IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v154y2023ics0148296322008001.html
   My bibliography  Save this article

Deliberation does not make the attraction effect disappear: The role of induced cognitive reflection

Author

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

Abstract

The human brain is known to process information using fast and intuitive processing (System I) and deliberative or reflective processing (System II). Both these systems work simultaneously and complementarily to aid decision-making and preference construction. The attraction effect is a choice anomaly that occurs when consumer preference between two alternatives polarizes toward one of the alternatives upon the inclusion of a third (asymmetrically dominated) option. Past studies have shown that suppression of System II magnifies the attraction effect and, thereby, concluded that the attraction effect is a result of System I. In our experimental studies, contrary to these past studies, we find a robust attraction effect when the reflective processing (System II) is induced using a priming procedure. We rule out several possible alternative explanations of our findings and discuss potential research implications.

Suggested Citation

  • 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).
    • Handle: RePEc:eee:jbrese:v:154:y:2023:i:c:s0148296322008001
    DOI: 10.1016/j.jbusres.2022.113335
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296322008001
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2022.113335?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.

    References listed on IDEAS

    as
    1. Simonson, Itamar, 1989. "Choice Based on Reasons: The Case of Attraction and Compromise Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(2), pages 158-174, September.
    2. Capraro, Valerio & Schulz, Jonathan & Rand, David G., 2019. "Time pressure and honesty in a deception game," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 79(C), pages 93-99.
    3. Marcel Lichters & Paul Bengart & Marko Sarstedt & Bodo Vogt, 2017. "What really matters in attraction effect research: when choices have economic consequences," Marketing Letters, Springer, vol. 28(1), pages 127-138, March.
    4. Marcel Lichters & Marko Sarstedt & Bodo Vogt, 2015. "On the practical relevance of the attraction effect: A cautionary note and guidelines for context effect experiments," AMS Review, Springer;Academy of Marketing Science, vol. 5(1), pages 1-19, June.
    5. repec:cup:judgdm:v:7:y:2012:i:4:p:513-523 is not listed on IDEAS
    6. Müller, Holger & Schliwa, Victor & Lehmann, Sebastian, 2014. "Prize decoys at work — New experimental evidence for asymmetric dominance effects in choices on prizes in competitions," International Journal of Research in Marketing, Elsevier, vol. 31(4), pages 457-460.
    7. K. Sivakumar, 2016. "A unified conceptualization of the attraction effect," AMS Review, Springer;Academy of Marketing Science, vol. 6(1), pages 39-58, June.
    8. William M. Hedgcock & Raghunath Singh Rao & Haipeng (Allan) Chen, 2016. "Choosing to Choose: The Effects of Decoys and Prior Choice on Deferral," Management Science, INFORMS, vol. 62(10), pages 2952-2976, October.
    9. Chunhua Wu & Koray Cosguner, 2020. "Profiting from the Decoy Effect: A Case Study of an Online Diamond Retailer," Marketing Science, INFORMS, vol. 39(5), pages 974-995, September.
    10. Celedon, Paulina & Milberg, Sandra & Sinn, Francisca, 2013. "Attraction and superiority effects in the Chilean marketplace: Do they exist with real brands?," Journal of Business Research, Elsevier, vol. 66(10), pages 1780-1786.
    11. 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.
    12. Lichters, Marcel & Müller, Holger & Sarstedt, Marko & Vogt, Bodo, 2016. "How durable are compromise effects?," Journal of Business Research, Elsevier, vol. 69(10), pages 4056-4064.
    13. Eric Luis Uhlmann & Andrew Poehlmann & David Tannenbaum & John Bargh, 2011. "Implicit Puritanism in American moral cognition," Post-Print hal-00575637, HAL.
    14. repec:cup:judgdm:v:15:y:2020:i:6:p:926-938 is not listed on IDEAS
    15. Lichters, Marcel & Wackershauser, Verena & Han, Shixing & Vogt, Bodo, 2019. "On the applicability of the BDM mechanism in product evaluation," Journal of Retailing and Consumer Services, Elsevier, vol. 51(C), pages 1-7.
    16. Marcel Lichters & Marko Sarstedt & Bodo Vogt, 2015. "On the practical relevance of the attraction effect: A cautionary note and guidelines for context effect experiments," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 5(1), pages 1-19, June.
    17. Ratneshwar, Srinivasan & Shocker, Allan D & Stewart, David W, 1987. "Toward Understanding the Attraction Effect: The Implications of Product Stimulus Meaningfulness and Familiarity," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(4), pages 520-533, March.
    18. Pettibone, Jonathan C. & Wedell, Douglas H., 2000. "Examining Models of Nondominated Decoy Effects across Judgment and Choice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 300-328, March.
    19. (Gina) Cui, Yuanyuan & (Sam) Kim, Seongseop & Kim, Jungkeun, 2021. "Impact of preciseness of price presentation on the magnitude of compromise and decoy effects," Journal of Business Research, Elsevier, vol. 132(C), pages 641-652.
    20. Bettman, James R & Luce, Mary Frances & Payne, John W, 1998. "Constructive Consumer Choice Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 25(3), pages 187-217, December.
    21. Huber, Joel & Puto, Christopher, 1983. "Market Boundaries and Product Choice: Illustrating Attraction and Substitution Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 10(1), pages 31-44, June.
