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references.bib
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%% This BibTeX bibliography file was created using BibDesk.
%% https://bibdesk.sourceforge.io/
%% Created for Zakaria Babutsidze at 2023-04-21 13:36:19 +0200
%% Saved with string encoding Unicode (UTF-8)
@article{freyDueck07,
abstract = {Clustering data by identifying a subset of representative examples is important for processing sensory signals and detecting patterns in data. Such ``exemplars'' can be found by randomly choosing an initial subset of data points and then iteratively refining it, but this works well only if that initial choice is close to a good solution. We devised a method called ``affinity propagation,'' which takes as input measures of similarity between pairs of data points. Real-valued messages are exchanged between data points until a high-quality set of exemplars and corresponding clusters gradually emerges. We used affinity propagation to cluster images of faces, detect genes in microarray data, identify representative sentences in this manuscript, and identify cities that are efficiently accessed by airline travel. Affinity propagation found clusters with much lower error than other methods, and it did so in less than one-hundredth the amount of time.},
author = {Brendan J. Frey and Delbert Dueck},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:31:02 +0200},
doi = {10.1126/science.1136800},
eprint = {https://www.science.org/doi/pdf/10.1126/science.1136800},
journal = {Science},
number = {5814},
pages = {972-976},
title = {Clustering by Passing Messages Between Data Points},
url = {https://www.science.org/doi/abs/10.1126/science.1136800},
volume = {315},
year = {2007},
bdsk-url-1 = {https://www.science.org/doi/abs/10.1126/science.1136800},
bdsk-url-2 = {https://doi.org/10.1126/science.1136800}}
@article{dowlingEtAl20,
abstract = {Psychology and economics (together known as behavioral economics) are two prominent disciplines underlying many theories in marketing. The extensive marketing literature documents consumers'nonrational behavior even though behavioral biases might not always be consistently termed or formally described. In this review, we identify and synthesize empirical research on behavioral biases in marketing. We document the key findings according to three classes of deviations (i.e., nonstandard preferences, nonstandard beliefs, and nonstandard decision making) and the four phases of consumer purchase decision making (i.e., need recognition, pre-purchase, purchase, and post-purchase). Our organizing framework allows us to (1) synthesize instructive marketing papers in a concise and meaningful manner and (2) identify connections and differences within and across categories in both dimensions. In our review, we discuss specific implications for management and avenues for future research.},
author = {Dowling, Katharina and Guhl, Daniel and Klapper, Daniel and Spann, Martin and Stich, Lucas and Yegoryan, Narine},
date = {2020/05/01},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:30:29 +0200},
doi = {10.1007/s11747-019-00699-x},
id = {Dowling2020},
isbn = {1552-7824},
journal = {Journal of the Academy of Marketing Science},
number = {3},
pages = {449--477},
title = {Behavioral biases in marketing},
url = {https://doi.org/10.1007/s11747-019-00699-x},
volume = {48},
year = {2020},
bdsk-url-1 = {https://doi.org/10.1007/s11747-019-00699-x}}
@article{lichtersEtAl15,
abstract = {While the attraction effect has received considerable attention in consumer research, recent research concludes that the effect is restricted to artificial choice settings, which questions its relevance for marketing practice. This paper takes a broader perspective on the issue of the generalizability of research results and introduces a set of background factors, which, if neglected, have adverse consequences for such generalizability. The results of our extensive review of the literature on this topic, published during the last four decades in the top 30 marketing journals, show that context effect studies have routinely neglected these background factors. In light of our results, we propose guidelines for implementing context effect experiments in future consumer research. These guidelines allow for a more realistic analysis of the attraction effect and related context effects in consumer research.},
author = {Lichters, Marcel and Sarstedt, Marko and Vogt, Bodo},
date = {2015/06/01},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:33:57 +0200},
doi = {10.1007/s13162-015-0066-8},
id = {Lichters2015},
isbn = {1869-8182},
journal = {AMS Review},
number = {1},
pages = {1--19},
title = {On the practical relevance of the attraction effect: A cautionary note and guidelines for context effect experiments},
url = {https://doi.org/10.1007/s13162-015-0066-8},
volume = {5},
year = {2015},
bdsk-url-1 = {https://doi.org/10.1007/s13162-015-0066-8}}
@article{kahnemanTversky79,
abstract = {This paper presents a critique of expected utility theory as a descriptive model of decision making under risk, and develops an alternative model, called prospect theory. Choices among risky prospects exhibit several pervasive effects that are inconsistent with the basic tenets of utility theory. In particular, people underweight outcomes that are merely probable in comparison with outcomes that are obtained with certainty. This tendency, called the certainty effect, contributes to risk aversion in choices involving sure gains and to risk seeking in choices involving sure losses. In addition, people generally discard components that are shared by all prospects under consideration. This tendency, called the isolation effect, leads to inconsistent preferences when the same choice is presented in different forms. An alternative theory of choice is developed, in which value is assigned to gains and losses rather than to final assets and in which probabilities are replaced by decision weights. The value function is normally concave for gains, commonly convex for losses, and is generally steeper for losses than for gains. Decision weights are generally lower than the corresponding probabilities, except in the range of low probabilities. Overweighting of low probabilities may contribute to the attractiveness of both insurance and gambling.},
author = {Daniel Kahneman and Amos Tversky},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:34:48 +0200},
issn = {00129682, 14680262},
journal = {Econometrica},
number = {2},
pages = {263--291},
publisher = {[Wiley, Econometric Society]},
title = {Prospect Theory: An Analysis of Decision under Risk},
url = {http://www.jstor.org/stable/1914185},
urldate = {2023-04-21},
volume = {47},
year = {1979},
