's achievements (e.g., she is the city's toprated chef ), but recent research reveals that highlighting a target's potential (e.g., she could become the city's top-rated chef ) can be more effective. We examine whether the uncertainty inherent in potential is crucial to its appeal by exploring whether the preference for potential depends on individual and situational differences in tolerance for uncertainty. In two studies in two different categories (comedians and restaurants), we measure and manipulate tolerance for uncertainty to show that the preference for potential emerges when tolerance for uncertainty is high, but not low. We further show that the uncertainty surrounding potential fosters greater interest and deeper processing when tolerance for uncertainty is high, which in turn promotes more favorable reactions. Thus, the current research reveals when and why emphasizing potential is more effective than emphasizing achievement, illuminating the key role of uncertainty in driving this effect. Kupor, Daniella, Zakary L. Tormala, Michael I. Norton, & Derek D. Rucker (2014), Thought calibration: How thinking just the right amount increases one s influence and appeal, Social Psychological and Personality Science, 5(3), Previous research suggests that people draw inferences about their attitudes and preferences based on their own thoughtfulness. The current research explores how observing other individuals make decisions more or less thoughtfully can shape perceptions of those individuals and their decisions and ultimately impact observers willingness to be influenced by them. Three studies suggest that observing others make more (vs. less) thoughtful decisions generates more positive reactions when a choice is difficult but more negative reactions when a choice is easy. In essence, people perceive the quality of others decisions to be greater when other individuals engage in the right amount of thinking for the situation. These assessments then affect observers own decisions and openness to influence. Torfason, Magnus T., Francis J. Flynn, & Daniella Kupor (2013), Here is a tip: Prosocial gratuities are linked to corruption, Social Psychological and Personality Science, 4(3), We investigated the link between tipping, an altruistic act, and bribery, an immoral act. We found a positive relationship between these two seemingly unrelated behaviors, using archival cross-national data for 32 countries, and controlling for per capita gross domestic

8 product, income inequality, and other factors. Countries that had higher rates of tipping behavior tended to have higher rates of corruption. We suggest that this surprising association may be accounted for by temporal focus people may tip and bribe others in order to receive special services in the future. Indeed, in a pair of follow-up survey studies, we find evidence that the link between tipping and bribery can be partly accounted for by prospective orientation. ABSTRACTS OF MANUSCRIPTS UNDER REVIEW Kupor, Daniella, Wendy Liu, & On Amir. Risks, interrupted. Revise and resubmit at Journal of Consumer Research. Interruptions to consumer decision making are ubiquitous. In four studies, both with real monetary incentives and in hypothetical contexts, we examine the effect of interruptions on risk taking. We find that individuals who are interrupted while considering a risky decision sometimes take more risk when they subsequently return to the decision compared to if they made the decision without interruption. We further find that reduced fear underlies the effect of interruption on risk taking. We hypothesize that after a short interruption, the person s revisit of the risk scenario is accompanied by a sense of familiarity with the situation, resulting in less fear and concern. Indeed we find that if the risk context appears to have changed and hence no longer feels familiar after the interruption, the increased risk taking due to interruption is eliminated. These findings have important implications for understanding how interruptions impact risky decisions. Kupor, Daniella, Francis J. Flynn, & Michael I. Norton. Half a gift is not half-hearted: A giver-receiver asymmetry in preferences for partial gifts. Revise and resubmit at Journal of Consumer Psychology. Three studies document an asymmetry in givers and receivers valuation of gifts: givers overestimate the extent to which receivers prefer complete (but less preferred) gifts to partial (but more preferred) ones. Study 1 reveals that this asymmetry leads givers to give complete gifts rather than the partial but more desirable gifts preferred by receivers. Study 2 shows that the effect is driven by an additional asymmetry: givers focus on the partiality of gifts as a signal of thoughtfulness (viewing complete gifts as more thoughtful) whereas receivers focus on desirability (viewing gifts that match their preferences as more thoughtful). Study 3 identifies an intervention that induces gift givers to make better decisions: framing a gift s separate components as complete units. With this alternative framing, both givers and receivers agree that half a gift is not necessarily half-hearted. Khan, Uzma & Daniella Kupor. The value atrophy effect. Under review at Management Science. Contrary to a rational perspective, we find that the perceived value of a risky option decreases upon addition of further risky prospects of the same valence. For instance, a medical drug with a potential side-effect of cancer is viewed as less threatening when

9 described as also having numerous smaller potential side-effects in addition to cancer; travel insurance covering serious injury is viewed as less attractive when it also covers the cost of treating minor illness; and a lottery offering a chance to win an ipad is viewed as less attractive when it also offers a chance to win other smaller prizes. As a result, consumers can perceive normatively more dangerous (beneficial) options to be less dangerous (beneficial), and normatively less dangerous (beneficial) options to be more dangerous (beneficial). We demonstrate value atrophy in consumers assessment of risky options across seven studies and explain when and why the effect occurs. ABSTRACTS OF WORKING PAPERS Kupor, Daniella, Taly Reich, & Kristin Laurin (working paper), When being wrong is right: The persuasive advantage of mistake-makers. Word-of-mouth communications heavily influence consumers purchase decisions. These communications rarely reference mistakes, which individuals often fear will cause others to assume they are incompetent. We demonstrate across six studies that this fear is unfounded in the domain of consumer recommendations. Our research reveals that people perceive a consumer who has made a mistake as ultimately more knowledgeable than an equivalent consumer who has made a successful choice. Therefore, people are more likely to purchase products recommended by mistake-makers (versus successfulchoosers). We document this phenomenon in both the lab and the field for example, a field experiment with a car insurance company revealed that potential customers more often opted to get a car insurance quote when they saw a customer review written by a customer who had previously made (versus had not made) a purchase mistake. Kupor, Daniella, Baba Shiv, Taly Reich, & Kristin Laurin (working paper), The correction heuristic: When making and correcting a mistake is better than preventing it in the first place. Companies often fear that making a mistake will cause their customers to perceive them as incompetent and careless, and will reduce consumers likelihood of purchasing their products. Here we present evidence that in fact the reverse can be true: In four studies, consumers perceived companies that made, then corrected, a mistake in their product quality as more committed to quality standards than a company that actively prevented the mistake from occurring in the first place. As a result, consumers inferred that the mistake-correcting company would make higher quality products in the future, and thus were more likely to patronize a mistake-correcting (versus a mistake-preventing) company. These effects occurred because of a correction heuristic - consumers believed that correcting (versus preventing) a mistake required greater effort, and thus signaled stronger commitment to high quality. Consiglio, Irene, Daniella Kupor, Michael I. Norton, & Francesca Gino (working paper), Brand (in)fidelity: When flirting with the competition strengthens brand relationships.

10 Consumers who are committed to a brand occasionally flirt with brand alternatives these consumers might appreciate competing brands attractive characteristics and sample them. The current research examines the effect of this brand flirting on consumers commitment to a favored brand. Based on insights derived from the interpersonal relationship literature, we hypothesize that brand flirting can be arousing. We find that consumers who are in committed brand relationships and who flirt with (e.g., admire or sample) a competing brand misattribute the resulting arousal to their favored brand, and feel even greater desire for it (compared to consumers who did not flirt). As a result, flirting with a brand competitor can reinforce consumers loyalty to their favored brand.