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.



Citation:

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.

Authors

Sharlene He, Concordia University, Canada
Brian Sternthal, Northwestern University, USA



Volume

NA - Advances in Consumer Research Volume 46 | 2018



Share Proceeding

Featured papers

See More

Featured

‘But Screw the Little People, Right?’ Case of the Commercialization of Reward-Based Crowdfunding

Natalia Drozdova, Norwegian School of Economics and Business Administration, Norway

Read More

Featured

J8. Exchange with The Rich, Concern with The Poor: The Effects of Social Class on Consumer Response to Brand Relationship

Bing Han, Shanghai Jiao Tong University
Liangyan Wang, Shanghai Jiao Tong University

Read More

Featured

L2. Wish List Thinking: The Role of Psychological Ownership in Consumer Likelihood to Purchase or Remove a Product from an Online Wish List

Christopher Groening, Kent State University, USA
Jennifer Wiggins, Kent State University, USA
Iman Raoofpanah, Kent State University, 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.