Expectation-Based Effects of Common Attributes on Choice

We investigate how consumers make tradeoffs in the presence versus absence of non-differentiating attributes. We propose that non-differentiating attributes can favor a particular alternative in the set because consumers judge performance on that attribute not based on face value, but based on the difference between face and expected value instead.



Citation:

Ioannis Evangelidis and Stijn M.J. van Osselaer (2016) ,"Expectation-Based Effects of Common Attributes on Choice", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 98-102.

Authors

Ioannis Evangelidis, Bocconi University, Italy
Stijn M.J. van Osselaer, Samuel Curtis Johnson Graduate School of Management, Cornell University, USA



Volume

NA - Advances in Consumer Research Volume 44 | 2016



Share Proceeding

Featured papers

See More

Featured

K5. Advertising Organizational Culture as a Selling Tactic for For-Profit Organizations

Dejun Tony Kong, University of Houston, USA
Maria Ng, University of Houston, USA

Read More

Featured

Always Trust in Your Friends? Cross-cultural Effects of Review Source and Incentives on Trustworthiness

Dionysius Ang, Leeds University Business School

Read More

Featured

Product Retention (vs. Acquisition) Choices and Preference for Person-Related Features

Liad Weiss, University of Wisconsin - Madison, USA

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.