nach oben

Erschienen in:

01.12.2008

Choice under restrictions

verfasst von: Simona Botti, Susan Broniarczyk, Gerald Häubl, Ron Hill, Yanliu Huang, Barbara Kahn, Praveen Kopalle, Donald Lehmann, Joe Urbany, Brian Wansink

Erschienen in: Marketing Letters | Ausgabe 3-4/2008

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config

KI-gestützte Suche

Aus

Abstract

Nearly every decision a person makes is restricted in some way. While we are painfully aware of some of these restrictions, others go largely undetected. This paper presents a conceptual framework for understanding how restrictions interact with situational and individual characteristics, as well as goals to influence behavior. Implications for overlooked research opportunities in choice modeling are presented and discussed.

Nächster Artikel Challenges and opportunities in high-dimensional choice data analyses

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

über 102.000 Bücher
über 537 Zeitschriften

aus folgenden Fachgebieten:

Automobil + Motoren
Bauwesen + Immobilien
Business IT + Informatik
Elektrotechnik + Elektronik
Energie + Nachhaltigkeit
Finance + Banking
Management + Führung
Marketing + Vertrieb
Maschinenbau + Werkstoffe
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

über 67.000 Bücher
über 340 Zeitschriften

aus folgenden Fachgebieten:

Bauwesen + Immobilien
Business IT + Informatik
Finance + Banking
Management + Führung
Marketing + Vertrieb
Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Adams, J. G. U. (1985). Risk and freedom—The record of road safety regulations. Nottingham: Bottesford.

Anderson, J. C., Narus, J. A., & van Rossum, W. (2006). Customer value propositions in business market. Harvard Business Review, 84(3), 90–99.

Andreasen, A. R. (1975). The disadvantaged consumer. New York: Free.

Andrews, R. L., & Srinivasan, T. C. (1995). Studying consideration effects in empirical choice models using scanner panel data. Journal of Marketing Research, 32, 30–41 (February).CrossRef

Baker, S. M., & Kaufman-Scarborough, C. (2001). Marketing and public accomodation: A retrospective on title III of the Americans with disabilities act. Journal of Public Policy & Marketing, 20(2), 297–304.CrossRef

Baker, S. M., Gentry, J. W., & Rittenburg, T. I. (2005). Building understanding of the domain of consumer vulnerability. Journal of Macromarketing, 25, 128–139 (December).CrossRef

Bem, D. J. (1967). Self-perception: An alternative interpretation of cognitive dissonance phenomena. Psychological Review, 74(3), 183–200.CrossRef

Boatwright, P., & Nunes, J. C. (2001). Reducing assortment: An attribute-based approach. Journal of Marketing, 65, 50–63 (July).CrossRef

Boatwright, P., & Nunes, J. C. (2004). Correction note for ‘Reducing Assortment: An Attribute-Based Approach’. Journal of Marketing, 68, 50–63 (July).

Botti, S., & Iyengar, S. S. (2004). The psychological pleasure and pain of choosing: When people prefer choosing at the cost of subsequent satisfaction. Journal of Personality and Social Psychology, 87(3), 312–326.CrossRef

Botti, S., & McGill, A. L. (2006). When choosing is not deciding: The effect of perceived responsibility on satisfaction. Journal of Consumer Research, 33, 211–219 (September).CrossRef

Bower, J. L., & Gilbert, C. G. (2007). How managers’ everyday decisions create or destroy your company’s strategy. Harvard Business Review, 85(2), 72–79.

Brehm, J. (1966). A theory of psychological reactance. New York: Academic.

Brock, T. C. (1968). Implications of commodity theory for value change. In A. Greenwald, T. C. Brock, & T. Ostrom (Eds.), Psychological foundations of attitudes (pp. 243–275). New York: Academic.

Broniarczyk, S. M. (2008). Product assortment. In C. Haugtvedt, P. Herr, & F. Kardes (Eds.), Handbook of consumer psychology (pp. 755–779). New Jersey: Lawrence Erlbaum Chapter 30.

