 Deliberation does not make the attraction effect disappear: The role of induced cognitive reflectionPravesh Kumar Padamwar, Vinay Kumar Kalakbandi and Jagrook Dawra Journal of Business Research, 2023, vol. 154, issue C Abstract: The human brain is known to process information using fast and intuitive processing (System I) and deliberative or reflective processing (System II). Both these systems work simultaneously and complementarily to aid decision-making and preference construction. The attraction effect is a choice anomaly that occurs when consumer preference between two alternatives polarizes toward one of the alternatives upon the inclusion of a third (asymmetrically dominated) option. Past studies have shown that suppression of System II magnifies the attraction effect and, thereby, concluded that the attraction effect is a result of System I. In our experimental studies, contrary to these past studies, we find a robust attraction effect when the reflective processing (System II) is induced using a priming procedure. We rule out several possible alternative explanations of our findings and discuss potential research implications. Keywords: Context effect; Attraction effect; Decoy effect; Asymmetric dominance effect; Preference construction; Thinking style (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:154:y:2023:i:c:s0148296322008001 DOI: 10.1016/j.jbusres.2022.113335 Access Statistics for this article Journal of Business Research is currently edited by A. G. Woodside More articles in Journal of Business Research from Elsevier |
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