Effect propensity

Organizational Behavior and Human Decision Processes

Volumn 95, Issue 2, 2004, Pages 156-174

  Simonson, Itamar ^a   Kramer, Thomas ^b   Young, Maia J ^a  

^a STANFORD UNIVERSITY   (United States)

^b CITY UNIVERSITY OF NEW YORK   (United States)

Author keywords

Ceiling effect; Choice; Controls; Effect propensity

Indexed keywords

EID: 8144227579     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.obhdp.2004.07.001     Document Type: Article

References (66)

1. D.E. Bell Regret in decision making under uncertainty Operations Research 30 1982 961-981
2. H. Ben Zur & S.J. Breznitz The effect of time pressure on risky choice behavior Acta Psychologica 47 1981 89-104
3. J.R. Bettman An information processing theory of consumer choice 1979 Addison-Wesley Reading, MA
4. J.R. Bettman A functional analysis of the role of overall evaluation of alternatives in choice processes In A. Mitchell (Ed.) Advances in consumer research Vol. 9 1982 Association for Consumer Research Ann Arbor, MI 87-93
5. R.S. Billings & L.L. Scherer The effects of response mode and importance on decision-making strategies: Judgment versus choice Organizational Behavior and Human Decision Processes 41 1988 1-19
6. R.C. Blattberg & S.A. Neslin Sales promotion: Concepts, methods, and strategies 1990 Prentice-Hall Englewood Cliffs, NJ
7. R.C. Blattberg & K.J. Wisniewski Price-induced patterns of competition Marketing Science 8 1989 291-309
8. J.W. Brehm A theory of psychological reactance 1966 Academic Press New York
9. J.S. Bruner J.J. Goodnow & G.A. Austin A study of thinking 1956 Wiley Oxford, England
10. A. Campbell P.E. Converse W.E. Miller & D.E. Stokes The American voter 1960 University of Chicago Press Chicago, IL
11. D.T. Campbell & D.W. Fiske Convergent and discriminant validation by the multitrait-multimethod matrix Psychological Bulletin 56 1959 81-105
12. R.B. Cialdini & M.R. Trost Social influence: Social norms, conformity and compliance In T.D. Gilbert S.T. Fiske & G. Lindzey (Eds.) 4th ed. The handbook of social psychology Vol. 2 1998 McGraw-Hill New York 151-192
13. M. Deutsch & H.B. Gerard A study of normative and informational social influences upon individual behavior Journal of Abnormal and Social Psychology 51 1955 629-636
14. R. Dhar & S.M. Nowlis The effect of time pressure on consumer choice deferral Journal of Consumer Research 25 1999 369-384
15. R. Dhar & I. Simonson The effect of forced choice on choice Journal of Marketing Research 40 2003 146-161
16. A. Drolet & M.F Luce The rationalizing effects of cognitive load on emotion-based trade-off avoidance Journal of Consumer Research 31 2004 63-67
17. A. Drolet I. Simonson & A. Tversky Indifference curves that travel with the choice set Marketing Letters 11 2000 199-209
18. T. Gilovich & V.H. Medvec The temporal pattern to the experience of regret Journal of Personality and Social Psychology 67 1994 357-365
19. T. Gilovich & V.H. Medvec The experience of regret: What, when, and why Psychological Review 102 1995 379-395
20. R. Grover & V. Srinivasan Evaluating the multiple effects of retail promotions on brand loyal and brand switching segments Journal of Marketing Research 29 1992 76-90
21. T.B. Heath & S. Chatterjee Asymmetric decoy effects on lower-quality versus higher-quality brands: Meta-analytic and experimental evidence Journal of Consumer Research 22 1995 268-284
22. T.B. Heath G. Ryu S. Chatterjee M.S. McCarthy D.L. Mothersbaugh S. Milberg & G.J. Gaeth Asymmetric competition in choice and the leveraging of competitive disadvantages Journal of Consumer Research 27 1999 291-308
23. J. Huber J.W. Payne C. Puto Adding asymmetrically dominated alternatives: Violations of regularity and the similarity hypothesis Journal of Consumer Research 9 1982 90-98
24. J. Huber & C. Puto Market boundaries and product choice: Illustrating attraction and substitution effects Journal of Consumer Research 10 1983 31-41
25. D. Kahneman & D.T. Miller Norm theory: Comparing reality to its alternatives Psychological Review 93 1986 136-153
26. P.A. Kowert M.G. Hermann Who takes risks? Journal of Conflict Resolution 41 1997 611-638
27. K. Krehbiel Pivotal politics: A theory of US lawmaking 1998 University of Chicago Press Chicago, IL
28. J.S. Lerner & P.E. Tetlock Accounting for the effects of accountability Psychological Bulletin 125 1999 255-275
29. N. Liberman L.C. Idson C.J. Camacho & E.T. Higgins Promotion and prevention choices between stability and change Journal of Personality and Social Psychology 77 1999 1135-1145
30. G. Loewenstein & D. Prelec Preferences for sequences of outcomes Psychological Review 100 1993 91-107
31. M.F. Luce Choosing to avoid: Coping with negatively-laden consumer decision Journal of Consumer Research 24 1998 409-433
