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When and how does decoy effect work? The roles of salience and risk aversion in the consumer decision-making process
16 references·2 citing·47 second hop
When and how does decoy effect work? The roles of salience and risk aversion in the consumer decision-making process (2023)When and how does decoy effect work? The …The Limits of Attraction (2014)The Limits of AttractionSalience and Consumer Choice (2013)Salience and Consumer ChoiceCompetition for Attention (2013)Competition for AttentionSalience Theory of Choice Under Risk (2012)Salience Theory of Choice Und…A Model of Focusing in Economic Choice* (2012)A Model of Focusing in Econom…Before you make that big decision... (2011)Before you make that big deci…The Role of Identity Salience in the Effects of Corporate Social Responsibility on Consumer Behavior (2008)The Role of Identity Salience…Risk Aversion and Incentive Effects (2002)Risk Aversion and Incentive E…The Moderating Effect of Perceived Risk on Consumers' Evaluations of Product Incongruity: Preference for the Norm: Table 1 (2001)The Moderating Effect of Perc…Asymmetric Decoy Effects on Lower-Quality Versus Higher-Quality Brands: Meta-Analytic and Experimental Evidence (1995)Asymmetric Decoy Effects on L…A Model of Perceived Risk and Intended Risk-Handling Activity (1994)A Model of Perceived Risk and…Modeling Loss Aversion and Reference Dependence Effects on Brand Choice (1993)Modeling Loss Aversion and Re…Antecedents of the Attraction Effect: An Information-Processing Approach (1993)Antecedents of the Attraction…Choice in Context: Tradeoff Contrast and Extremeness Aversion (1992)Choice in Context: Tradeoff C…Toward Understanding the Attraction Effect: The Implications of Product Stimulus Meaningfulness and Familiarity (1987)Toward Understanding the Attr…Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis (1982)Adding Asymmetrically Dominat…Purchasing Decisions with Reference Points and Prospect Theory in the Metaverse (2025)Purchasing Decisions with Ref…Consumer decision-making processes in digital environments—A psychological perspective (2024)Consumer decision-making proc…Dimensions of Consumer Expertise (1987)Anomalies: The Endowment Effect, Loss Aversion, and Status Quo Bias (1991)Loss Aversion in Riskless Choice: A Reference-Dependent Model (1991)Psychology and Economics (1997)Constructive Consumer Choice Processes (1998)Maximizing versus satisficing: Happiness is a matter of choice. (2002)Evaluating Structural Equation Models with Unobservable Variables and Measurement Error (1981)On the Evaluation of Structural Equation Models (1988)The Social Identity Theory of Intergroup Behavior (2004)Corporate Social Responsibility and Employee–Company Identification (2010)How can corporate social responsibility activities create value for stakeholders? A systematic review (2010)CSR and customer loyalty: The roles of trust, customer identification with the company and satisfaction (2013)Individual Choice Behavior (1962)Conditional logit analysis of qualitative choice behavior (1972)Elimination by aspects: A theory of choice. (1972)Adaptive strategy selection in decision making. (1988)Choice Based on Reasons: The Case of Attraction and Compromise Effects (1989)The Adaptive Decision Maker (1993)The Adaptive Decision Maker (1994)The effects of perceived risk and technology type on users’ acceptance of technologies (2007)An exploration of consumer resistance to innovation and its antecedents (2009)Risk, uncertainty and the theory of planned behavior: A tourism example (2009)Prospect Theory: An Analysis of Decision under Risk (1979)The Framing of Decisions and the Psychology of Choice (1981)Prospect theory: An analysis of decision under risk (1988)Thirty Years of Prospect Theory in Economics: A Review and Assessment (2013)Do Investors Value Sustainability? A Natural Experiment Examining Ranking and Fund Flows (2017)Human Decisions and Machine Predictions (2017)Judgment under Uncertainty: Heuristics and Biases (1975)Judgment Under Uncertainty: Heuristics and Biases. (1984)Consumer Acceptance of Electronic Commerce: Integrating Trust and Risk with the Technology Acceptance Model (2003)Predicting e-services adoption: a perceived risk facets perspective (2003)Internet Users' Information Privacy Concerns (IUIPC): The Construct, the Scale, and a Causal Model (2004)Choices, values, and frames. (1984)A Sparsity-Based Model of Bounded Rationality * (2014)Getting to the Top of Mind: How Reminders Increase Saving (2016)Risk Aversion in the Small and in the Large (1964)Risk Aversion in the Small and in the Large (1976)Oxytocin increases trust in humans (2005)Gender Differences in Preferences (2009)INDIVIDUAL RISK ATTITUDES: MEASUREMENT, DETERMINANTS, AND BEHAVIORAL CONSEQUENCES (2011)SERVQUAL: review, critique, research agenda (1996)Consumer Choice between Hedonic and Utilitarian Goods (2000)The Neural Basis of Loss Aversion in Decision-Making Under Risk (2007)Behavioral inattention (2018)The Welfare Effects of Nudges: A Case Study of Energy Use Social Comparisons (2019)Memory, Attention, and Choice* (2020)
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References

  • 2002Risk Aversion and Incentive Effects5,973 cited
  • 1994A Model of Perceived Risk and Intended Risk-Handling Activity2,037 cited
  • 1982Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis1,944 cited
  • 1992Choice in Context: Tradeoff Contrast and Extremeness Aversion1,727 cited
  • 2012Salience Theory of Choice Under Risk1,309 cited
  • 2013Salience and Consumer Choice918 cited
  • 1993Modeling Loss Aversion and Reference Dependence Effects on Brand Choice903 cited
  • 2008The Role of Identity Salience in the Effects of Corporate Social Responsibility on Consumer Behavior657 cited
  • 2001The Moderating Effect of Perceived Risk on Consumers' Evaluations of Product Incongruity: Preference for the Norm: Table 1635 cited
  • 2012A Model of Focusing in Economic Choice*417 cited
  • 2011Before you make that big decision...348 cited
  • 1987Toward Understanding the Attraction Effect: The Implications of Product Stimulus Meaningfulness and Familiarity264 cited
  • 2013Competition for Attention240 cited
  • 1995Asymmetric Decoy Effects on Lower-Quality Versus Higher-Quality Brands: Meta-Analytic and Experimental Evidence237 cited
  • 1993Antecedents of the Attraction Effect: An Information-Processing Approach

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231 cited
  • 2014The Limits of Attraction216 cited
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    • 2024Consumer decision-making processes in digital environments—A psychological perspective13 cited
    • 2025Purchasing Decisions with Reference Points and Prospect Theory in the Metaverse6 cited