scholarly journals Antecedents of the Attraction Effect: An Information-Processing Approach

1993 ◽  
Vol 30 (3) ◽  
pp. 331-349 ◽  
Author(s):  
Sanjay Mishra ◽  
U. N. Umesh ◽  
Donald E. Stem
Keyword(s):  
Causal Model ◽  
Considerable Extent ◽  
Attraction Effect ◽  
Choice Probability ◽  
Brand Preference ◽  
Perceived Similarity ◽  
Task Involvement ◽  
Stimulus Meaningfulness ◽  
Information Relevance ◽  
Information Processing Approach

Many researchers have demonstrated the existence of an attraction effect that increases the choice probability of an existing “target” brand by the introduction of a relatively inferior “decoy” brand. This study develops a causal model that links antecedent variables with the attraction effect. We find that the attraction effect is explained to a considerable extent by changes in the following seven variables: (1) information relevance or stimulus meaningfulness, (2) product class knowledge, (3) task involvement, (4) perceived similarity between decoy and target, (5) relative brand preference, (6) share captured by decoy brand, and (7) perceived decoy popularity. The overall results were consistent across product classes studied, which included beer, cars, and TV sets. The popularity explanation for attraction effect, alluded to by Huber, Payne, and Puto (1982), was tested and found to hold true.

Relevance of Information and Assimilation-Contrast in Interpersonal Prediction

1967 ◽  
Vol 24 (2) ◽  
pp. 515-525 ◽  
Author(s):  
William A. Blanchard
Keyword(s):  
Significant Interaction ◽  
Predictive Accuracy ◽  
Personal Relevance ◽  
Independent Effect ◽  
Perceived Similarity ◽  
Contrast Effects ◽  
Contrast Model ◽  
Independent Variables ◽  
Test Items ◽  
Information Relevance

43 judges predicted the responses of 4 targets to interest test items. Three factors (information relevance, perceived similarity, and real similarity) were varied. Information relevance had a sizable independent effect on predictive accuracy. There was a significant interaction between perceived similarity and real similarity in terms of their effects on accuracy in a direction consistent with Berkowitz' assimilation-contrast model of social judgment. The assimilation effects were considerably more marked than the contrast effects. An hypothesized three-way interaction between the independent variables was found to be not significant. The latter two results were discussed in terms of the possible effects of stereotyping and the personal relevance of the predictive items.

Toward Understanding the Attraction Effect: The Implications of Product Stimulus Meaningfulness and Familiarity

1987 ◽  
Vol 13 (4) ◽  
pp. 520 ◽  
Author(s):  
Srinivasan Ratneshwar ◽  
Allan D. Shocker ◽  
David W. Stewart
Keyword(s):  
Attraction Effect ◽  
Stimulus Meaningfulness

Values and intergroup perceptions of East Germans and West Germans in 1998 1This research was supported by a grant from the German Research Society (We 1106/3-1).

1999 ◽  
Vol 58 (4) ◽  
pp. 263-272
Author(s):  
Jörg Doll ◽  
Michael Dick
Keyword(s):  
Research Society ◽  
Frame Of Reference ◽  
Control Group ◽  
Perceived Similarity ◽  
The West ◽  
Need For Uniqueness ◽  
German Research ◽  
East German ◽  
Experimental Group ◽  
East West

The studies reported here focus on similarities and dissimilarities between the terminal value hierarchies ( Rokeach, 1973 ) ascribed to different groups ( Schwartz & Struch, 1990 ). In Study 1, n = 65 East Germans and n = 110 West Germans mutually assess the respective ingroup and outgroup. In this intra-German comparison the West Germans, with a mean intraindividual correlation of rho = 0.609, perceive a significantly greater East-West similarity between the group-related value hierarchies than the East Germans, with a mean rho = 0.400. Study 2 gives East German subjects either a Swiss (n = 58) or Polish (n = 59) frame of reference in the comparison between the categories German and East German. Whereas the Swiss frame of reference should arouse a need for uniqueness, the Polish frame of reference should arouse a need for similarity. In accordance with expectations, the Swiss frame of reference significantly reduces the correlative similarity between German and East German from a mean rho = 0.703 in a control group (n = 59) to a mean rho = 0.518 in the experimental group. Contrary to expectations, the Polish frame of reference does not lead to an increase in perceived similarity (mean rho = 0.712).

Seeing Similarity or Distance?

2014 ◽  
Vol 45 (2) ◽  
pp. 127-134 ◽  
Author(s):  
Leigh Wilton ◽  
Diana T. Sanchez ◽  
Lisa Giamo
Keyword(s):  
Social Distance ◽  
Mixed Race ◽  
Racial Groups ◽  
Perceived Similarity ◽  
The Social ◽  
Intergroup Perception ◽  
Intergroup Perceptions ◽  
Racially Ambiguous ◽  
Ambiguous Faces

Biracial individuals threaten the distinctiveness of racial groups because they have mixed-race ancestry, but recent findings suggest that exposure to biracial-labeled, racially ambiguous faces may positively influence intergroup perception by reducing essentialist thinking among Whites ( Young, Sanchez, & Wilton, 2013 ). However, biracial exposure may not lead to positive intergroup perceptions for Whites who are highly racially identified and thus motivated to preserve the social distance between racial groups. We exposed Whites to racially ambiguous Asian/White biracial faces and measured the perceived similarity between Asians and Whites. We found that exposure to racially ambiguous, biracial-labeled targets may improve perceptions of intergroup similarity, but only for Whites who are less racially identified. Results are discussed in terms of motivated intergroup perception.

Support, stress, and recovery from coronary heart disease: A longitudinal causal model.

1989 ◽  
Vol 8 (2) ◽  
pp. 175-193 ◽  
Author(s):  
Alan F. Fontana ◽  
Robert D. Kerns ◽  
Roberta L. Rosenberg ◽  
Kathleen L. Colonese
Keyword(s):  
Coronary Heart Disease ◽  
Heart Disease ◽  
Causal Model
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