bdsk-url-1 = {http://www.jstor.org/stable/1914185}}
@inproceedings{tomlinsonBenson21,
abstract = {Individuals are constantly making choices---purchasing products, consuming Web content, making social connections---so understanding what contributes to these decisions is crucial in many settings. A major interest is understanding context effects, which occur when the set of available options itself affects an individual's relative preferences. These violate traditional rationality assumptions but are commonly observed in human behavior. At the same time, identifying context effects from choice data remains a challenge; existing models posit a specific context effect a priori and then measure its effect from (often effect-targeting) data. Here, we develop discrete choice models that capture a broad range of context effects, which are learned from choice data rather than baked into the model. Our models yield intuitive, interpretable, and statistically testable context effects, all while being simple to train. We evaluate our model on several empirical choice datasets, discovering, e.g., that people are more willing to book higher-priced hotels when presented with options that are on sale. We also provide the first analysis of context effects in online social network growth, finding that users forming connections place relatively more emphasis on shared neighbors when popular users are an option.},
address = {New York, NY, USA},
author = {Tomlinson, Kiran and Benson, Austin R.},
booktitle = {Proceedings of the 27th ACM SIGKDD Conference on Knowledge Discovery \& Data Mining},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:32:57 +0200},
doi = {10.1145/3447548.3467250},
isbn = {9781450383325},
keywords = {discrete choice, preference learning, context effects},
location = {Virtual Event, Singapore},
numpages = {11},
pages = {1582--1592},
publisher = {Association for Computing Machinery},
series = {KDD '21},
title = {Learning Interpretable Feature Context Effects in Discrete Choice},
url = {https://doi.org/10.1145/3447548.3467250},
year = {2021},
bdsk-url-1 = {https://doi.org/10.1145/3447548.3467250}}
@article{mcfadden01,
author = {McFadden, Daniel},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:31:32 +0200},
doi = {10.1257/aer.91.3.351},
journal = {American Economic Review},
month = {June},
number = {3},
pages = {351-378},
title = {Economic Choices},
url = {https://www.aeaweb.org/articles?id=10.1257/aer.91.3.351},
volume = {91},
year = {2001},
bdsk-url-1 = {https://www.aeaweb.org/articles?id=10.1257/aer.91.3.351},
bdsk-url-2 = {https://doi.org/10.1257/aer.91.3.351}}
@article{chernev04,
abstract = {{Consumers often make decisions based on the extremeness of choice alternatives. Prior research has argued that extremeness aversion is a function of the relational properties of choice alternatives and that the middle option, defined such that its attribute values are between the values of the other alternatives, is always viewed as the least extreme, compromise option. The attribute-balance hypothesis advanced in this article extends prior research, demonstrating that extremeness aversion is also a function of the dispersion of attribute values within each alternative. In particular, it is argued that an option with equal attribute ratings will be perceived as the compromise alternative even when it is not the middle option. Data from three studies support this prediction, offering converging evidence for the attribute-balance effect in different decision contexts. Theoretical implications of the findings are discussed in the context of the extant extremeness aversion research.}},
author = {Chernev, Alexander},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:32:06 +0200},
doi = {10.1086/422105},
eprint = {https://academic.oup.com/jcr/article-pdf/31/2/249/17928724/31-2-249.pdf},
issn = {0093-5301},
journal = {Journal of Consumer Research},
month = {09},
number = {2},
pages = {249-263},
title = {{Extremeness Aversion and Attribute-Balance Effects in Choice}},
url = {https://doi.org/10.1086/422105},
volume = {31},
year = {2004},
bdsk-url-1 = {https://doi.org/10.1086/422105}}
@article{drolet02,
abstract = {{The present research demonstrates that consumers tend to vary their use of decision rules independent of option and set characteristics. In five experiments, increased choice of a particular option (e.g., lower price, brand name, or compromise option) was associated with relatively decreased choice of that same (generic) option on occasions that followed. Results indicate that this inherent rule variability is not an effect of background contrast but instead relates to consumers' favorable valuation of decision change itself. This research implies that the idea of contingent decision making applies not only to decision outcomes but also to decision processes.}},
author = {Drolet, Aimee},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:32:28 +0200},
doi = {10.1086/344433},
eprint = {https://academic.oup.com/jcr/article-pdf/29/3/293/17927509/29-3-293.pdf},
issn = {0093-5301},
journal = {Journal of Consumer Research},
month = {12},
number = {3},
pages = {293-305},
title = {{Inherent Rule Variability in Consumer Choice: Changing Rules for Change's Sake}},
url = {https://doi.org/10.1086/344433},
volume = {29},
year = {2002},
bdsk-url-1 = {https://doi.org/10.1086/344433}}
@article{huberEtAl82,
abstract = {{An asymmetrically dominated alternative is dominated by one item in the set but not by another. Adding such an alternative to a choice set can increase the probability of choosing the item that dominates it. This result points to the inadequacy of many current choice models and suggests product line strategies that might not otherwise be intuitively plausible.}},
author = {Huber, Joel and Payne, John W. and Puto, Christopher},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:29:57 +0200},
doi = {10.1086/208899},
eprint = {https://academic.oup.com/jcr/article-pdf/9/1/90/5205641/9-1-90.pdf},
issn = {0093-5301},
journal = {Journal of Consumer Research},
month = {06},
number = {1},
pages = {90-98},
title = {{Adding Asymmetrically Dominated Alternatives: Violations of Regularity and the Similarity Hypothesis}},
url = {https://doi.org/10.1086/208899},
volume = {9},
year = {1982},
bdsk-url-1 = {https://doi.org/10.1086/208899}}
@article{huberPuto83,
abstract = {{What happens to the share of choices each item receives when the choice set boundaries are extended by adding a new item that is extremely good on one dimension but poor on the others? First, there is a substitution effect whereby the new item takes choice share mainly from similar items in the set. Second, there is an attraction effect resulting in a general shift of preference toward the added item. Experimental studies show that choice patterns conflict with current theoretical and common-sense ideas about the effect of added alternatives on choice.}},