    22. Wen Mao & Harmen Oppewal, 2012. "The attraction effect is more pronounced for consumers who rely on intuitive reasoning," Marketing Letters, Springer, vol. 23(1), pages 339-351, March.
    23. repec:cup:judgdm:v:10:y:2015:i:4:p:314-331 is not listed on IDEAS
    24. Shane Frederick, 2005. "Cognitive Reflection and Decision Making," Journal of Economic Perspectives, American Economic Association, vol. 19(4), pages 25-42, Fall.
    25. Huber, Joel & Payne, John W & Puto, Christopher, 1982. "Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 9(1), pages 90-98, June.
    26. Slaughter, Jerel E. & Bagger, Jessica & Li, Andrew, 2006. "Context effects on group-based employee selection decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 100(1), pages 47-59, May.
    27. Wedell, Douglas H. & Pettibone, Jonathan C., 1996. "Using Judgments to Understand Decoy Effects in Choice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 326-344, September.
    28. Amos Tversky & Itamar Simonson, 1993. "Context-Dependent Preferences," Management Science, INFORMS, vol. 39(10), pages 1179-1189, October.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Gomez, Yolanda & Martínez-Molés, Víctor & Urbano, Amparo & Vila, Jose, 2016. "The attraction effect in mid-involvement categories: An experimental economics approach," Journal of Business Research, Elsevier, vol. 69(11), pages 5082-5088.
    2. Fabio Galeotti & Maria Montero & Anders Poulsen, 2022. "The Attraction and Compromise Effects in Bargaining: Experimental Evidence," Management Science, INFORMS, vol. 68(4), pages 2987-3007, April.
    3. Marcel Lichters & Marko Sarstedt & Bodo Vogt, 2015. "On the practical relevance of the attraction effect: A cautionary note and guidelines for context effect experiments," AMS Review, Springer;Academy of Marketing Science, vol. 5(1), pages 1-19, June.
    4. Marcel Lichters & Marko Sarstedt & Bodo Vogt, 2015. "On the practical relevance of the attraction effect: A cautionary note and guidelines for context effect experiments," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 5(1), pages 1-19, June.
    5. Gaudeul, A. & Crosetto, P., 2019. "Fast then slow: A choice process explanation for the attraction effect," Working Papers 2019-06, Grenoble Applied Economics Laboratory (GAEL).
    6. K. Sivakumar, 2016. "A unified conceptualization of the attraction effect," AMS Review, Springer;Academy of Marketing Science, vol. 6(1), pages 39-58, June.
    7. Lichters, Marcel & Müller, Holger & Sarstedt, Marko & Vogt, Bodo, 2016. "How durable are compromise effects?," Journal of Business Research, Elsevier, vol. 69(10), pages 4056-4064.
    8. Mehran Spitmaan & Oihane Horno & Emily Chu & Alireza Soltani, 2019. "Combinations of low-level and high-level neural processes account for distinct patterns of context-dependent choice," PLOS Computational Biology, Public Library of Science, vol. 15(10), pages 1-31, October.
    9. Radka Kubalová & Martin Klepek, 2022. "Brand Presence in Decision-Making Involving Decoys," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 34(1), pages 9-24.
    10. Castillo, Geoffrey, 2020. "The attraction effect and its explanations," Games and Economic Behavior, Elsevier, vol. 119(C), pages 123-147.
    11. Michael Canty & Felix Josua Lang & Susanne Jana Adler & Marcel Lichters & Marko Sarstedt, 2024. "Caffeine’s complex influence on the attraction effect: a mixed bag of outcomes," Marketing Letters, Springer, vol. 35(3), pages 451-476, September.
    12. Chunhua Wu & Koray Cosguner, 2020. "Profiting from the Decoy Effect: A Case Study of an Online Diamond Retailer," Marketing Science, INFORMS, vol. 39(5), pages 974-995, September.
    13. J-J Huang, 2009. "Revised behavioural models for riskless consumer choice," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 60(9), pages 1237-1243, September.
    14. Müller, Holger & Benjamin Kroll, Eike & Vogt, Bodo, 2010. "“Fact or artifact? Empirical evidence on the robustness of compromise effects in binding and non-binding choice contextsâ€," Journal of Retailing and Consumer Services, Elsevier, vol. 17(5), pages 441-448.
    15. Calder, Bobby J. & He, Sharlene & Sternthal, Brian, 2023. "Using theoretical frameworks in behavioral research," Journal of Business Research, Elsevier, vol. 161(C).
    16. Bonaccio, Silvia & Reeve, Charlie L., 2006. "Consideration of preference shifts due to relative attribute variability," Organizational Behavior and Human Decision Processes, Elsevier, vol. 101(2), pages 200-214, November.
    17. Pravesh Kumar Padamwar & Jagrook Dawra & Vinay Kumar Kalakbandi, 2018. "Range effect on extremeness aversion," DECISION: Official Journal of the Indian Institute of Management Calcutta, Springer;Indian Institute of Management Calcutta, vol. 45(4), pages 345-355, December.
    18. Ahn, Heinz & Vazquez Novoa, Nadia, 2016. "The decoy effect in relative performance evaluation and the debiasing role of DEA," European Journal of Operational Research, Elsevier, vol. 249(3), pages 959-967.
    19. Yuin Jeong & Sangheon Oh & Younah Kang & Sung-Hee Kim, 2021. "Impacts of Visualizations on Decoy Effects," IJERPH, MDPI, vol. 18(23), pages 1-19, December.
    20. Wu, Linhai & Liu, Pingping & Chen, Xiujuan & Hu, Wuyang & Fan, Xuesen & Chen, Yuhuan, 2020. "Decoy effect in food appearance, traceability, and price: Case of consumer preference for pork hindquarters," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 87(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:154:y:2023:i:c:s0148296322008001. 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.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with 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.