Attribute Matching Increases Confidence

The authors propose a novel means of increasing decision confidence: attribute matching. By matching a salient attribute of decisions’ options (valence for affective stimuli, calories for foods) with that of decision frames, the decision feels easier, and confidence increases. Implications for perceived consensus and purchase intentions are also discussed.



Citation:

Hannah Perfecto, Jeff Galak, Joseph Simmons, and Leif Nelson (2017) ,"Attribute Matching Increases Confidence", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 276-281.

Authors

Hannah Perfecto, Washington University, USA
Jeff Galak, Carnegie Mellon University, USA
Joseph Simmons, University of Pennsylvania, USA
Leif Nelson, University of California Berkeley, USA



Volume

NA - Advances in Consumer Research Volume 45 | 2017



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