author = {Huber, Joel and Puto, Christopher},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:33:14 +0200},
doi = {10.1086/208943},
eprint = {https://academic.oup.com/jcr/article-pdf/10/1/31/5189658/10-1-31.pdf},
issn = {0093-5301},
journal = {Journal of Consumer Research},
month = {06},
number = {1},
pages = {31-44},
title = {{Market Boundaries and Product Choice: Illustrating Attraction and Substitution Effects}},
url = {https://doi.org/10.1086/208943},
volume = {10},
year = {1983},
bdsk-url-1 = {https://doi.org/10.1086/208943}}
@article{simonson89,
abstract = {{Building on previous research, this article proposes that choice behavior under preference uncertainty may be easier to explain by assuming that consumers select the alternative supported by the best reasons. This approach provides an explanation for the so-called attraction effect and leads to the prediction of a compromise effect. Consistent with the hypotheses, the results indicate that (1) brands tend to gain share when they become compromise alternatives in a choice set; (2) attraction and compromise effects tend to be stronger among subjects who expect to justify their decisions to others; and (3) selections of dominating and compromise brands are associated with more elaborate and difficult decisions.}},
author = {Simonson, Itamar},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:30:45 +0200},
doi = {10.1086/209205},
eprint = {https://academic.oup.com/jcr/article-pdf/16/2/158/5096379/16-2-158.pdf},
issn = {0093-5301},
journal = {Journal of Consumer Research},
month = {09},
number = {2},
pages = {158-174},
title = {Choice Based on Reasons: The Case of Attraction and Compromise Effects},
url = {https://doi.org/10.1086/209205},
volume = {16},
year = {1989},
bdsk-url-1 = {https://doi.org/10.1086/209205}}
@article{wollschlaegerDiederich20,
abstract = {{Preference reversals---a decision maker prefers A over B in one situation but B over A in another---demonstrate that human behavior violates invariance assumptions of (utility-based) rational choice theories. In the field of multi-alternative multi-attribute decision-making research, 3 preference reversals received special attention: similarity, attraction, and compromise effects. The 3 so-called context effects are changes in (relative) choice probabilities for 2 choice alternatives after a third ``decoy'' option is added to the set. Despite their simplicity, the effects demonstrate that choice probabilities in multi-alternative decision making are contingent on the local context, that is, on the choice set under consideration. Because of their simplicity, on the other hand, similarity, attraction, and compromise effects have been successfully examined in numerous studies to date, and they have become of increasing interest for differentiating between computational cognitive process models of multi-alternative multi-attribute decision making. However, the stimulus arrangement for producing the effects seems to vary between studies, which becomes challenging when model accounts are compared. The purpose of this review is to present various paradigms in a coherent way and describe various model accounts based on a common structure.}},
author = {Wollschlaeger, Lena M. and Diederich, Adele},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:35:06 +0200},
doi = {10.5406/amerjpsyc.133.1.0001},
eprint = {https://scholarlypublishingcollective.org/uip/ajp/article-pdf/133/1/1/1304279/amerjpsyc.133.1.0001.pdf},
issn = {0002-9556},
journal = {The American Journal of Psychology},
month = {04},
number = {1},
pages = {1-30},
title = {{Similarity, Attraction, and Compromise Effects: Original Findings, Recent Empirical Observations, and Computational Cognitive Process Models}},
url = {https://doi.org/10.5406/amerjpsyc.133.1.0001},
volume = {133},
year = {2020},
bdsk-url-1 = {https://doi.org/10.5406/amerjpsyc.133.1.0001}}
@article{pfannschmidtEtAl22,
author = {Karlson Pfannschmidt and Pritha Gupta and Bj{\"o}rn Haddenhorst and Eyke H{\"u}llermeier},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:32:44 +0200},
doi = {10.1016/j.ijar.2021.10.002},
journal = {International Journal of Approximate Reasoning},
month = {jan},
pages = {116--155},
publisher = {Elsevier {BV}},
title = {Learning context-dependent choice functions},
url = {https://doi.org/10.1016%2Fj.ijar.2021.10.002},
volume = {140},
year = 2022,
bdsk-url-1 = {https://doi.org/10.1016%2Fj.ijar.2021.10.002},
bdsk-url-2 = {https://doi.org/10.1016/j.ijar.2021.10.002}}
@article{kamakuraSrivastava84,
abstract = { The authors discuss some shortcomings of probabilistic choice models which do not capture product interdependencies. When substitutional relationships are present in the marketplace, these models may lead to biased estimates for choice/market shares. A probabilistic choice model which accounts for the interdependence among choice alternatives is proposed. This model uses parsimonious parameterization and relies on parameters which are not related to specific alternatives in the choice set. The model is compared with two other probabilistic choice models in terms of goodness of fit and predictive ability. },
author = {Wagner A. Kamakura and Rajendra K. Srivastava},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:34:21 +0200},
doi = {10.1177/002224378402100407},
eprint = {https://doi.org/10.1177/002224378402100407},
journal = {Journal of Marketing Research},
number = {4},
pages = {420-434},
title = {Predicting Choice Shares under Conditions of Brand Interdependence},
url = {https://doi.org/10.1177/002224378402100407},
volume = {21},
year = {1984},
bdsk-url-1 = {https://doi.org/10.1177/002224378402100407}}
@article{truebloodEtAl13,
abstract = { Context effects---preference changes that depend on the availability of other options---have attracted a great deal of attention among consumer researchers studying high-level decision tasks. In the experiments reported here, we showed that these effects also arise in simple perceptual-decision-making tasks. This finding casts doubt on explanations limited to consumer choice and high-level decisions, and it indicates that context effects may be amenable to a general explanation at the level of the basic decision process. We demonstrated for the first time that three important context effects from the preferential-choice literature---similarity, attraction, and compromise effects---all occurred within a single perceptual-decision task. Not only do our results challenge previous explanations for context effects proposed by consumer researchers, but they also challenge the choice rules assumed in theories of perceptual decision making. },
