Choice under restrictions
Marketing LettersPublished 30 May 2008
Simona Botti, Susan M. Broniarczyk, Gerald Häubl, Ron Hill, Yanliu Huang, Barbara E. Kahn
Citations79
SJR quartileQ1
SJR score2.04
SNIP1.23
Generate an AI Snapshot to get a quick, structured summary of this paper.
Study Snapshot
ObjectiveStudy objective
MethodsResearch methodology
PopulationPopulation studied
Sample sizeSample sizes
OutcomesStudy outcomes here
ResultsStudy results comes here
LimitationsResearch study limitations comes here
A concise AI-generated summary of the paper will appear here once you click Generate AI Snapshot.
Abstract
Choice, Restrictions, Constraints,
Keywords
Decision SciencesEconomics, Econometrics and FinanceBusiness, Management and Accounting
EconometricaProspect Theory: An Analysis of Decision under Risk
47,019 Citations1979Daniel Kahneman, Amos Tversky
Cambridge University Press eBooksProspect theory: An analysis of decision under risk
33,002 Citations1988Daniel Kahneman, Amos Tversky
Macat Library eBooksA Theory of Cognitive Dissonance
18,338 Citations2017Léon Festinger, Alexander O’Connor
CERN Document Server (European Organization for Nuclear Research)Helplessness: On Depression, Development, and Death
6,270 Citations1975Martin E. P. Seligman
Journal of Research in PersonalityThe general causality orientations scale: Self-determination in personality
4,983 Citations1985Edward L. Deci, Richard M. Ryan
Journal of Personality and Social PsychologyThe illusion of control.
3,675 Citations1975Ellen J. Langer
Advances in experimental social psychologyPromotion and Prevention: Regulatory Focus as A Motivational Principle
3,449 Citations1998E. Tory Higgins
Psychological ReviewSelf-perception: An alternative interpretation of cognitive dissonance phenomena.
2,962 Citations1967Daryl J. Bem
A theory of self-percepti on is proposed to provide an alternative interpretation for several of the major phenomena embraced by Festinger's theory of cognitive dissonance and to explicate some of the secondary patterns of data that have appeared in dissonance experiments.
Journal of Personality and Social PsychologyWhen choice is demotivating: Can one desire too much of a good thing?
2,603 Citations2000Sheena S. Iyengar, Mark R. Lepper
Swarthmore College Works (Swarthmore College Libraries)The Paradox of Choice: Why More Is Less
2,490 Citations2004Barry Schwartz
Journal of Personality and Social PsychologyThe role of feasibility and desirability considerations in near and distant future decisions: A test of temporal construal theory.
2,273 Citations1998Nira Liberman, Yaacov Trope
Marketing ScienceConsumer Decision Making in Online Shopping Environments: The Effects of Interactive Decision Aids
1,713 Citations2000Gerald Häubl, Valerie Trifts
It is suggested that interactive tools designed to assist consumers in the initial screening of available alternatives and to facilitate in-depth comparisons among selected alternatives in an online shopping environment may have strong favorable effects on both the quality and the efficiency of purchase decisions-shoppers can make much better decisions while expending substantially less effort.
The Review of Economic StudiesCompetition when Consumers have Switching Costs: An Overview with Applications to Industrial Organization, Macroeconomics, and International Trade
1,539 Citations1995Paul Klemperer
The Quarterly Journal of EconomicsMarkets with Consumer Switching Costs
1,479 Citations1987Paul Klemperer
Journal of Personality and Social PsychologyThe effects of choice and enhanced personal responsibility for the aged: A field experiment in an institutional setting.
1,270 Citations1976Ellen J. Langer, Judith Rodin
Marketing ScienceMental Accounting and Consumer Choice / Теория ментального учета и потребительский выбор
1,259 Citations1985Richard H. Thaler
Journal of Personality and Social PsychologyWhen people ask "why" questions, and the heuristics of attributional search.
1,069 Citations1981Paul T. P. Wong, Bernard Weiner
Journal of MacromarketingBuilding Understanding of the Domain of Consumer Vulnerability
846 Citations2005Stacey Menzel Baker, James W. Gentry +1 more
Marketing ScienceConsumption Self-Control by Rationing Purchase Quantities of Virtue and Vice
840 Citations1998Klaus Wertenbroch
Journal of Marketing ResearchEarning the Right to Indulge: Effort as a Determinant of Customer Preferences toward Frequency Program Rewards
825 Citations2002Ran Kivetz, Itamar Simonson
Journal of Consumer ResearchInformation Load and Consumer Decision Making
763 Citations1982Naresh K. Malhotra
Journal of Marketing ResearchThe Goal-Gradient Hypothesis Resurrected: Purchase Acceleration, Illusionary Goal Progress, and Customer Retention
712 Citations2006Ran Kivetz, Oleg Urminsky +1 more
Psychology and MarketingScarcity effects on value: A quantitative review of the commodity theory literature
710 Citations1991Michael Lynn
Journal of Marketing ResearchDevelopment and Testing of a Model of Consideration Set Composition
662 Citations1991John Roberts, James M. Lattin
A model of consideration set composition is developed to compare the marginal expected benefits of including an additional brand in the consideration set with its associated costs of consideration from an expression of the utility that a brand needs to gain membership in an existing consideration set.
