The lure of choice
Dados Bibliográficos
| ID | 12166249 |
|---|---|
| Autores | Nicola J Bown (0000-0001-5510-2053, autor correspondente), Daniel Read (0000-0001-6672-9310, London School of Economics and Political Science), Barbara Summers (0000-0002-9294-0088) |
| Ano | 2003 |
| Volume | 16 |
| Fascículo | 4 |
| Páginas | 297-308 |
| Data de publicação | 2003-09-22 |
| Peer Reviewed | Sim |
| Open Access | Sim |
| Tipo | ARTICLE |
| Periódico | Journal of Behavioral Decision Making (JOURNAL) |
| Identificadores do periódico | ISSN: 0894-3257 • E-ISSN: 1099-0771 |
| Editora | Wiley (PUBLISHER • GB) |
| DOI | 10.1002/bdm.447 |
| OpenAlex | W2104343617 |
| Idioma | EN |
| Citações recebidas | 19 |
| Referências citadas | 27 |
We report three studies demonstrating the ‘lure of choice’ people prefer options that allow them to take further choices over those that do not, even when the extra choices cannot improve the ultimate outcome. In Studies 1 and 2, participants chose between two options: one solitary item, and a pair of items between which they would then make a further choice. Consistent with the lure of choice, a given item was more likely to be the ultimate choice when it was initially part of a choice pair than when it was offered on its own. We also demonstrate the lure of choice in a four‐door version of the Monty Hall problem, in which participants could either stick with their original choice or switch to one of two unopened doors. Participants were more likely to switch if they could first ‘choose to choose’ between the two unopened doors (without immediately specifying which) than if they had to choose one door straightaway. We conclude by suggesting that the lure of choice is due to a choice heuristic that is very reliable in the natural world, but much less so in a world created by marketers. Copyright © 2003 John Wiley & Sons, Ltd
Advertising · Business · Choice of Law · Choice set · Doors · Econometrics · Economics · Heuristic · Microeconomics · Multiple choice · Outcome (game theory · Patient choice · Political science · Computer Science · Decision-Making and Behavioral Economics · Economic and Environmental Valuation · Experimental Behavioral Economics Studies · Law · Psychology · Social Psychology · Artificial Intelligence
Born to choose
Online Dating
Consumers Undervalue Multi-Option Alternatives
Flexible control as surrogate reward or dynamic reward maximization
The value of choice facilitates subsequent memory across development
Evidence for entropy maximisation in human free choice behaviour
Distinguishing between intrinsic and instrumental sources of the value of choice
Self-choice preference
Making a promise increases the moral cost of lying
The deficiency of internal control beliefs in individuals with depressive tendencies
Can There Ever Be Too Many Options? A Meta-Analytic Review of Choice Overload
The value of control
Confused by too many choices? Choice overload in tourism
Genetic influences on dietary variety - Results from a twin study
Is the lure of choice reflected in market prices? Experimental evidence based on the 4-door Monty Hall problem
The value of choice in insurance purchasing
Fairness decision-making of opportunity equity in gain and loss contexts
Psychological factors underlying attitudes toward AI tools
Superfluous Choices and the Persistence of Preference
The Adaptive Decision Maker
Reason-based choice
Context-Dependent Preferences
When choice is demotivating
Ambiguities and unstated assumptions in probabilistic reasoning
Choice as a Value
Testing the reference-dependent model
Psychological determinants of decision attitude
On the pursuit and misuse of useless information
Market Boundaries and Product Choice
Adding Asymmetrically Dominated Alternatives
Choice Based on Reasons
| Obras citantes distintas | 19 |
|---|---|
| Citações por ano | 1 |
| Intervalo de citações | 2007 - 2026 (20) |
| Velocidade de citação | current |
| Altamente citado | Não |
| Tipos de citação | Neutras: 19 |