Attraction and superiority effects in the Chilean marketplace: Do they exist with real brands?
Consumer researchers show much interest in how the addition of products to a choice set changes the alignment of choice shares of existing products, specifically the attraction and superiority effects. Research in developed countries accounts for the vast majority of studies on these effects. Findings demonstrate that the attraction and superiority effects are robust when brand names are absent from product offerings. Testing whether these effects, with unbranded alternatives, will generalize to a different cultural context, in particular the Chilean market, is important. In addition, this paper extends prior research by further testing the generalizability of these effects in more realistic market scenarios that include brand alternatives. In the absence of brands, these effects generalize to the Chilean market; however, the inclusion of brands moderates these effects such that the results show no evidence of the attraction or superiority effects when the entrant's brand is more familiar than competitors' brands. The explanation for this observation is that consumers prefer more familiar brand alternatives even when these options are inferior with regard to product attribute trade-offs.
If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Volume (Year): 66 (2013)
Issue (Month): 10 ()
|Contact details of provider:|| Web page: http://www.elsevier.com/locate/jbusres|
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Hoyer, Wayne D & Brown, Steven P, 1990. " Effects of Brand Awareness on Choice for a Common, Repeat-Purchase Product," Journal of Consumer Research, Oxford University Press, vol. 17(2), pages 141-148, September.
- Heath, Timothy B & Chatterjee, Subimal, 1995. " Asymmetric Decoy Effects on Lower-Quality versus Higher-Quality Brands: Meta-analytic and Experimental Evidence," Journal of Consumer Research, Oxford University Press, vol. 22(3), pages 268-284, December.
- Lynch, John G, Jr, 1982. " On the External Validity of Experiments in Consumer Research," Journal of Consumer Research, Oxford University Press, vol. 9(3), pages 225-239, December.
- Huber, Joel & Payne, John W & Puto, Christopher, 1982. " Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis," Journal of Consumer Research, Oxford University Press, vol. 9(1), pages 90-98, June.
- Park, C Whan & Lessig, V Parker, 1981. " Familiarity and Its Impact on Consumer Decision Biases and Heuristics," Journal of Consumer Research, Oxford University Press, vol. 8(2), pages 223-230, September.
- Francisca Sinn & Sandra Milberg & Leonardo Epstein & Ronald Goodstein, 2007. "Compromising the compromise effect: Brands matter," Marketing Letters, Springer, vol. 18(4), pages 223-236, December.
- Ratneshwar, Srinivasan & Shocker, Allan D & Stewart, David W, 1987. " Toward Understanding the Attraction Effect: The Implications of Product Stimulus Meaningfulness and Familiarity," Journal of Consumer Research, Oxford University Press, vol. 13(4), pages 520-533, March.
- Milberg, Sandra J. & Sinn, Francisca, 2008. "Vulnerability of global brands to negative feedback effects," Journal of Business Research, Elsevier, vol. 61(6), pages 684-690, June.
- Huber, Joel & Puto, Christopher, 1983. " Market Boundaries and Product Choice: Illustrating Attraction and Substitution Effects," Journal of Consumer Research, Oxford University Press, vol. 10(1), pages 31-44, June.
- Simonson, Itamar, 1989. " Choice Based on Reasons: The Case of Attraction and Compromise Effects," Journal of Consumer Research, Oxford University Press, vol. 16(2), pages 158-174, September.
- Sen, Sankar, 1998. " Knowledge, Information Mode, and the Attraction Effect," Journal of Consumer Research, Oxford University Press, vol. 25(1), pages 64-77, June.
- Pan, Yigang & Lehmann, Donald R, 1993. " The Influence of New Brand Entry on Subjective Brand Judgments," Journal of Consumer Research, Oxford University Press, vol. 20(1), pages 76-86, June.
When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:66:y:2013:i:10:p:1780-1786. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Shamier, Wendy)
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 references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link 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 profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.