Research Article
Year 2018,
Volume: 10 Issue: 3, 11 - 18, 29.09.2018
Abstract
References
- Ariely, D., & Wallsten, T. S. (1995). Seeking Subjective Dominance in Multidimensional Space: An Explanation of The Asymmetric Dominance Effect. Organizational Behavior and Human Decision Processes, 63(3), 223-232.Burton, S., & Zinkhan, G. M. (1987). Changes in Consumer Choice: Further Investigation of Similarity and Attraction Effects. Psychology & Marketing, 4(3), 255-266.Chang, S. S., Chang, C. C., & Liao, Y. Y. (2015). A Joint Examination of Effects of Decision Task Type and Construal Level on The Attraction Effect. Journal of Economic Psychology, 51, 168-182.Chatterjee, S., Roy, R., & Malshe, A. V. (2011). The Role of Regulatory Fit on The Attraction Effect. Journal of Consumer Psychology, 21(4), 473-481.Cheng, Y. H., Yu, A. P., Huang, M. C. J., & Dai, C. J. (2017). Preference Reversals Between Joint and Separate Evaluations With Multiple Alternatives and Context Effects. Psychological reports, 120(6), 1117-1136.Chon, K. S., Pizam, A., & Mansfeld, Y. (2012). Consumer Behavior in Travel and Tourism. Taylor & Francis.Chuang, S. C., Cheng, Y. H., Chang, C. J., & Chiang, Y. T. (2013). The Impact of Self-Confidence on The Compromise Effect. International Journal of Psychology, 48(4), 660-675.Frederick, S., Lee, L., & Baskin, E. (2014). The Limits of Attraction. Journal of Marketing Research, 51(4), 487-507.Heath, T. B., & Chatterjee, S. (1995). Asymmetric Decoy Effects on Lower-Quality Versus Higher-Quality Brands: Meta-Analytic and Experimental Evidence. Journal of Consumer Research, 22(3), 268-284.Hedgcock, W., & Rao, A. R. (2009). Trade-Off Aversion as an Explanation for the Attraction Effect: A Functional Magnetic Resonance Imaging Study. Journal of Marketing Research, 46(1), 1-13.Hinton, P. R., Brownlow, C., & McMurray, I. (2004). SPSS Explained: Routledge.Huber, J., & Puto, C. (1983). Market Boundaries and Product Choice: Illustrating Attraction and Substitution Effects. Journal of Consumer Research, 10(1), 31-44.Huber, J., Payne, J. W., & Puto, C. (1982). Adding Asymmetrically Dominated Alternatives: Violations of Regularity and The Similarity Hypothesis. Journal of consumer research, 9(1), 90-98.Kahneman, D., & Tversky, A. (2000). Choices, Values, and Frames: Cambridge University Press.Kardes, F., Cronley, M., & Cline, T. (2010). Consumer Behavior. Cengage Learning.Kattan, M. W. (2009). Encyclopedia of Medical Decision Making. SAGE Publications.Langen, N. (2012). Ethics in Consumer Choice: An Empirical Analysis based on the Example of Coffee: Springer Fachmedien Wiesbaden.Liu, J., Wu, J., Yao, Y. Y., & Nishida, T. (2009). Active Media Technology. 5th International Conference, AMT 2009, Beijing, China, October 22-24, 2009, Proceedings: Springer.Mishra, S., Umesh, U. N., & Stem Jr, D. E. (1993). Antecedents of the Attraction Effect: An Information-Processing Approach. Journal of Marketing Research, 331-349.Morrison-Saunders, A., Pope, J., & Bond, A. (2015). Handbook of Sustainability Assessment. Edward Elgar Publishing, Incorporated.Mourali, M., Böckenholt, U., & Laroche, M. (2007). Compromise and Attraction Effects Under Prevention and Promotion Motivations. Journal of Consumer Research, 34(2), 234-247.Pettibone, J. C., & Wedell, D. H. (2000). Examining Models of Nondominated Decoy Effects Across Judgment and Choice. Organizational behavior and human decision processes, 81(2), 300-328.Ratneshwar, S., Shocker, A. D., & Stewart, D. W. (1987). Toward Understanding the Attraction Effect: The Implications of Product Stimulus Meaningfulness and Familiarity. Journal of Consumer Research, 13(4), 520-533.Reisberg, D. (2013). The Oxford Handbook of Cognitive Psychology. OUP USA.Romm, C. T., & Sudweeks, F. (2012). Doing Business Electronically: A Global Perspective of Electronic Commerce. Springer London.Shaw, C., & Hamilton, R. (2016). The Intuitive Customer: 7 Imperatives For Moving Your Customer Experience to the Next Level. Palgrave