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Market Boundaries and Product Choice: Illustrating Attraction and Substitution Effects

Citations

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Cited by:

  1. Devetag, M Giovanna, 1999. "From Utilities to Mental Models: A Critical Survey on Decision Rules and Cognition in Consumer Choice," Industrial and Corporate Change, Oxford University Press and the Associazione ICC, vol. 8(2), pages 289-351, June.
  2. Serhat Dogan & Kemal Yildiz, 2023. "Every Choice Function Is Pro-Con Rationalizable," Operations Research, INFORMS, vol. 71(5), pages 1857-1870, September.
  3. Wörfel, Philipp, 2021. "Unravelling the intellectual discourse of implicit consumer cognition: A bibliometric review," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
  4. Jörg Rieskamp & Jerome R. Busemeyer & Barbara A. Mellers, 2006. "Extending the Bounds of Rationality: Evidence and Theories of Preferential Choice," Journal of Economic Literature, American Economic Association, vol. 44(3), pages 631-661, September.
  5. repec:hum:wpaper:sfb649dp2010-056 is not listed on IDEAS
  6. Davies, Antony & Cline, Thomas W., 2005. "A consumer behavior approach to modeling monopolistic competition," Journal of Economic Psychology, Elsevier, vol. 26(6), pages 797-826, December.
  7. Pronobesh Banerjee, 2020. "Stimulus Characteristics and Attraction Effect: Role of qualitative and quantitative attribute values," Working papers 357, Indian Institute of Management Kozhikode.
  8. Anyuan Shen & Shuguang Liu, 2016. "Asymmetric dominance and the stability of constructed preferences," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 11(3), pages 213-222, May.
  9. Christoph Buehren & Maria Daskalakis, 2020. "Which green nudge helps to save energy? Experimental evidence," MAGKS Papers on Economics 202042, Philipps-Universität Marburg, Faculty of Business Administration and Economics, Department of Economics (Volkswirtschaftliche Abteilung).
  10. 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.
  11. Timothy L. Urban, 2025. "An inventory-theoretic perspective on the asymmetric-dominance effect," Annals of Operations Research, Springer, vol. 355(3), pages 3099-3125, December.
  12. Qi Feng & Yuanchen Li & J. George Shanthikumar, 2022. "Negotiations in Competing Supply Chains: The Kalai-Smorodinsky Bargaining Solution," Management Science, INFORMS, vol. 68(8), pages 5868-5890, August.
  13. Qi Feng & J. George Shanthikumar & Mengying Xue, 2022. "Consumer Choice Models and Estimation: A Review and Extension," Production and Operations Management, Production and Operations Management Society, vol. 31(2), pages 847-867, February.
  14. William M. Hedgcock & Raghunath Singh Rao & Haipeng (Allan) Chen, 2016. "Choosing to Choose: The Effects of Decoys and Prior Choice on Deferral," Management Science, INFORMS, vol. 62(10), pages 2952-2976, October.
  15. Sanjay Dominik Jena & Andrea Lodi & Claudio Sole, 2021. "On the estimation of discrete choice models to capture irrational customer behaviors," Papers 2109.03882, arXiv.org.
  16. Han Bleichrodt & Ulrich Schmidt, 2002. "A Context-Dependent Model of the Gambling Effect," Management Science, INFORMS, vol. 48(6), pages 802-812, June.
  17. Crosetto, Paolo & Gaudeul, Alexia, 2012. "Do consumers prefer offers that are easy to compare? An experimental investigation," MPRA Paper 41462, University Library of Munich, Germany.
  18. repec:hum:wpaper:sfb649dp2011-050 is not listed on IDEAS
  19. Müller, Holger & Benjamin Kroll, Eike & Vogt, Bodo, 2010. "“Fact or artifact? Empirical evidence on the robustness of compromise effects in binding and non-binding choice contextsâ€," Journal of Retailing and Consumer Services, Elsevier, vol. 17(5), pages 441-448.
  20. Manzini, Paola & Mariotti, Marco, 2013. "Imperfect Attention and Menu Evaluations," SIRE Discussion Papers 2013-98, Scottish Institute for Research in Economics (SIRE).
