An Investigation of Utility-Directed Cutoff Selection

Klein, Noreen M.; Bither, Stewart W.

doi:10.1086/209109

Cited by 50 publications

(21 citation statements)

References 19 publications

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“…Conjoint analysis is mostly used to study consumer preferences on traditional products and goods with the aim of product evaluation, repositioning, competitive analysis or pricing (Engelberg 1992). However, it can be used in many areas of consumer behavior since the attribute importance weights can be used to measure the effect that an attribute has on an individual's preference structure (Jaccard, Brinberg and Ackerman 1986;Klein and Bither 1987). There are four major types of conjoint analysis: full profile techniques, compositional techniques, hybrid techniques and adaptive conjoint analysis.…”

Section: Study 2: Conjoint Analysismentioning

confidence: 99%

Conjoint implications on job preferences: the moderating role of involvement

Baum

Kabst

2013

The International Journal of Human Resource Management

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Attracting qualified staff is pivotal for organizational competitive advantages. However, little is known about which employer characteristics mainly drive job choice, or about how applicants evaluate certain organizational characteristics. Moreover, recent recruitment research hints that the influential weight of organizational characteristics on job choice may be contingent upon applicants' involvement. By using conjoint analysis, we test the impact of different organizational and job characteristics as well as the moderating role of involvement. The results suggest that involvement increases soft factors, while decreasing the effect of payment on job choice.

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Section: Study 2: Conjoint Analysismentioning

confidence: 99%

Conjoint implications on job preferences: the moderating role of involvement

Baum

Kabst

2013

The International Journal of Human Resource Management

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“…The theoretical justification for using cut-offs is the hypothesis that decisions may often be made in two stages in an effort to minimize cognitive effort: in the first stage, alternatives are screened by some attribute-based elimination rules, and in the second stage, remaining alternatives are evaluated in more detail and a final choice is made. Cutoffs have been studied by Klein and Bither [22], Huber and Klein [23] and Sethuraman et al [24], among others, as means whereby decision makers economize on cognitive effort during decision making [22][23][24]. Swait [25] uses these insights to operationalize an augmented model of utility maximization subject to cutoffs, and this serves as the direct basis for our inclusion of the minimal abstinence rate cutoff in our model [25].…”

Section: Physician Practice Characteristics and Cut-offsmentioning

confidence: 99%

Using stated preference and revealed preference modeling to evaluate prescribing decisions

Mark¹,

Swait́

2003

Health Economics

126

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The use of stated preference analyses to evaluate choice of health care products has been growing in recent years. This paper shows how revealed preference data can be enriched with stated preference data and highlights the relative advantages of revealed and stated preference data. The techniques were applied to a study of determinants of physicians' prescriptions of alcoholism medications. Analyses were conducted on the relationship between physicians' perceptions of existing alcoholism medication attributes and their prescribing rates of those medications. Analyses were also conducted on physicians' decisions to prescribe hypothetical alcoholism medications with varying attributes such as efficacy, side effects, compliance, mode of action, and price. Finally, analyses were conducted on the combined stated and revealed preference data. Joint estimation suggests that parameters from the revealed and stated preference data are equal, up to scale. Joint analyses highlight how stated preference data can be used to estimate parameters for attributes that are not observed in the marketplace, that do not vary in the marketplace, or that are highly collinear with other attributes in actual markets.

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“…Information processing studies likewise suggest that consumers seldom use more than four or five attributes when evaluating choice alternatives (Jacoby et al, 1977;Lussier and Olshavsky, 1979;Brucks, 1985). That product attributes are typically skewed in their importance weights, where only a relatively small number of attributes have substantive impact on judgment and choice, is consistent with the growing number of studies that support hierarchical or elimination-type choice models (Hauser, 1986;Johnson, 1988;Johnson and Payne, 1985;Klein and Bither, 1987;Tversky and Sattath, 1979). If consumers rely primarily on a small number of important attributes, it follows that there are also a number of less important or secondary attributes that consumers may or may not use (e.g., manufacturer, packaging, etc.).…”

Section: Relative Proximitymentioning

confidence: 67%

The locus of context effects on product proximity judgments

Block

Johnson

1995

International Journal of Research in Marketing

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Tversky's (Tversky, A., 1977. Features of similarity. Psychological Review 84, 327-352) contrast model of similarity is used to examine the locus of two contextual effects on product judgments. More familiar stimuli may be perceived as more similar as well as more dissimilar than less familiar stimuli. Priming subjects' product knowledge should, meanwhile, increase the similarity of brands but decrease the similarity of categories. We argue that both of these context effects should be more prominent among the moderately proximal stimuli in any given set. Two studies, one examining the similarity/dissimilarity effect and one examining priming effects, support this conclusion. The observed priming effects were also stronger for brands than for categories. Overall these context effects appear more localized than previously assumed.

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An Investigation of Utility-Directed Cutoff Selection

Cited by 50 publications

References 19 publications

Conjoint implications on job preferences: the moderating role of involvement

Conjoint implications on job preferences: the moderating role of involvement

Using stated preference and revealed preference modeling to evaluate prescribing decisions

The locus of context effects on product proximity judgments

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