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

Associative versus Relational Processing: The Role of Elaboration in Evaluative Conditioning

Xiaomeng Fan, Northwestern University, USA
Galen V. Bodenhausen, Northwestern University, USA

Read More

Featured

Small but Sincere: The Impact of Firm Size and Gratitude on the Effectiveness of Cause-Marketing Campaigns

Eline L.E. De Vries, University Carlos III Madrid
Lola C. Duque, University Carlos III Madrid

Read More

Featured

When Perceiving Oneself as a Spender Increases Saving

Emily Garbinsky, University of Notre Dame, USA
Nicole Mead, University of Melbourne, Australia

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.