Macmillan UK.Simonson, I. (1989). Choice Based on Reasons: The Case of Attraction and Compromise Effects. Journal of Consumer Research, 16(2), 158-174.Simonson, I., & Tversky, A. (1992). Choice in Context: Tradeoff Contrast and Extremeness Aversion. Journal of Marketing Research, 29(3), 281-295.Slaughter, J. E., Sinar, E. F., & Highhouse, S. (1999). Decoy Effects and Attribute-Level Inferences. Journal of Applied Psychology, 84(5), 823.Trueblood, J. S. (2012). Multialternative Context Effects Obtained Using an Inference Task. Psychonomic Bulletin & Review, 19(5), 962-968.Trueblood, J. S., & Pettibone, J. C. (2017). The Phantom Decoy Effect in Perceptual Decision Making. Journal of Behavioral Decision Making, 30(2), 157-167.Wedell, D. H., & Pettibone, J. C. (1996). Using Judgments to Understand Decoy Effects in Choice. Organizational Behavior and Human Decision Processes, 67(3), 326-344.Yang, S., & Lynn, M. (2014). More Evidence Challenging the Robustness and Usefulness of the Attraction Effect. Journal of Marketing Research, 51(4), 508-513.Zhang, C., Starczewski, A.P., Lakens, D. And IJsselsteinjn, W. (2018). A Decision-Making perspective on Coaching behavior Change: A field Experiment on Promoting Exercise at Word. In Ham, J., Karapanos, E., Morita, P. P., & Burns, C. M. (eds), Persuasive Technology: 13th International Conference, persuasive 2018, Waterloo, ON, Canada, April 18-19, 2018, Proceedings: Springer International Publishing.
Year 2018,
Volume: 10 Issue: 3, 11 - 18, 29.09.2018
Abstract
Rasyonel seçim
teorisinin aksine, yapılan çok sayıda çalışma tüketici seçimlerinin seçimin
bağlam özelliğine duyarlı olduğunu ortaya koymuştur. Bunlardan tuzak etkisi,
seçim setine eklenen yeni seçeneğin diğer seçeneklerin tercih payını
değiştirdiğini varsaymaktadır. Tuzak etkisi ürün karması ve fiyatlama gibi
birçok pazarlama kararı için stratejik öneme sahiptir. Bu çalışmada tuzak
etkisinin iki önemli temsilcisi olan cazibe ve uzlaşı etkisinin yanında, bu
etkilerin ürün özellikleri ile etkileşimi de incelenmiştir. Bu amaçla karma
faktöriyel tasarım oluşturulmuş ve araştırma verileri tekrarlı ölçüm ANOVA ile
analiz edilmiştir. Araştırma bulguları cazibe etkisinin olduğunu, ancak uzlaşı
etkisinin olmadığını göstermiştir. Sonuçlar aynı zamanda cazibe etkisinin ürün
özelliğine göre farklılaşmadığına işaret etmektedir.
Keywords
References
- Ariely, D., & Wallsten, T. S. (1995). Seeking Subjective Dominance in Multidimensional Space: An Explanation of The Asymmetric Dominance Effect. Organizational Behavior and Human Decision Processes, 63(3), 223-232.Burton, S., & Zinkhan, G. M. (1987). Changes in Consumer Choice: Further Investigation of Similarity and Attraction Effects. Psychology & Marketing, 4(3), 255-266.Chang, S. S., Chang, C. C., & Liao, Y. Y. (2015). A Joint Examination of Effects of Decision Task Type and Construal Level on The Attraction Effect. Journal of Economic Psychology, 51, 168-182.Chatterjee, S., Roy, R., & Malshe, A. V. (2011). The Role of Regulatory Fit on The Attraction Effect. Journal of Consumer Psychology, 21(4), 473-481.Cheng, Y. H., Yu, A. P., Huang, M. C. J., & Dai, C. J. (2017). Preference Reversals Between Joint and Separate Evaluations With Multiple Alternatives and Context Effects. Psychological reports, 120(6), 1117-1136.Chon, K. S., Pizam, A., & Mansfeld, Y. (2012). Consumer Behavior in Travel and Tourism. Taylor & Francis.Chuang, S. C., Cheng, Y. H., Chang, C. J., & Chiang, Y. T. (2013). The Impact of Self-Confidence on The Compromise Effect. International Journal of Psychology, 48(4), 660-675.Frederick, S., Lee, L., & Baskin, E. (2014). The Limits of Attraction. Journal of Marketing Research, 51(4), 487-507.Heath, T. B., & Chatterjee, S. (1995). Asymmetric Decoy Effects on Lower-Quality Versus Higher-Quality Brands: Meta-Analytic and Experimental Evidence. Journal of Consumer Research, 22(3), 268-284.Hedgcock, W., & Rao, A. R. (2009). Trade-Off Aversion as an Explanation for the Attraction Effect: A Functional