The Offer Framing Effect: Choosing Single versus Bundled Offerings Affects Variety Seeking

Mittelman, Mauricio; Andrade, Eduardo B.; Chattopadhyay, Amitava; Brendl, C. Miguel

doi:10.1086/678193

Cited by 44 publications

(42 citation statements)

References 15 publications

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“…Appeals to variety are well‐documented in adults (see Kahn, , for a review), who have been shown to prefer variety, even in cases where it requires foregoing some preferred experience (e.g., Read & Loewenstein, ). For example, when given an opportunity to pick two candies, when the choices included both Snickers and Twix, adults typically picked one of each, even when explicitly providing a preference for one (e.g., “I was considering past experiences with the candy bars, and I took into consideration my enjoyment of Snickers more than Twix.”) (Mittelman, Andrade, Chattopadhyay, & Brendl, ). Similarly, when children 4–12 years were shown the same displays described above in the scarcity studies (e.g., a combination of novel artifacts of two types), they consistently selected varied to nonvaried sets (e.g., select A and B much more often than either two As or two Bs).…”

Section: Implications For Object Valuementioning

confidence: 99%

Children, Object Value, and Persuasion

Gelman

Echelbarger

2019

J Consum Psychol

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We argue that, contrary to standard views of development, children understand the world in terms of hidden, nonobvious structure. We review research showing that early in childhood, items are not understood strictly in terms of the features that present themselves in the immediate “here‐and‐now,” but rather are thought to have a hidden reality. We illustrate with two related but distinct examples: category essentialism, and attention to object history. We discuss the implications of each of these capacities for how children determine object value. Across a broad range of object types (natural and artifactual, real and virtual, durable and consumable), an item is evaluated very differently, depending on inferred qualities and context. In this way, children's early‐emerging conceptual frameworks influence how objects attain both psychological and monetary value, and may have important implications for which messages children find most persuasive.

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Section: Implications For Object Valuementioning

confidence: 99%

Children, Object Value, and Persuasion

Gelman

Echelbarger

2019

J Consum Psychol

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“…The choice context itself can also affect the degree of variety people choose. Consumers often exhibit variety-seeking behavior when they are choosing many items from a product class (McAlister, 1979), choosing for others (Choi et al, 2006), and when choosing bundled items (Mittelman, Andrade, Chattopadhyay, & Brendl, 2014). Similarly, purchase quantity increases preference for variety (Simonson & Winer, 1992).…”

Section: Factors Affecting the Desire For Variety Or Satiationmentioning

confidence: 99%

Variety Seeking, Satiation, and Maximizing Enjoyment Over Time

Sevilla¹,

Kahn

2018

J Consum Psychol

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In this article, we examine the different ways in which consumers balance their consumption behavior in order to maximize utility. In particular, we focus on how people balance repeating the same options with the decision to seek variety. While earlier research represented variety seeking as a means of reducing physical satiation (McAlister, 1982), more recent research suggests that the relationship between choosing variety and minimizing satiation is more complex, as these behaviors may be motivated and influenced by exogenous factors. Past reviews have largely looked at the two processes separately. In this article, we discuss the nuanced relationship between these two constructs and point to future research directions that may help us further understand how consumers tackle the everyday challenge of maximizing enjoyment over time.

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“…Dant et al 2013); experimental research in CB (e.g. Mittelman et al, 2014), Loyalty (e.g. Lan et al 2013) and Pricing (e.g.…”

Section: Discussionmentioning

confidence: 99%

Diversity and Rigor Trends in Retailing Research: Assessment and Guidelines

Finnegan

Runyan

Gonzalez-Padron

et al. 2015

Int J Management Reviews

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This study presents an evaluation of research diversity and rigor levels in the retail marketing literature in order to glean valuable insights for researchers. Retailing is a significant sub‐field within marketing, and occupies a large portion of the extant marketing literature. The study consists of a content analysis of 600 quantitative empirical articles in the top six marketing journals (i.e. Journal of Retailing, Journal of Marketing, Journal of the Academy of Marketing Science, Journal of Consumer Research, Marketing Science and Journal of Marketing Research) over a 12‐year period. Over this period, the diversity and rigor of research design and data analytical methods were assessed across ten research sub‐communities of retail marketing research. The authors develop a measure for evaluating the rigor of research design and analytic techniques most commonly used in business research. The data reveal trends and areas for improvement in research design and reporting scholarly research.

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The Offer Framing Effect: Choosing Single versus Bundled Offerings Affects Variety Seeking

Cited by 44 publications

References 15 publications

Children, Object Value, and Persuasion

Children, Object Value, and Persuasion

Variety Seeking, Satiation, and Maximizing Enjoyment Over Time

Diversity and Rigor Trends in Retailing Research: Assessment and Guidelines

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