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Deriving attribute utilities from mental representations of complex decisions

Author

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  • Dellaert, Benedict G.C.
  • Arentze, Theo
  • Horeni, Oliver
  • Timmermans, Harry J.P.

Abstract

We propose a new approach to determine the utilities that consumers attach to different attributes in complex decisions. The approach builds on a recently developed model that posits that cognitive links between alternatives and attributes and between attributes and benefits are more likely to be activated in a consumer's mental representation of a decision if the expected gains of taking into account these links in terms of achieving better choice outcomes are higher. In this paper we derive how this model can be used to determine the utility of attributes directly from mental representations and extend the model to complex decisions with multiple decision dimensions. We illustrate the approach using data on 594 individuals’ means–end chain responses for a hypothetical combined shopping location, shopping timing, and transportation decision problem.

Suggested Citation

  • Dellaert, Benedict G.C. & Arentze, Theo & Horeni, Oliver & Timmermans, Harry J.P., 2017. "Deriving attribute utilities from mental representations of complex decisions," Journal of choice modelling, Elsevier, vol. 22(C), pages 24-38.
    • Handle: RePEc:eee:eejocm:v:22:y:2017:i:c:p:24-38
    DOI: 10.1016/j.jocm.2016.12.001
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    References listed on IDEAS

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    1. Dellaert, Benedict G.C. & Arentze, Theo A. & Timmermans, Harry J.P., 2008. "Shopping context and consumers’ mental representation of complex shopping trip decision problems," Journal of Retailing, Elsevier, vol. 84(2), pages 219-232.
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    Cited by:

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    2. Nicolay, Björn & Krieger, Florian & Kuhn, Jörg-Tobias & Graesser, Arthur C. & Ifenthaler, Dirk & Baker, Ryan & Greiff, Samuel, 2023. "Unsuccessful and successful complex problem solvers – A log file analysis of complex problem solving strategies across multiple tasks," Intelligence, Elsevier, vol. 101(C).
    3. Diedericks, Lizette & Erasmus, Alet C. & Donoghue, Suné, 2020. "Now is the time to embrace interactive electronic applications of Association Pattern Technique," Journal of Retailing and Consumer Services, Elsevier, vol. 56(C).
    4. Wen Zhang & Nursitihazlin Ahmad Termida & Yusak O Susilo, 2019. "What construct one’s familiar area? A quantitative and longitudinal study," Environment and Planning B, , vol. 46(2), pages 322-340, February.

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