Broniarczyk, S. M., Hoyer, W. D., & McAlister, L. M. (1998). Consumers’ perceptions of the assortment offered in a grocery category: The impact of item reduction. Journal of Marketing Research, 35, 166–177 (May).CrossRef

Brown, C., & Feinberg, F. (2002). How does choice affect evaluations? Advances in Consumer Research, 29, 331–332.

Carmon, Z., Wertenbroch, K., & Zeelenberg, M. (2003). Option attachment: When deliberating makes choosing feel like losing. Journal of Consumer Research, 30, 15–29 (June).CrossRef

Chandon, P., & Wansink, B. (2007). Obesity and the calorie underestimation bias: A psychophysical model of fast-food meal size estimation. Journal of Marketing Research, 44, 84–99 (February).CrossRef

Chernev, A. (2003). When more is less and less is more: The role of ideal point availability and assortment in consumer choice. Journal of Consumer Research, 30, 170–183 (September).CrossRef

Chernev, A. (2005). Feature complementarity choice. Journal of Consumer Research, 31, 348–359 (March).CrossRef

Deci, E. L., & Ryan, R. M. (1985). The general causality orientations scale: Self-determination in personality. Journal of Research in Personality, 19(2), 109–134.CrossRef

Dréze, X., Hoch, S. J., & Purk, M. E. (1994). Shelf management and space elasticity. Journal of Retailing, 70(4), 301–326.CrossRef

Farquhar, P. H., & Pratkanis, A. R. (1987). Phantom choices: The effects of unavailable alternatives on decision making, technical Report 87–2. Pittsburgh: Carnegie Mellon University.

Festinger, L. (1957). A theory of cognitive dissonance. Evanston, IL: Row, Peterson.

Fitzsimons, G. (2000). Consumer response to stockouts. Journal of Consumer Research, 27(2), 249–266.CrossRef

Fitzsimons, G., & Lehmann, D. R. (2004). Reactance to recommendations: When unsolicited advice yields contrary responses. Marketing Science, 23(1), 82–94.CrossRef

Gourville, J. T., & Soman, D. (2005). Overchoice and assortment type: When and why variety backfires. Marketing Science, 24(3), 382–395.CrossRef

Harris, A.-M., Henderson, G. R., & Williams, J. D. (2005). Courting customers: Assessing consumer racial profiling and other marketplace discrimination. Journal of Public Policy & Marketing, 24(1), 163–171.CrossRef

Häubl, G., Dellaert, B., & Usta, M. (2007). Ironic effects of personalized product recommendations on subjective consumer decision outcomes. Working Paper.

Häubl, G., & Murray, K. B. (2003). Preference construction and persistence in digital marketplaces: The role of electronic recommendation agents. Journal of Consumer Psychology, 13(1&2), 75–91.CrossRef

Häubl, G., & Murray, K. B. (2006). Double agents: Assessing the role of electronic product-recommendation systems. Sloan Management Review, 47(3), 8–12.

Häubl, G., & Trifts, V. (2000). Consumer decision making in online shopping environments: The effects of interactive decision aids. Marketing Science, 19(1), 4–21.CrossRef

Healy, M., & Iles, J. (2002). The establishment and enforcement of codes. Journal of Business Ethics, 39, 117–124.CrossRef

Higgins, E. T. (1998). Promotion and prevention: Regulatory focus as a motivational principle. In M. P. Zanna (Ed.), Advances in experimental social psychology (pp. 1–46). New York: Freeman.

Hill, R. P., & Stamey, M. (1990). The homeless in America: An examination of possessions and consumption behaviors. Journal of Consumer Research, 17, 303–321 (December).CrossRef

Hirschman, E. C., & Hill, R. P. (2000). On human commoditization and resistance: A model based upon Buchenwald Concentration Camp. Psychology & Marketing, 17(6), 469–491.CrossRef

Iyengar, S. S., & Lepper, M. R. (2000). When choice is demotivating: Can one desire too much of a good thing? Journal of Personality and Social Psychology, 79(6), 995–1006.CrossRef

Iyengar, S., & Lepper, M. R. (2002). Choices and its consequences: On the costs and benefits of self-determination. In A. Tesser (Ed.), Self and motivation: Emerging psychological perspectives (pp. 71–96). Washington, DC: American Psychological Association.CrossRef

Kahn, B. E., & Baron, J. (1995). An exploratory study of choice rules favored for high-stakes decisions. Journal of Consumer Psychology, 4(4), 305–328.CrossRef

Kahn, B. E., & Lehmann, D. R. (1991). Modeling choice among assortment. Journal of Retailing, 67, 274–299.

