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Leader-Driven Primacy: Using Attribute Order to Affect Consumer Choice

Citations

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Cited by:

  1. DeKay, Michael L. & Miller, Seth A. & Schley, Dan R. & Erford, Breann M., 2014. "Proleader and antitrailer information distortion and their effects on choice and postchoice memory," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 134-150.
  2. Martine Nurek & Olga Kostopoulou & York Hagmayer, 2014. "Predecisional information distortion in physicians' diagnostic judgments: Strengthening a leading hypothesis or weakening its competitor?," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(6), pages 572-585, November.
  3. Katja H. Brunk & Cara Boer, 2020. "How do Consumers Reconcile Positive and Negative CSR-Related Information to Form an Ethical Brand Perception? A Mixed Method Inquiry," Journal of Business Ethics, Springer, vol. 161(2), pages 443-458, January.
  4. Arnaud Monnier & Manoj Thomas, 2022. "Experiential and Analytical Price Evaluations: How Experiential Product Description Affects Prices [The Utility of an Information Processing Approach for Behavioral Price Research]," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 49(4), pages 574-594.
  5. Benjamin Boeuf & Jessica Darveau, 2019. "An Ethical Perspective on Necro-Advertising: The Moderating Effect of Brand Equity," Journal of Business Ethics, Springer, vol. 155(4), pages 1077-1099, April.
  6. Chaxel, Anne-Sophie & Wiggins, Catherine & Xie, Jieru, 2018. "The impact of a limited time perspective on information distortion," Organizational Behavior and Human Decision Processes, Elsevier, vol. 149(C), pages 35-46.
  7. Kurt A. Carlson & Samuel D. Bond, 2006. "Improving Preference Assessment: Limiting the Effect of Context Through Pre-exposure to Attribute Levels," Management Science, INFORMS, vol. 52(3), pages 410-421, March.
  8. Lunn, Pete & Bohacek, Marek & Somerville, Jason & Ni Choisdealbha, Aine & McGowan, Feidhlim, 2016. "PRICE Lab: An Investigation of Consumers’ Capabilities with Complex Products," Research Series, Economic and Social Research Institute (ESRI), number BKMNEXT306, August.
  9. Simon Blanchard & Wayne DeSarbo, 2013. "A New Zero-Inflated Negative Binomial Methodology for Latent Category Identification," Psychometrika, Springer;The Psychometric Society, vol. 78(2), pages 322-340, April.
  10. Posavac, Steven S. & Kardes, Frank R. & Josko Brakus, J., 2010. "Focus induced tunnel vision in managerial judgment and decision making: The peril and the antidote," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(2), pages 102-111, November.
  11. repec:cup:judgdm:v:9:y:2014:i:6:p:572-585 is not listed on IDEAS
  12. Hung, Yu-Chen & Song, Liang & Chao, Chih-Wei (Fred) & Guan, Chong, 2017. "Love at first sight: The effect of presentation order on evaluation of experiential options in luxury tour packages," Journal of Business Research, Elsevier, vol. 81(C), pages 181-191.
  13. Posavac, Steven S. & Ratchford, Mark & Bollen, Nicolas P.B. & Sanbonmatsu, David M., 2019. "Premature infatuation and commitment in individual investing decisions," Journal of Economic Psychology, Elsevier, vol. 72(C), pages 245-259.
  14. Priti Pradhan Shah & John P. Bechara & Joseph Kolars & Monica Drefahl & Nicholas LaRusso & Douglas Wood & Barbara Spurrier, 2014. "Temporal Elements in Career Selection Decisions: An Archival Study Investigating Career Decisions in Medicine," Organization Science, INFORMS, vol. 25(1), pages 245-261, February.
  15. Gierl, Heribert & Stiegelmayr, Karin, 2012. "Erzeugt nicht-diagnostische Information einen Reihenfolge-Effekt im Fall der attributweisen Informationspräsentation?," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 66(2), pages 127-152.
  16. Carlson, Kurt A. & Guha, Abhijit, 2011. "Leader-focused search: The impact of an emerging preference on information search," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 133-141, May.
