Antecedents of the Attraction Effect: An Information-Processing Approach
Many researchers have demonstrated the existence of an attraction effect that increases the choice probability of an existing "target" brand by the introduction of a relatively inferior "decoy" brand. This study develops a causal model that links antecedent variables with the att...
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| Veröffentlicht in: | Journal of marketing research 1993-08, Vol.30 (3), p.331-349 |
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| container_end_page | 349 |
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| container_title | Journal of marketing research |
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| creator | Mishra, Sanjay Umesh, U. N. Stem, Donald E. |
| description | Many researchers have demonstrated the existence of an attraction effect that increases the choice probability of an existing "target" brand by the introduction of a relatively inferior "decoy" brand. This study develops a causal model that links antecedent variables with the attraction effect. We find that the attraction effect is explained to a considerable extent by changes in the following seven variables: (1) information relevance or stimulus meaningfulness, (2) product class knowledge, (3) task involvement, (4) perceived similarity between decoy and target, (5) relative brand preference, (6) share captured by decoy brand, and (7) perceived decoy popularity. The overall results were consistent across product classes studied, which included beer, cars, and TV sets. The popularity explanation for attraction effect, alluded to by Huber, Payne, and Puto (1982), was tested and found to hold true. |
| doi_str_mv | 10.1177/002224379303000305 |
| format | Article |
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N.</au><au>Stem, Donald E.</au><format>journal</format><genre>article</genre><ristype>JOUR</ristype><atitle>Antecedents of the Attraction Effect: An Information-Processing Approach</atitle><jtitle>Journal of marketing research</jtitle><date>1993-08-01</date><risdate>1993</risdate><volume>30</volume><issue>3</issue><spage>331</spage><epage>349</epage><pages>331-349</pages><issn>0022-2437</issn><eissn>1547-7193</eissn><coden>JMKRAE</coden><abstract>Many researchers have demonstrated the existence of an attraction effect that increases the choice probability of an existing "target" brand by the introduction of a relatively inferior "decoy" brand. This study develops a causal model that links antecedent variables with the attraction effect. We find that the attraction effect is explained to a considerable extent by changes in the following seven variables: (1) information relevance or stimulus meaningfulness, (2) product class knowledge, (3) task involvement, (4) perceived similarity between decoy and target, (5) relative brand preference, (6) share captured by decoy brand, and (7) perceived decoy popularity. The overall results were consistent across product classes studied, which included beer, cars, and TV sets. The popularity explanation for attraction effect, alluded to by Huber, Payne, and Puto (1982), was tested and found to hold true.</abstract><cop>Chicago</cop><pub>American Marketing Association</pub><doi>10.1177/002224379303000305</doi><tpages>19</tpages><oa>free_for_read</oa></addata></record> |
| fulltext | fulltext |
| identifier | ISSN: 0022-2437 |
| ispartof | Journal of marketing research, 1993-08, Vol.30 (3), p.331-349 |
| issn | 0022-2437 1547-7193 |
| language | eng |
| recordid | cdi_proquest_journals_235228272 |
| source | Jstor Complete Legacy; Alma/SFX Local Collection; Periodicals Index Online; EBSCOhost Business Source Complete |
| subjects | Brand preferences Brands Consumer behavior Consumer research Correlation analysis Information relevance Market share Market shares Marketing Modeling Observational research Product choice Products Ratios Studies Television sets |
| title | Antecedents of the Attraction Effect: An Information-Processing Approach |
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