Daniella Kupor - Boston University Questrom

Daniella Kupor’s research interests focus on persuasion and decision making under risk and uncertainty. She has published in top academic journals, including the Journal of Consumer Research, the Journal of Marketing Research, the Journal of Personality and Social Psychology, and the Journal of Consumer Psychology. Her research has appeared in Bloomberg Business News, Harvard Business Review, The New Yorker, The New York Times, and The Wall Street Journal. She received the Society for Consumer Psychology (SCP) Early Career Award in 2021, she was named a Marketing Science Institute (MSI) Young Scholar in 2021, and she received the Behavioral Science & Policy Association (BSPA) New Investigator Award in 2019. The Journal of Consumer Research also awarded her with the Ferber Award in 2016. For her research contributions to the Questrom School of Business, she was awarded the Broderick Award for Excellence in Research in 2019. Boston University also awarded her the Peter Paul Career Development Professorship in 2017. She earned her Ph.D. in Marketing from the Stanford Graduate School of Business.

Selected Research Presentations

Kupor, D. Persuasion, Interrupted: The Effect of Momentary Interruptions on Message Processing and Persuasion, University of Georgia, Terry College of Business – Doctoral Seminar, 2023

Publications

Woolley, K., Kupor, D., Liu, P. (In Press). “Does company size shape product quality inferences? Larger companies make better high-tech products, but smaller companies make better low-tech products”, Journal of Marketing Research, 60 (3), 435-448

Karmarkar, U., Kupor, D. (In Press). “The unlikelihood effect: When knowing more creates the perception of less”, Journal of Experimental Psychology: General, 152 (3), 906-920

Huang, S., Maimaran, M., Kupor, D. (In Press). “Using Price Promotions to Drive Children’s Healthy Choices in a Developing Economy”, Journal of Marketing Research

Daniels, D., Kupor, D. (2023). “The magnitude heuristic: Larger differences increase perceived causality”, Journal of Consumer Research, 49 (6), 1140-1159

Schweidel, D., Bart, Y., Inman, J., Stephen, A., Libai, B., Andrews, M., Babic Rosario, A., Chae, I., Chen, Z., Kupor, D., Longoni, C., Thomaz, F. (2022). “How consumer digital signals are reshaping the customer journey”, Journal of the Academy of Marketing Science 1-20

Reich, T., Savary, J., Kupor, D. (2021). “Evolving choice sets: The effect of dynamic (vs. static) choice sets on preferences”, Organizational Behavior and Human Decision Processes, 164 (3), 147-157

Kupor, D., Jia, J., Tormala, Z. (2021). “Change appeals: How referencing change boosts curiosity and promotes persuasion”, Personality and Social Psychology Bulletin, 47 (5), 691-704

Park, J., Huang, S., Rozenkrants, B., Kupor, D. (2021). “Subjective age and the greater good”, Journal of Consumer Psychology, 31 (3), 429-449

Berman, J., Kupor, D. (2020). “Moral choice when harming is unavoidable”, Psychological Science, 31 (10), 1294-1301

Zlatev, J., Kupor, D., Laurin, K., Miller, D. (2020). “Being “good” or “good enough”: Prosocial risk and the structure of moral self-regard”, Journal of Personality and Social Psychology, 118 (2), 242-253

Kupor, D., Laurin, K. (2020). “Probable cause: The influence of prior probabilities on forecasts and perceptions of magnitude”, Journal of Consumer Research, 46 (5), 833-852

Kupor, D., Brucks, M., Huang, S. (2019). “And the winner is . . . ? Forecasting the outcome of others’ competitive efforts”, Journal of Personality and Social Psychology, 117 (3), 500-521

Huang, S., Kupor, D., Maimaran, M., Weihrauch, A. (2019). “Leveraging Means-Goal Associations to Boost Children’s Water Consumption: Persuasion in a Four-School, Three-Month Field Experiment”, Journal of the Association for Consumer Research, 4 (1), 77-86

Kupor, D., Reich, T., Laurin, K. (2018). “The (Bounded) Benefits of Correction: The Unanticipated Interpersonal Advantages of Making and Correcting Mistakes”, Organizational Behavior and Human Decision Processes, 149 165-178

Kupor, D., Tormala, Z. (2018). “When Moderation Fosters Persuasion: The Persuasive Power of Deviatory Reviews”, Journal of Consumer Research, 45 (3), 490-510

Morewedge, C., Kupor, D. (2018). When the absence of reasoning breeds meaning: Metacognitive appraisals of spontaneous thought. In K, Christoff., K, Fox. (Eds.), “The Oxford Handbook of Spontaneous Thought”, Oxford 35-46

Kupor, D., Liu, W., Amir, O. (2018). “The Effect of an Interruption on Risk Decisions”, Journal of Consumer Research, 44 (6), 1205-1219

Reich, T., Kupor, D., Smith, R. (2018). “Made by Mistake: When Mistakes Increase Product Preference”, Journal of Consumer Research, 44 (5), 1085-1103

Consiglio, I., Kupor, D., Gino, F., Norton, M. (2018). “Brand (in)fidelity: When Flirting with the Competition Strengthens Brand Relationships”, Journal of Consumer Psychology, 28 (1), 5-22

Kupor, D., Flynn, F., Norton, M. (2017). “Half a Gift Is Not Half-Hearted: A Giver-Receiver Asymmetry in the Thoughtfulness of Partial Gifts”, Personality and Social Psychology Bulletin, 43 (12), 1686-1695

Khan, U., Kupor, D. (2017). “Risk (Mis)Perception: When Greater Risk Reduces Risk Valuation”, Journal of Consumer Research, 43 (5), 769-786

Kupor, D., Tormala, Z. (2015). “Persuasion, Interrupted: The Effect of Momentary Interruptions on Message Processing and Persuasion”, Journal of Consumer Research, 42 (2), 300-315

Kupor, D., Laurin, K., Levav, J. (2015). “Anticipating Divine Protection? Reminders of God Can Increase Nonmoral Risk Taking”, Psychological Science, 26 (4), 374-384

Kupor, D., Reich, T., Shiv, B. (2015). “Can’t Finish What You Started? The Effect of Climactic Interruption on Behavior”, Journal of Consumer Psychology, 25 (1), 113-119

Kupor, D., Tormala, Z., Norton, M. (2014). “The Allure of Unknown Outcomes: Exploring the Role of Uncertainty in the Preference for Potential”, Journal of Experimental Social Psychology, 55 210-216

Kupor, D., Tormala, Z., Norton, M., Rucker, D. (2014). “Thought Calibration: How Thinking Just the Right Amount Increases One’s Influence and Appeal”, Social Psychological and Personality Science, 5 (3), 263-270

Torfason, M., Flynn, F., Kupor, D. (2013). “Here Is a Tip: Prosocial Gratuities Are Linked to Corruption”, Social Psychological and Personality Science, 4 (3), 348-354