More Evidence Challenging the Robustness and Usefulness of the Attraction Effect

  title={More Evidence Challenging the Robustness and Usefulness of the Attraction Effect},
  author={Sybil S. Yang and Michael Lynn},
  journal={Journal of Marketing Research},
  pages={508 - 513}
Ninety-one attempts to produce an attraction effect (involving a total of 23 product classes and 73 different decoyed choice sets) produced only 11 reliable effects—significantly fewer than expected given the statistical power of the studies. Cross-scenario analyses indicated that the use of meaningful qualitative-verbal descriptions, as well as pictorial depictions, to differentiate choice options substantially reduced the size of those effects. Indeed, the authors found attraction effects at… 

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Context effects in similarity judgments.

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Inferiority, not similarity of the decoy to target, is what drives the transfer of attention underlying the attraction effect: Evidence from an eye-tracking study with real choices.

  • M. KrólM. Król
  • Psychology
    Journal of Neuroscience, Psychology, and Economics
  • 2019
18 Recent studies reported that the attraction effect, whereby inferior decoys cause choice reversals, 19 fails to replicate if the choice options are presented in a pictorial rather than abstract

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