Trade-offs and depletion in choice

Wang, Jing, Novemsky, Nathan, Dhar, Ravi and Baumeister, Roy F. (2010) Trade-offs and depletion in choice. Journal of Marketing Research, 47 5: 910-919. doi:10.1509/jmkr.47.5.910

Author Wang, Jing
Novemsky, Nathan
Dhar, Ravi
Baumeister, Roy F.
Title Trade-offs and depletion in choice
Journal name Journal of Marketing Research   Check publisher's open access policy
ISSN 0022-2437
Publication date 2010-10-01
Year available 2010
Sub-type Article (original research)
DOI 10.1509/jmkr.47.5.910
Open Access Status Not yet assessed
Volume 47
Issue 5
Start page 910
End page 919
Total pages 10
Place of publication Chicago, IL, United States
Publisher American Marketing Association
Language eng
Abstract Four experiments examine why choices deplete executive resources. The authors show that the resolution of trade-offs is a driver of depletion effects arising from choice, and the larger the trade-offs, the greater is the depletion effect. The authors also find that choice difficulty not related to trade-offs does not influence the depleting effect of the choices. Finally, the authors find that though people can intuit some depletion effects, they do not intuit that choices or trade-offs within choices might be depleting and therefore fail to predict that larger trade-offs are more depleting.
Keyword Consumer behavior
Decision making
Q-Index Code C1
Q-Index Status Provisional Code
Institutional Status Non-UQ

Document type: Journal Article
Sub-type: Article (original research)
Collection: School of Psychology Publications
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Citation counts: TR Web of Science Citation Count  Cited 34 times in Thomson Reuters Web of Science Article | Citations
Scopus Citation Count Cited 38 times in Scopus Article | Citations
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Created: Wed, 26 Apr 2017, 11:38:24 EST by Eliza Copeland on behalf of Learning and Research Services (UQ Library)