Economics at your fingertips  

Knowledge, Information Mode, and the Attraction Effect

Sankar Sen

Journal of Consumer Research, 1998, vol. 25, issue 1, 64-77

Abstract: This article focuses on the complex role of category knowledge in context effects by examining how knowledge interacts with the mode of information presentation (verbal vs. numerical) to moderate the magnitude of the attraction effect. On the basis of Chakravarti and Lynch's framework for understanding context effects and prior research on consumer knowledge we delineate two distinct influences of knowledge on the choice process and demonstrate that the moderating influence of knowledge on the attraction effect varies with the information mode. When the choice set information is presented numerically, greater category knowledge attenuates the attraction effect, but when information is presented verbally, greater knowledge actually increases the size of the attraction effect. The implications of these findings for the role of knowledge in consumer context effects are discussed. Copyright 1998 by the University of Chicago.

Date: 1998
References: Add references at CitEc
Citations: View citations in EconPapers (14) Track citations by RSS feed

Downloads: (external link) (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link:

Access Statistics for this article

More articles in Journal of Consumer Research from Oxford University Press
Bibliographic data for series maintained by Oxford University Press ().

Page updated 2021-06-15
Handle: RePEc:oup:jconrs:v:25:y:1998:i:1:p:64-77