author = {Jennifer S. Trueblood and Scott D. Brown and Andrew Heathcote and Jerome R. Busemeyer},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:33:47 +0200},
doi = {10.1177/0956797612464241},
eprint = {https://doi.org/10.1177/0956797612464241},
journal = {Psychological Science},
note = {PMID: 23610134},
number = {6},
pages = {901-908},
title = {Not Just for Consumers: Context Effects Are Fundamental to Decision Making},
url = {https://doi.org/10.1177/0956797612464241},
volume = {24},
year = {2013},
bdsk-url-1 = {https://doi.org/10.1177/0956797612464241}}
@article{lehmannPan94,
abstract = { The authors examine how new brand entries affect consumers' consideration sets. A within-subject longitudinal experiment examines several entry positions into existing markets. The results suggest that new brand entries produce changes in consideration sets toward dominating, compromise, and assimilated brands, away from extreme brands in two-brand markets, and toward dominating and away from extreme brands in eight-brand markets. These results are confirmed by a second experiment that utilizes a between-subject design and markets with six existing brands. },
author = {Donald R. Lehmann and Yigang Pan},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:31:11 +0200},
doi = {10.1177/002224379403100304},
eprint = {https://doi.org/10.1177/002224379403100304},
journal = {Journal of Marketing Research},
number = {3},
pages = {364-374},
title = {Context Effects, New Brand Entry, and Consideration Sets},
url = {https://doi.org/10.1177/002224379403100304},
volume = {31},
year = {1994},
bdsk-url-1 = {https://doi.org/10.1177/002224379403100304}}
@article{kivetz04,
abstract = { The compromise effect denotes the finding that brands gain share when they become the intermediate rather than extreme option in a choice set. Despite the robustness and importance of this phenomenon, choice modelers have neglected to incorporate the compromise effect in formal choice models and to test whether such models outperform the standard value maximization model. In this article, the authors suggest four context-dependent choice models that can conceptually capture the compromise effect. Although the models are motivated by theory from economics and behavioral decision research, they differ with respect to the particular mechanism that underlies the compromise effect (e.g., contextual concavity versus loss aversion). Using two empirical applications, the authors (1) contrast the alternative models and show that incorporating the compromise effect by modeling the local choice context leads to superior predictions and fit compared with the traditional value maximization model and a stronger (naive) model that adjusts for possible biases in utility measurement, (2) generalize the compromise effect by demonstrating that it systematically affects choice in larger sets of products and attributes than has been previously shown, (3) show the theoretical and empirical equivalence of loss aversion and local (contextual) concavity and (4) demonstrate the superiority of models that use a single reference point over ``tournament models'' in which each option serves as a reference point. They discuss the theoretical and practical implications of this research as well as the ability of the proposed models to predict other behavioral context effects. },
author = {Ran Kivetz and Oded Netzer and V. Srinivasan},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:30:11 +0200},
doi = {10.1509/jmkr.41.3.237.35990},
eprint = {https://doi.org/10.1509/jmkr.41.3.237.35990},
journal = {Journal of Marketing Research},
number = {3},
pages = {237-257},
title = {Alternative Models for Capturing the Compromise Effect},
url = {https://doi.org/10.1509/jmkr.41.3.237.35990},
volume = {41},
year = {2004},
bdsk-url-1 = {https://doi.org/10.1509/jmkr.41.3.237.35990}}
@article{moe06,
abstract = { In this article, the author proposes and applies an empirical two-stage choice model to Internet clickstream data that captures observed choices for two choice stages: products viewed and products purchased. The model allows for interdependences between choices within a stage as well as the use of varying decision rules in each stage. The author accommodates heterogeneity in preferences and in decision rules. The proposed model uses observed choices to infer both attribute preference ratings and criterion attributes. The results show empirically, in a field setting, that the product attributes evaluated in Stage 1 differ from those evaluated in Stage 2. Consistent with existing theory, consumers tend to use simpler decision rules based on a subset of attribute information in earlier stages. The author also finds some preliminary evidence that attributes such as price and size tend to be considered in only one of the two stages, whereas ingredient attributes tend to be considered in both stages. From a managerial perspective, the identification of criterion attributes, coupled with the preference parameters estimated by the model, can assist with the targeting and positioning of promotional strategies. },
author = {Wendy W. Moe},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:30:18 +0200},
doi = {10.1509/jmkr.43.4.680},
eprint = {https://doi.org/10.1509/jmkr.43.4.680},
journal = {Journal of Marketing Research},
number = {4},
pages = {680-692},
title = {An Empirical Two-Stage Choice Model with Varying Decision Rules Applied to Internet Clickstream Data},
url = {https://doi.org/10.1509/jmkr.43.4.680},
volume = {43},
year = {2006},
bdsk-url-1 = {https://doi.org/10.1509/jmkr.43.4.680}}
@article{roodrkerkEtAl11,
abstract = { The behavioral literature provides ample evidence that consumer preferences are partly driven by the context provided by the set of alternatives. Three important context effects are the compromise, attraction, and similarity effects. Because these context effects affect choices in a systematic and predictable way, it should be possible to incorporate them in a choice model. However, the literature does not offer such a choice model. This study fills this gap by proposing a discrete-choice model that decomposes a product's utility into a context-free partworth utility and a context-dependent component capturing all three context effects. Model estimation results on choice-based conjoint data involving digital cameras provide convincing statistical evidence for context effects. The estimated context effects are consistent with the predictions from the behavioral literature, and accounting for context effects leads to better predictions both in and out of sample. To illustrate the benefit from incorporating context effects in a choice model, the authors discuss how firms could utilize the context sensitivity of consumers to design more profitable product lines. },
