Constructive consumer choice processes

Journal of Consumer Research

Volumn 25, Issue 3, 1998, Pages 187-217

  Bettman, James R ^a   Luce, Mary Frances ^b   Payne, John W ^b  

^a DUKE UNIVERSITY   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032285185     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/209535     Document Type: Article

References (188)

1. Alba, Joseph W. and J. Wesley Hutchinson (1987), "Dimensions of Consumer Expertise," Journal of Consumer Research, 13 (March), 411-454.
2. _, John G. Lynch, Jr., Barton Weitz, Chris Janiszewski, Richard J. Lutz, Alan G. Sawyer, and Stacy L. Wood (1997), "Interactive Home Shopping : Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces," Journal of Marketing, 61 (July), 38-53.
3. _ and Howard Marmorstein (1987), "The Effects of Frequency Knowledge on Consumer Decision Making," Journal of Consumer Research, 14 (june), 14-26.
4. Baron, Jonathan (1986), "Tradeoffs among Reasons for Action," Journal for the Theory of Social Behavior, 16 (July), 173-195.
5. _ and Joshua Greene (1996), "Determinants of Insensitivity to Quantity in Valuation of Public Goods: Contribution, Warm Glow, Budget Constraints, Availability, and Prominence," Journal of Experimental Psychology: Applied, 2 (june), 107-125.
6. _ and John C. Hershey (1988), "Outcome Bias in Decision Evaluation," Journal of Personality and Social Psychology, 54 (April), 569-579.
7. _ and Mark D. Spranca (1997), "Protected Values," Organizational Behavior and Human Decision Processes, 70 (April), 1-16.
8. Beach, Lee Roy (1990), Image Theory: Decision Making in Personal and Organizational Contexts, Chichester: Wiley.
9. _ and Terence R. Mitchell (1978), "A Contingency Model for the Selection of Decision Strategies," Academy of Management Review, 3 (July), 439-449.
10. Beattie, Jane and Sema Barlas (1993), "Predicting Perceived Differences in Tradeoff Difficulty," working paper, Laboratory of Experimental Psychology, University of Sussex, Brighton BN1 9QG, England.
11. Belk, Russell W. (1988), "Possessions and the Extended Self," Journal of Consumer Research, 15 (September), 139-168.
12. Bettman, James R. (1979), An Information Processing Theory of Consumer Choice, Reading, MA: Addison-Wesley.
13. _, Eric J. Johnson, Mary Frances Luce, and John W. Payne (1993), "Correlation, Conflict, and Choice," Journal of Experimental Psychology: Learning, Memory, and Cognition, 19 (July), 931-951.
14. _, Eric J. Johnson, and John W. Payne (1990), "A Componential Analysis of Cognitive Effort in Choice," Organizational Behavior and Human Decision Processes, 45 (February), 111-139.
15. _ and Pradeep Kakkar (1977), "Effects of Information Presentation Format on Consumer Information Acquisition Strategies," Journal of Consumer Research, 3 (March), 233-240.
16. _ and C. Whan Park (1980), "Effects of Prior Knowledge and Experience and Phase of the Choice Process on Consumer Decision Processes: A Protocol Analysis," Journal of Consumer Research, 7 (December), 234-248.
17. _, John W. Payne, and Richard Staelin (1986), "Cognitive Considerations in Designing Effective Labels for Presenting Risk Information," Journal of Marketing and Public Policy, 5, 1-28.
18. _ and Mita Sujan (1987), "Effects of Framing on Evaluation of Comparable and Noncomparable Alternatives by Expert and Novice Consumers," Journal of Consumer Research, 14 (September), 141-154.
19. Biehal, Gabriel and Dipankar Chakravarti (1982), "Information Presentation Format and Learning Goals as Determinants of Consumers' Memory-Retrieval and Choice Processes," Journal of Consumer Research, 8 (March), 431-441.
20. _ and Dipankar Chakravarti (1983), "Information Accessibility as a Moderator of Consumer Choice," Journal of Consumer Research, 10 (june), 1-14.
21. Blattberg, Robert C. and Kenneth J. Wisniewski (1989), "Price-Induced Patterns of Competition," Marketing Science, 8 (Fall), 291-309.
22. Broniarczyk, Susan M. and Joseph W. Alba (1994), "The Role of Consumers' Intuitions in Inference Making," Journal of Consumer Research, 21 (December), 393-407.
23. Capon, Noel and Marian Burke (1980), "Individual, Product Class, and Task-Related Factors in Consumer Information Processing," Journal of Consumer Research, 7 (December), 314-326.
