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Choosing What I Want Versus Rejecting What I Do Not Want: An Application of Decision Framing to Product Option Choice Decisions

C. Whan Park, Sung Youl Jun, Deborah J. MacInnis
2000 Journal of Marketing Research  
The authors examine the effects of using a subtractive versus an additive option-framing method on consumers' option choice decisions ip three studies.  ...  The former option-framing method presents consumers with a fully loaded product and asks them to delete options they do nqt want.  ...  The option choice, product category price, and regret anticipation manipulations were executed through instructions.  ... 
doi:10.1509/jmkr.37.2.187.18731 fatcat:xumn7myy4vhyrck735udolywji

Elicitation-Based Preference Reversals in Consumer Goods

Michael O'Donnell, Ellen R.K. Evers
2017 Social Science Research Network  
This is due to participants relying more on their affective responses when making a choice. The effect is attenuated when participants are told to deliberate.  ...  We demonstrate preference reversals over consumer goods in hypothetical and incentive compatible settings.  ...  Finally, the fourth paper demonstrates that framing decisions over pre-assembled choice sets as design processes can increase consumer utility.  ... 
doi:10.2139/ssrn.2959609 fatcat:v4mkmn7zerepzk5xjtymal63sa

The Effect of Marketer-Suggested Serving Size on Consumer Responses: The Unintended Consequences of Consumer Attention to Calorie Information

Gina S Mohr, Donald R Lichtenstein, Chris Janiszewski
2012 Journal of Marketing  
for consumer behavior.  ...  For example, adopting a smaller serving size allows marketers to reduce the reported calories, fat, sugar, and carbohydrates in a product serving, which in turn can influence the anticipated consequences  ...  framing effects would increase consumer sensitivity to negative nutrients without an accompanying increase in susceptibility to health framing.  ... 
doi:10.1509/jm.10.0073 fatcat:lxf5lbzf7jdgvnrcccarrp7lgi

Unveiling ethical product features: The importance of an elaborated information presentation

Victoria-Sophie Osburg, Micha Strack, Denise M. Conroy, Waldemar Toporowski
2017 Journal of Cleaner Production  
Because the presentation of appropriate ethical product information may influence consumers to choose ethical products, this paper analyses the requirements necessary for the successful communication of  ...  A generalized mixed logit model revealed that all three communication factors affect consumers' choices.  ...  The authors would like to thank the anonymous reviewers of the Journal of Cleaner Production for their helpful comments.  ... 
doi:10.1016/j.jclepro.2017.06.112 fatcat:5kvyqqulcrgkrcejssporpedvu

The effect of option framing on consumers decision-making efficiency: Evidence from online service customization
English

Wan Xiaoyu, Li Qiao, Wu Jifei, Luo Yi
2015 African Journal of Business Management  
time) and the boundary conditions for the option framing effects: service importance, service type and individual expectation.  ...  In addition, the interaction effect of online option framing and service type is not significant, but it presents the expected direction.  ...  Among all the researchers, Park et al. (2000) are the first to introduce framing effects into the study about the influence of different presentations of product customization on consumer choice; they  ... 
doi:10.5897/ajbm2014.7647 fatcat:lnljq3hsgjaxlbbnkn4oqv5lsi

Exploring the Impact of Message Framing on Sustainable Consumption Choices [chapter]

Kerry Chipp, Dhatchani Naidoo
2014 The Sustainable Global Marketplace  
Environmental attitude was also tested to ascertain the interaction effect of this variable with the other independent variables and the resultant impact on the choice made.  ...  Results yielded the hypothesised significance of main effects for time sensitivity, but not for reference dependence or loss aversion.  ...  which consumers choose and use products and services."  ... 
doi:10.1007/978-3-319-10873-5_245 fatcat:bzhy35hfd5d7dfvp4xlp6odar4

How Framing Effect Impact on Decision Making on Internet Shopping

Xiaoying Li, Wenquan Ling
2015 Open Journal of Business and Management  
Framing effect is an understanding and assessment that individual implements different behaviors when facing to the multiple choice that expressing the same meaning.  ...  Therefore, the article aims to analyze the impact of faming effect in e-commerce when consumers make decisions so as to summarize the shortage in academic and practical aspects.  ...  Bidirectional framing effect, a traditional framing effect, drives to change risk preference when positive framing choices are transferred to negative framing choices.  ... 
doi:10.4236/ojbm.2015.31010 fatcat:evswuydymrdd5oievxivsenela

Page 2915 of Psychological Abstracts Vol. 78, Issue 10 [page]

1991 Psychological Abstracts  
The model explains how and why consumers experience sudden increases in desire for a product, which can result in temporary overriding of long-term preferences.  ...  Within frames, the effects of increasing uncertainty may not be additive across attributes.  ... 

