The Attraction Effect in Experience-based Decisions
The Attraction Effect in Experience-based Decisions
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DOI：
10.1002/bdm.2058
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发表时间：
2018-07-01
影响因子：
2
通讯作者：
Hertwig, Ralph
中科院分区：
文献类型：
--
作者：
Hadar, Liat;Danziger, Shai;Hertwig, Ralph
先前对吸引力效应的演示仅限于明确描述的属性值（包括数字索引的属性，如赌博的结果及其可能性，或感知属性，如矩形的高度和宽度）。然而，在许多现实生活中的决策中，例如选择首选杂货店，人们根据过去对选项属性的经验（例如，产品折扣随时间的频率和幅度）。我们研究吸引力效应是否从基于谨慎的赌博之间的选择延伸到基于经验的赌博。我们的研究结果表明，吸引力效应的存在，但不太普遍的经验为基础的选择比基于谨慎。这是因为优势关系，吸引效应发生所必需的，在基于经验的选择中更难识别。然而，当主导地位得到承认时，人们可能会用它来指导艰难的权衡选择。我们讨论实际的影响。版权所有（c）2018约翰威利父子有限公司
Previous demonstrations of the attraction effect were limited to explicitly described attribute values (including numerically indexed attributes, such as gambles' outcomes and their likelihoods, or perceptual attributes, such as rectangles' height and width). However, in many real-life decisions, such as the choice of a preferred grocer, people decide based on their past experience with the options' attributes (e.g., the frequency and magnitude of product discounts over time). We examine whether the attraction effect extends from description-based to experience-based choice between gambles. Our results demonstrate that the attraction effect exists but is less prevalent in experience-based than in description-based choice. This is because the dominance relationship, necessary for the attraction effect to occur, is more difficult to recognize in experience-based choice. Yet, when dominance is recognized, people may use it to guide difficult trade-off choices. We discuss practical implications. Copyright (c) 2018 John Wiley & Sons, Ltd.