Choosing What I Want Versus Rejecting What I Do Not Want: An Application of Decision Framing to Product Option Choice Decisions
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 latter presents them with a base model and asks them to add the options they do want. Combined, the studies support the managerial attractiveness of the subtractive versus the additive option-framing method.
... ers tend to choose more options with a higher total option price when they use subtractive versus additive option framing. This effect holds across different option price levels (Study 1) and product categories of varying price (Study 2). Moreover, this effect is magnified when subjects are asked to anticipate regret from their option choice decisions (Study 2). However, option framing has a different effect on the purchasl ikelihood of the product category itself, depending on the subject's initial interest in buying within the category. Although subtractive option framing offers strong advantages to managers when product commitment is high" it appears to demotivate category purchase when product commitment is low (Study 3). In addition, the three studies reveal several other findings about the attractiveness of subtractive versus additive option framing frortji the standpoint of consumers and managers. These findings, in turn, offer interesting public policy and future research implications, The way alternatives are presented or framed to and by decision makers can influence both the way information is processed and the nature of the ultimate decision (Brown and West 1997; Puto 1987) . In a marketing context, decisions have been framed hy altering the consideration set of brands in a choice task. Specifically, low-quality brands' evaluations may be framed or altered by the nature and number of brands in an internally or externally generated