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The Influence of Selective Attention and Inattention to Products on Subsequent Choice

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  • Chris Janiszewski
  • Andrew Kuo
  • Nader T. Tavassoli

Abstract

A fundamental assumption of choice models is that products are valued for the benefits they provide. The only non-benefit-based source of preference is the processing fluency (e.g., ease of perceiving, encoding, comprehending, or retrieving information) that results from prior exposure to the product. This research documents an additional source of non-benefit-based "preference formation." Repeatedly allocating attention to a product (selective attention) and away from other products (inattention) subsequently influences choices between these products and competing products. Five experiments show that prior selective attention (inattention) to a product increases the likelihood the product will be selected (rejected) in a subsequent choice. Demonstrating that prior acts of attention can influence subsequent choices has implications for any visually complex environment in which marketers communicate about a brand (e.g., banner advertising, packaging). The results also speak to how stimulus-based choices can have enduring consequences.

Suggested Citation

  • Chris Janiszewski & Andrew Kuo & Nader T. Tavassoli, 2013. "The Influence of Selective Attention and Inattention to Products on Subsequent Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(6), pages 1258-1274.
    • Handle: RePEc:oup:jconrs:doi:10.1086/668234
    DOI: 10.1086/668234
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    Cited by:

    1. Breuer, Christoph & Boronczyk, Felix & Rumpf, Christopher, 2021. "Message personalization and real-time adaptation as next innovations in sport sponsorship management? How run-of-play and team affiliation affect viewer response," Journal of Business Research, Elsevier, vol. 133(C), pages 309-316.
    2. Cloarec, Julien, 2020. "The personalization–privacy paradox in the attention economy," Technological Forecasting and Social Change, Elsevier, vol. 161(C).
    3. Christian Schlereth & Fabian Schulz, 2014. "Schnelle und einfache Messung von Bedeutungsgewichten mit der Restricted-Click-Stream Analyse: Ein Vergleich mit etablierten Präferenzmessmethoden," Schmalenbach Journal of Business Research, Springer, vol. 66(8), pages 630-657, December.
    4. Urszula Garczarek-Bąk & Andrzej Szymkowiak & Piotr Gaczek & Aneta Disterheft, 2021. "A comparative analysis of neuromarketing methods for brand purchasing predictions among young adults," Journal of Brand Management, Palgrave Macmillan, vol. 28(2), pages 171-185, March.
    5. Radon, Anita & Brannon, Daniel C. & Reardon, James, 2021. "Ketchup with your fries? Utilizing complementary product displays to transfer attention to a focal product," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    6. Nordfält, Jens & Ahlbom, Carl-Philip, 2024. "Utilising eye-tracking data in retailing field research: A practical guide," Journal of Retailing, Elsevier, vol. 100(1), pages 148-160.
    7. Ainsworth, Jeremy & Foster, Jamye, 2017. "Comfort in brick and mortar shopping experiences: Examining antecedents and consequences of comfortable retail experiences," Journal of Retailing and Consumer Services, Elsevier, vol. 35(C), pages 27-35.
    8. Florack, Arnd & Egger, Martin & Hübner, Ronald, 2020. "When products compete for consumers attention: How selective attention affects preferences," Journal of Business Research, Elsevier, vol. 111(C), pages 117-127.
    9. Iana A. Castro & Anuja Majmundar & Christine B. Williams & Barbara Baquero, 2018. "Customer Purchase Intentions and Choice in Food Retail Environments: A Scoping Review," IJERPH, MDPI, vol. 15(11), pages 1-19, November.
    10. Kahn, Barbara E., 2017. "Using Visual Design to Improve Customer Perceptions of Online Assortments," Journal of Retailing, Elsevier, vol. 93(1), pages 29-42.
    11. Shuai Yang & Xinyu Chang & Sixing Chen & Shan Lin & William T. Ross, 2022. "Does music really work? The two-stage audiovisual cross-modal correspondence effect on consumers’ shopping behavior," Marketing Letters, Springer, vol. 33(2), pages 251-276, June.
    12. Ketron, Seth, 2018. "Perceived Product Sizes in Visually Complex Environments," Journal of Retailing, Elsevier, vol. 94(2), pages 154-166.
    13. Vriens, M. & Vidden, C. & Schomaker, J., 2020. "What I see is what I want: Top-down attention biasing choice behavior," Journal of Business Research, Elsevier, vol. 111(C), pages 262-269.
    14. Wang, Qiuzhen & Ma, Da & Chen, Hanyue & Ye, Xuhong & Xu, Qing, 2020. "Effects of background complexity on consumer visual processing: An eye-tracking study," Journal of Business Research, Elsevier, vol. 111(C), pages 270-280.

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