Journal of RetailingShelf management and space elasticity
661 Citations1994Xavier Drèze, Stephen J. Hoch +1 more
It is found that location had a large impact on sales, whereas changes in the number of facings allocated to a brand had much less impact as long as a minimum threshold (to avoid out-of-stocks) was maintained.
PubMedCustomer value propositions in business markets.
638 Citations2006James C. Anderson, James A. Narus +1 more
The authors illuminate the pitfalls of current approaches, then present a systematic method for developing value propositions that are meaningful to target customers and that focus suppliers' efforts on creating superior value.
Journal of Consumer ResearchThe Influence of Assortment Structure on Perceived Variety and Consumption Quantities
626 Citations2004Barbara E. Kahn, Brian Wansink
Marketing ScienceReactance to Recommendations: When Unsolicited Advice Yields Contrary Responses
594 Citations2004Gavan J. Fitzsimons, Donald R. Lehmann
It is found that unsolicited advice that contradicts initial impressions leads to the activation of a reactant state on the part of the decision maker.
Journal of Consumer ResearchChoosing Less‐Preferred Experiences For the Sake of Variety
574 Citations1999Rebecca K. Ratner, Barbara E. Kahn +1 more
Mindless Eating: Why We Eat More Than We Think
516 Citations2006Brian Wansink
Marketing ScienceOverchoice and Assortment Type: When and Why Variety Backfires
450 Citations2005John T. Gourville, Dilip Soman
Journal of Marketing ResearchConsumers’ Perceptions of the Assortment Offered in a Grocery Category: The Impact of Item Reduction
422 Citations1998Susan M. Broniarczyk, Wayne D. Hoyer +1 more
Academy of Management JournalCan Businesses Effectively Regulate Employee Conduct? The Antecedents of Rule Following in Work Settings
422 Citations2005Tom R. Tyler, Steven L. Blader
Journal of MarketingReducing Assortment: An Attribute-Based Approach
399 Citations2001Peter Boatwright, Joseph C. Nunes
SSRN Electronic JournalLibertarian Paternalism Is Not An Oxymoron
386 Citations2003Cass R. Sunstein, Richard H. Thaler
Journal of Marketing ResearchConsumers' Perceptions of the Assortment Offered in a Grocery Category: The Impact of Item Reduction
381 Citations1998Susan M. Broniarczyk, Wayne D. Hoyer +1 more
Journal of Consumer ResearchOption Attachment: When Deliberating Makes Choosing Feel like Losing
331 Citations2003Ziv Carmon, Klaus Wertenbroch +1 more
Journal of Consumer ResearchThe Homeless in America: An Examination of Possessions and Consumption Behaviors
316 Citations1990Ronald Paul Hill, Mark Stamey
Journal of Personality and Social PsychologyThe Psychological Pleasure and Pain of Choosing: When People Prefer Choosing at the Cost of Subsequent Outcome Satisfaction.
306 Citations2004Simona Botti, Sheena S. lyengar
This empirical investigation tested the hypothesis that the benefits of personal choosing are restricted to choices made from among attractive alternatives and found that contrary to people's self-predictions prior to actually choosing, choosers only proved more satisfied than nonchoosers when selecting from among more preferred alternatives.
Journal of Social IssuesHospital Patient Behavior: Reactance, Helplessness, or Control?
258 Citations1979Shelley E. Taylor
It is argued that a more informed and participative role for the hospital patient can eliminate or offset many of these risks and actually improve the level of physical and psychological health in the hospital setting.
Journal of Consumer ResearchThe Endowed Progress Effect: How Artificial Advancement Increases Effort
243 Citations2006Joseph C. Nunes, Xavier Drèze
Journal of Marketing ResearchIs Obesity Caused by Calorie Underestimation? A Psychophysical Model of Meal Size Estimation
237 Citations2007Pierre Chandon, Brian Wansink
The authors show that the association between body mass and calorie underestimation found in health science research is a spurious consequence of the tendency of high-body-mass people to choose—and thus estimate—larger meals.
Journal of Marketing ResearchStudying Consideration Effects in Empirical Choice Models Using Scanner Panel Data
220 Citations1995Rick L. Andrews, Thushara Srinivasan
The authors develop a dynamic consideration set formation model, complementary to the static model developed by Roberts and Lattin (1991), which appears to improve the multinomial logit model significantly.