  21. 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.
  22. MS. Eric Santosa, 2020. "Trying to Deteriorate an Attraction Effect: A Lesson for Challengers," Academic Journal of Interdisciplinary Studies, Richtmann Publishing Ltd, vol. 9, November.
  23. Kivilcim Dogerlioglu-Demir & Cenk Koçaş & Nilsah Cavdar Aksoy, 2023. "The role of presentation order in consumer choice: the abrupt disparity effect," Marketing Letters, Springer, vol. 34(2), pages 251-268, June.
  24. Paolo Crosetto & Alexia Gaudeul, 2017. "Choosing not to compete: Can firms maintain high prices by confusing consumers?," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 26(4), pages 897-922, December.
  25. Crosetto, Paolo & Gaudeul, Alexia, 2016. "A monetary measure of the strength and robustness of the attraction effect," Economics Letters, Elsevier, vol. 149(C), pages 38-43.
  26. Crosetto, P. & Gaudeul, A., 2014. "Choosing whether to compete: Price and format competition with consumer confusion," Working Papers 2014-08, Grenoble Applied Economics Laboratory (GAEL).
  27. Wiebach, Nicole & Hildebrandt, Lutz, 2010. "Context effects as customer reaction on delisting of brands," SFB 649 Discussion Papers 2010-056, Humboldt University Berlin, Collaborative Research Center 649: Economic Risk.
  28. Ryo Kato & Taiga Hashimoto & Takahiro Hoshino, 2024. "Empirical Validation of the Attraction Effect Using Randomized Field Experiments: Real-World Evidence of Contextual Decision-Making Bias," Discussion Paper Series DP2024-33, Research Institute for Economics & Business Administration, Kobe University.
  29. Paolo Crosetto & Alexia Gaudeul, 2024. "Fast Then Slow: Choice Revisions Drive a Decline in the Attraction Effect," Management Science, INFORMS, vol. 70(6), pages 3711-3733, June.
  30. 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).
  31. Wang, Wanxin (Britney) & Deleersnyder, Barbara & Yildirim, Gokhan, 2025. "The impact of new product entry on brand sales volatility at the retailer: A Detailed Look into volatility drivers," Journal of Business Research, Elsevier, vol. 191(C).
  32. Pettibone, Jonathan C. & Wedell, Douglas H., 2000. "Examining Models of Nondominated Decoy Effects across Judgment and Choice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 300-328, March.
  33. Simonson, Itamar & Kramer, Thomas & Young, Maia J., 2004. "Effect propensity," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 156-174, November.
  34. Nico Wiegand & Yuri Peers & Alexander Bleier, 2023. "Software multihoming to distal markets: Evidence of cannibalization and complementarity in the video game console industry," Journal of the Academy of Marketing Science, Springer, vol. 51(2), pages 393-417, March.
  35. Paolo Crosetto & Alexia Gaudeul, 2011. "Do consumers prefer offers that are easy to compare? An experimental investigation," Jena Economics Research Papers 2011-044, Friedrich-Schiller-University Jena.
  36. Tang, Bingxin & Lyu, Bei & Wan, Ziyuan, 2025. "When the elephant aligns with the ant: Brand prominence strategies in asymmetric Co-branding," Journal of Retailing and Consumer Services, Elsevier, vol. 87(C).
  37. Wiebach, Nicole & Hildebrandt, Lutz, 2012. "Explaining customers' switching patterns to brand delisting," Journal of Retailing and Consumer Services, Elsevier, vol. 19(1), pages 1-10.
  38. Liangyan Wang & Brian Wu & Cornelia Pechmann & Yitong Wang, 2023. "The performance effects of creative imitation on original products: Evidence from lab and field experiments," Strategic Management Journal, Wiley Blackwell, vol. 44(1), pages 171-196, January.
  39. Nosratabadi, Hassan, 2024. "Rational Shortlist Method with refined rationales," Mathematical Social Sciences, Elsevier, vol. 127(C), pages 12-18.
  40. Alexia Gaudeul & Paolo Crosetto, 2019. "Fast then slow: A choice process explanation for the attraction effect," Working Papers hal-02408719, HAL.