Beating the Market: The Allure of Unintended Value

Aner Sela, Itamar Simonson, Ran Kivetz
2013 Journal of Marketing Research  
Among participants with low idiosyncratic fit, priming had no main effect on choice and did not interact with framing (both  2 s < .1, n.s.). Effect on perceived fit.  ...  Results Effect on choice.  ... 
doi:10.1509/jmr.12.0439 fatcat:nwfyryu6tfaudf3ywq4rv45w5i

Beating the Market: The Allure of Unintended Value

Aner Sela, Itamar Simonson, Ran Kivetz
2012 Social Science Research Network  
Among participants with low idiosyncratic fit, priming had no main effect on choice and did not interact with framing (both  2 s < .1, n.s.). Effect on perceived fit.  ...  Results Effect on choice.  ... 
doi:10.2139/ssrn.2191667 fatcat:lf2dbub3bfblxg7g7nabkfznya

Behavioral Biases in Marketing

Daniel Guhl, Daniel Klapper, Katharina Massner, Martin Spann, Lucas Stich, Narine Yegoryan
2017 Social Science Research Network  
We conclude with important managerial implications resulting from the behavioral biases of consumers, and we present avenues for future research.  ...  For scholars from behavioral economics, we provide ready access to the rich empirical, applied marketing literature.  ...  That study showsthough doing so is not its main goalhow the framing of products in an online setting, realized through the ordering of products, can influence consumer choice.  ... 
doi:10.2139/ssrn.3091557 fatcat:k44gqkuz6vgxnnjy6egkhwhjv4

Behavioral biases in marketing

Katharina Dowling, Daniel Guhl, Daniel Klapper, Martin Spann, Lucas Stich, Narine Yegoryan
2019 Journal of the Academy of Marketing Science  
We conclude with important managerial implications resulting from the behavioral biases of consumers, and we present avenues for future research.  ...  For scholars from behavioral economics, we provide ready access to the rich empirical, applied marketing literature.  ...  That study showsthough doing so is not its main goalhow the framing of products in an online setting, realized through the ordering of products, can influence consumer choice.  ... 
doi:10.1007/s11747-019-00699-x fatcat:ovfu3pst3zhdbmfrcuakev6vt4

Persuasive Impact Of Fit Between Regulatory Focus And Message Framing On Consumer Responses: Message Strength And Choice For Others

Jieun Choi
2018 Journal of Applied Business Research  
This research further argues that the match-up effect patterns between message framing and regulatory focus differ based on whether or not consumers are making a purchase for themselves or for others.  ...  Previous research on message framing has argued that fit between message framing and consumer regulatory focus influences consumer response.  ...  Thus, for consumers considering purchasing a product as a gift, positive frames should be implemented to increase sales. Finally, this research has several limitations.  ... 
doi:10.19030/jabr.v34i2.10139 fatcat:kjhaplvrivem5d5e4vnlrpm6ce

The Influence of Message Framing on Consumers' Selection of Local Food

Valentina Carfora, Maria Morandi, Patrizia Catellani
2022 Foods  
Results showed that all message frames increased the selection of local food, compared to control.  ...  To test the effectiveness of the messages, before and after the 2-week intervention participants were involved in a choice task.  ...  Best message framing as a function of the interaction effects emerged from moderation analysis.  ... 
doi:10.3390/foods11091268 pmid:35563989 pmcid:PMC9105981 fatcat:54whp24rcvh37kpvyvdb75dpyy

Visual Representation: Implications for Decision Making

Nicholas H Lurie, Charlotte H Mason
2007 Journal of Marketing  
This article presents a framework for thinking about how visual representations are likely to affect the decision processes or tasks that marketing managers and consumers commonly face, particularly those  ...  From this framework, the authors derive a set of testable propositions that serve as an agenda for further research.  ...  subject to such visual framing effects.  ... 
doi:10.1509/jmkg.71.1.160 fatcat:rj4sr3t3ordbnlun2strscp4ba
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