1,721,003 research outputs found
Choose as many as you wish: Consumer satisfaction and purchase rate increase when choice from large assortments is flexible as opposed to constrained
No full textFive studies across a range of domains show that consumers who can choose as many
alternatives as they wish (“flexible choice”), report more positive affective states and
purchase more than those who have to choose a pre-defined quantity of products
(“constrained” choice). The benefits of choice “flexibility” are stronger in large than
small assortments, and are replicated in field and laboratory settings: when people
chose cookies after a meal in a restaurant, possible dating partners on a simulated
dating website, energy bars from descriptions, and soaps for personal use. The findings
have theoretical implications for advancing choice-overload research, as well as
practical implications for retailers and assortment designers. Counter to traditional
recommendations that satisfaction and purchases improve by “offering less,” our
studies show that offering more can still lead to satisfied consumers, as long as
consumers are free to choose as much or as little as they wish. 
Il processo decisionale online: rassegna di studi empirici e confronto tra Siti Internet per l'Aiuto alle Decisioni negli Stati Uniti e in Europa
No full textWith the advent of the Internet, decision making researchers have extended their research scope from traditional "offline" contexts to the increasingly more common "online" decision environment. At the same time, on the Web an increasing number of "decision-facilitating websites" have appeared - spaces finalized to help users make "online" decisions. In the present work we a) present and discuss the most important decision facilitating websites; b) review the main results obtained by the fledgling field of Web-based decision research
New tools for decision analysts
No full textThis paper presents psychological research that can help people make better decisions. Decision analysts typically: 1) elicit outcome probabilities; 2) assess attribute weights; and 3) suggest the option with the highest overall value. Decision analysis can be challenging because of environmental and psychological issues. Fast and frugal methods such as natural frequency formats, frugal multiattribute models, and fast and frugal decision trees can address these issues. Not only are the methods fast and frugal, but they can also produce results that are surprisingly close to or even better than those obtained by more extensive analysis. Apart from raising awareness of these findings among engineers, the authors also call for further research on the application of fast and frugal methods to decision analysi
Maximizing versus satisficing in the digital age: Disjoint scales and the case for construct consensus
No full textA question facing us today, in the new and rapidly evolving digital age, is whether searching for the best option – being a maximizer – leads to greater happiness and better outcomes than settling on the first good enough option found – or “satisficing.” Answers to this question inform behavioural insights to improve well-being and decision-making in policy and organizational settings. Yet, the answers to this fundamental question of measurement of the happiness of a maximizer versus a satisficer in the current psychological literature are: 1) conflicting; 2) anchored on the use of the first scale published to measure maximization as an individual-difference, and 3) unable to describe the search behaviour of decision makers navigating the digital world with tools of the 21st century - apps, smartphones or tablets, and most often all of them. We present, based on a review and analysis of the literature and scales, a call to stop the development of more maximization scales. Furthermore, we articulate the argument for a re-definition of maximizing that balances the face validity of the construct and the relevance to decision making in an age of digital tools so that future scales are useful for future choice architects and researchers
Choose as much as you wish: Freedom cues in the marketplace help consumers feel more satisfied with what they choose and improve customer experience.
Full text linkConsumer satisfaction and customer experience are key predictors of an organization’s future market growth, long-term customer loyalty, and profitability but are hard to maintain in marketplaces with abundance of choice. Building on self-determination theory, we experimentally test a novel intervention that leverages consumer need for autonomy. The intervention is a message called a “freedom cue” (FC) which makes it salient that consumers can “choose as much as they wish.” A 4-week field experiment in a sporting gear store establishes that FCs lead to greater consumer satisfaction compared to when the store displays no FC. A large (N = 669) preregistered process-tracing experiment run with a consumer panel and a global e-commerce company shows that FCs at point-of-sale improve consumer satisfaction and customer experience compared to an equivalent message that does not make freedom to choose any amount salient. Perceived freedom mediates the effect. FCs do not change the time spent or clicks on the website overall but do change the focus of the choice process. FCs lead to greater focus on what is chosen than on what is not chosen. We discuss practical implications for organizations and future research in consumer choice
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