24. _ and Deanna Kuhn (1980), "A Developmental Study of Consumer Information Processing Strategies," Journal of Consumer Research, 7(December), 225-233.
25. Chase, William G. (1978), "Elementary Information Processes," in Handbook of Learning and Cognitive Processes, Vol. 5, Human Information Processing, ed. William K. Estes, Hillsdale, NJ: Erlbaum. 19-90.
26. Cole, Catherine A. and Siva K. Balasubramanian (1993), "Age Differences in Consumers' Search for Information: Public Policy Implications," Journal of Consumer Research, 20 (june), 157-169.
27. Coupey, Eloise (1994), "Restructuring: Constructive Processing of Information Displays in Consumer Choice," Journal of Consumer Research, 21 (june), 83-99.
28. _, Julie R. Irwin, and John W. Payne (1998), "Product Category Familiarity and Preference Construction," Journal of Consumer Research, 24 (March), 459-468.
29. Cox, James C. and David M. Grether (1996), "The Preference Reversal Phenomenon: Response Mode, Markets, and Incentives," Economic Theory, 7 (April), 381-405.
30. Creyer, Elizabeth H., James R. Bettman, and John W. Payne (1990), "The Impact of Accuracy and Effort Feedback and Goals on Adaptive Decision Behavior," Journal of Behavioral Decision Making, 3 (January-March), 1-16.
31. Curry, David J. and David J. Faulds (1986), "Indexing Product Quality: Issues, Theory, and Results," Journal of Consumer Research, 13 (june), 134-145.
32. Dawes, Robyn M. (1979), "The Robust Beauty of Improper Linear Models in Decision Making," American Psychologist, 34 (July), 571-582.
33. Dhar, Ravi and Itamar Simonson (1997), "Consumption Context Effects on Choice: Matching versus Balancing," working paper, School of Management, Yale University, New Haven, CT 06511.
34. Dick, Alan, Dipankar Chakravarti, and Gabriel Biehal (1990), "Memory-Based Inferences during Consumer Choice," Journal of Consumer Research, 17 (june), 82-93.
35. Drolet, Aimee (1997), "Generic Preferences," unpublished dissertation, Graduate School of Business, Stanford University, Stanford, CA 94305.
36. Einhorn, Hillel J. (1980), "Learning from Experience and Sub-optimal Rules in Decision Making," in Cognitive Processes in Choice and Decision Behavior, ed. Thomas S. Wallsten, Hillsdale, NJ: Erlbaum, 1-20.
37. Eisenhardt, Kathleen M. (1989), "Making Fast Strategic Decisions in High Velocity Environments," Academy of Management Journal, 32 (September), 543-576.
38. Feldman, Jack M. and John G. Lynch, Jr. (1988), "Self-Generated Validity and Other Effects of Measurement on Belief, Attitude, Intentions, and Behavior," Journal of Applied Psychology, 73 (August), 421-435.
39. Fischer, Gregory W. and Scott A. Hawkins (1993), "Strategy Compatibility, Scale Compatibility, and the Prominence Effect," Journal of Experimental Psychology: Human Perception and Performance, 19 (june), 580-597.
40. Fiske, Susan T. (1982), "Schema-Triggered Affect: Applications to Social Perception," in Affect and Cognition: The Seventeenth Annual Carnegie Symposium on Cognition, ed. Margaret S. Clark and Susan T. Fiske, Hillsdale, NJ: Erlbaum, 55-78.
41. _ and Mark A. Pavelchak (1986), "Category-Based versus Piecemeal-Based Affective Responses: Developments in Schema-Triggered Affect," in The Handbook of Motivation and Cognition: Foundations of Social Behavior, ed. Richard M. Sorrentino and E. Tory Higgins, New York: Guilford, 167-203.
42. Folkman, Susan and Richard S. Lazarus (1988), "Coping as a Mediator of Emotion," Journal of Personality and Social Psychology, 54 (March), 466-475.
43. Ford, Gary T. and Ruth Ann Smith (1987), "Inferential Beliefs in Consumer Evaluations: An Assessment of Alternative Processing Strategies," Journal of Consumer Research, 14 (December), 363-371.
44. Frisch, Deborah and Robert T. Clemen (1994), "Beyond Expected Utility: Rethinking Behavioral Decision Research," Psychological Bulletin, 116 (July), 46-54.
