On the Meaningfulness of Sensory Attributes: Further Evidence on the Attraction Effect

Stewart, David W.
January 1989
Advances in Consumer Research;1989, Vol. 16 Issue 1, p197
Conference Proceeding
Two studies of the attraction effect suggest that it is eliminated when sensory experiences with the product are provided in place of verbal or numeric descriptors of sensory attributes. Implications of these findings for future research on consumer choice are offered.


Related Articles

  • The Influence of Consumer Distractions on the Effectiveness of Food-Sampling Programs. NOWLIS, STEPHEN M.; SHIV, BABA // Journal of Marketing Research (JMR);May2005, Vol. 42 Issue 2, p157 

    Sampling programs are a significant element of the promotions mix, particularly in the food category. In this research, the authors find that the degree to which consumers are distracted while sampling a product can influence the effectiveness of such programs. In particular, the authors find...

  • Lifestyle of the Tight and Frugal: Theory and Measurement. Lastovicka, John L.; Bettencourt, Lance A.; Shaw Hughner, Renee; Kuntze, Ronald J. // Journal of Consumer Research;Jun99, Vol. 26 Issue 1, p85 

    Who has not known a tightwad? Yet this pervasive consumer trait—being frugal—has been ignored in the scholarly consumer behavior literature. This research articulates the nature of this overlooked consumer trait and then develops, evaluates, and empirically applies a multi-item...

  • Comparing Consumers' Recall of Prepurchase and Postpurchase Product Evaluation Experiences. Gardial, Sarah Fisher; Clemons, D. Scott; Woodruff, Robert B.; Schumann, David W.; Burns, Mary Jane // Journal of Consumer Research;Mar94, Vol. 20 Issue 4, p548 

    This study explores the phenomenon of postpurchase product evaluations primarily by comparing consumers' recalled postpurchase evaluation experiences with their recalled prepurchase evaluation experiences. Personal interviews and retrospective verbalizations were employed so that respondents...

  • FAMILIARITY AND THE STRUCTURE OF PRODUCT KNOWLEDGE. Conover, Jerry N. // Advances in Consumer Research;1982, Vol. 9 Issue 1, p494 

    The relationship between product familiarity and cognitive structure was assessed for two common consumer products. Responses to a modified repertory grid test indicated that more familiar consumers maintain relatively more complex knowledge structures, in contrast to theoretical predictions....

  • Reactance Theory in Consumer Research: The Past, Present and Future. Lessne, Greg; Venkatesan, M. // Advances in Consumer Research;1989, Vol. 16 Issue 1, p76 

    The article explores reactance theory in consumer research. Reactance theory suggests a limited set of conditions where consumers' freedom of choice is threatened. Such threats come from product unavailability or restrictions placed on the number of items one can purchase during a sale or...

  • Product Assortment and Variety-Seeking in Consumer Choice. Chernev, Alexander; McAllister, Leigh // Advances in Consumer Research;2005, Vol. 32 Issue 1, p119 

    This article provides an overview of a session about product assortment and variety-seeking in consumer choice. The research Decision Focus and Consumer Choice Among Assortments, by Alexander Chernev demonstrated that choice among assortments is a function of consumers' decision focus and, in...

  • Interest Patterns and Product Preferences: An Exploratory Analysis. Pennington, Allan L.; Peterson, Robert A. // Journal of Marketing Research (JMR);Aug1969, Vol. 6 Issue 3, p284 

    An examination of the relationships between selected product preferences and interest patterns showed that people preferring certain products could be accurately characterized in terms of their people-nonpeople interest orientations.

  • Using Economic Incentives to Distinguish Perception Bias from Discrimination Ability in Taste Tests. Lau, Kin-Nam; Post, Gerald; Kagan, Albert // Journal of Marketing Research (JMR);May95, Vol. 32 Issue 2, p140 

    Taste test are commonly used to determine if participants can detect a difference between products; however, any test is subject to guessing and a perception bias by the participants. The authors use economic incentives to induce subjects to reveal their perceived tasting abilities and minimize...

  • A Complementarity Model of Consumer Utility for Item Collections. Green, Paul E.; Devita, Michael T. // Journal of Consumer Research;Dec74, Vol. 1 Issue 3, p56 

    A model is developed that portrays certain types of interactions as well as main effects in consumer evaluation tasks. The model is illustrated with menu preference data and its potential use in other types of multi-attribute choice situations is described.


Read the Article


Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics