New publication on context effecs
The paper titled “What Really Matters in Attraction Effect Research: When Choices Have Economic Consequences,” authored by Marcel Lichters, Paul Bengart, Marko Sarstedt, and Bodo Vogt has just been accepted for publication in Marketing Letters. In their research, the authors present the results of an experiment on the attraction effect with realistic choice settings, contrasting hypothetical choices with binding choices that entail economic consequences. They find the attraction effect to be much stronger when decisions are binding. As such, this study ties in with the recent debate on the robustness of the attraction effect, underlining the effect’s usefulness as a marketing tool.