Decision focus and consumer choice among assortments

Alexander Chernev*

*Corresponding author for this work

Research output: Contribution to journalArticle

102 Scopus citations

Abstract

This research examines an empirical paradox documented by prior research: when choosing among assortments, consumers opt for the variety offered by larger assortments; however, consumers often are less confident in choices made from larger rather than from smaller assortments. By implying that consumers cannot always accurately predict their need for variety, this preference inconsistency also raises the question of what factors influence consumers' tendency to overestimate their need for the flexibility offered by larger assortments. Building on the view of choice as a hierarchical decision process, this research posits that choice among assortments is a function of consumers' decision focus and, in particular, the degree to which the subsequent task of making a choice from the selected assortment is salient to consumers. The data from four experiments offer converging evidence for the moderating role of decision focus on choice among assortments.

Original languageEnglish (US)
Pages (from-to)50-59
Number of pages10
JournalJournal of Consumer Research
Volume33
Issue number1
DOIs
StatePublished - Jun 1 2006

ASJC Scopus subject areas

  • Business and International Management
  • Anthropology
  • Arts and Humanities (miscellaneous)
  • Economics and Econometrics
  • Marketing

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