Explaining the Attraction Effect: an Ambiguity-Attention-Applicability Framework
Although the attraction effect has been documented reliably with numerical stimuli, it has been difficult to demonstrate with perceptual stimuli. We show that the attraction effect occurs with perceptual and numerical stimuli when three conditions are present: ambiguity, attention, and applicability.
Sharlene He and Brian Sternthal (2018) ,"Explaining the Attraction Effect: an Ambiguity-Attention-Applicability Framework", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 858-856.
Sharlene He, Concordia University, Canada
Brian Sternthal, Northwestern University, USA
NA - Advances in Consumer Research Volume 46 | 2018
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Marijke Leliveld, University of Groningen, The Netherlands
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