Behavioral Economics for Leaders

CHAPTER 7Better “Zappa” Than “Adams”—Why Coming Later Alphabetically Gives You an Unfair Advantage

Being invited to a job interview is the first step to success. Little things can play a role—your last name, for instance.

I have been living with the last name of Sutter for more than 50 years. It is part of my identity, and I like it. Granted, as a kid at school I was not always so thrilled that my name begins with an S. Class lists are arranged alphabetically, so I was always quite near the end (usually third or fourth last). When the teacher distributed in‐class tests, I always learned pretty late what my grade was. Compared with my fellow students who came before me in the alphabet, I had to cope with the uncomfortable suspense longer. Later I went through alphabetical waiting lines at the university and while serving in the military. This is why I thought my last name was more of a disadvantage than an advantage far into adulthood. This was reinforced by the fact that the names of authors are normally arranged alphabetically in my academic field. Sutter goes to the end of the list, while two of my esteemed co‐authors, let's say Sule Alan and Gary Charness, are at its head.

Over the years, I saw my last name also has its advantages—namely, in job interviews. In most of the application procedures in which I took part—like positions as a professor at various universities—the order of the candidates was determined alphabetically by the appointment panel. In the absence of another ...