author = {Robert P. Rooderkerk and Harald J. Van Heerde and Tammo H.A. Bijmolt},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:32:19 +0200},
doi = {10.1509/jmkr.48.4.767},
eprint = {https://doi.org/10.1509/jmkr.48.4.767},
journal = {Journal of Marketing Research},
number = {4},
pages = {767-780},
title = {Incorporating Context Effects into a Choice Model},
url = {https://doi.org/10.1509/jmkr.48.4.767},
volume = {48},
year = {2011},
bdsk-url-1 = {https://doi.org/10.1509/jmkr.48.4.767}}
@article{frederickEtAl14,
abstract = { Consumer research has documented dozens of instances in which the introduction of an ``irrelevant'' third option affects preferences between the remaining two. In nearly all such cases, the unattractive dominated option enhances the attractiveness of the option it most resembles---a phenomenon known as the ``attraction effect.'' In the studies presented here, however, the authors contend that this phenomenon may be restricted to stylized product representations in which every product dimension is represented by a number (e.g., a toaster oven that has a durability rating of 7.2 and ease of cleaning rating of 5.5). Such effects do not typically occur when consumers experience the product (e.g., taste a drink) or when even one of the product attributes is represented perceptually (e.g., differently priced hotel rooms whose quality is depicted with a photo). The authors posit that perceptual representations of attributes do not support the sorts of comparisons that drive the attraction effect with highly stylized examples, and they question the practical significance of the effect. },
author = {Shane Frederick and Leonard Lee and Ernest Baskin},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:35:39 +0200},
doi = {10.1509/jmr.12.0061},
eprint = {https://doi.org/10.1509/jmr.12.0061},
journal = {Journal of Marketing Research},
number = {4},
pages = {487-507},
title = {The Limits of Attraction},
url = {https://doi.org/10.1509/jmr.12.0061},
volume = {51},
year = {2014},
bdsk-url-1 = {https://doi.org/10.1509/jmr.12.0061}}
@article{dotsonEtAl18,
abstract = { Distributional assumptions for random utility models play an important role in relating observed product attributes to choice probabilities. Choice probabilities derived with independent errors have the property of independence of irrelevant alternatives, which often does not match observed substitution behavior and leads to inaccurate calculations of source of volume when new entrants are introduced. In this article, the authors parameterize the covariance matrix for a probit model so that similar brands in the preference space have higher correlation than dissimilar brands, resulting in higher rates of substitution. They find across multiple data sets that similarity based on overall utility, not just attributes, defines products as similar with heightened rates of substitution. The proposed model results in better in-sample and predictive fits to the data and more realistic measures of substitution for a new product introduction. },
author = {Jeffrey P. Dotson and John R. Howell and Jeff D. Brazell and Thomas Otter and Peter J. Lenk and Steve MacEachern and Greg M. Allenby},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:29:46 +0200},
doi = {10.1509/jmr.13.0240},
eprint = {https://doi.org/10.1509/jmr.13.0240},
journal = {Journal of Marketing Research},
number = {1},
pages = {35-47},
title = {A Probit Model with Structured Covariance for Similarity Effects and Source of Volume Calculations},
url = {https://doi.org/10.1509/jmr.13.0240},
volume = {55},
year = {2018},
bdsk-url-1 = {https://doi.org/10.1509/jmr.13.0240}}
@article{evangelidisEtAl18,
abstract = { Despite substantial prior research regarding the effect of context on choices, uncertainty remains regarding when particular context effects will be observed. In this article, the authors advance a new perspective on context-dependent choices, according to which context effects are a function of the relative advantage of one option over another and of the different strategies that decision makers evoke when making a choice. They propose that context effects resulting from the addition of a third option to a two-option set are more frequently observed when the added option is relatively similar (adjacent) to the ``disadvantaged'' alternative (i.e., the lower-share option) in the set. The authors conduct a series of studies to analyze the occurrence of context effects and find support for predictions related to asymmetric dominance and extremeness aversion. },
author = {Ioannis Evangelidis and Jonathan Levav and Itamar Simonson},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:35:20 +0200},
doi = {10.1509/jmr.14.0483},
eprint = {https://doi.org/10.1509/jmr.14.0483},
journal = {Journal of Marketing Research},
number = {2},
pages = {239-253},
title = {The Asymmetric Impact of Context on Advantaged versus Disadvantaged Options},
url = {https://doi.org/10.1509/jmr.14.0483},
volume = {55},
year = {2018},
bdsk-url-1 = {https://doi.org/10.1509/jmr.14.0483}}
@article{lloyd82,
author = {Lloyd, S.},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:33:06 +0200},
doi = {10.1109/TIT.1982.1056489},
journal = {IEEE Transactions on Information Theory},
number = {2},
pages = {129-137},
title = {Least squares quantization in PCM},
volume = {28},
year = {1982},
bdsk-url-1 = {https://doi.org/10.1109/TIT.1982.1056489}}
@article{orhun09,
abstract = { In a market of consumers with varying willingness to pay, using product line as a discrimination tool may extract higher profits than serving all consumers with a single product. Local context effects, however, point to yet another consideration in designing product lines: how the appeal of a product changes with the context provided by other products in the choice set. I present a model of product line design that incorporates both discrimination and context management goals and offers recommendations for the variety and positioning of products. To this end, the model makes use of a framework that allows preferences to be choice set dependent. Given this framework, I study how the firm manages externalities between products created by such dependencies. The firm creates distortions above and beyond those resulting from discrimination motives alone. For example, in a vertically differentiated market for quality, quality distortions exist even for the consumers with the highest valuations. The range of quality provisions, given the number of products, is compressed as the relative importance of unfavorable comparisons among products increases. Surprisingly, this compression may even lead the firm to forego discrimination among consumers regardless of the cost of offering distinct products. },