  41. Ge, Xin & Messinger, Paul R. & Lin, Yuanfang, 2019. "Gleaning inferences from soldout products," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 173-185.
  42. Christopher Shallow & Rumen Iliev & Douglas Medin, 2011. "Trolley problems in context," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 6(7), pages 593-601, October.
  43. Thomas Otter & Joe Johnson & Jörg Rieskamp & Greg Allenby & Jeff Brazell & Adele Diederich & J. Hutchinson & Steven MacEachern & Shiling Ruan & Jim Townsend, 2008. "Sequential sampling models of choice: Some recent advances," Marketing Letters, Springer, vol. 19(3), pages 255-267, December.
  44. Hildebrandt, Lutz & Kalweit, Lea, 2008. "Measuring changes in preferences and perception due to the entry of a new brand with choice data," SFB 649 Discussion Papers 2008-057, Humboldt University Berlin, Collaborative Research Center 649: Economic Risk.
  45. Alex Kim & Subramanian Balachander & Karthik Kannan, 2012. "On the optimal number of advertising slots in a generalized second-price auction," Marketing Letters, Springer, vol. 23(3), pages 851-868, September.
  46. Mohr, Peter N. C. & Heekeren, Hauke R. & Rieskamp, Jörg, 2017. "Attraction Effect in Risky Choice Can Be Explained by Subjective Distance Between Choice Alternatives," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 7, pages 1-10.
  47. Kunter Gunasti & Berna Devezer, 2016. "How competitor brand names affect within-brand choices," Marketing Letters, Springer, vol. 27(4), pages 715-727, December.
  48. Heribert Gierl & Christina Eleftheriadou, 2005. "Asymmetrisch überlegene Stockouts als Phantomprodukte," Schmalenbach Journal of Business Research, Springer, vol. 57(6), pages 475-502, September.
  49. Mihm, Maximilian & Ozbek, Kemal, 2018. "Mood-driven choices and self-regulation," Journal of Economic Theory, Elsevier, vol. 176(C), pages 727-760.
  50. Li, Shengwu & Yu, Ning Neil, 2018. "Context-dependent choice as explained by foraging theory," Journal of Economic Theory, Elsevier, vol. 175(C), pages 159-177.
  51. Kramer, Thomas & Yucel-Aybat, Ozge & Lau-Gesk, Loraine, 2011. "The effect of schadenfreude on choice of conventional versus unconventional options," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(1), pages 140-147, September.
  52. Jiangyuan Hou & Mingyue Du & Qingjie Zhou, 2023. "What People Talk About Multi-Channel Purchasing Behavior and What They Intend to do: Related Perspective From ESG Evaluation System," SAGE Open, , vol. 13(4), pages 21582440231, October.
  53. 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.
  54. Linyi Li & Shyam Gopinath & Stephen J. Carson, 2022. "History Matters: The Impact of Online Customer Reviews Across Product Generations," Management Science, INFORMS, vol. 68(5), pages 3878-3903, May.
  55. 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.
  56. Dongwoo Lee & Hans Haller, 2022. "Selective attribute rules," Journal of Economics, Springer, vol. 137(3), pages 229-254, December.
  57. Blavatskyy, Pavlo R., 2012. "Probabilistic subjective expected utility," Journal of Mathematical Economics, Elsevier, vol. 48(1), pages 47-50.
  58. Jerome R. Busemeyer & Jörg Rieskamp, 2014. "Psychological research and theories on preferential choice," Chapters, in: Stephane Hess & Andrew Daly (ed.), Handbook of Choice Modelling, chapter 3, pages 49-72, Edward Elgar Publishing.
  59. Kaisa Herne, 1999. "The Effects of Decoy Gambles on Individual Choice," Experimental Economics, Springer;Economic Science Association, vol. 2(1), pages 31-40, August.
  60. Basu, Shankha & Savani, Krishna, 2017. "Choosing one at a time? Presenting options simultaneously helps people make more optimal decisions than presenting options sequentially," Organizational Behavior and Human Decision Processes, Elsevier, vol. 139(C), pages 76-91.
