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dc.contributor.authorMishra, Sanjay
dc.contributor.authorUmesh, U. N.
dc.contributor.authorStem, Donald E., Jr.
dc.date.accessioned2015-05-15T20:22:38Z
dc.date.available2015-05-15T20:22:38Z
dc.date.issued1993-08
dc.identifier.citationMishra, Sanjay, U. N. Umesh, and Donald E. Stem. "Antecedents of the Attraction Effect: An Information-Processing Approach." Journal of Marketing Research 30.3 (1993): 331. Web.en_US
dc.identifier.urihttp://hdl.handle.net/1808/17776
dc.descriptionThis is the published version. Copyright 1993 American Marketing Association.en_US
dc.description.abstractMany researchers have demonstrated the existence of an attraction effect that increases the choice probability of an existing target brand by the introduction of a relatively inferior decoy brand. A causal model that links antecedent variables with the attraction effect is developed. It is found that the attraction effect is explained to a considerable extent by changes in the following 7 variables: 1. information relevance or stimulus meaningfulness, 2. product class knowledge, 3. task involvement, 4. perceived similarity between decoy and target, 5. relative brand preference, 6. share captured by decoy brand, and 7. perceived decoy popularity. The overall results were consistent across product classes studied, which included beer, cars, and television sets. The popularity explanation for attraction effect, alluded to by Huber, Payne, and Puto (1982), was tested and found to hold true.en_US
dc.publisherAmerican Marketing Associationen_US
dc.subjectStudiesen_US
dc.subjectProductsen_US
dc.subjectModelsen_US
dc.subjectMarket sharesen_US
dc.subjectMarket researchen_US
dc.subjectCorrelation analysisen_US
dc.subjectConsumer behavioren_US
dc.subjectBrand preferencesen_US
dc.titleAntecedents of the attraction effect: An information-processing approachen_US
dc.typeArticle
kusw.kuauthorMishra, Sanjay
kusw.kudepartmentSchool of Businessen_US
kusw.oaversionScholarly/refereed, publisher version
kusw.oapolicyThis item does not meet KU Open Access policy criteria.
dc.rights.accessrightsopenAccess


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