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Article . 2018
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Journal of Behavioral Decision Making
Article . 2018 . Peer-reviewed
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The Attraction Effect in Experience‐based Decisions

Authors: Liat Hadar; Shai Danziger; Ralph Hertwig;

The Attraction Effect in Experience‐based Decisions

Abstract

AbstractPrevious demonstrations of the attraction effect were limited to explicitly described attribute values (including numerically indexed attributes, such as gambles' outcomes and their likelihoods, or perceptual attributes, such as rectangles' height and width). However, in many real‐life decisions, such as the choice of a preferred grocer, people decide based on their past experience with the options' attributes (e.g., the frequency and magnitude of product discounts over time). We examine whether the attraction effect extends from description‐based to experience‐based choice between gambles. Our results demonstrate that the attraction effect exists but is less prevalent in experience‐based than in description‐based choice. This is because the dominance relationship, necessary for the attraction effect to occur, is more difficult to recognize in experience‐based choice. Yet, when dominance is recognized, people may use it to guide difficult trade‐off choices. We discuss practical implications. Copyright © 2018 John Wiley & Sons, Ltd.

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    19
    popularity
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    Top 10%
    influence
    This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
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    impulse
    This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
19
Top 10%
Average
Top 10%
Green
bronze