When Trade-Offs Matter: The Effect of Choice Construal on Context Effects

By Uzma Khan, Meng Zhu, Ajay Kalra. 2011

139 citations recorded by the source corpus.

Subfields: Applied Psychology, General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/e46b89447ea91405378ce117f54cee63e64b3fbb

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Applied Psychology

1. Jill G. Griffin
2. Filipe Ferminiano Rodrigues
3. Scott A. Wright
4. J. M. C. Hernandez
5. Susan M. Broniarczyk

In General Decision Sciences

1. Jill G. Griffin
2. Susan M. Broniarczyk

In Marketing

1. Jill G. Griffin
2. Filipe Ferminiano Rodrigues
3. Scott A. Wright
4. J. M. C. Hernandez
5. Susan M. Broniarczyk

Citations in the corpus

• Attributes Versus Benefits: The Role of Construal Levels and Appeal Type on the Persuasiveness of Marketing Messages (2015, background): “…how (versus why) to comply (White, MacDonnell, and Dahl 2011), using color (versus black-and-white; Lee 2014), emphasizing store location as near (versus distant; Khan, Zhu, and Kalra 2011), and implementing language that involves more actions and verbs (versus traits; Semin and Smith 1999).”
• Decision Difficulty in the Age of Consumer Empowerment (2014, background): “Khan et al. (2011) found that a high (versus low) level construal reduced compensatory trade-offs among attributes by shifting attention away from low-level attribute comparisons and”