45. Garbarino, Ellen C. and Julie A. Edell (1997), "Cognitive Effort, Affect, and Choice," Journal of Consumer Research, 24 (September), 147-158.
46. Gregan-Paxton, Jennifer and Deborah Roedder John (1995), "Are Young Children Adaptive Decision Makers? A Study of Age Differences in Information Search Behavior," Journal of Consumer Research, 21 (March), 567-580.
47. _ and Deborah Roedder John (1997a), "Consumer Learning by Analogy: A Model of Internal Knowledge Transfer," Journal of Consumer Research, 24 (December), 266-284.
48. _ and Deborah Roedder John (1997b), "The Emergence of Adaptive Decision Making in Children," Journal of Consumer Research, 24 (june), 43-56.
49. Gregory, Robin, Sarah Lichtenstein, and Paul Slovic (1993), "Valuing Environmental Resources: A Constructive Approach," Journal of Risk and Uncertainty, 7 (October), 177-197.
50. Grether, David M. and Charles R. Plott (1979), "Economic Theory of Choice and the Preference Reversal Phenomenon," American Economic Review, 69 (September), 623-638.
51. Hammond, Kenneth R. (1996), Human Judgment and Social Policy: Irreducible Uncertainty, Inevitable Error, Unavoidable Injustice, New York: Oxford University Press.
52. Hansen, Flemming (1972), Consumer Choice Behavior: A Cognitive Theory, New York: Free Press.
53. Hardie, Bruce G. S., Eric J. Johnson, and Peter S. Fader (1993), "Modeling Loss Aversion and Reference Dependence Effects on Brand Choice," Marketing Science, 12 (Fall), 378-394.
54. Heath, Timothy B. and Subimal Chatterjee (1995), "Asymmetric Decoy Effects on Lower-Quality versus Higher-Quality Brands: Meta-Analytic and Experimental Evidence," Journal of Consumer Research, 22 (December), 268-284.
55. Hoch, Stephen J. (1988), "Who Do We Know: Predicting the Interests and Opinions of the American Consumer," Journal of Consumer Research, 15 (December), 315-324.
56. _ and George F. Loewenstein (1991), "Time-Inconsistent Preferences and Consumer Self-Control," Journal of Consumer Research, 17 (March), 492-507.
57. Hogarth, Robin M. (1987), Judgement and Choice, 2d ed., New York: Wiley.
58. Howard, John A. and Jagdish N. Sheth (1969), The Theory of Buyer Behavior, Reading, MA: Addison-Wesley.
59. Huber, Joel and Noreen M. Klein (1991), "Adapting Cutoffs to the Choice Environment: The Effects of Attribute Correlation and Reliability," Journal of Consumer Research, 18 (December), 346-357.
60. _ and John M. McCann (1982), "The Impact of Inferential Beliefs on Product Evaluations," Journal of Marketing Research, 19 (August), 324-333.
61. _, John W. Payne, and Christopher P. Puto (1982), "Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis," Journal of Consumer Research, 9 (june), 90-98.
62. _ and Christopher P. Puto (1983), "Market Boundaries and Product Choice: Illustrating Attraction and Substitution Effects," Journal of Consumer Research, 10 (june), 31-44.
63. _, Dick R. Wittink, John A. Fiedler, and Richard Miller (1993), "The Effectiveness of Alternative Preference Elicitation Procedures in Predicting Choice," Journal of Marketing Research, 30 (February), 105-114.
64. Huffman, Cynthia and Michael J. Houston (1993), "Goal-Oriented Experiences and the Development of Knowledge," Journal of Consumer Research, 20 (September), 190-207.
65. Hutchinson, J. Wesley, Kalyan Raman, and Murali K. Mantrala (1994), "Finding Choice Alternatives in Memory: Probability Models of Brand Name Recall," Journal of Marketing Research, 31 (November), 441-461.
66. Isen, Alice M. (1997), "Positive Affect and Decision Making," in Research on Judgment and Decision Making: Currents, Connections, and Controversies, ed. William M. Goldstein and Robin M. Hogarth, Cambridge: Cambridge University Press, 509-534.
67. Jacoby, Jacob, James J. Jaccard, Imran Currim, Alfred Kuss, Asim Ansari, and Tracy Troutman (1994), "Tracing the Impact of Item-by-Item Information Accessing on Uncertainty Reduction," Journal of Consumer Research, 21 (September), 291-303.
68. _, Donald E. Speller, and Carol A. Kohn (1974a), "Brand Choice Behavior as a Function of Information Load," Journal of Marketing Research, 11 (February), 63-69.
