Regret Aversion in Reason-based Choice
This research examines the moderating role of regret aversion in reason-based choice. Earlier research has shown that regret aversion and reason-based choice effects are linked through a common emphasis on decision justification, and that a simple manipulation of regret salience can eliminate the de...
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sg-smu-ink.lkcsb_research-41542017-12-12T09:05:49Z Regret Aversion in Reason-based Choice CONNOLLY, Terry REB, Jochen This research examines the moderating role of regret aversion in reason-based choice. Earlier research has shown that regret aversion and reason-based choice effects are linked through a common emphasis on decision justification, and that a simple manipulation of regret salience can eliminate the decoy effect, a well-known reason-based choice effect. We show here that the effect of regret salience varies in theory-relevant ways from one reason-based choice effect to another. For effects such as the select/reject and decoy effect, both of which were independently judged to be unreasonable bases for deciding, regret salience eliminated the effect. For the most-important attribute effect that is judged to be normatively acceptable, however, regret salience amplified the effect. Anticipated self-blame regret and perceived decision justifiability consistently predicted preferences and thus offer a parsimonious account of both attenuation and amplification of these reason-based choice effects. 2011-07-01T07:00:00Z text application/pdf https://ink.library.smu.edu.sg/lkcsb_research/3155 info:doi/10.1007/s11238-011-9269-0 https://ink.library.smu.edu.sg/context/lkcsb_research/article/4154/viewcontent/RegretAversionRBC__2_.pdf http://creativecommons.org/licenses/by-nc-nd/4.0/ Research Collection Lee Kong Chian School Of Business eng Institutional Knowledge at Singapore Management University Decision justification Reason-based choice Regret Regret aversion Decoy effect Accept/reject effect Most important attribute effect Organizational Behavior and Theory Sales and Merchandising |
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Decision justification Reason-based choice Regret Regret aversion Decoy effect Accept/reject effect Most important attribute effect Organizational Behavior and Theory Sales and Merchandising |
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Decision justification Reason-based choice Regret Regret aversion Decoy effect Accept/reject effect Most important attribute effect Organizational Behavior and Theory Sales and Merchandising CONNOLLY, Terry REB, Jochen Regret Aversion in Reason-based Choice |
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This research examines the moderating role of regret aversion in reason-based choice. Earlier research has shown that regret aversion and reason-based choice effects are linked through a common emphasis on decision justification, and that a simple manipulation of regret salience can eliminate the decoy effect, a well-known reason-based choice effect. We show here that the effect of regret salience varies in theory-relevant ways from one reason-based choice effect to another. For effects such as the select/reject and decoy effect, both of which were independently judged to be unreasonable bases for deciding, regret salience eliminated the effect. For the most-important attribute effect that is judged to be normatively acceptable, however, regret salience amplified the effect. Anticipated self-blame regret and perceived decision justifiability consistently predicted preferences and thus offer a parsimonious account of both attenuation and amplification of these reason-based choice effects. |
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text |
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CONNOLLY, Terry REB, Jochen |
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CONNOLLY, Terry REB, Jochen |
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CONNOLLY, Terry |
title |
Regret Aversion in Reason-based Choice |
title_short |
Regret Aversion in Reason-based Choice |
title_full |
Regret Aversion in Reason-based Choice |
title_fullStr |
Regret Aversion in Reason-based Choice |
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Regret Aversion in Reason-based Choice |
title_sort |
regret aversion in reason-based choice |
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Institutional Knowledge at Singapore Management University |
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2011 |
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https://ink.library.smu.edu.sg/lkcsb_research/3155 https://ink.library.smu.edu.sg/context/lkcsb_research/article/4154/viewcontent/RegretAversionRBC__2_.pdf |
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