  61. Stephane Hess & Andrew Daly & Richard Batley, 2018. "Revisiting consistency with random utility maximisation: theory and implications for practical work," Theory and Decision, Springer, vol. 84(2), pages 181-204, March.
  62. Moss, S. & Edmonds, B., 1997. "A knowledge-based model of context-dependent attribute preferences for fast moving consumer goods," Omega, Elsevier, vol. 25(2), pages 155-169, April.
  63. Wiebach, Nicole & Diels, Jana L., 2011. "The impact of context and promotion on consumer responses and preferences in out-of-stock situations," SFB 649 Discussion Papers 2011-050, Humboldt University Berlin, Collaborative Research Center 649: Economic Risk.
  64. Manzini, Paola & Mariotti, Marco, 2018. "Dual random utility maximisation," Journal of Economic Theory, Elsevier, vol. 177(C), pages 162-182.
  65. Holgar Müller & Eike Benjamin Kroll & Bodo Vogt, 2009. "Fact or Artifact Does the compromise effect occur when subjects face real consequences of their choices?," FEMM Working Papers 09009, Otto-von-Guericke University Magdeburg, Faculty of Economics and Management.
  66. 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.
  67. Guevara, C. Angelo & Fukushi, Mitsuyoshi, 2016. "Modeling the decoy effect with context-RUM Models: Diagrammatic analysis and empirical evidence from route choice SP and mode choice RP case studies," Transportation Research Part B: Methodological, Elsevier, vol. 93(PA), pages 318-337.
  68. Kreye, Melissa M. & Adams, Damian C. & Kline, Jeffrey D., 2019. "Gaining voter support for watershed protection," Land Use Policy, Elsevier, vol. 89(C).
  69. Woratschek, Herbert & Roth, Stefan & Horbel, Chris, 2009. "“Sorry, We Are Fully Booked!” – An experimental study of preference formation through unavailable services," Australasian marketing journal, Elsevier, vol. 17(1), pages 27-35.
  70. Marcel Lichters & Marko Sarstedt & Bodo Vogt, 2015. "On the practical relevance of the attraction effect: A cautionary note and guidelines for context effect experiments," AMS Review, Springer;Academy of Marketing Science, vol. 5(1), pages 1-19, June.
  71. 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.
  72. Mortimer, Gary & Weeks, Clinton S., 2019. "How unit price awareness and usage encourages grocery brand switching and expenditure," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 346-356.
  73. 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.
  74. Nasim Mousavi & Panagiotis Adamopoulos & Jesse Bockstedt, 2023. "The Decoy Effect and Recommendation Systems," Information Systems Research, INFORMS, vol. 34(4), pages 1533-1553, December.
  75. Shih-Chieh Chuang & HsiuJu Yen, 2007. "The impact of a product’s country-of-origin on compromise and attraction effects," Marketing Letters, Springer, vol. 18(4), pages 279-291, December.
  76. Blavatskyy, Pavlo R., 2009. "How to extend a model of probabilistic choice from binary choices to choices among more than two alternatives," Economics Letters, Elsevier, vol. 105(3), pages 330-332, December.
  77. Ian J. Bateman & Alistair Munro & Gregory L. Poe, 2008. "Decoy Effects in Choice Experiments and Contingent Valuation: Asymmetric Dominance," Land Economics, University of Wisconsin Press, vol. 84(1), pages 115-127.
  78. Jason Somerville, 2022. "Range‐Dependent Attribute Weighting in Consumer Choice: An Experimental Test," Econometrica, Econometric Society, vol. 90(2), pages 799-830, March.
  79. Suren Basov & Svetlana Danilkina & David Prentice, 2020. "When Does Variety Increase with Quality?," Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 56(3), pages 463-487, May.
  80. Celedon, Paulina & Milberg, Sandra & Sinn, Francisca, 2013. "Attraction and superiority effects in the Chilean marketplace: Do they exist with real brands?," Journal of Business Research, Elsevier, vol. 66(10), pages 1780-1786.
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  82. Lichters, Marcel & Müller, Holger & Sarstedt, Marko & Vogt, Bodo, 2016. "How durable are compromise effects?," Journal of Business Research, Elsevier, vol. 69(10), pages 4056-4064.