69. _, Donald E. Speller, and Carol A. Kohn (1974b), "Brand Choice Behavior as a Function of Information Load: Replication and Extension," Journal of Consumer Research, 1 (june), 33-42.
70. Jarvenpaa, Sirkka L. (1989), "The Effect of Task Demands and Graphical Format on Information Processing Strategies," Management Science, 35 (March), 285-303.
71. John, Deborah Roedder and Ramnath Lakshmi-Ratan (1992), "Age Differences in Children's Choice Behavior: The Impact of Available Alternatives," Journal of Marketing Research, 29 (May), 216-226.
72. _ and John C. Whitney, Jr. (1986), "The Development of Consumer Knowledge in Children: A Cognitive Structure Approach," Journal of Consumer Research, 12 (March), 406-417.
73. Johnson, Eric J. and Robert J. Meyer (1984), "Compensatory Choice Models of Noncompensatory Processes: The Effect of Varying Context," Journal of Consumer Research, 11 (june), 528-541.
74. _, Robert J. Meyer, and Sanjoy Chose (1989), "When Choice Models Fail: Compensatory Representations in Negatively Correlated Environments," Journal of Marketing Research, 26 (August), 255-270.
75. _ and John W. Payne (1985), "Effort and Accuracy in Choice," Management Science, 31 (April), 394-414.
76. _, John W. Payne, and James R. Bettman (1988), "Information Displays and Preference Reversals," Organizational Behavior and Human Decision Processes, 42 (August), 1-21.
77. _ and J. Edward Russo (1984), "Product Familiarity and Learning New Information," Journal of Consumer Research, 11 (june), 542-550.
78. Johnson, Michael D. (1984), "Consumer Choice Strategies for Comparing Noncomparable Alternatives," Journal of Consumer Research, 11 (December), 741-753.
79. _ (1986), "Modeling Choice Strategies for Noncomparable Alternatives," Marketing Science, 5 (Winter), 37-54.
80. Johnson, Richard D. and Irwin P. Levin (1985), "More than Meets the Eye: The Effect of Missing Information on Purchase Evaluations," Journal of Consumer Research, 12 (September), 169-177.
81. Kahn, Barbara E. and Jonathan Baron (1995), "An Exploratory Study of Choice Rules Favored for High-Stakes Decisions," Journal of Consumer Psychology, 4 (4), 305-328.
82. Kahneman, Daniel (1973), Attention and Effort, Englewood Cliffs, NJ: Prentice-Hall.
83. _ (1994), "New Challenges to the Rationality Assumption," Journal of Institutional and Theoretical Economics, 150 (March), 18-36.
84. _ and Amos Tversky (1979), "Prospect Theory: An Analysis of Decision Making under Risk," Econometrica, 47 (March), 263-291.
85. _ and Amos Tversky (1984), "Choices, Values, and Frames," American Psychologist, 39 (April), 341-350.
86. Kardes, Frank R. and Gurumurthy Kalyanaram (1992), "Order-of-Entry Effects on Consumer Memory and Judgment: An Information Integration Perspective," Journal of Marketing Research, 29 (August), 343-357.
87. _, Gurumurthy Kalyanaram, Murali Chandrashekaran, and Ronald J. Dornoff (1993), "Brand Retrieval, Consideration Set Composition, Consumer Choice, and the Pioneering Advantage," Journal of Consumer Research, 20 (june), 62-75.
88. Keeney, Ralph L. and Howard Raiffa (1976), Decisions with Multiple Objectives: Preferences and Value Tradeoffs, New York: Wiley.
89. Keller, Kevin Lane and Richard Staelin (1987), "Effects of Quality and Quantity of Information on Decision Effectiveness," Journal of Consumer Research, 14 (September), 200-213.
90. _ and Richard Staelin (1989), "Assessing Biases in Measuring Decision Effectiveness and Information Overload," Journal of Consumer Research, 15 (March), 510-512.
91. Klein, Noreen M. and Manjit S. Yadav (1989), "Context Effects on Effort and Accuracy in Choice: An Inquiry into Adaptive Decision Making," Journal of Consumer Research, 15 (March), 411-421.
92. Kunda, Ziva (1990), "The Case for Motivated Reasoning," Psychological Bulletin, 108 (November), 480-498.
93. Lazarus, Richard S. (1991), "Progress on a Cognitive-Motivational-Relational Theory of Emotion," American Psychologist, 46 (August), 819-834.
