How Attribute Quantity Influences Option Choice

Products can be described by different numbers of attributes, but can the mere number of attributes presented across a choice set influence what type of options people choose? This article demonstrates that attribute numerosity tends to benefit certain types of options more than others and consequently has systematic effects on choice. Because attributes often serve as a heuristic cue for product usefulness, they benefit options that people perceive as relatively inferior on this dimension. Consistent with this perspective, five studies demonstrate that attribute numerosity benefits hedonic more than utilitarian options by increasing the extent to which the former appear useful. Consequently, increasing attribute quantity equally across the choice set shifts choice toward hedonic options, regardless of whether the attributes are hedonic, utilitarian, or mixed in nature. Consistent with this conceptualization, these effects become amplified when decision makers engage in heuristic processing and when priming makes usefulness salient. The findings have important implications for how marketers present attribute information, for public policy and consumer welfare, and for understanding argument numerosity effects in persuasion more broadly.

• 저널Journal of Marketing Research · 49(6) · 942–953
• 토픽Decision-Making and Behavioral Economics · General Decision Sciences
• DOI10.1509/jmr.11.0142
• 저자Aner Sela, Jonah Berger