The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.
Option Attachment: When Deliberating Makes Choosing Feel like Losing
Open accessAbstract
Common sense suggests that consumers make more satisfying decisions as they consider their options more closely. Yet we argue that such close consideration can have undesirable consequences because it may induce attachment to the options—a sense of prefactual ownership of the choice options. When consumers then select one option, they effectively lose this prefactual possession of the other, nonchosen options. This yields a feeling of discomfort (“choosing feels like losing”) and an increase in the attractiveness of the forgone option, compared to its appeal before the choice. A series of nine experiments provides evidence of this phenomenon and support for our explanation.
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Citations
Cites
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Cited by
The IKEA effect: When labor leads to love
Norton, M. I., Mochon, D., & Ariely, D. (2012) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2011.08.002 · Cited by 1,049
Shu, S. B., & Peck, J. (2011) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2011.01.002 · Cited by 418
Nonconscious goals and consumer choice.
Chartrand, T. L., Huber, J., Shiv, B., & Tanner, R. J. (2008) · Journal of Consumer Research · doi:10.1086/588685 · Cited by 329
When Do Losses Loom Larger than Gains?
Ariely, D., Huber, J., & Wertenbroch, K. (2005) · Journal of Marketing Research · doi:10.1509/jmkr.42.2.134.62283 · Cited by 267
Self-citationPizzi, G., Scarpi, D., & Pantano, E. (2021) · Journal of Business Research · doi:10.1016/j.jbusres.2020.11.006 · Cited by 265
Decision difficulty in the age of consumer empowerment
Broniarczyk, S. M., & Griffin, J. G. (2014) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2014.05.003 · Cited by 256
Confused by too many choices? Choice overload in tourism
Park, J.-Y., & Jang, S. (. (2013) · Tourism Management · doi:10.1016/j.tourman.2012.05.004 · Cited by 171
Do Markets Crowd Out Virtues? An Aristotelian Framework
Graafland, J. J. (2010) · Journal of Business Ethics · doi:10.1007/s10551-009-0072-6 · Cited by 45
The slippery slope: The impact of feature alignability on search and satisfaction
Griffin, J. G., & Broniarczyk, S. M. (2010) · Journal of Marketing Research · doi:10.1509/jmkr.47.2.323 · Cited by 37
Metadata
- Authors
- Carmon, Z., Wertenbroch, K., & Zeelenberg, M.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2003-06
- Volume
- 30
- Issue
- 1
- Pages
- 15-29
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W3125727143
- Cited by
- 336
- References
- 7
- FWCI
- 8.21
- Type
- journal article
- Language
- en
- Open access
- bronze
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