94. Legrenzi, Paolo, Vittorio Girotto, and Philip N. Johnson-Laird (1993), "Focusing in Reasoning and Decision Making," Cognition, 49 (October-November), 37-66.
95. Levin, Irwin P. and Gary J. Gaeth (1988), "How Consumers Are Affected by the Framing of Attribute Information Before and After Consuming the Product," Journal of Consumer Research, 15 (December), 374-378.
96. Lucas, Robert E. Jr. (1986), "Adaptive Behavior and Economic Theory," Journal of Business, 59 (October, Part 2), S401-S426.
97. Luce, Mary Frances (1998), "Choosing to Avoid: Coping with Negatively Emotion-Laden Consumer Decisions," Journal of Consumer Research, 24 (March), 409-433.
98. _, James R. Bettman, and John W. Payne (1997), "Choice Processing in Emotionally Difficult Decisions," Journal of Experimental Psychology: Learning, Memory, and Cognition, 23 (March), 384-405.
99. _, John W. Payne, and James R. Bettman (1998), "Trade-Off Difficulty and Choice," working paper, Wharton School, University of Pennsylvania, Philadelphia, PA 19104.
100. Lynch, John G., Jr., Dipankar Chakravarti, and Anusree Mitra (1991), "Contrast Effects in Consumer Judgments: Changes in Mental Representations or in the Anchoring of Rating Scales?" Journal of Consumer Research, 18 (December), 284-297.
101. _. Howard Marmorstein, and Michael F. Weigold (1988), "Choices from Sets including Remembered Brands: Use of Recalled Attributes and Prior Overall Evaluations," Journal of Consumer Research, 15 (September), 169-184.
102. _ and Thomas K. Srull (1982), "Memory and Attentional Factors in Consumer Choice: Concepts and Research Methods," Journal of Consumer Research, 9 (june), 18-37.
103. Malhotra, Naresh K. (1982), "Information Load and Consumer Decision Making," Journal of Consumer Research, 8 (March), 419-430.
104. March, James G. (1978), "Bounded Rationality, Ambiguity, and the Engineering of Choice," Bell Journal of Economics, 9 (Autumn), 587-608.
105. McFadden, Daniel (1997), "Rationality for Economists," working paper, Department of Economics, University of California, Berkeley, CA 94720.
106. Mellers, Barbara A., Alan J. Schwartz, and Alan D. J. Cooke (1998), "Judgment and Decision Making," Annual Review of Psychology, 49, 447-477.
107. Meyer, Robert J. (1981), "A Model of Multiattribute Judgments under Attribute Uncertainty and Information Constraint," Journal of Marketing Research, 18 (November), 428-441.
108. _ and Eric J. Johnson (1989), "Information Overload and the Nonrobustness of Linear Models: A Comment on Keller and Staelin," Journal of Consumer Research, 15 (March), 498-503.
109. _ and Barbara E. Kahn (1991), "Probabilistic Models of Consumer Choice Behavior," in Handbook of Consumer Behavior, ed. Thomas S. Robertson and Harold H. Kassarjian, Englewood Cliffs, NJ: Prentice-Hall, 85-123.
110. Meyers-Levy, Joan and Alice M. Tybout (1989), "Schema Congruity as a Basis for Product Evaluation," Journal of Consumer Research, 16 (june), 39-54.
111. Mishra, Sanjay, U. N. Umesh, and Donald E. Stem, Jr. (1993), "Antecedents of the Attraction Effect: An Information-Processing Approach," Journal of Marketing Research, 30 (August), 331-349.
112. Montgomery, Henry (1983), "Decision Rules and the Search for a Dominance Structure: Towards a Process Model of Decision Making," in Analyzing and Aiding Decision Processes, ed. Patrick C. Humphreys et al., North Holland: Amsterdam, 343-369.
113. Mowen, John C. and James W. Gentry (1980), "Investigation of the Preference-Reversal Phenomenon in a New Product Introduction Task," Journal of Applied Psychology, 65 (December), 715-722.
114. Nedungadi, Prakash (1990), "Recall and Consumer Consideration Sets: Influencing Choice without Altering Brand Evaluations," Journal of Consumer Research, 17 (December), 263-276.
115. Nicosia, Francesco M. (1966), Consumer Decision Processes: Marketing and Advertising Implications, Englewood Cliffs, NJ: Prentice-Hall.
116. Nowlis, Stephen M. and Itamar Simonson (1997), "AttributeTask Compatibility as a Determinant of Consumer Preference Reversals," Journal of Marketing Research, 34 (May), 205-218.
