IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v126y2021icp565-577.html
   My bibliography  Save this article

The impact of range extension on the attraction effect

Author

Listed:
  • Padamwar, Pravesh Kumar
  • Dawra, Jagrook
  • Kalakbandi, Vinay Kumar

Abstract

Using a series of three corroborative studies, this paper reconciles the conflicting results on the relationship between range extension and the attraction effect in extant literature. Prior seminal works on the attraction effect, including those of Huber, Puto, and Payne, have not found any impact of range extension on the intensity of the attraction effect. Some explanatory models of the attraction effect in the extant literature (e.g. the value-shift model), however, predict an amplification of the attraction effect upon range extension. In this work, we resolve this conflict by showing that range extension does significantly change the preference between core alternatives and that it systematically amplifies the attraction effect both in stylized and natural settings. In doing so, this paper furthers the conceptual understanding of the attraction effect. It also contributes to the growing literature exploring the boundary conditions of the attraction effect and provides relevant managerial insights.

Suggested Citation

  • Padamwar, Pravesh Kumar & Dawra, Jagrook & Kalakbandi, Vinay Kumar, 2021. "The impact of range extension on the attraction effect," Journal of Business Research, Elsevier, vol. 126(C), pages 565-577.
    • Handle: RePEc:eee:jbrese:v:126:y:2021:i:c:p:565-577
    DOI: 10.1016/j.jbusres.2019.12.017
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296319307830
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2019.12.017?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Choi, S. Chan & Turut, Ozge, 2023. "National brand’s competition with premium private labels: The role of context-dependent preferences," Journal of Business Research, Elsevier, vol. 165(C).
    2. Kumar Padamwar, Pravesh & Kumar Kalakbandi, Vinay & Dawra, Jagrook, 2023. "Deliberation does not make the attraction effect disappear: The role of induced cognitive reflection," Journal of Business Research, Elsevier, vol. 154(C).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:126:y:2021:i:c:p:565-577. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.