The Moderating Role of Decisiveness in the Attraction Effect
-
Guy Barokas
und
Eyal Gamliel
Abstract
This study examines decisiveness as a potential moderator of the attraction effect. In an online experiment, we find that even though decisiveness moderates the attraction effect, it also moderates the preference reversal in the absence of a decoy. This suggests that the moderating role of decisiveness in the attraction effect lies, at least partially, in moderating choice reversals unrelated to the decoy. In addition, our findings show that about one-third of the most decisive participants exhibit an attraction effect. These findings are inconsistent with a conceptualization of a moderate attraction effect, arguing that only indecisive agents exhibit the effect. We discuss the theoretical and practical implications of our findings.
The first question received by each of the three groups in the second trial of the experiment.
First case study: Beer
You arrive to a supermarket to purchase a six-pack bear. You have eliminated the available options to 2(3) brands of bear: A and B (and C). For each brand, the price of six-pack and the beer’s average rating in taste tests between 1 and 5 are presented.
Experimental group 1[7]
| Price (for a six-pack) | Average rating | |
|---|---|---|
| Beer A | 48 NIS | 4.5 |
| Beer B | 36 NIS | 3.5 |
| Beer C | 55 NIS | 4.5 |
Experimental group 2
| Price (for a six-pack) | Average rating | |
|---|---|---|
| Beer A | 48 NIS | 4.5 |
| Beer B | 36 NIS | 3.5 |
| Beer C | 36 NIS | 3 |
Control group
| Price (for a six-pack) | Average rating | |
|---|---|---|
| Beer A | 48 NIS | 4.5 |
| Beer B | 36 NIS | 3.5 |
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Artikel in diesem Heft
- Frontmatter
- Research Articles
- Strategic Analysis of Petty Corruption with an Entrepreneur and Multiple Bureaucrats
- Environmental Policy in Vertical Markets with Downstream Pollution: Taxes Versus Standards
- The Impact of the CARES Stimulus Payments on COVID-19 Transmission and Mortality
- Reverses in Gender Salary Gaps Among STEM Faculty: Evidence from Mean and Quantile Decompositions
- Downstream Profit Effects of Horizontal Mergers: Horn & Wolinsky and von Ungern-Sternberg Revisited
- The Moderating Role of Decisiveness in the Attraction Effect
- Pension Reform and Improved Employment Protection: Effects on Older Men’s Employment Outcomes
- Relational Voluntary Environmental Agreements with Unverifiable Emissions
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- Labor Demand Responses to Changing Gas Prices
- Early Childhood Education Attendance and Students’ Later Outcomes in Europe
- The Long-Term Effects of Unilateral Divorce Laws on the Noncognitive Skill of Conscientiousness
- Lab versus Online Experiments: Gender Differences
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Artikel in diesem Heft
- Frontmatter
- Research Articles
- Strategic Analysis of Petty Corruption with an Entrepreneur and Multiple Bureaucrats
- Environmental Policy in Vertical Markets with Downstream Pollution: Taxes Versus Standards
- The Impact of the CARES Stimulus Payments on COVID-19 Transmission and Mortality
- Reverses in Gender Salary Gaps Among STEM Faculty: Evidence from Mean and Quantile Decompositions
- Downstream Profit Effects of Horizontal Mergers: Horn & Wolinsky and von Ungern-Sternberg Revisited
- The Moderating Role of Decisiveness in the Attraction Effect
- Pension Reform and Improved Employment Protection: Effects on Older Men’s Employment Outcomes
- Relational Voluntary Environmental Agreements with Unverifiable Emissions
- Letters
- Labor Demand Responses to Changing Gas Prices
- Early Childhood Education Attendance and Students’ Later Outcomes in Europe
- The Long-Term Effects of Unilateral Divorce Laws on the Noncognitive Skill of Conscientiousness
- Lab versus Online Experiments: Gender Differences
- Pre-Exposure Prophylaxis and HIV Incidence
- Variants of Gender Bias and Sexual-Orientation Discrimination in Career Development