author = {Orhun, A. Ye\c{s}im},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:34:07 +0200},
doi = {10.1287/mksc.1080.0449},
eprint = {https://doi.org/10.1287/mksc.1080.0449},
journal = {Marketing Science},
number = {5},
pages = {868-886},
title = {Optimal Product Line Design When Consumers Exhibit Choice Set-Dependent Preferences},
url = {https://doi.org/10.1287/mksc.1080.0449},
volume = {28},
year = {2009},
bdsk-url-1 = {https://doi.org/10.1287/mksc.1080.0449}}
@article{wuConsguner20,
abstract = { This paper validates the existence of the decoy effect in the online diamond market, quantifies its magnitude, and explores its managerial implications. },
author = {Wu, Chunhua and Cosguner, Koray},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:34:36 +0200},
doi = {10.1287/mksc.2020.1231},
eprint = {https://doi.org/10.1287/mksc.2020.1231},
journal = {Marketing Science},
number = {5},
pages = {974-995},
title = {Profiting from the Decoy Effect: A Case Study of an Online Diamond Retailer},
url = {https://doi.org/10.1287/mksc.2020.1231},
volume = {39},
year = {2020},
bdsk-url-1 = {https://doi.org/10.1287/mksc.2020.1231}}
@article{tverskySimonson93,
abstract = { The standard theory of choice---based on value maximization---associates with each option a real value such that, given an offered set, the decision maker chooses the option with the highest value. Despite its simplicity and intuitive appeal, there is a growing body of data that is inconsistent with this theory. In particular, the relative attractiveness of x compared to y often depends on the presence or absence of a third option z, and the ``market share'' of an option can actually be increased by enlarging the offered set. We review recent empirical findings that are inconsistent with value maximization, and present a context-dependent model that expresses the value of each option as an additive combination of two components: a contingent weighting process that captures the effect of the background context, and a binary comparison process that describes the effect of the local context. The model accounts for observed violations of the standard theory and provides a framework for analyzing context-dependent preferences. },
author = {Tversky, Amos and Simonson, Itamar},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:31:21 +0200},
doi = {10.1287/mnsc.39.10.1179},
eprint = {https://doi.org/10.1287/mnsc.39.10.1179},
journal = {Management Science},
number = {10},
pages = {1179-1189},
title = {Context-Dependent Preferences},
url = {https://doi.org/10.1287/mnsc.39.10.1179},
volume = {39},
year = {1993},
bdsk-url-1 = {https://doi.org/10.1287/mnsc.39.10.1179}}
@article{kocherEtAl19,
abstract = {Recommender systems on marketers' websites are typically designed to facilitate purchase decisions by helping customers easily identify products that match their tastes and needs. However, such product recommendations can not only support but also influence decision-making and outcomes. Expanding on previous research on the persuasiveness of product recommendations, this paper demonstrates that recommender systems can affect online decision-making through an anchoring effect such that consumers' decision-making processes and, ultimately, choices are biased toward numerical attributes of (even random) product recommendations; we refer to this phenomenon as attribute-level anchoring effect. The findings of the current research reveal that this effect occurs because consumers tend to pay more attention to alternatives that are similar to a recommended option. From a practical perspective, these results indicate the potential to shape consumer interests and choices through recommender systems and highlight possible customer protection issues in online shopping environments.},
author = {S{\"o}ren K{\"o}cher and Michael Jugovac and Dietmar Jannach and Hartmut H. Holzm{\"u}ller},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:33:23 +0200},
doi = {https://doi.org/10.1016/j.jretai.2018.10.004},
issn = {0022-4359},
journal = {Journal of Retailing},
keywords = {Recommender systems, Anchoring effects, Numerical attributes, Decision making, Attention, Online shopping},
number = {1},
pages = {24-41},
title = {New Hidden Persuaders: An Investigation of Attribute-Level Anchoring Effects of Product Recommendations},
url = {https://www.sciencedirect.com/science/article/pii/S0022435918300630},
volume = {95},
year = {2019},
bdsk-url-1 = {https://www.sciencedirect.com/science/article/pii/S0022435918300630},
bdsk-url-2 = {https://doi.org/10.1016/j.jretai.2018.10.004}}
@article{rafaiEtAl22,
abstract = {This article is the first to test whether the attraction effect can be replicated among recommended options in a real digital marketplace, namely -- an online flight aggregator. For this purpose, we conducted a large-scale field experiment on an existing flight aggregator, in which we varied the number of the options recommended at the top of the result list. More precisely, we investigated whether recommending an additional ``decoy'' option, which is asymmetrically dominated by one of the two former recommended options (the cheapest or the fastest itinerary), increases users' conversion rate and impacts the market share of the recommended options. Our results, based on the analysis of more than 140,000 search sessions, suggest that this is not the case in general. We then conduct analyses on subsamples to investigate the boundary conditions of the attraction effect. This study questions the relevance of the attraction effect in online marketplaces and recommender systems and proposes new research avenues.},
author = {Ismael Rafai and Zakaria Babutsidze and Thierry Delahaye and Nobuyuki Hanaki and Rodrigo Acuna-Agost},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:33:30 +0200},
doi = {https://doi.org/10.1016/j.dss.2021.113672},
issn = {0167-9236},
journal = {Decision Support Systems},
keywords = {Digital nudge, -commerce, Recommender system, Flight booking, Behavioral bias, Attraction effect},
pages = {113672},
title = {No evidence of attraction effect among recommended options: A large-scale field experiment on an online flight aggregator},
url = {https://www.sciencedirect.com/science/article/pii/S0167923621001822},
volume = {153},
year = {2022},
bdsk-url-1 = {https://www.sciencedirect.com/science/article/pii/S0167923621001822},
bdsk-url-2 = {https://doi.org/10.1016/j.dss.2021.113672}}
@article{dharEtAl00,
