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A zero attraction effect in naturalistic choice

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Trendl, Anna, Stewart, Neil and Mullett, Timothy L. (2021) A zero attraction effect in naturalistic choice. Decision, 8 (1). pp. 55-68. doi:10.1037/dec0000145

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Official URL: http://dx.doi.org/10.1037/dec0000145

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Abstract

In the attraction effect, adding a dominated third option to a choice set of two options can reverse the preference for the original two options, and even increase one of the option’s choice share. This constitutes a violation of the axioms of regularity and independence from irrelevant alternatives, which are core properties of any choice model in which the utility of each option is stable across choice sets. Consequently, in the past 20 years, the attraction effect has driven the development of a set of influential models of multiattribute choice. However, Frederick, Lee, and Baskin (2014) have recently claimed that the attraction effect is only limited to options with numerical attributes, and does not hold for choices between naturalistic options (e.g., snacks, movies) — a claim which would severely undermine its theoretical importance. Huber, Payne, and Puto (2014) criticised Frederick et al.’s experiments, laying down a set of criteria that should be met by any experiment wishing to test for the attraction effect in real-world consumer choices. This article presents the first experiment that meets these criteria. The results show a precisely zero attraction effect.

Item Type: Journal Article
Subjects: H Social Sciences > HB Economic Theory
H Social Sciences > HF Commerce
Divisions: Faculty of Social Sciences > Warwick Business School
Library of Congress Subject Headings (LCSH): Consumers' preferences -- Research, Consumption (Economics) -- Psychological aspects, Consumer behavior -- Psychological aspects, Marketing
Journal or Publication Title: Decision
Publisher: American Psychological Association
ISSN: 2325-9965
Official Date: January 2021
Dates:
DateEvent
January 2021Published
12 October 2020Accepted
Volume: 8
Number: 1
Page Range: pp. 55-68
DOI: 10.1037/dec0000145
Status: Peer Reviewed
Publication Status: Published
Publisher Statement: ©American Psychological Association, 2021. This paper is not the copy of record and may not exactly replicate the authoritative document published in the APA journal. Please do not copy or cite without author's permission. The final article is available, upon publication, at: http://dx.doi.org/10.1037/dec0000145
Access rights to Published version: Open Access
Copyright Holders: © 2021 The Author(s)
RIOXX Funder/Project Grant:
Project/Grant IDRIOXX Funder NameFunder ID
ES/K002201/1[ESRC] Economic and Social Research Councilhttp://dx.doi.org/10.13039/501100000269
ES/P008976/1[ESRC] Economic and Social Research Councilhttp://dx.doi.org/10.13039/501100000269
ES/N018192/1 [ESRC] Economic and Social Research Councilhttp://dx.doi.org/10.13039/501100000269
RP2012-V-022Leverhulme Trusthttp://dx.doi.org/10.13039/501100000275
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