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Showing a tree to sell the forest: The impact of attribute- and alternative-based information presentation on consumers’ choices

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  • Pizzi, Gabriele
  • Scarpi, Daniele
  • Marzocchi, Gian Luca

Abstract

Consumers can be provided with information in either an attribute- or an alternative-based way. We consider the literature on information presentation through the theoretical lenses of the Construal Level Theory. We propose and find that providing product-related information in an attribute- rather than an alternative-based way shifts choices. The attribute-based pattern leads to high construal levels and choices driven by desirability-related, high-level attributes (e.g., design). But when the same information is acquired following the alternative-based pattern, it leads to low construal levels and choices driven by feasibility-related, low-level attributes (e.g., price). As a consequence, choice shares for products whose strength lies in convenience and other feasibility-related features are boosted by the presentation of alternative-based information. Conversely, choice shares for products whose strength lies in design and other desirability-related features are increased by the presentation of attribute-based information. We further find that consumers acquiring information in an alternative-based way envision consumption much closer in the future than those acquiring information in an attribute-based way. Finally, we find that attribute-based information leads to more clicking.

Suggested Citation

  • Pizzi, Gabriele & Scarpi, Daniele & Marzocchi, Gian Luca, 2014. "Showing a tree to sell the forest: The impact of attribute- and alternative-based information presentation on consumers’ choices," Journal of Economic Psychology, Elsevier, vol. 42(C), pages 41-51.
    • Handle: RePEc:eee:joepsy:v:42:y:2014:i:c:p:41-51
    DOI: 10.1016/j.joep.2013.12.001
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    References listed on IDEAS

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    Cited by:

    1. Scheibehenne, Benjamin & von Helversen, Bettina & Rieskamp, Jörg, 2015. "Different strategies for evaluating consumer products: Attribute- and exemplar-based approaches compared," Journal of Economic Psychology, Elsevier, vol. 46(C), pages 39-50.
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    4. Priporas, Constantinos-Vasilios & Stylos, Nikolaos & Kamenidou, Irene (Eirini), 2020. "City image, city brand personality and generation Z residents' life satisfaction under economic crisis: Predictors of city-related social media engagement," Journal of Business Research, Elsevier, vol. 119(C), pages 453-463.

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    More about this item

    Keywords

    Information presentation; Construal-level; Consumer choice; Attribute-based information; Alternative-based information;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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