The Construction of Preference: Reason-Based Choice

By Eldar Shafir, Itamar Simonson, Amos Tversky. 2006

1,164 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, Philosophy

View Paper: https://www.semanticscholar.org/paper/cda4401dc10025bbb34abb57e4f6952e79f44cc7

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Citations in the corpus

Justification Effects on Consumer Choice of Hedonic and Utilitarian Goods (2005, background): “People try to construct reasons for justification (Shafir, Simonson, and Tversky 1993), and it is easier to construct reasons for utilitarian consumption than for hedonic consumption.”
A Canonical Theory of Dynamic Decision-Making (2012, positive): “Shallice (2006), for example, reviews a number of neuropsychological studies in which patient behavior may be interpreted as a specific impairment in “the production of one or more procedures for attaining a goal” (i.”
Taboo Trade-Offs, Relational Framing, and the Acceptability of Exchanges (2005, background): “Building on work on the powerful tendency for people to seek out reasons that justify the judgments they make (Langer, Blank, & Chanowitz, 1978; Shafir, Simonson, & Tversky, 1993 ) as well as on work on motivated reasoning and ideological biases in reasoning (Kunda, 1999; Sniderman & Tetlock,”
The Endowed Progress Effect: How Artificial Advancement Increases Effort (2006, background): “However, when a reason is provided for the endowment, conflicted consumers may choose to participate, relying on the endowment to justify the decision to participate (Shafir, Simonson, and Tversky 1993).”
The lure of choice (2003, positive): “The lure of choice in Study 3 can be seen as a violation of regularity, according to which the market share of an option cannot be made larger by adding options to a choice set ( Shafir et al., 1993; Tversky & Simonson, 1993).”
Choice Goal Attainment and Decision and Consumption Satisfaction (2007, positive): “Reasons for decision making are frequently based on perceptual characteristics of choice sets (Bettman, Luce, and Payne 1998); that is, reason-based choice is evidenced whenever the number of alternatives is small (Shafir, Simonson, and Tversky 2000).”
The effects of promotions on hedonic versus utilitarian purchases (2017, background): “…had a similar positive effect on hedonic choices in the high accountability condition and in the control condition demonstrates that consumers naturally make decisions as if they are accountable for, and need to justify, their decisions (see also Shafir et al., 1993; Simonson & Nowlis, 2000).”
Ideals and Oughts and the Reliance of Affect Versus Substance in Persuasion (2004, background): “Second, vigilant and risk-averse individuals should theoretically prefer information whose use can be readily justified (Shafir, Simonson, and Tversky 1993).”
Tell Me a Good Story and I May Lend You My Money: The Role of Narratives in Peer-to-Peer Lending Decisions (2011, neutral): “‖ (Listing #17118) Successful (i.e., Shafir, Simonson, and Tversky 1993) The borrower is someone with a successful business or job/career ―”
Risk as Value: Combining Affect and Analysis in Risk Judgments (2006, background): “…decision making, dual process models Traditional models of judgment and decision making under conditions of risk and uncertainty have focused mainly on cognitive aspects of information processing (e.g., Busemeyer et al., 1995; Savage, 1954; Shafir et al., 1993; von Neumann and Morgenstern, 1947).”
How bad is incoherence (2016, background): “…Edwards (1968) Bayes’ rule p(A|B) p(A) p(B|A)/p(B) Base rate fallacy Tversky & Kahneman (1982) Property alpha A( ) and A ) A( ) Regularity violations Shafir et al. (1993) Statistical independence p(A|B) p(A) Gambler’s fallacy Tversky & Kahneman (1974) Law of large numbers n¡ lim Pr Xn 0.”