Complicating Choice
研究发现消费者在面临重要但容易的选择时，会主动增加决策难度，例如夸大优势选项的小缺点、逆转偏好顺序，以匹配预期与实际付出的努力。
A great deal of research in consumer decision making and social cognition has explored consumers’ attempts to simplify choices by bolstering their tentative choice candidate and/or denigrating the other alternatives. The current research investigates a diametrically opposed process, whereby consumers complicate their decisions. The authors demonstrate that to complicate their choices, consumers increase choice conflict by overweighting small disadvantages of superior alternatives, converging overall evaluations of alternatives, reversing preference ordering, and even choosing less preferred alternatives. Furthermore, the results from five studies support a unifying theoretical framework: the effort–compatibility principle. Specifically, the authors argue that consumers strive for compatibility between the effort they anticipate and the effort that they actually exert. When a decision seems more difficult than initially expected, a simplifying process ensues. However, when the decision seems easier to resolve than anticipated (e.g., when consumers face an important yet easy choice), consumers artificially increase their effort.