Explaining The Attraction Effect: An Ambiguity-Attention-Applicability Framework
The attraction effect describes a phenomenon where the addition of a third option (i.e., a decoy) to a set containing two alternatives (target and competitor) enhances the choice of the alternative Read More »
“Once? No. Twenty Times? Sure!” Uncertainty And Precommitment In Social Dilemmas
In many real-world social dilemmas, interdependent actors must decide whether to invest in preventive measures against uncertain losses. For example, when consumers decide whether to get the flu shot Read More »
Author: David J. Hardisty, Howard Kunreuther, David H. Krantz, Poonam Arora, Amir Sepehri
Contributor: eb™ Research Team
Alternative “Facts”: The Effects Of Narrative Processing On The Acceptance Of Factual
Recent research in persuasion has distinguished between “narrative” processing, evoked by stories, and “analytical” processing, evoked by facts (Escalas 2007). In practice, consumers often Read More »
If No One Saw It On Instagram, Was It Any Good? Examining Received Attention As A Social Benefit Of
Consumers frequently share experiences online for self-presentation purposes (Schau and Gilly 2003). Social benefits of such sharing are realized when others provide explicit feedback (likes and Read More »
Inequality And Market (In)efficiency
Despite generally high rates of inequality, individuals have a tendency to underestimate the level of wealth inequality in their nation (Norton and Ariely, 2011). These inaccurate perceptions Read More »