Journal of Consumer ResearchWhen Choosing Is Not Deciding: The Effect of Perceived Responsibility on Satisfaction
193 Citations2006Simona Botti, Ann L. McGill
Journal of RetailingPerceptions of assortment variety: The effects of congruency between consumers’ internal and retailers’ external organization
186 Citations2005Andrea C. Morales, Barbara E. Kahn +2 more
Journal of Economic PsychologyScarcity and consumer choice behavior
182 Citations1982T.M.M. Verhallen
Basic and Applied Social PsychologyScarcity's Enhancement of Desirability: The Role of Naive Economic Theories
173 Citations1992Michael Lynn
Journal of business & entrepreneurshipEnterprise One to One: Tools for Competing in the Interactive Age
163 Citations1997Bill Meade
Don Peppers & Martha Rogers, Ph.D. (1997) Enterprise One to One: Tools for Competing in the Interactive Age, NY: Currency/Doubleday, ISBN: 0-385-48205-1 when I taught marketing strategy last fall, this student was Steve Peppers, the brother of Don Pepper, the one-man phenom of a rain-maker pitch man who was quite at home on Madison Avenue.
Journal of Consumer PsychologyPreference Construction and Persistence in Digital Marketplaces: The Role of Electronic Recommendation Agents
157 Citations2003Gerald Häubl, Kyle B. Murray
Journal of Public Policy & MarketingCourting Customers: Assessing Consumer Racial Profiling and other Marketplace Discrimination
148 Citations2005Anne-Marie G. Harris, Geraldine Rosa Henderson +1 more
Basic and Applied Social PsychologyA Brief History of Research on Phantom Alternatives: Evidence for Seven Empirical Generalizations About Phantoms
136 Citations1992Anthony R. Pratkanis, Peter H. Farquhar
Seven empirical generalizations about phantoms are identified that call into questions some basic assumptions of formal choice theory and suggest new research directions for studying phantom options.
PubMedHow Managers' everyday decisions create or destroy your company's strategy.
133 Citations2007Joseph L. Bower, Clark Gilbert
Journal of Marketing ResearchMaking the Cut: Modeling and Analyzing Choice Set Restriction in Scanner Panel Data
124 Citations1995S. Siddarth, Randolph E. Bucklin +1 more
An analysis of estimated choice sets across panelists reveals that market share does not “go hand-in-hand” with choice set share (the percentage of choice sets in which a brand is a member).
Journal of the American Dietetic AssociationNutritional Gatekeepers and the 72% Solution
117 Citations2006Brian Wansink
While new data suggest some new answers, the question has deep roots and begins with an insight from a famous anthropologist, it is difficult to encourage or empower a fatalistic person to provide better nutrition for their family.
Journal of Consumer ResearchIdeals and Oughts and the Reliance on Affect versus Substance in Persuasion
93 Citations2004Michel Tuan Pham, Tamar Avnet
Journal of Consumer PsychologyAn Exploratory Study of Choice Rules Favored for High‐Stakes Decisions
91 Citations1995Barbara E. Kahn, Jonathan Baron
Results indicate that subjects do not spontaneously favor the use of compensatory decision procedures, such as multiattribute utility theory (MAUT), and subjects believe that they would be more likely to use compensatory models when they have more options and more information about the options.
SSRN Electronic Journal"Double Agents": Assessing the Role of Electronic Product Recommendation Systems
77 Citations2005Gerald Häubl, Kyle B. Murray
Having a consumer-centric double-agent perspective can lead to a deeper and more comprehensive understanding of the interaction between electronic product-recommendation agents and consumers, which can spur the design of better and more effective recommendation tools that allow consumers to speed up their decision processes and improve the quality of the choices they make.
Journal of Public Policy & MarketingJuvenile Delinquents’ Use of Consumption as Cultural Resistance: Implications for Juvenile Reform Programs and Public Policy
68 Citations1998Julie L. Ozanne, Ronald Paul Hill +1 more
Journal of Business EthicsInspiration and Cynicism in Values Statements
67 Citations2005Joel E. Urbany
Journal of Business EthicsThe Establishment and Enforcement of Codes
52 Citations2002Mike Healy, Jennifer Iles
Codes of conduct are a means by which organisations seek to exercise power, control and ownership, but their effectiveness is compromised by the nature of ICT itself as well as the attitudes of employees.
Journal of Public Policy & MarketingMarketing and Public Accommodation: A Retrospective on Title III of the Americans with Disabilities Act
51 Citations2001Stacey Menzel Baker, Carol Kaufman‐Scarborough
Journal of MarketingA Rules-Based Approach to Competitive Interaction
39 Citations1988Gloria P. Thomas, Gary F. Soldow
It is argued that rules coordinate competitive activity and that a rule-theoretic approach allows the interpretation and prediction of competitive moves and countermoves and emphasis is placed on the ongoing negotiation of rules during the competitive interaction process.
Journal of Economic PsychologyThe value of choice in insurance purchasing
32 Citations2007Helena Szrek, Jonathan Baron
Psychology and MarketingOn human commoditization and resistance: A model based upon Buchenwald Concentration Camp
25 Citations2000Elizabeth C. Hirschman, Ronald Paul Hill
…