117. Olshavsky, Richard W. (1979), "Task Complexity and Contingent Processing in Decision Making: A Replication and Extension," Organizational Behavior and Human Performance, 24 (December), 300-316.
118. Otnes, Cele, Tina M. Lowrey, and L. J. Shrum (1997), "Toward an Understanding of Consumer Ambivalence," Journal of Consumer Research, 24 (june), 80-93.
119. Payne, John W. (1976), "Task Complexity and Contingent Processing in Decision Making: An Information Search and Protocol Analysis," Organizational Behavior and Human Performance, 16 (August), 366-387.
120. _ (1982), "Contingent Decision Behavior," Psychological Bulletin, 92 (September), 382-402.
121. _, James R. Bettman, and Eric J. Johnson (1988), "Adaptive Strategy Selection in Decision Making," Journal of Experimental Psychology: Learning, Memory, and Cognition, 14 (July), 534-552.
122. _, James R. Bettman, and Eric J. Johnson (1992), "Behavioral Decision Research: A Constructive Processing Perspective," Annual Review of Psychology, 43, 87-131.
123. _, James R. Bettman, and Eric J. Johnson (1993), The Adaptive Decision Maker, Cambridge: Cambridge University Press.
124. _, James R. Bettman, and Mary Frances Luce (1996), "When Time Is Money: Decision Behavior under Opportunity-Cost Time Pressure," Organizational Behavior and Human Decision Processes, 66 (May), 131-152.
125. _, James R. Bettman, and David A. Schkade (1998), "Measuring Preferences in a Constructed World: Towards a Building Code," working paper, Fuqua School of Business, Duke University, Durham, NC 27708-0120.
126. Peracchio, Laura A. and Alice M. Tybout (1996), "The Moderating Role of Prior Knowledge in Schema-Based Product Evaluation," Journal of Consumer Research, 23 (December), 177-192.
127. Pieters, Rik, Luk Warlop, and Michel Hartog (1997), "The Effect of Time Pressure and Task Motivation on Visual Attention to Brands," in Advances in Consumer Research, Vol. 24, ed. Merrie Brucks and Deborah J. MacInnis, Provo, UT: Association for Consumer Research, 281-287.
128. Plott, Charles R. (1996), "Rational Individual Behavior in Markets and Social Choice Processes: The Discovered Preference Hypothesis," in The Rational Foundations of Economic Behavior, ed. Kenneth J. Arrow et al., New York: St. Martin's, 225-250.
129. Prelec, Drazen, Birger Wernerfelt, and Florian Zettelmeyer (1997), "The Role of Inference in Context Effects: Inferring What You Want from What Is Available," Journal of Consumer Research, 24 (june), 118-125.
130. Puto, Christopher P. (1987), "The Framing of Buying Decisions," Journal of Consumer Research, 14 (December), 301-315.
131. Ratneshwar, Srinivasan, Cornelia Pechmann, and Allan D. Shocker (1996), "Goal-Derived Categories and the Antecedents of Across-Category Consideration," Journal of Consumer Research, 23 (December), 240-250.
132. _, Allan D. Shocker, and David W. Stewart (1987), "Toward Understanding the Attraction Effect: The Implications of Product Stimulus Meaningfulness and Familiarity," Journal of Consumer Research, 13 (March), 520-533.
133. Read, Daniel and George Loewenstein (1995), "Diversification Bias: Explaining the Discrepancy in Variety between Combined and Separated Choices," Journal of Experimental Psychology: Applied, 1 (March), 34-49.
134. Richins, Marsha L. (1997), "Measuring Emotions in the Consumption Experience," Journal of Consumer Research, 24 (September), 127-146.
135. Roedder, Deborah L. (1981), "Age Differences in Children's Responses to Television Advertising: An Information-Processing Approach," Journal of Consumer Research, 8 (September), 144-153.
136. _, Brian Sternthal, and Bobby J. Calder (1983), "Attitude-Behavior Consistency in Children's Responses to Television Advertising," Journal of Marketing Research, 20 (November), 337-349.
137. Ross, William T., Jr. and Elizabeth H. Creyer (1992), "Making Inferences about Missing Information: The Effects of Existing Information," Journal of Consumer Research, 19 (june), 14-25.
138. Russo, J. Edward (1974), "More Information Is Better: A Reevaluation of Jacoby, Speller, and Kohn," Journal of Consumer Research, 1 (December), 68-72.
139. _ (1977), "The Value of Unit Price Information," Journal of Marketing Research, 14 (May), 193-201.