Magnetic Resonance Imaging Study. Journal of Marketing Research, 46(1), 1-13.Hinton, P. R., Brownlow, C., & McMurray, I. (2004). SPSS Explained: Routledge.Huber, J., & Puto, C. (1983). Market Boundaries and Product Choice: Illustrating Attraction and Substitution Effects. Journal of Consumer Research, 10(1), 31-44.Huber, J., Payne, J. W., & Puto, C. (1982). Adding Asymmetrically Dominated Alternatives: Violations of Regularity and The Similarity Hypothesis. Journal of consumer research, 9(1), 90-98.Kahneman, D., & Tversky, A. (2000). Choices, Values, and Frames: Cambridge University Press.Kardes, F., Cronley, M., & Cline, T. (2010). Consumer Behavior. Cengage Learning.Kattan, M. W. (2009). Encyclopedia of Medical Decision Making. SAGE Publications.Langen, N. (2012). Ethics in Consumer Choice: An Empirical Analysis based on the Example of Coffee: Springer Fachmedien Wiesbaden.Liu, J., Wu, J., Yao, Y. Y., & Nishida, T. (2009). Active Media Technology. 5th International Conference, AMT 2009, Beijing, China, October 22-24, 2009, Proceedings: Springer.Mishra, S., Umesh, U. N., & Stem Jr, D. E. (1993). Antecedents of the Attraction Effect: An Information-Processing Approach. Journal of Marketing Research, 331-349.Morrison-Saunders, A., Pope, J., & Bond, A. (2015). Handbook of Sustainability Assessment. Edward Elgar Publishing, Incorporated.Mourali, M., Böckenholt, U., & Laroche, M. (2007). Compromise and Attraction Effects Under Prevention and Promotion Motivations. Journal of Consumer Research, 34(2), 234-247.Pettibone, J. C., & Wedell, D. H. (2000). Examining Models of Nondominated Decoy Effects Across Judgment and Choice. Organizational behavior and human decision processes, 81(2), 300-328.Ratneshwar, S., Shocker, A. D., & Stewart, D. W. (1987). Toward Understanding the Attraction Effect: The Implications of Product Stimulus Meaningfulness and Familiarity. Journal of Consumer Research, 13(4), 520-533.Reisberg, D. (2013). The Oxford Handbook of Cognitive Psychology. OUP USA.Romm, C. T., & Sudweeks, F. (2012). Doing Business Electronically: A Global Perspective of Electronic Commerce. Springer London.Shaw, C., & Hamilton, R. (2016). The Intuitive Customer: 7 Imperatives For Moving Your Customer Experience to the Next Level. Palgrave Macmillan UK.Simonson, I. (1989). Choice Based on Reasons: The Case of Attraction and Compromise Effects. Journal of Consumer Research, 16(2), 158-174.Simonson, I., & Tversky, A. (1992). Choice in Context: Tradeoff Contrast and Extremeness Aversion. Journal of Marketing Research, 29(3), 281-295.Slaughter, J. E., Sinar, E. F., & Highhouse, S. (1999). Decoy Effects and Attribute-Level Inferences. Journal of Applied Psychology, 84(5), 823.Trueblood, J. S. (2012). Multialternative Context Effects Obtained Using an Inference Task. Psychonomic Bulletin & Review, 19(5), 962-968.Trueblood, J. S., & Pettibone, J. C. (2017). The Phantom Decoy Effect in Perceptual Decision Making. Journal of Behavioral Decision Making, 30(2), 157-167.Wedell, D. H., & Pettibone, J. C. (1996). Using Judgments to Understand Decoy Effects in Choice. Organizational Behavior and Human Decision Processes, 67(3), 326-344.Yang, S., & Lynn, M. (2014). More Evidence Challenging the Robustness and Usefulness of the Attraction Effect. Journal of Marketing Research, 51(4), 508-513.Zhang, C., Starczewski, A.P., Lakens, D. And IJsselsteinjn, W. (2018). A Decision-Making perspective on Coaching behavior Change: A field Experiment on Promoting Exercise at Word. In Ham, J., Karapanos, E., Morita, P. P., & Burns, C. M. (eds), Persuasive Technology: 13th International Conference, persuasive 2018, Waterloo, ON, Canada, April 18-19, 2018, Proceedings: Springer International Publishing.
There are 1 citations in total.
Details
| Primary Language | Turkish |
|---|---|
| Subjects | Business Administration |
| Journal Section | Review Article |
| Authors | |
| Publication Date | September 29, 2018 |
| Published in Issue | Year 2018Volume: 10 Issue: 3 |