abstract = {Several studies have shown that consumer choice is often influenced by the context or the set of alternatives under consideration. Context effects have largely been explained in terms of constructive preferences that are consistent with 2 theoretical accounts---effort minimization and perceptual contrast---that emphasize different underlying motivations. We propose that the effect of time pressure on context effects can be used as a moderating variable to determine which of the 2 motives is supported. Specifically, if context effects bias preferences due to effort minimization, time pressure should increase the magnitude of such effects. In contrast, if context effects arise due to an excessive focus on the relational characteristics of the alternatives provided, time pressure should reduce the magnitude of such effects. We examine this proposition in relation to the compromise effect and a choice between an extreme and an all-average option. We find that the compromise effect and the preference for an all-average alternative are both reduced under time pressure. A study using Mouselab provides additional support for the underlying decision mechanisms. We discuss the theoretical implications of this research and explore its consequences for marketers.},
author = {Ravi Dhar and Stephen M. Nowlis and Steven J. Sherman},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:35:48 +0200},
doi = {https://doi.org/10.1207/S15327663JCP0904_1},
issn = {1057-7408},
journal = {Journal of Consumer Psychology},
number = {4},
pages = {189-200},
title = {Trying Hard or Hardly Trying: An Analysis of Context Effects in Choice},
url = {https://www.sciencedirect.com/science/article/pii/S1057740800703378},
volume = {9},
year = {2000},
bdsk-url-1 = {https://www.sciencedirect.com/science/article/pii/S1057740800703378},
bdsk-url-2 = {https://doi.org/10.1207/S15327663JCP0904_1}}
@article{mao16,
abstract = {The maximizing tendency denotes individuals' predisposition to look for the best option rather than settling for something that passes an internal threshold of acceptability. This research examines how maximizing affects the compromise effect: the preference for an option with relatively intermediate attribute values. Results show that maximizers attempt to maximize gains on all attributes (rather than to rely on a single, most important attribute as satisficers do) and make more compensatory tradeoffs, which leads to more often choosing a compromise option (Studies 2 \& 3). Results held whether maximization was measured as an individual difference variable (Studies 1 \& 2) or activated as a decision mindset (Study 3). When asked to make decisions for a (fictional) prototypical maximizer, however, people intuited fewer compromise choices (Study 4). This article concludes by discussing relevant theories on cognitive capacity, regulatory focus, and choice context effects, and by offering tangible suggestions for follow-up research.},
author = {Wen Mao},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:36:04 +0200},
doi = {https://doi.org/10.1016/j.jcps.2015.04.007},
issn = {1057-7408},
journal = {Journal of Consumer Psychology},
number = {1},
pages = {66-80},
title = {When one desires too much of a good thing: The compromise effect under maximizing tendencies},
url = {https://www.sciencedirect.com/science/article/pii/S1057740815000431},
volume = {26},
year = {2016},
bdsk-url-1 = {https://www.sciencedirect.com/science/article/pii/S1057740815000431},
bdsk-url-2 = {https://doi.org/10.1016/j.jcps.2015.04.007}}
@article{gerzinicEtAl21,
abstract = {Since the introduction of Discrete Choice Analysis, countless efforts have been made to enhance the efficiency of data collection through choice experiments and to improve the behavioural realism of choice models. One example development in data collection are best-worst discrete choice experiments (BWDCE), which have the benefit of obtaining a larger number of observations per respondent, allowing for reliably estimating choice models even with smaller samples. In SWDCE, respondents are asked to alternatingly select the `best'/`worst' alternatives, until the choice set is exhausted. The use of BWDCE raises the question of decision-rule consistency through the stages of the experiment. We challenge the notion that the same fully compensatory decision rule is utilised throughout the experiment. We hypothesize that respondents may utilise one decision rule for selecting the `best' and another for selecting the `worst' alternatives. To test our hypothesis, we developed a model that combines the SBWMNL model for modelling best-worst data and the μRRM model that can account for variations in decision rules. Our results show that decision-rule heterogeneity does seem to be present in BWDCE: it is more likely that `best' choices are made using a fully compensatory decision rule (maximising utility), whereas `worst' choices are more likely made using a non-compensatory decision rule (minimising regret). Such behaviour is largely similar to how image theory describes the decision-making process in complex situations. Our findings give choice modellers new insight into the behaviour of respondents in best-worst experiments and allows them to represent their behaviour more accurately.},
author = {Nejc Ger{\v z}ini{\v c} and Sander {van Cranenburgh} and Oded Cats and Emily Lancsar and Caspar Chorus},
date-added = {2023-04-21 13:29:19 +0200},
date-modified = {2023-04-21 13:31:55 +0200},
doi = {https://doi.org/10.1016/j.jocm.2021.100307},
issn = {1755-5345},
journal = {Journal of Choice Modelling},
keywords = {Discrete choice model, Best worst discrete choice experiments, Random utility maximisation, Random regret minimisation, Decision rule},
pages = {100307},
title = {Estimating decision rule differences between `best' and `worst' choices in a sequential best worst discrete choice experiment},
url = {https://www.sciencedirect.com/science/article/pii/S1755534521000403},
volume = {41},
year = {2021},
bdsk-url-1 = {https://www.sciencedirect.com/science/article/pii/S1755534521000403},
bdsk-url-2 = {https://doi.org/10.1016/j.jocm.2021.100307}}
@unpublished{maragheh20,
abstract = {Abstract In recent decades, co-authorship and policies aimed at inducing academic collaboration have increased simultaneously. Assuming that intellectual collaboration is exogenously determined, prior studies found a negative relationship between co-authorship and productivity. I examine a panel data on economists publishing from 1970 to 2011 to test the causal effect of intellectual collaboration on intellectual output. As characteristics of the individual and her opportunity set are endogenously related to both collaboration and productivity, I instrument the amount of co-authorship by the common research interest between an author and her potential co-authors. After controlling for endogenous co-authorship formation, unobservable heterogeneity and time varying factors, the effect of intellectual collaboration on individual performance becomes positive.},