140. _ and Barbara A. Dosher (1983), "Strategies for Multiattribute Binary Choice," Journal of Experimental Psychology: Learning, Memory, and Cognition, 9 (October), 676-696.
141. _ and France Leclerc (1994), "An Eye-Fixation Analysis of Choice Processes for Consumer Nondurables," Journal of Consumer Research, 21 (September), 274-290.
142. _, Victoria Husted Medvec, and Margaret G. Meloy (1996), "The Distortion of Information during Decisions," Organizational Behavior and Human Decision Processes, 66 (April), 102-110.
143. _, Richard Staelin, Catherine A. Nolan, Gary J. Russell, and Barbara L. Metcalf (1986), "Nutrition Information in the Supermarket," Journal of Consumer Research, 13 (june), 48-70.
144. Schkade, David A. and John W. Payne (1994), "How People Respond to Contingent Valuation Questions: A Verbal Protocol Analysis of Willingness-to-Pay for an Environmental Regulation," Journal of Environmental Economics and Management, 26 (January), 88-109.
145. Sethuraman, Raj, Catherine Cole, and Dipak Jain (1994), "Analyzing the Effect of Information Format and Task on Cut-off Search Strategies," Journal of Consumer Psychology, 3 (2), 103-136.
146. Shafir, Eldar B., Daniel N. Osherson, and Edward E. Smith (1989), "An Advantage Model of Choice," Journal of Behavioral Decision Making, 2 (January-March), 1-23.
147. _, Daniel N. Osherson, and Edward E. Smith (1993), "The Advantage Model: A Comparative Theory of Evaluation and Choice under Risk," Organizational Behavior and Human Decision Processes, 55 (August), 325-378.
148. _, Itamar Simonson, and Amos Tversky (1993), "Reason-Based Choice," Cognition, 49 (October-November), 11-36.
149. Shiv, Baba, Julie A. Edell, and John W. Payne (1997), "Factors Affecting the Impact of Negatively and Positively Framed Ad Messages," Journal of Consumer Research, 24 (December), 285-294.
150. Shugan, Steven M. (1980), "The Cost of Thinking," Journal of Consumer Research, 7 (September), 99-111.
151. Simmons, Carolyn J., Barbara A. Bickart, and John G. Lynch, Jr. (1993), "Capturing and Creating Public Opinion in Survey Research," Journal of Consumer Research, 20 (September), 316-329.
152. _ and John G. Lynch, Jr. (1991), "Inference Effects without Inference Making? Effects of Missing Information on Discounting and Use of Presented Information," Journal of Consumer Research, 17 (March), 477-491.
153. Simon, Herbert A. (1955), "A Behavioral Model of Rational Choice," Quarterly Journal of Economics, 69 (February), 99-118.
154. _ (1990), "Invariants of Human Behavior," Annual Review of Psychology, 41, 1-19.
155. Simonson, Itamar (1989), "Choice Based on Reasons: The Case of Attraction and Compromise Effects," Journal of Consumer Research, 16 (September), 158-174.
156. _ (1990), "The Effect of Purchase Quantity and Timing on Variety-Seeking Behavior," Journal of Marketing Research, 27 (May), 150-162.
157. _ (1992), "The Influence of Anticipating Regret and Responsibility on Purchase Decisions," Journal of Consumer Research, 19 (June), 105-118.
158. _ and Amos Tversky (1992), "Choice in Context: Trade-off Contrast and Extremeness Aversion," Journal of Marketing Research, 29 (August), 281-295.
159. Slovic, Paul (1972), "From Shakespeare to Simon: Speculations - and Some Evidence - about Man's Ability to Process Information," Oregon Research Institute Bulletin, 12 (12).
160. _ (1995), "The Construction of Preference," American Psychologist, 50 (May), 364-371.
161. _, Dale Griffin, and Amos Tversky (1990), "Compatibility Effects in Judgment and Choice," in Insights in Decision Making: A Tribute to Hillel J. Einhorn, ed. Robin M. Hogarth, Chicago: University of Chicago Press, 5-27.
162. Stanovich, Keith E. and Richard F. West (1998), "Individual Differences in Rational Thought," Journal of Experimental Psychology: General, 127 (june), 161-188.
163. Sujan, Mita (1985), "Consumer Knowledge: Effects on Evaluation Strategies Mediating Consumer Judgments," Journal of Consumer Research, 12 (june), 16-31.