  83. Nosratabadi, Hassan, 2022. "Reference-dependent choice under plurality rule," Mathematical Social Sciences, Elsevier, vol. 115(C), pages 88-98.
  84. Marcel Lichters & Marko Sarstedt & Bodo Vogt, 2015. "On the practical relevance of the attraction effect: A cautionary note and guidelines for context effect experiments," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 5(1), pages 1-19, June.
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  87. Ernest H. Forman & Saul I. Gass, 2001. "The Analytic Hierarchy Process---An Exposition," Operations Research, INFORMS, vol. 49(4), pages 469-486, August.
  88. Diels, Jana Luisa & Wiebach, Nicole & Hildebrandt, Lutz, 2013. "The impact of promotions on consumer choices and preferences in out-of-stock situations," Journal of Retailing and Consumer Services, Elsevier, vol. 20(6), pages 587-598.
  89. Pronobesh Banerjee, 2020. "Repulsion Effect: When an Asymmetrically Dominated Decoy Increases the Competitor’s Choice Share," Working papers 356, Indian Institute of Management Kozhikode.
  90. Scholten, Marc, 2002. "Conflict-mediated choice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(2), pages 683-718, July.
  91. Sanjay Dominik Jena & Andrea Lodi & Claudio Sole, 2022. "On the Estimation of Discrete Choice Models to Capture Irrational Customer Behaviors," INFORMS Journal on Computing, INFORMS, vol. 34(3), pages 1606-1625, May.
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  97. Herne, Kaisa, 1997. "Decoy alternatives in policy choices: Asymmetric domination and compromise effects," European Journal of Political Economy, Elsevier, vol. 13(3), pages 575-589, September.
  98. Atanu Adhikari, 2016. "Adjacent Price Anchoring and Consumer’s Willingness to Pay: A Bayesian Approach," Working papers 215, Indian Institute of Management Kozhikode.
  99. Marco Marini & Alessandro Ansani & Fabio Paglieri, 2020. "Attraction comes from many sources: Attentional and comparative processes in decoy effects," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 15(5), pages 704-726, September.
  100. Chang, Shin-Shin & Chang, Chung-Chau & Liao, Yen-Yi, 2015. "A joint examination of effects of decision task type and construal level on the attraction effect," Journal of Economic Psychology, Elsevier, vol. 51(C), pages 168-182.
  101. Constanze Binder, 2014. "Preferences and Similarity between Alternatives," Rationality, Markets and Morals, Frankfurt School Verlag, Frankfurt School of Finance & Management, vol. 5(88), November.
  102. Kumar Padamwar, Pravesh & Kumar Kalakbandi, Vinay & Dawra, Jagrook, 2023. "Deliberation does not make the attraction effect disappear: The role of induced cognitive reflection," Journal of Business Research, Elsevier, vol. 154(C).
  103. Heribert Gierl & Hans Höser, 2002. "Der Reihenfolgeeffekt auf Präferenzen," Schmalenbach Journal of Business Research, Springer, vol. 54(1), pages 3-18, February.
  104. Diels, Jana Luisa & Wiebach, Nicole, 2011. "Customer reactions in Out-of-Stock situations: Do promotion-induced phantom positions alleviate the similarity substitution hypothsis?," SFB 649 Discussion Papers 2011-021, Humboldt University Berlin, Collaborative Research Center 649: Economic Risk.
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  106. Mehran Spitmaan & Oihane Horno & Emily Chu & Alireza Soltani, 2019. "Combinations of low-level and high-level neural processes account for distinct patterns of context-dependent choice," PLOS Computational Biology, Public Library of Science, vol. 15(10), pages 1-31, October.
  107. Heydari, Pedram, 2021. "Luce arbitrates: Stochastic resolution of inner conflicts," Games and Economic Behavior, Elsevier, vol. 126(C), pages 33-74.
  108. Jang, Sunghoon & Hong, Doosun & Kim, Youngho & Lee, Chungwon, 2025. "Investigation of preferences for ride-sourcing taxis: Compromise effect and regret-based latent class modeling," Transportation Research Part A: Policy and Practice, Elsevier, vol. 192(C).
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