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Partitioning the Choice Task Makes Starbucks Coffee Taste Better

Author

Listed:
  • Dorn, Michael
  • Messner, Claude
  • Wanke, Michaela

Abstract

Consumers are often less satisfied with a product chosen from a large assortment than a limited one. Experienced choice difficulty presumably causes this as consumers have to engage in a great number of individual comparisons. In two studies we tested whether partitioning the choice task so that consumers decided sequentially on each individual attribute may provide a solution. In a Starbucks coffee house, consumers who chose from the menu rated the coffee as less tasty when chosen from a large rather than a small assortment. However, when the consumers chose it by sequentially deciding about one attribute at a time, the effect reversed. In a tailored-suit customization, consumers who chose multiple attributes at a time were less satisfied with their suit, compared to those who chose one attribute at a time. Sequential attribute-based processing proves to be an effective strategy to reap the benefits of a large assortment.

Suggested Citation

  • Dorn, Michael & Messner, Claude & Wanke, Michaela, 2016. "Partitioning the Choice Task Makes Starbucks Coffee Taste Better," Journal of Marketing Behavior, now publishers, vol. 1(3-4), pages 363-384, February.
  • Handle: RePEc:now:jnljmb:107.00000023
    DOI: 10.1561/107.00000023
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