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

How Temporal Separation in Budgeting Affects Spending Behavior

Yuna Choe, Texas A&M University, USA
Christina Kan, Texas A&M University, USA

Read More

Featured

Changing the World, One Word at a Time: The Effect of Font Size on Prosocial Intention

Rima Touré-Tillery, Northwestern University, USA
Ayelet Fishbach, University of Chicago, USA

Read More

Featured

In Pursuit of Imperfection: How Flawed Products Can Reveal Valuable Process Information

Erin P Carter, University of Maine
Peter McGraw, University of Colorado, 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.