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The attraction effect is more pronounced for consumers who rely on intuitive reasoning

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  • Wen Mao
  • Harmen Oppewal

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  • 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.
    • Handle: RePEc:kap:mktlet:v:23:y:2012:i:1:p:339-351
    DOI: 10.1007/s11002-011-9157-y
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    References listed on IDEAS

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    11. Heath, Timothy B & Chatterjee, Subimal, 1995. "Asymmetric Decoy Effects on Lower-Quality versus Higher-Quality Brands: Meta-analytic and Experimental Evidence," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(3), pages 268-284, December.
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    15. Hutchinson, J Wesley & Kamakura, Wagner A & Lynch, John G, Jr, 2000. "Unobserved Heterogeneity as an Alternative Explanation for "Reversal" Effects in Behavioral Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 27(3), pages 324-344, December.
    16. Holger Müller & Eike Kroll & Bodo Vogt, 2012. "Do real payments really matter? A re-examination of the compromise effect in hypothetical and binding choice settings," Marketing Letters, Springer, vol. 23(1), pages 73-92, March.
    17. Ariely, Dan & Wallsten, Thomas S., 1995. "Seeking Subjective Dominance in Multidimensional Space: An Explanation of the Asymmetric Dominance Effect," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(3), pages 223-232, September.
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    Citations

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    Cited by:

    1. 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.
    2. Ryo Kato & Taiga Hashimoto & Takahiro Hoshino, 2024. "Empirical Validation of the Attraction Effect Using Randomized Field Experiments: Real-World Evidence of Contextual Decision-Making Bias," Discussion Paper Series DP2024-33, Research Institute for Economics & Business Administration, Kobe University.
    3. 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).
    4. K. Sivakumar, 2016. "A unified conceptualization of the attraction effect," AMS Review, Springer;Academy of Marketing Science, vol. 6(1), pages 39-58, June.
    5. 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.
    6. Chang, Shin-Shin & Chang, Chung-Chau & Liao, Yen-Yi, 2015. "A joint examination of effects of decision task type and construal level on the attraction effect," Journal of Economic Psychology, Elsevier, vol. 51(C), pages 168-182.
    7. 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).
    8. Kim, Jungkeun & Kim, Jae-Eun & Marshall, Roger, 2020. "Choose Quickly! The Influence of Cognitive Resource Availability on the Preference between the Intuitive and Externally Recommended Options," Australasian marketing journal, Elsevier, vol. 28(4), pages 263-272.
    9. Yang, Bi & Li, Shanshi & Chen, Zhenyu & Mattila, Anna S., 2023. "Consumer responses to time-based sales messages," Annals of Tourism Research, Elsevier, vol. 99(C).
    10. 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.
    11. Sowon Ahn & Juyoung Kim & Young-Won Ha, 2015. "Feedback weakens the attraction effect in repeated choices," Marketing Letters, Springer, vol. 26(4), pages 449-459, December.
    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. Calder, Bobby J. & He, Sharlene & Sternthal, Brian, 2023. "Using theoretical frameworks in behavioral research," Journal of Business Research, Elsevier, vol. 161(C).

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