Kahn, B. E., & Wansink, B. (2004). The influence of assortment structure on perceived variety and consumption quantities. Journal of Consumer Research, 30, 519–533 (March).CrossRef

Kelley, H. H. (1967). Attribution theory in social psychology. In D. Levine (Ed.), Nebraska symposium on motivation (vol. 15, pp. 192–240). Lincoln: University of Nebraska Press.

Kivetz, R., & Simonson, I. (2002). Earning the right to indulge: Effort as a determinant of customer preferences towards frequency program rewards. Journal of Marketing Research, 39, 155–170 (May).CrossRef

Kivetz, R., Urminsky, O., & Zheng, Y. (2006). The goal-gradient hypothesis resurrected: Purchase acceleration, illusionary goal progress, and customer retention. Journal of Marketing Research, 43, 39–58 (February).CrossRef

Klemperer, P. (1987). Markets with consumer switching costs. The Quarterly Journal of Economics, 102(2), 375–394.CrossRef

Klemperer, P. (1995). Competition when consumers have switching costs: An overview with applications to industrial organization, macroeconomics, and international trade. Review of Economic Studies, 62(4), 515–539.CrossRef

Langer, E. J. (1975). The illusion of control. Journal of Personality and Social Psychology, 32(2), 311–328.CrossRef

Langer, E. J., & Rodin, J. (1976). The effects of choice and enhanced personal responsibility for the aged: A field experiment in an institutional setting. Journal of Personality and Social Psychology, 34, 191–198.CrossRef

Liberman, N., & Trope, Y. (1998). The role of feasibility and desirability considerations in near and distant future decisions: A test of temporal construal theory. Journal of Personality and Social Psychology, 75(1), 5–18.CrossRef

Lynn, M. (1991). Scarcity effects on value: A quantitative review of the commodity theory literature. Psychology and Marketing, 8, 43–57.CrossRef

Lynn, M. (1992). Scarcity’s enhancement of desirability: The role of naïve economic theories. Basic and Applied Social Psychology, 13, 67–78.CrossRef

Malhotra, N. K. (1982). Information load and consumer decision making. Journal of Consumer Research, 8, 419–430 (March).CrossRef

Morales, A. C., Kahn, B. E., McAlister, L., & Broniarczyk, S. M. (2005). Perception of assortment variety: The effects of congruency between consumers’ internal and retailers’ external organization. Journal of Retailing, 81(2), 159–169.CrossRef

Murray, K., & Häubl, G. (2007). Explaining cognitive lock-in: The role of skill-based habits of use in consumer choice. Journal of Consumer Research, 34, 77–88 (June).CrossRef

Nunes, J. C., & Drèze, X. (2006). The endowed progress effect: How artificial advancement increases effort. Journal of Consumer Research, 32, 504–512 (March).CrossRef

Ozanne, J., Hill, R. P., & Wright, N. (1998). Juvenile delinquents’ use of consumption as cultural resistance: Implications for juvenile reform programs and public policy. Journal of Public Policy & Marketing, 17, 185–196 (Fall).

Pham, M., & Avnet, T. (2004). Ideals and oughts and the reliance on affect versus substance in persuasion. Journal of Consumer Research, 30, 503–518 (March).CrossRef

Peppers, D., & Rogers, M. (1997). Enterprise one-to-one: Tools for competing in the interactive age. New York, NY: Doubleday.

Pratkanis, A. R., & Farquhar, P. H. (1992). A brief history of research on phantom alternatives: Evidence for seven empirical generalizations about phantoms. Basic and Applied Social Psychology, 13(0), 103–122.CrossRef

Ratner, R. K., Kahn, B. E., & Kahneman, D. (1999). Choosing less preferred experiences for the sake of variety. Journal of Consumer Research, 26, 1–15 (June).CrossRef

Roberts, J. H., & Lattin, J. M. (1991). Development and testing of a model of consideration set composition. Journal of Marketing Research, 28, 429–440 (November).CrossRef

Schwartz, B. (2004). The paradox of choice: Why more is less. New York: HarperCollins.

