Purchase Quantity Decisions and Default Effects in Assortments

Liz Friedman, Yale University, USA
Jennifer Savary, University of Arizona, USA
Ravi Dhar, Yale University, USA
We explore default effects in assortments; specifically how the number and type of options preselected affect total basket size. We show that more items are chosen when less attractive (compared to the most attractive) options are preselected, due to different standards when actively selecting versus keeping a preselected option.
[ to cite ]:
Liz Friedman, Jennifer Savary, and Ravi Dhar (2017) ,"Purchase Quantity Decisions and Default Effects in Assortments", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 158-163.