作者
Mauricio Mittelman, Eduardo B Andrade, Amitava Chattopadhyay, C Miguel Brendl
发表日期
2014/12/1
期刊
Journal of Consumer Research
卷号
41
期号
4
页码范围
953-964
出版商
The University of Chicago Press
简介
Choices of multiple items can be framed as a selection of single offerings (e.g., a choice of two individual candy bars) or of bundled offerings (e.g., a choice of a bundle of two candy bars). Four experiments provide strong evidence that consumers seek more variety when choosing from single than from bundled offerings. The offer framing effect shows that the mechanics of choosing—the ways consumers go about making choices of multiple items—affect variety seeking in a systematic manner. The data also suggest that the effect is largely due to the single offering frame. Theoretical and managerial implications are discussed.
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