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Choice Based on Reasons: The Case of Attraction and Compromise Effects

Choice Based on Reasons: The Case of Attraction and Compromise Effects,10.1086/209205,Journal of Consumer Research,Itamar Simonson

Choice Based on Reasons: The Case of Attraction and Compromise Effects   (Citations: 390)
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Journal: Journal of Consumer Research - J CONSUM RES , vol. 16, no. 2, 1989
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    • ...This effect originated in consumer behavior research on purchasing decisions (Simonson, 1989)...

    Shih-Chieh Chuanget al. The impact of self-confidence on the compromise effect

    • ...Contrary to the established standard theory of rational choice, empirical results confirm that the subjective preference ranking of alternatives within a given set of options depends on the composition of the choice set, hence indicating that consumers’ judgments and choices are dependent on context (e.g., Huber et al. 1982; Pan and Lehmann 1993; Ratneshwar et al. 1987; Simonson 1989; Simonson and Tversky 1992; Sinn et al. 2007)...
    • ...According to one of the design paradigms in this field, the compromise effect refers to a situation in which the introduction of an additional alternative to a core set consisting of two options enhances the share of the adjacent option at the expense of the nonadjacent option (Lin et al. 2006; Simonson 1989; Simonson and Tversky 1992)...
    • ...Accordingly, the authors frequently emphasize designinduced constraints that may limit the generalizability of their results as well as the need for replication studies that examine whether the compromise effect would persist in more market-like experimental choice settings that incorporate the basic conditions for real buying decisions (Sheng et al. 2005; Simonson 1989; Sinn et al. 2007)...
    • ...Simonson 1989 1 Pretest/3 studies: student samples >640 subjects Beer, car, color TV, flat, pocket calculator, mouthwash, battery Y N N N Y (for beer, color TV)...

    Holger Mülleret al. Do real payments really matter? A re-examination of the compromise eff...

    • ...Several authors (Montgomery 1983; Pettibone and Wedell 2000; Simonson 1989; Slovic 1975; Tversky 1972) have written about how the reasons and justifications the decision maker sees for and against the available alternatives influence decision making...
    • ...RBCEs such as the decoy effect have been found for a variety of choice domains including consumer choice (Huber et al. 1982; Simonson 1989) and workplace decisions (Highhouse 1996; Slaughter et al. 1999)...
    • ...Simonson (1989) found stronger RBCEs when decision makers expected to be asked to justify their decisions to others (cf...
    • ...Research suggests that individuals are highly concerned with the justifiability of their decisions (Montgomery 1983; Pettibone and Wedell 2000; Simonson 1989; Slovic 1975; Tversky 1972)...
    • ...This desire for decision justifiability can lead to violations of fundamental principles of rational decision making, such as procedural invariance, and regularity, and, thus, to biased choices, as illustrated by the reason-based choice effects literature (Shafir et al. 1993;Simonson 1989)...
    • ...In the prototypical RBCE experiment, the “reason” favoring one option over another is “shallow but nice-sounding” (Simonson 1989, p. 170)...

    Terry Connollyet al. Regret aversion in reason-based choice

    • ...Such effect has been replicated on many occasions (eg, Burton & Zinkhan, 1987; Fasolo, Misuraca, McClelland, & Cardaci, 2006; Highhouse, 1996; Simonson, 1989), in real in-store purchases (Doyle, O'Connor, Reynolds, & Bottomley...

    Enrico Rubaltelliet al. The emotional cost of charitable donations

    • ...There is evidence in the literature that consumers tend to make choices that are based on reason and are justifiable (Shafir, Simonson, and Tversky 1993; Simonson 1989)...

    Sergio W. Carvalhoet al. The Effect of Country-Related Brand Associations and Product Attribute...

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