IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v67y2014i7p1530-1536.html
   My bibliography  Save this article

When and why attribute sorting affects attribute weights in decision-making

Author

Listed:
  • Quaschning, Simon
  • Pandelaere, Mario
  • Vermeir, Iris

Abstract

Information about alternatives often appears in a multi-option multi-attribute table, with the alternatives hierarchically sorted on attribute levels. This research shows that the choice of the primary sorting attribute can affect peoples' evaluations. Three studies show that the attribute on which options are primarily sorted becomes more important in preference formation, but only if this attribute is hard to evaluate. This sorting effect disappears if attribute level evaluation is rendered easier. Eye-movement data further show that the time to evaluate a given attribute level, a proxy for evaluation effort, mediates the effect of choice of sorting attribute on attribute weight in option evaluation.

Suggested Citation

  • Quaschning, Simon & Pandelaere, Mario & Vermeir, Iris, 2014. "When and why attribute sorting affects attribute weights in decision-making," Journal of Business Research, Elsevier, vol. 67(7), pages 1530-1536.
    • Handle: RePEc:eee:jbrese:v:67:y:2014:i:7:p:1530-1536
    DOI: 10.1016/j.jbusres.2014.01.016
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296314000368
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2014.01.016?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Van Ittersum, Koert & Pennings, Joost M.E. & Wansink, Brian & van Trijp, Hans C.M., 2007. "The validity of attribute-importance measurement: A review," Journal of Business Research, Elsevier, vol. 60(11), pages 1177-1190, November.
    2. Atalay , Selin & Onur Bodur , H. & Rasolofoarison , Dina, 2012. "Shining in the Center: Central Gaze Cascade Effect on Product Choice," HEC Research Papers Series 978, HEC Paris.
    3. Russo, J Edward, et al, 1986. "Nutrition Information in the Supermarket," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(1), pages 48-70, June.
    4. Hsee, Christopher K., 1996. "The Evaluability Hypothesis: An Explanation for Preference Reversals between Joint and Separate Evaluations of Alternatives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 247-257, September.
    5. Kristin Diehl & Gal Zauberman, 2005. "Searching Ordered Sets: Evaluations from Sequences under Search," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 31(4), pages 824-832, March.
    6. Selin Atalay & H. Onur Bodur & Dina Rasolofoarison, 2012. "Shining in the Center: Central Gaze Cascade Effect on Product Choice," Post-Print hal-00758534, HAL.
    7. Harte, Johanna M. & Koele, Pieter, 1995. "A Comparison of Different Methods for the Elicitation of Attribute Weights: Structural Modeling, Process Tracing, and Self-Reports," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(1), pages 49-64, October.
    8. Diehl, Kristin & Kornish, Laura J & Lynch, John G, Jr, 2003. "Smart Agents: When Lower Search Costs for Quality Information Increase Price Sensitivity," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 30(1), pages 56-71, June.
    9. A. Selin Atalay & H. Onur Bodur & Dina Rasolofoarison, 2012. "Shining in the Center: Central Gaze Cascade Effect on Product Choice," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(4), pages 848-866.
    10. Gonzalez-Vallejo, Claudia & Moran, Elizabeth, 2001. "The Evaluability Hypothesis Revisited: Joint and Separate Evaluation Preference Reversal as a Function of Attribute Importance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 86(2), pages 216-233, November.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Barnes, Andrew J. & Karpman, Michael & Long, Sharon K. & Hanoch, Yaniv & Rice, Thomas, 2021. "More intelligent designs: Comparing the effectiveness of choice architectures in US health insurance marketplaces," Organizational Behavior and Human Decision Processes, Elsevier, vol. 163(C), pages 142-164.
    2. Steven Glazerman & Ira Nichols-Barrer & Jon Valant & Jesse Chandler & Alyson Burnett, "undated". "Nudging Parents to Choose Better Schools: The Importance of School Choice Architecture," Mathematica Policy Research Reports dd5063086be143fb75deb193b, Mathematica Policy Research.
    3. Sun, Jin & Keh, Hean Tat & Lee, Angela Y., 2019. "Shaping consumer preference using alignable attributes: The roles of regulatory orientation and construal level," International Journal of Research in Marketing, Elsevier, vol. 36(1), pages 151-168.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Suk, Kwanho & Yoon, Song-Oh, 2012. "The moderating role of decision task goals in attribute weight convergence," Organizational Behavior and Human Decision Processes, Elsevier, vol. 118(1), pages 37-45.
    2. Savannah Wei Shi & Hai Che & Lang Jin, 2021. "Strategic Product Displays Across Different Assortment Levels," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 8(3), pages 84-101, September.
    3. Orquin, Jacob L. & Bagger, Martin P. & Lahm, Erik S. & Grunert, Klaus G. & Scholderer, Joachim, 2020. "The visual ecology of product packaging and its effects on consumer attention," Journal of Business Research, Elsevier, vol. 111(C), pages 187-195.
    4. Milica Mormann & Tom Griffiths & Chris Janiszewski & J. Edward Russo & Anocha Aribarg & Nathaniel J. S. Ashby & Rajesh Bagchi & Sudeep Bhatia & Aleksandra Kovacheva & Martin Meissner & Kellen J. Mrkva, 2020. "Time to pay attention to attention: using attention-based process traces to better understand consumer decision-making," Marketing Letters, Springer, vol. 31(4), pages 381-392, December.
    5. Martinovici, A., 2019. "Revealing attention - how eye movements predict brand choice and moment of choice," Other publications TiSEM 7dca38a5-9f78-4aee-bd81-c, Tilburg University, School of Economics and Management.
    6. Greenacre, Luke & Martin, James & Patrick, Sarah & Jaeger, Victoria, 2016. "Boundaries of the centrality effect during product choice," Journal of Retailing and Consumer Services, Elsevier, vol. 32(C), pages 32-38.
    7. Huddleston, Patricia T. & Behe, Bridget K. & Driesener, Carl & Minahan, S., 2018. "Inside-outside: Using eye-tracking to investigate search-choice processes in the retail environment," Journal of Retailing and Consumer Services, Elsevier, vol. 43(C), pages 85-93.
    8. Lacoste-Badie, Sophie & Gagnan, Arnaud Bigoin & Droulers, Olivier, 2020. "Front of pack symmetry influences visual attention," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    9. Orth, Ulrich R. & Crouch, Roberta C., 2014. "Is Beauty in the Aisles of the Retailer? Package Processing in Visually Complex Contexts," Journal of Retailing, Elsevier, vol. 90(4), pages 524-537.
    10. Gupta, Shipra & Coskun, Merve, 2021. "The influence of human crowding and store messiness on consumer purchase intention– the role of contamination and scarcity perceptions," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    11. Zuschke, Nick, 2020. "The impact of task complexity and task motivation on in-store marketing effectiveness: An eye tracking analysis," Journal of Business Research, Elsevier, vol. 116(C), pages 337-350.
    12. Jacob L Orquin & Sonja Perkovic & Klaus G Grunert, 2018. "Visual Biases in Decision Making," Applied Economic Perspectives and Policy, John Wiley & Sons, vol. 40(4), pages 523-537, December.
    13. Dellaert, B.G.C. & Johnson, E.J. & Baker, T., 2019. "Choice Architecture for Healthier Insurance Choices: Ordering and Partitioning Can Improve Decisions," ERIM Report Series Research in Management ERS-2019-008-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    14. Yu, Junwei & Droulers, Olivier & Lacoste-Badie, Sophie, 2022. "Why display motion on packaging? The effect of implied motion on consumer behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    15. Li, Yaoqi & Liu, Biqiang & Xie, Lishan, 2022. "Celebrity endorsement in international destination marketing: Evidence from eye-tracking techniques and laboratory experiments," Journal of Business Research, Elsevier, vol. 150(C), pages 553-566.
    16. Massara, Francesco & Porcheddu, Daniele & Melara, Robert D., 2014. "Asymmetric Perception of Sparse Shelves in Retail Displays," Journal of Retailing, Elsevier, vol. 90(3), pages 321-331.
    17. Tsai Chiao Wang & Chia Liang Tsai & Ta Wei Tang, 2018. "Exploring Advertising Effectiveness of Tourist Hotels’ Marketing Images Containing Nature and Performing Arts: An Eye-Tracking Analysis," Sustainability, MDPI, vol. 10(9), pages 1-13, August.
    18. 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.
    19. Mason, Richard, 2019. "Digital enrollment architecture and retirement savings decisions: Evidence from the field," Other publications TiSEM 58639618-e34e-4b5c-8c8c-a, Tilburg University, School of Economics and Management.
    20. Samet Çelik & Malik Volkan Türker, 2022. "Can Eye Movements Be a Predictor of Implicit Attitudes? Discrimination Against Disadvantaged Individuals During the Recruitment Process," Istanbul Business Research, Istanbul University Business School, vol. 51(2), pages 459-489, November.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:67:y:2014:i:7:p:1530-1536. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.