Disentangling Product Comparisons with the Attribute–Hedonic Model

Marketers often assume that consumers comparing products (e.g., two TVs) will show a hedonic contrast. In other words, a product seems more appealing and consumers are willing to pay more for it when it is compared with an unappealing competitor than when it is compared with a highly appealing one. However, hedonic judgments (e.g., how appealing is this TV?) are confounded with underlying attribute judgments (e.g., how big is this TV?), and it is important to delineate their effects. This article presents six studies to disentangle them and shows evidence for two separate effects in opposite directions: while a product’s attribute judgments contrast with those of a competitor, its hedonic judgments assimilate. Thus, marketing tactics based on the assumption of the hedonic contrast hypothesis can potentially backfire, reducing willingness to pay. More generally, this research reveals the hidden complexity underlying product comparisons.

• 저널Journal of Marketing Research · 61(6) · 1079–1095
• 토픽Decision-Making and Behavioral Economics · General Decision Sciences
• DOI10.1177/00222437241230912
• 저자Zachary G. Arens