Showing papers by "James R. Bettman published in 2000"
TL;DR: It is hypothesized that choices between alternatives defined by unfavorable quality values will generate negative emotion, resulting in emotion-focused coping behavior, and choosing the higher quality alternative appears to function as a coping mechanism in these situations.
70 citations
TL;DR: In this article, the authors present an exploratory study of the dimensionality underlying naive subjects' ratings of attributes on the characteristics commonly discussed in the literature on tradeoff resolution and decision difficulty.
Abstract: Recent research indicates that attributes vary along multiple dimensions with implications for how trade-offs are resolved during choice. We present an exploratory study of the dimensionality underlying naive subjects' ratings of attributes on the characteristics commonly discussed in the literature on tradeoff resolution and decision difficulty. Factor analysis of attribute characteristic assessments indicates that subjects view decision attributes in a multi-dimensional fashion, including an importance/loss aversion dimension, an emotional potential/protection from tradeoffs dimension, and a cognitive difficulty dimension. These results suggest that a one-dimensional measure of attribute characteristics, such as a standard attribute importance rating, may obscure some factors determining individual responses to attributes during decision processing. However, the results also suggest that developing a relatively succinct set of scales in order to characterize the dimensions along with subjects response to attributes is a viable goal for future research.
23 citations
01 Jun 2000
TL;DR: In this article, the authors propose a modele integre for comprendre le choix construit, puis passons en revue les preuves d'un choixconstruit du consommateur a la lumiere de ce modele, and identifions les lacunes de la connaissance qui suggerent des recherches supplementaires.
Abstract: La prise de decision du consommateur a suscite un interet majeur dans la recherche sur le consommateur, et les tendances du marche (changement technologique, explosion de l'information) impliquent que ce sujet continuera d'avoir une importance critique. Nous arguons que le choix du consommateur est en soi construit. En raison de capacites de traitement limitees, les consommateurs, souvent, n'ont pas de preferences existantes bien definies, mais les construisent en utilisant differentes strategies dependantes des necessites liees a la fonction. Apres avoir decrit le choix construit, les fonctions de decision du consommateur, et les strategies de decision, nous proposons un modele integre pour comprendre le choix construit, puis passons en revue les preuves d'un choix construit du consommateur a la lumiere de ce modele, et identifions les lacunes de la connaissance qui suggerent des recherches supplementaires.
18 citations