164. Summers, John O. (1974), "Less Information Is Better?" Journal of Marketing Research, 11 (November), 467-468.
165. Terry, Deborah J. (1994), "Determinants of Coping: The Role of Stable and Situational Factors," Journal of Personality and Social Psychology, 66 (May), 895-910.
166. Tetlock, Philip E. (1992), "The Impact of Accountability on Judgment and Choice: Toward a Social Contingency Model," in Advances in Experimental Social Psychology, Vol. 25, ed. Mark P. Zanna, San Diego, CA: Academic Press, 331-376.
167. _, Randall S. Peterson, and Jennifer S. Lerner (1996), "Revising the Value Pluralism Model: Incorporating Social Content and Context Postulates," in The Psychology of Values: The Ontario Symposium on Personality and Social Psychology, Vol. 8, ed. Clive Seligman et al., Mahwah, NJ: Erlbaum, 25-51.
168. Tversky, Amos (1969), "Intransitivity of Preferences," Psychological Review, 76 (January), 31-48.
169. _ (1972), "Elimination by Aspects: A Theory of Choice," Psychological Review, 79 (July), 281-299.
170. _ (1977), "Features of Similarity," Psychological Review, 84 (July), 327-352.
171. _ (1996), "Contrasting Rational and Psychological Principles of Choice," in Wise Choices: Decisions, Games, and Negotiations, ed. Richard J. Zeckhauser et al., Boston: Harvard Business School Press, 5-21.
172. _ and Daniel Kahneman (1981), "The Framing of Decisions and the Psychology of Choice," Science, 211 (January 30), 453-458.
173. _ and Daniel Kahneman (1988), "Rational Choice and the Framing of Decisions," in Decision Making: Descriptive, Normative, and Prescriptive Interactions, ed. David E. Bell et al., Cambridge: Cambridge University Press, 167-192.
174. _ and Daniel Kahneman (1991), "Loss Aversion in Riskless Choice: A Reference-Dependent Model," Quarterly Journal of Economics, 106 (November), 1039-1062.
175. _, Shmuel Sattath, and Paul Slovic (1988), "Contingent Weighting in Judgment and Choice," Psychological Review, 95 (July), 371-384.
176. _ and Eldar Shafir (1992), "Choice under Conflict: The Dynamics of Deferred Decisions," Psychological Science, 6 (November), 358-361.
177. _ and Itamar Simonson (1993), "Context-Dependent Preferences," Management Science, 39 (October), 1179-1189.
178. _, Paul Slovic, and Daniel Kahneman (1990), "The Determinants of Preference Reversal," American Economic Review, 80 (March), 204-217.
179. Weber, Elke U., William M. Goldstein, and Sema Barlas (1995), "And Let Us Not Forget Memory: The Role of Memory Processes and Techniques in the Study of Judgment and Choice," in Decision Making from a Cognitive Perspective, ed. Jerome Busemeyer et al., San Diego, CA: Academic Press, 33-81.
180. Wedell, Douglas H. (1991), "Distinguishing among Models of Contextually Induced Preference Reversals," Journal of Experimental Psychology: Learning, Memory, and Cognition, 17 (July), 767-778.
181. Wernerfelt, Berger (1995), "A Rational Reconstruction of the Compromise Effect," Journal of Consumer Research, 21 (March), 627-633.
182. Wertenbroch, Klaus (1998), "Segmentation and Pricing under Consumption Self-Control via Purchase Quantity Rationing," Marketing Science, 17 (4), in press.
183. West, Patricia M., Christina L. Brown, and Stephen J. Hoch (1996), "Consumption Vocabulary and Preference Formation," Journal of Consumer Research, 23 (September), 120-135.
184. Widing, Robert E., III and W. Wayne Talarzyk (1993), "Electronic Information Systems for Consumers: An Evaluation of Computer-Assisted Formats in Multiple Decision Environments," Journal of Marketing Research, 30 (May), 125-141.
185. Wilkie, William L. (1974), " Analysis of Effects of Information Load," Journal of Marketing Research, 11 (November), 462-466.
186. Wright, Peter L. (1974), "The Harassed Decision Maker: Time Pressures, Distractions, and the Use of Evidence," Journal of Applied Psychology, 59 (October), 555-561.
187. _ (1975), "Consumer Choice Strategies: Simplifying vs. Optimizing," Journal of Marketing Research, 11 (February), 60-67.
188. _ and Mary Ann Kriewall (1980), "State-of-Mind Effects on the Accuracy with Which Utility Functior s Predict Marketplace Choice," Journal of Marketing Research, 17 (August), 277-293.