Seligman, M. E. P. (1975). Helplessness: On depression, development, and death. San Francisco, CA: Freeman.

Shugan, S. M. (1980). The cost of thinking. Journal of Consumer Research, 7, 99–111 (September).CrossRef

Siddarth, S., Bucklin, R. E., & Morrison, D. G. (1995). Making the cut: Modeling and analyzing choice set restriction in scanner panel date. Journal of Marketing Research, 32, 255–266 (August).CrossRef

Simon, H. A. (1957). Models of man: Social and rational. New York: Wiley.

Strahilevitz, M., & Myers, J. G. (1998). Donations to charity as purchase incentives: How well they work may depend on what you are trying to sell. Journal of Consumer Research, 24, 434–446 (March).CrossRef

Szrek, H., & Baron, J. (2007). The value of choice in insurance purchasing. Journal of Economic Psychology, 28(5) 529–544.

Taylor, S. E. (1979). Hospital patient behavior: Reactance, helplessness, or control? Journal of Social Issues, 35, 156–184.CrossRef

Thaler, R. (1985). Mental accounting and consumer choice. Marketing Science, 4, 199–214 (Summer).

Thaler, R. H., & Sunstein, C. R. (2003). Libertarian paternalism. American Economic Review, 93(2), 175–179 May 2003 (Papers and Proceedings).CrossRef

Thomas, G. P., & Soldow, G. F. (1988). A rules-based approach to competitive interaction. Journal of Marketing, 52, 63–74 (April).CrossRef

Tversky, A., & Kahneman, D. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47, 263–292 (March).CrossRef

Tyler, T. R., & Blader, S. (2006). Can businesses effectively regulate employee conduct? The antecedents of rule following in work settings. American Management Journal, 48, 1143–1158.

Urbany, J. E. (2005). Inspiration and cynicism in values statements. Journal of Business Ethics, 62, 169–182 (December).CrossRef

Verhallen, T. M. M. (1982). Scarcity and consumer choice behavior. Journal of Economic Psychology, 2, 299–322.CrossRef

Verhallen, T. M. M., & Robben, H. S. J. (1995). Unavailability and the evaluation of goods. Kyklos: International Review for Social Sciences, 48(3), 369–385.CrossRef

Wansink, B. (2006a). Mindless eating: Why we eat more than we think. New York: Bantam-Dell.

Wansink, B. (2006b). Nutritional gatekeepers and the 72% solution. Journal of the American Dietetic Association, 106(9), 1324–1326 (September).CrossRef

Wansink, B., & Chandon, P. (2006). Can low-fat nutrition labels lead to obesity? Journal of Marketing Research, 43(3), 605–617 (November).CrossRef

Wertenbroch, K. (1998). Consumption self-control by rationing purchase quantities of virtue and vice. Marketing Science, 17(4), 317–337.CrossRef

Wong, P. T., Welner, B. (1981). When people ask ‘why’ questions, and the heuristics of attributional search. Journal of Personality and Social Psychology, 40(4), 650–663.CrossRef

Titel: Choice under restrictions
verfasst von: Simona Botti
Susan Broniarczyk
Gerald Häubl
Ron Hill
Yanliu Huang
Barbara Kahn
Praveen Kopalle
Donald Lehmann
Joe Urbany
Brian Wansink
Publikationsdatum: 01.12.2008
Verlag: Springer US
Erschienen in: Marketing Letters / Ausgabe 3-4/2008
Print ISSN: 0923-0645
Elektronische ISSN: 1573-059X
DOI: https://doi.org/10.1007/s11002-008-9035-4

Springer Professional

Abstract

Bitte loggen Sie sich ein, um Zugang zu Ihrer Lizenz zu erhalten.

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Springer Professional "Wirtschaft"

Weitere Artikel der Ausgabe 3-4/2008

Sequential sampling models of choice: Some recent advances

Challenges and opportunities in high-dimensional choice data analyses

Behavioral frontiers in choice modeling

Towards a brain-to-society systems model of individual choice

Competition between auctions

Decision making and brand choice by older consumers