This article examines consumer choice as a function of the perceptual similarity of the options in the decision set. In particular, we examine a scenario in which a set of options is extended by adding alternatives that change its perceptual characteristics, increasing the salience of one of the...

Can there ever be too many options? We argue that because choice overload has multiple antecedents, simply searching for a main effect across all conditions and a single "sufficient" condition that is likely to solely predict this effect is not informative. Moreover, because prior research has...

A considerable body of research has extolled the virtues of establishing rapport in negotiations. Negotiators who are high in rapport tend to be more likely to reach an agreement and more satisfied with the outcome. Although rapport generally has been found to have positive effects in standard...

Consumers value word-of-mouth communications in large part because customer reviews are more likely to include negative information about a product or service than are communications originating from the marketer. Despite the fact that negative information is frequently valued by those receiving...

The human psyche is equipped with the capacity to solve problems using different mental states or mindsets. Different mindsets can lead to different judgment and decision making styles, each associated with its own perspective and biases. To change perspective, people can, and often do, switch...

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