Comparison Neglect in Upgrade Decisions (Record no. 48882)
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| 000 -LEADER | |
|---|---|
| fixed length control field | nam a22 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20180115162054.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 180115b xxu||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Sela, Aner |
| 9 (RLIN) | 29181 |
| 245 ## - TITLE STATEMENT | |
| Title | Comparison Neglect in Upgrade Decisions |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 556-571.p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | To properly evaluate a potential product upgrade, consumers should compare the upgraded option with the product they already own to assess the upgrade’s added utility. However, although consumers explicitly and spontaneously acknowledge the importance of comparing the upgrade with the status quo, the authors find that they often fail to do so. Consequently, consumers frequently buy product upgrades that they would not have bought had they followed their own advice. Five experiments, involving both real and hypothetical upgrade decisions, show that even when the status quo option is represented in the decision context, if consumers are not explicitly prompted to reflect on it or compare it with the upgraded option, they often do not compare it with the upgrade and thus show an elevated likelihood of upgrading. The experiments suggest that this “comparison neglect” increases upgrade likelihood by making people overlook the similarities between the upgraded and status quo options and that it persists even when deliberation effort is high. The findings have important implications for theory, marketing practice, and consumer welfare. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | status quo bias |
| Uncontrolled term | comparison |
| Uncontrolled term | product upgrades |
| Uncontrolled term | focalism |
| Uncontrolled term | consumerism |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | LeBoeuf, Robyn A. |
| 9 (RLIN) | 29182 |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 29534 |
| Host Itemnumber | 66987 |
| Main entry heading | ERDEN, TULIN |
| Other item identifier | 5557769 |
| Title | JOURNAL OF MARKETING RESEARCH |
| International Standard Serial Number | 0022-2437 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Journal Article |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 15/01/2018 | Vol 74, No 4/ 5557769JA4 | 5557769JA4 | 15/01/2018 | 15/01/2018 |