Factors that promote the repulsion effect in preferential choice

Abstract

Inclusion of a decoy alternative dominated by a target option, but not its competitor, typically leads to increased choice for the target over the competitor, known as the attraction effect. However, the reverse sometimes occurs, known as the repulsion effect. This research tested factors that moderate the repulsion effect in preferential choice scenarios with numerical attributes. Experiment 1 used a between-subjects design with a small set of consumer products and demonstrated robust repulsion effects that did not depend on the relative similarity of the decoy and target. Experiments 2 and 4 used a more powerful within-subjects design along with an expanded set of products and showed that repulsion effects were generally enhanced when the decoy and target had more similar attributes; however, the moderating effect of decoy-target similarity appeared to be fragile and sensitive to stimulus presentation factors. These findings provided mixed support for the hypothesis that the target is tainted by its proximity to the decoy. Experiments 3 and 5 tested whether the extremity of values on the attribute favoring the target moderates the repulsion effect. The results demonstrated that repulsion is more likely when all the alternatives have extremely high values on the target's better attribute. Extremity of attribute values on the dimension favoring the target may result in a categorical assessment along that dimension and shift focus to the attribute favoring the competitor as one way to foster the repulsion effect.