How Does Decoy Pricing Affect Purchasing Decisions?
Author
Abstract
Suggested Citation
Download full text from publisher
References listed on IDEAS
- Zhang, Tao & Zhang, David, 2007. "Agent-based simulation of consumer purchase decision-making and the decoy effect," Journal of Business Research, Elsevier, vol. 60(8), pages 912-922, August.
- Bettman, James R & Luce, Mary Frances & Payne, John W, 1998. "Constructive Consumer Choice Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 25(3), pages 187-217, December.
- Janet A. Schwartz & Gretchen B. Chapman, 1999. "Are More Options Always Better?," Medical Decision Making, , vol. 19(3), pages 315-323, August.
- Catherine Cole & Gilles Laurent & Aimee Drolet & Jane Ebert & Angela Gutchess & Raphaëlle Lambert-Pandraud & Etienne Mullet & Michael Norton & Ellen Peters, 2008. "Decision making and brand choice by older consumers," Marketing Letters, Springer, vol. 19(3), pages 355-365, December.
- Jackson, Vanessa & Stoel, Leslie & Brantley, Aquia, 2011. "Mall attributes and shopping value: Differences by gender and generational cohort," Journal of Retailing and Consumer Services, Elsevier, vol. 18(1), pages 1-9.
- Terry Connolly & Jochen Reb & Edgar E. Kausel, 2013. "Regret salience and accountability in the decoy effect," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 8(2), pages 136-149, March.
- Huber, Joel & Payne, John W & Puto, Christopher, 1982. "Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 9(1), pages 90-98, June.
- repec:cup:judgdm:v:8:y:2013:i:2:p:136-149 is not listed on IDEAS
- Kaisa Herne, 1999. "The Effects of Decoy Gambles on Individual Choice," Experimental Economics, Springer;Economic Science Association, vol. 2(1), pages 31-40, August.
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.- Castillo, Geoffrey, 2020.
"The attraction effect and its explanations,"
Games and Economic Behavior, Elsevier, vol. 119(C), pages 123-147.
- Geoffrey Castillo, 2020. "The attraction effect and its explanations," Post-Print hal-03900629, HAL.
- J-J Huang, 2009. "Revised behavioural models for riskless consumer choice," Journal of the Operational Research Society, Palgrave Macmillan;The OR Society, vol. 60(9), pages 1237-1243, September.
- Susanne Jana Adler & Martina Katharina Schöniger & Marcel Lichters & Marko Sarstedt, 2024. "Forty years of context effect research in marketing: a bibliometric analysis," Journal of Business Economics, Springer, vol. 94(3), pages 437-466, April.
- (Gina) Cui, Yuanyuan & (Sam) Kim, Seongseop & Kim, Jungkeun, 2021. "Impact of preciseness of price presentation on the magnitude of compromise and decoy effects," Journal of Business Research, Elsevier, vol. 132(C), pages 641-652.
- Gomez, Yolanda & Martínez-Molés, Víctor & Urbano, Amparo & Vila, Jose, 2016. "The attraction effect in mid-involvement categories: An experimental economics approach," Journal of Business Research, Elsevier, vol. 69(11), pages 5082-5088.
- Sandro Tiziano Stoffel & Jiahong Yang & Ivo Vlaev & Christian von Wagner, 2019. "Testing the decoy effect to increase interest in colorectal cancer screening," PLOS ONE, Public Library of Science, vol. 14(3), pages 1-16, March.
- Wu, Linhai & Liu, Pingping & Chen, Xiujuan & Hu, Wuyang & Fan, Xuesen & Chen, Yuhuan, 2020. "Decoy effect in food appearance, traceability, and price: Case of consumer preference for pork hindquarters," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 87(C).
- Efe A. Ok & Pietro Ortoleva & Gil Riella, 2011. "Theory of Product Differentiation in the presence of the Attraction Effect," Working Papers 2011-3, Princeton University. Economics Department..
- Carlos Alós-Ferrer & Georg D. Granic, 2023. "Does choice change preferences? An incentivized test of the mere choice effect," Experimental Economics, Springer;Economic Science Association, vol. 26(3), pages 499-521, July.
- Nunnari, Salvatore & Zapal, Jan, 2017.
"A Model of Focusing in Political Choice,"
CEPR Discussion Papers
12407, C.E.P.R. Discussion Papers.
- Salvatore Nunnari & Jan Zapal, 2017. "A Model of Focusing in Political Choice," Working Papers 599, IGIER (Innocenzo Gasparini Institute for Economic Research), Bocconi University.