author = {Reza Yousefi Maragheh and Xin Chen and James Davis and Jason Cho and Sushant Kumar},
date-added = {2023-04-21 13:26:46 +0200},
date-modified = {2023-04-21 13:28:06 +0200},
note = {SSRN preprint: http://dx.doi.org/10.2139/ssrn.3747354},
title = {Choice Modeling and Assortment Optimization in the Presence of Context Effects},
year = {2020},
bdsk-url-1 = {https://onlinelibrary.wiley.com/doi/abs/10.1111/obes.12070},
bdsk-url-2 = {https://doi.org/10.1111/obes.12070}}
@inproceedings{mottiniAcunaAgost17,
author = {Alejandro Mottini and Rodrigo Acuna-Agost},
booktitle = {Proceedings of the 54th Hawaii International Conference on System Sciences},
date-added = {2023-04-21 13:17:18 +0200},
date-modified = {2023-04-21 13:28:13 +0200},
pages = {1575-1583},
title = {Deep Choice Model Using Pointer Networks for Airline Itinerary Prediction},
volume = {23},
year = {2017}}
@inproceedings{mirzayevEtAl21,
author = {Emil Mirzayev and Zakaria Babutsidze and William Rand and Thierry Delahaye},
booktitle = {Proceedings of the 54th Hawaii International Conference on System Sciences},
date-added = {2023-04-21 13:15:41 +0200},
date-modified = {2023-04-21 13:28:55 +0200},
pages = {4270-- 4278},
title = {Use of Clustering for Consideration Set Modelling in Recommender Systems},
volume = {54},
year = {2021}}
@book{luce59,
abstract = { Knowledge creation is a collective and social activity, and a large body of research has established that knowledge creation by researchers (knowledge workers) is influenced by their direct exchange partners. We examine why knowledge worker ego networks are structured as they are, but also why and how knowledge worker networks change over time. We examine two changes to knowledge workers' ego networks: the addition of new direct exchange partners and the deletion of existing direct exchange partners. Our study offers important evidence that two network dimensions (tie strength between ego and his or her alters, and the level of connectivity among ego's alters) provide distinctive insight into how networks change. Importantly, our study provides evidence that three critical components of the knowledge creation process---access to diverse and redundant resources, shared experiences and tacit mutual understanding to develop the resources, and previous knowledge creations---act as causal mechanisms behind network changes in subsequent periods. Our study is at the individual level as we study biomedical research scientists and their direct exchange partners---the others to whom they are directly connected through coauthorship. },
address = {New York, NY},
author = {R. Duncan Luce},
date-added = {2023-04-21 13:12:33 +0200},
date-modified = {2023-04-21 13:13:45 +0200},
publisher = {John Wiley \& Sons.},
title = {Individual Choice Behavior: A Theoretical Analysis},
year = {1959},
bdsk-url-1 = {https://doi.org/10.1177/0149206313511114}}
@inproceedings{chenJoachims16,
author = {Shuo Chen and Thorsten Joachims},
booktitle = {Proceedings of the 22nd ACM SIGKDD International Conference on Knowledge Discovery and Data Mining},
date-added = {2023-04-21 11:10:42 +0200},
date-modified = {2023-04-21 13:28:28 +0200},
pages = {775-784},
title = {Predicting matchups and preferences in context},
volume = {22},
year = {2016}}
@inproceedings{bowerBalzano20,
author = {Amanda Bower and Laura Balzano},
booktitle = {Proceedings of the 37th International Conference on International Conference on Machine Learning},
date-added = {2023-04-21 11:09:12 +0200},
date-modified = {2023-04-21 13:28:34 +0200},
pages = {1067-1077},
title = {Preference Modeling with Context-Dependent Salient Features},
volume = {119},
year = {2020}}
@unpublished{bodnerPrelec94,
abstract = {Abstract In recent decades, co-authorship and policies aimed at inducing academic collaboration have increased simultaneously. Assuming that intellectual collaboration is exogenously determined, prior studies found a negative relationship between co-authorship and productivity. I examine a panel data on economists publishing from 1970 to 2011 to test the causal effect of intellectual collaboration on intellectual output. As characteristics of the individual and her opportunity set are endogenously related to both collaboration and productivity, I instrument the amount of co-authorship by the common research interest between an author and her potential co-authors. After controlling for endogenous co-authorship formation, unobservable heterogeneity and time varying factors, the effect of intellectual collaboration on individual performance becomes positive.},
author = {Ronit Bodner and Drazen Prelec},
date-added = {2023-03-28 10:32:03 +0200},
date-modified = {2023-04-21 13:28:40 +0200},
note = {Working Paper, Sloan School of Management},
title = {The Centroid Model of Context-Dependent Choice},
year = {1994},
bdsk-url-1 = {https://onlinelibrary.wiley.com/doi/abs/10.1111/obes.12070},
bdsk-url-2 = {https://doi.org/10.1111/obes.12070}}
@book{benAkivaLerman85,
abstract = { Knowledge creation is a collective and social activity, and a large body of research has established that knowledge creation by researchers (knowledge workers) is influenced by their direct exchange partners. We examine why knowledge worker ego networks are structured as they are, but also why and how knowledge worker networks change over time. We examine two changes to knowledge workers' ego networks: the addition of new direct exchange partners and the deletion of existing direct exchange partners. Our study offers important evidence that two network dimensions (tie strength between ego and his or her alters, and the level of connectivity among ego's alters) provide distinctive insight into how networks change. Importantly, our study provides evidence that three critical components of the knowledge creation process---access to diverse and redundant resources, shared experiences and tacit mutual understanding to develop the resources, and previous knowledge creations---act as causal mechanisms behind network changes in subsequent periods. Our study is at the individual level as we study biomedical research scientists and their direct exchange partners---the others to whom they are directly connected through coauthorship. },
address = {Cambridge, MA},
author = {Moshe E. Ben-Akiva and Steven R. Lerman},
date-added = {2023-03-28 10:30:39 +0200},
date-modified = {2023-04-21 13:28:21 +0200},
publisher = {MIT Press},
title = {Discrete Choice Analysis: Theory and Application to Predict Travel Demand},
year = {1985},
bdsk-url-1 = {https://doi.org/10.1177/0149206313511114}}
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