Perceptual Focus Effects in Choice
研究了决策集中选项的感知相似性如何影响消费者选择，发现添加被支配选项会增强核心选项的感知显著性，从而增加其选择份额，且该效应在直觉处理模式下更显著。
This article examines consumer choice as a function of the perceptual similarity of the options in the decision set. In particular, we examine a scenario in which a set of options is extended by adding alternatives that change its perceptual characteristics, increasing the salience of one of the options in the core set. In this context, we document that, contrary to normative predictions, perceptual focus can increase the choice share of one of the core options, even when the added alternatives are dominated by both options in the core set. We further show that the observed effect is a function of consumers' mode of information processing and is more pronounced in the context of intuitive (System 1) processing than analytic (System 2) processing.