- Salvatore Nunnari & Jan Zapal, 2017. "A Model of Focusing in Political Choice," CERGE-EI Working Papers wp587, The Center for Economic Research and Graduate Education - Economics Institute, Prague.
- David M. Harrison & Kimberly F. Luchtenberg & Michael J. Seiler, 2023.
"Improving Mortgage Default Collection Efforts by Employing the Decoy Effect,"
The Journal of Real Estate Finance and Economics, Springer, vol. 66(4), pages 840-860, May.
- David M. Harrison & Kimberly F. Luchtenberg & Michael J. Seiler & Raymond A., 2017. "Improving Mortgage Default Collection Efforts By Employing The Decoy Effect," AfRES afres2017_114, African Real Estate Society (AfRES).
- Simonson, Itamar, 2007. "Will I Like A "Medium" Pillow? Another Look At Constructed And Inherent Preferences," Research Papers 1977r1, Stanford University, Graduate School of Business.
- Fabio Galeotti & Maria Montero & Anders Poulsen, 2022.
"The Attraction and Compromise Effects in Bargaining: Experimental Evidence,"
Management Science, INFORMS, vol. 68(4), pages 2987-3007, April.
- Fabio Galeotti & Maria Montero & Anders Poulsen, 2017. "The attraction and compromise effects in bargaining: Experimental evidence," Working Paper series, University of East Anglia, Centre for Behavioural and Experimental Social Science (CBESS) 17-04, School of Economics, University of East Anglia, Norwich, UK..
- Fabio Galeotti & Maria Montero & Anders Poulsen, 2022. "The Attraction and Compromise Effects in Bargaining: Experimental Evidence," Post-Print hal-03514435, HAL.
- Fabio Galeotti & Maria Montero & Anders Poulsen, 2020. "The Attraction and Compromise Effects in Bargaining: Experimental Evidence," Working Papers halshs-02466032, HAL.
- Fabio Galeotti, 2017. "The Attraction and Compromise Effects in Bargaining: Experimental Evidence," Post-Print halshs-01657317, HAL.
- Fabio Galeotti & Maria Montero & Anders Poulsen, 2018. "The Attraction and Compromise Effects in Bargaining: Experimental Evidence," Post-Print halshs-01820223, HAL.
- Li, Feng & Du, Timon C. & Wei, Ying, 2020. "Enhancing supply chain decisions with consumers’ behavioral factors: An illustration of decoy effect," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 144(C).
- Cheng, Yin-Hui & Chuang, Shih-Chieh & Pei-I Yu, Annie & Lai, Wan-Ting, 2019. "Change in your wallet, change your choice: The effect of the change-matching heuristic on choice," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 67-76.
- Katharina Dowling & Daniel Guhl & Daniel Klapper & Martin Spann & Lucas Stich & Narine Yegoryan, 2020.
"Behavioral biases in marketing,"
Journal of the Academy of Marketing Science, Springer, vol. 48(3), pages 449-477, May.
- Guhl, Daniel & Klapper, Daniel & Massner, Katharina & Spann, Martin & Stich, Lucas & Yegoryan, Narine, 2017. "Behavioral Biases in Marketing," Rationality and Competition Discussion Paper Series 51, CRC TRR 190 Rationality and Competition.
- Chunhua Wu & Koray Cosguner, 2020. "Profiting from the Decoy Effect: A Case Study of an Online Diamond Retailer," Marketing Science, INFORMS, vol. 39(5), pages 974-995, September.
- Jiang Zhiying & Suman Ann Thomas & Chu Junhong, 2025. "Are brand preferences inherent, constructed, or a mixture of both? A memory-based dual-process model," Review of Managerial Science, Springer, vol. 19(2), pages 595-621, February.
- repec:cup:judgdm:v:10:y:2015:i:5:p:503-510 is not listed on IDEAS
- Liang Guo, 2016. "Contextual Deliberation and Preference Construction," Management Science, INFORMS, vol. 62(10), pages 2977-2993, October.
- George D. Farmer & Wael El-Deredy & Andrew Howes & Paul A. Warren, 2015. "The attraction effect in motor planning decisions," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 10(5), pages 503-510, September.
More about this item
Keywords
Decoy pricing; purchase decision; cognitive bias; pricing;All these keywords.
Statistics
Access and download statisticsCorrections
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:blg:journl:v:18:y:2023:i:3:p:176-197. 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: Mihaela Herciu (email available below). General contact details of provider: https://edirc.repec.org/data/feulbro.html .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.