Comparison Neglect in Upgrade Decisions

To properly evaluate a potential product upgrade, consumers should compare the upgraded option with the product they already own to assess the upgrade's added utility. However, although consumers explicitly and spontaneously acknowledge the importance of comparing the upgrade with the status quo, the authors find that they often fail to do so. Consequently, consumers frequently buy product upgrades that they would not have bought had they followed their own advice. Five experiments, involving both real and hypothetical upgrade decisions, show that even when the status quo option is represented in the decision context, if consumers are not explicitly prompted to reflect on it or compare it with the upgraded option, they often do not compare it with the upgrade and thus show an elevated likelihood of upgrading. The experiments suggest that this “comparison neglect” increases upgrade likelihood by making people overlook the similarities between the upgraded and status quo options and that it persists even when deliberation effort is high. The findings have important implications for theory, marketing practice, and consumer welfare.

• 저널Journal of Marketing Research · 54(4) · 556–571
• 토픽Decision-Making and Behavioral Economics · General Decision Sciences
• DOI10.1509/jmr.14.0394
• 저자Aner Sela, Robyn A. LeBoeuf