32. M.F. Luce J.R. Bettman & J.W. Payne Choice processing in emotionally difficult decisions Journal of Experimental Social Psychology: Learning, Memory, and Cognition 23 1997 384-405
33. M.F. Luce J.R. Bettman & J.W. Payne Emotional decisions: Tradeoff difficulty and coping in consumer choice Monograph of the Journal of Consumer Research 1 2001 1-209
34. J.G. Lynch On the external validity of experiments in consumer research Journal of Consumer Research 9 1982 225-239
35. K.R. MacCrimmon & D.A. Wehrung Taking risks: The management of uncertainty 1986 The Free Press New York
36. R.R. McCrae & O.P. John An introduction to the five-factor model and its applications Journal of Personality 60 1992 175-215
37. R. Nisbett & T. Wilson Telling more than we can know: Verbal reports on mental processes Psychological Review 84 1977 231-259
38. S.M. Nowlis & I. Simonson Attribute-task compatibility as a determinant of consumer preference reversals Journal of Marketing Research 34 1997 205-218
39. S.M. Nowlis & I. Simonson Sales promotions and the choice context as competing influences on consumer decision making Journal of Consumer Psychology 9 2000 1-16
40. J.W. Payne J.R. Bettman & E.J. Johnson Behavioral decision research: A constructive processing perspective Annual Review of Psychology 43 1992 87-131
41. J.W. Payne J.R. Bettman & E.J. Johnson The adaptive decision maker 1993 Cambridge New York
42. R.E. Petty & J.T. Cacioppo Involvement and persuasion: Tradition versus integration Psychological Bulletin 107 1990 367-374
43. D. Read G. Antonides L. van den Ouden & H. Trienekens Which is better: Simultaneous or sequential choice? Organizational Behavior and Human Decision Processes 84 2001 54-70
44. I. Ritov Probability of regret: Anticipation of uncertainty resolution in choice Organizational Behavior and Human Decision Processes 66 1996 228-236
45. I. Ritov & J. Baron Status-quo and omission biases Journal of Risk and Uncertainty 5 1992 49-61
46. W.T. Ross & I. Simonson Evaluations of pairs of experiences: A preference for happy endings Journal of Behavioral Decision Making 4 1991 273-282
47. M.D. Sagristano Y. Trope & N. Liberman Time-dependent gambling: Odds now, money later Journal of Experimental Psychology: General 131 2002 364-376
48. W. Samuelson R. Zeckhauser Status-quo bias in decision making Journal of Risk and Uncertainty 1 1988 7-59
49. J.J. Seta T. McElroy & C.E. Seta To do or not to do: Desirability and consistency mediate judgments of regret Journal of Personality and Social Psychology 80 2001 861-870
50. E. Shafir A. Diamond & A. Tversky Money illusion The Quarterly Journal of Economics 112 1997 341-374
51. H.A. Simon Models of bounded rationality 1982 MIT Press Cambridge, MA
52. I. Simonson Choice based on reasons: The case of attraction and compromise effects Journal of Consumer Research 16 1989 158-174
53. I. Simonson The effect of purchase quantity and timing on variety-seeking behavior Journal of Marketing Research 27 1990 150-162
54. I. Simonson The influence of anticipating regret and responsibility on purchase decisions Journal of Consumer Research 19 1992 105-188
55. I. Simonson & S.M. Nowlis The role of explanations and need for uniqueness in consumer decision making: Unconventional choices based on reasons Journal of Consumer Research 27 2000 49-68
56. I. Simonson S.M. Nowlis & Y. Simonson The effect of irrelevant preference arguments on consumer choice Journal of Consumer Psychology 2 1993 287-306
57. I. Simonson & A. Tversky Choice in context: Tradeoff contrast and extremeness aversion Journal of Marketing Research 29 1992 281-295
58. V. Srinivasan & R. Sethuraman The asymmetric share effect: An empirical generalization on absolute cross-price effects Marketing Science 18 1999 23-41
59. P.E. Tetlock The impact of accountability on judgment and choice: Toward a social contingency model In M.P. Zanna (Ed.) Advances in experimental social psychology Vol. 25 1992 Academic Press, New York 331-376
60. C.A. Varey D. Kahneman Experiences extended across time: Evaluation of moments and episodes Journal of Behavioral Decision Making 5 1992 169-185
61. A. Ward & T. Mann Don't mind if I do: Disinhibited eating under cognitive load Journal of Personality and Social Psychology 78 2000 753-763
62. E. Weber & R.A. Milliman Relating risk perception to risky choice Management Science 43 1997 123-145
63. T.D. Wilson & J.W. Schooler Thinking too much: Introspection can reduce the quality of preferences and decisions Journal of Personality and Social Psychology 60 1991 181-192
64. P. Wright The harassed decision maker: Time pressures, distractions, and the use of evidence Journal of Applied Psychology 59 1974 555-561
65. J. Zaichkowsky Measuring the involvement construct Journal of Consumer Research 12 1985 341-352
66. M. Zuckerman & D.M. Kuhlman Personality and risk taking: Common biosocial factors Journal of Personality 68 2000 999-1030