Preference Fluency in Choice
Bibliographic Data
| ID | 23345754 |
|---|---|
| Authors | Nathan Novemsky (Yale School of Management, corresponding author), Ravi Dhar (0000-0002-7796-5324, Yale School of Management, corresponding author), Norbert Schwarz (0000-0002-8868-7067, Ross School of Business, corresponding author), Itamar Simonson (0000-0002-0223-2273, Stanford Graduate School of Business, corresponding author) |
| Year | 2007 |
| Volume | 44 |
| Issue | 3 |
| Pages | 347-356 |
| Publication date | 2007-08-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Marketing Research (JOURNAL) |
| Journal identifiers | ISSN: 0022-2437 • E-ISSN: 1547-7193 |
| Publisher | SAGE Publications (PUBLISHER • US) |
| DOI | 10.1509/jmkr.44.3.347 |
| OpenAlex | W2152025661 |
| Language | EN |
| Citations received | 89 |
| References cited | 30 |
The authors propose that consumer choices are often systematically influenced by preference fluency (i.e., the subjective feeling that forming a preference for a specific option is easy or difficult). Four studies manipulate the fluency of preference formation by presenting descriptions in an easy- or difficult-to-read font (Study 1) or by asking participants to think of few versus many reasons for their choice (Studies 2–4). As the authors predict, subjective experiences of difficulty increase choice deferral (Studies 1 and 2) and the selection of a compromise option (Studies 3 and 4), unless consumers are induced to attribute the experience to an unrelated cause. Unlike studies of decision conflict, these effects are obtained without changing the attributes of the alternatives, the composition of the choice sets, or the reference points. The authors discuss the theoretical and practical implications of the results.
Choice set · Cognitive psychology · Compromise · Consumer choice · Deferral · Econometrics · Economics · Feeling · Fluency · Microeconomics · Preference · Processing fluency · Selection (genetic algorithm) · Artificial Intelligence · Behavioral Health and Interventions · Computer Science · Consumer Behavior in Brand Consumption and Identification · Decision-Making and Behavioral Economics · Psychology · Social Psychology
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Remembering the real me
Judgment and Decision Making
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Metacognitive Experiences and the Intricacies of Setting People Straight
Feelings-as-Information Theory
Mindful Judgment and Decision Making
It's the Mind-Set that Matters
Metacognitive experiences as information
The secret life of fluency
The habitual consumer
Uniting the Tribes of Fluency to Form a Metacognitive Nation
Donation or Discount
Is comedy funnier when it is easier to process? The interplay of fluency and coherence in humor appreciation
Less Regret Through Rejection
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Toward a General Framework of Biased Reasoning
Metacognitive approach to narrative persuasion
Prompt nudge
Reasoning about privacy in mobile application install decisions
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The paradox of information abundance
The halo effect in slogan contexts
“Why do you find similar reviews helpful?”
Feeling excited and fluent
Accessibility and Age
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Optimizing Product Placement Interface Design in Mobile Food Delivery Marketing
If I Understand Why a Product Looks Weird, Will I Buy It
A Guide to Graphic Design For Functional versus Experiential Ads
Advertising message design and healthy food purchase intention
Fluency in Future Focus
Call first, pay later
Complements are warm and substitutes are competent
Cognitive processes in procedural justice judgments
Guiding trustful behavior
Construal‐level Mindsets Enhance Behavioral Persistence in Response to Incentive Valence
Verbal aptitude hurts children's economic decision‐making accuracy
Is What You Feel What They See? Prominent and Subtle Identity Signaling in Intergroup Interactions
The slippery slope of rights-restricting temporary measures
Don't let the facts ruin a good story
Clear is Popular
Effects of price sorting display on extreme option choice aversion
Physimorphic vs. Typographic logos in destination marketing
Typography in destination advertising
The effects of information form and domain-specific knowledge on choice deferral
The Crossmodal Effect of Attention on Preferences
When Being in a Positive Mood Increases Choice Deferral
Beyond Numbers
Consumers Prefer Products That Work Using Directionally Consistent Causal Chains
How Perceptual Disfluency Affects Consumer Choices
Seeing faces
Nice and easy does it
Free will is about choosing
Construction and retrieval of evaluative judgments
Feeling good and feeling truth
Consumer Responses to Corporate Social Responsibility (CSR) Contribution Type
The Association Between Power‐Space Congruency and Positive Affect
Intel Inside
Consumers as Naive Physicists
Routine and feelings of safety, confidence, and well-being
Shared responsibility in collective decisions
Delegating Decisions
How Self-Control Shapes the Meaning of Choice
Contextual Influences on Message Persuasion
Effects of Objective and Evaluative Front-of-Package Cues on Food Evaluation and Choice
On the Mental Accounting of Restricted-Use Funds
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Single-Option Aversion
"The Future Looks "Right
Are All Units Created Equal? The Effect of Default Units on Product Evaluations
What the Blind Eye Sees
Decision Quicksand
Doing Poorly by Doing Good
On Intertemporal Selfishness
On the Heritability of Consumer Decision Making
No Pain, No Gain? How Fluency and Construal Level Affect Consumer Confidence
Contrast and Assimilation Effects of Processing Fluency
When Mental Simulation Hinders Behavior
It's Time to Vote
Choice Set Configuration as a Determinant of Preference Attribution and Strength
Mood and Comparative Judgment
The Effect of Forced Choice on Choice
Effects of Perceptual Fluency on Affective Judgments
Reason-based choice
Choice in Context
Accessible Content and Accessibility Experiences
Behavioral Decision Research
Choice in Context
Metacognitive Experiences in Consumer Judgment and Decision Making
Choice under Conflict
Effects of Perceptual Fluency on Judgments of Truth
The Construction of Social Judgments
Attitudinal effects of mere exposure
Inferences from decision difficulty
Ease of retrieval as information
Choice Based on Reasons
Decision Making in Information-Rich Environments
The Role of Explanations and Need for Uniqueness in Consumer Decision Making
Choosing to Avoid
Consumer Preference for a No-Choice Option
There Are Many Reasons to Drive a BMW
| Unique citing works | 89 |
|---|---|
| Citations per year | 4,68 |
| Citation span | 2007 - 2026 (20) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 83 |