  17. Chatterjee, Subimal & Malshe, Ashwin Vinod & Heath, Timothy B., 2010. "The effect of mixed versus blocked sequencing of promotion and prevention features on brand evaluation: The moderating role of regulatory focus," Journal of Business Research, Elsevier, vol. 63(12), pages 1290-1294, December.
  18. Pizzi, Gabriele & Scarpi, Daniele, 2016. "The effect of shelf layout on satisfaction and perceived assortment size: An empirical assessment," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 67-77.
  19. repec:cup:judgdm:v:8:y:2013:i:6:p:662-677 is not listed on IDEAS
  20. Dentoni, Domenico & Tonsor, Glynn T. & Calantone, Roger J. & Peterson, H. Christopher, 2010. "Brand Information Mitigating Negative Shocks on Animal Welfare: Is It More Effective to “Distract” Consumers or Make Them Aware?," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 13(4), pages 1-39.
  21. Bond, Samuel D. & Carlson, Kurt A. & Meloy, Margaret G. & Russo, J. Edward & Tanner, Robin J., 2007. "Information distortion in the evaluation of a single option," Organizational Behavior and Human Decision Processes, Elsevier, vol. 102(2), pages 240-254, March.
  22. Lau-Gesk, Loraine & Mukherjee, Sayantani, 2017. "Coping with sequential conflicting emotional experiences," Journal of Business Research, Elsevier, vol. 73(C), pages 1-8.
  23. Francesco Cerigioni & Simone Galperti, 2021. "Listing specs: The effect of framing attributes on choice," Economics Working Papers 1775, Department of Economics and Business, Universitat Pompeu Fabra.
  24. Matthew Lee & Dr. Frankie Law, 2015. "The discount framing in different pricing schemes: Combined versus partitioned pricing," Journal of Business & Management (COES&RJ-JBM), , vol. 3(4), pages 439-458, October.
  25. Posavac, Steven S. & Josko Brakus, J. & Cronley, Maria L. & Jain, Shailendra Pratap, 2009. "On assuaging positive bias in environmental value elicitation," Journal of Economic Psychology, Elsevier, vol. 30(3), pages 482-489, June.
  26. Richard M. Anderson & Robert Clemen, 2013. "Toward an Improved Methodology to Construct and Reconcile Decision Analytic Preference Judgments," Decision Analysis, INFORMS, vol. 10(2), pages 121-134, June.
  27. Seth A. Miller & Michael L. DeKay & Eric R. Stone & Clare M. Sorenson, 2013. "Assessing the sensitivity of information distortion to four potential influences in studies of risky choice," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 8(6), pages 662-677, November.
  28. Barcelos, Renato Hübner & Dantas, Danilo C. & Sénécal, Sylvain, 2018. "Watch Your Tone: How a Brand's Tone of Voice on Social Media Influences Consumer Responses," Journal of Interactive Marketing, Elsevier, vol. 41(C), pages 60-80.
  29. DeKay, Michael L. & Patiño-Echeverri, Dalia & Fischbeck, Paul S., 2009. "Distortion of probability and outcome information in risky decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 79-92, May.
  30. Offergeld, Tobias & Martinez, Luis F. & Ferreira, Aristides I., 2020. "A train of thought in product experientiality: Working memory, distraction, and inconsistencies in cue order effects," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
  31. Lunn, Pete & Bohacek, Marek & McGowan, Feidhlim, 2016. "The Surplus Identification Task and Limits to Multi-Attribute Consumer Choice," Papers WP536, Economic and Social Research Institute (ESRI).
  32. Oppewal, Harmen & Huybers, Twan & Crouch, Geoffrey I., 2015. "Tourist destination and experience choice: A choice experimental analysis of decision sequence effects," Tourism Management, Elsevier, vol. 48(C), pages 467-476.
  33. Maier, Erik, 2019. "Serial product evaluations online: A three-factor model of leadership, fluency and tedium during product search," International Journal of Research in Marketing, Elsevier, vol. 36(4), pages 558-579.
  34. Carl Obermiller & Alan Sawyer, 2011. "The effects of advertisement picture likeability on information search and brand choice," Marketing Letters, Springer, vol. 22(2), pages 101-113, June.
  35. Mischkowski, Dorothee & Glöckner, Andreas & Lewisch, Peter, 2021. "Information search, coherence effects, and their interplay in legal decision making," Journal of Economic Psychology, Elsevier, vol. 87(C).
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