No evidence of attraction effect among recommended options: A large-scale field experiment on an online flight aggregator

Rafaï, Ismaël; Babutsidze, Zakaria; Delahaye, Thierry; Hanaki, Nobuyuki; Acuña-Agost, Rodrigo

doi:10.1016/j.dss.2021.113672

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Digital Nudging1

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Cited by 2 publications

(1 citation statement)

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“…The nudges that were investigated in the current study have also been studied in an online environment. For instance, Rafai et al (2021) investigated the attraction effect in the context of online flight-aggregators and found no effect. One reason for the lack of an effect is proposed by a review of decoy effects, emphasising that it is important that people can identify the decoy option (Lichters et al, 2015), which may not have been the case in Rafai et al's (2021) study.…”

Section: Digital Nudgingmentioning

confidence: 99%

Nudging for eco-friendly online shopping – Attraction effect curbs price sensitivity

Guath

Stikvoort

Juslin

2022

Journal of Environmental Psychology

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Section: Digital Nudgingmentioning

confidence: 99%

Nudging for eco-friendly online shopping – Attraction effect curbs price sensitivity

Guath

Stikvoort

Juslin

2022

Journal of Environmental Psychology

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An integrative review of the decoy effect on choice behavior

Padamwar,

Dawra

2024

Psychology and Marketing

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Since 1982, the decoy effect has been one of consumer behavior literature's most discussed and documented phenomena. It has several managerial implications in gaining strategic advantages, such as product management and profit maximization. Numerous attempts have been made to explain the decoy effect. However, there is no clear consensus in the literature regarding the underlying mechanism of the decoy effect. This paper presents a systematic literature review to integrate the four decades of decoy effect research. We analyze the contribution of literature, establish linkages between them, and provide a holistic view of understanding the decoy effect that is beneficial for academicians and practitioners. We discuss and differentiate four types of decoy alternatives that produce three types of decoy effects: attraction effect, compromise effect, and phantom decoy effect. We provide a comprehensive list of moderating factors of the decoy effect. Further, we critically review and integrate various explanatory models to better understand the underlying mechanism of the decoy effect. Finally, we discuss several promising avenues for future research.

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No evidence of attraction effect among recommended options: A large-scale field experiment on an online flight aggregator

Cited by 2 publications

References 44 publications

Nudging for eco-friendly online shopping – Attraction effect curbs price sensitivity

Nudging for eco-friendly online shopping – Attraction effect curbs price sensitivity

An integrative review of the decoy effect on choice behavior

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