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When Goal-Derived Assortments Lead to Goal-Inconsistent Choices

Karen Gorissen (UGent) , Bonezzi Andrea, Chernev Alexander, Geskens Kristof and Weijters Bert
(2016) In Advances in Consumer Research 44. p.457-457
Author
Organization
Abstract
Retailers increasingly organize assortments by goal to help consumers in their decision process. Counterintuitively, we show that this practice decreases the likelihood that consumers choose the goal-maximizing item. Because goal-relevant attributes become less diagnostic, consumers revert to goal-irrelevant dimensions, choosing a product less consistent with their goal.

Citation

Please use this url to cite or link to this publication:

MLA
Gorissen, Karen, et al. When Goal-Derived Assortments Lead to Goal-Inconsistent Choices. Vol. 44, 2016, pp. 457–457.
APA
Gorissen, K., Andrea, B., Alexander, C., Kristof, G., & Bert, W. (2016). When Goal-Derived Assortments Lead to Goal-Inconsistent Choices. 44, 457–457.
Chicago author-date
Gorissen, Karen, Bonezzi Andrea, Chernev Alexander, Geskens Kristof, and Weijters Bert. 2016. “When Goal-Derived Assortments Lead to Goal-Inconsistent Choices.” In , 44:457–457.
Chicago author-date (all authors)
Gorissen, Karen, Bonezzi Andrea, Chernev Alexander, Geskens Kristof, and Weijters Bert. 2016. “When Goal-Derived Assortments Lead to Goal-Inconsistent Choices.” In , 44:457–457.
Vancouver
1.
Gorissen K, Andrea B, Alexander C, Kristof G, Bert W. When Goal-Derived Assortments Lead to Goal-Inconsistent Choices. In 2016. p. 457–457.
IEEE
[1]
K. Gorissen, B. Andrea, C. Alexander, G. Kristof, and W. Bert, “When Goal-Derived Assortments Lead to Goal-Inconsistent Choices,” presented at the Association for Consumer Research Conference, Berlin, 2016, vol. 44, pp. 457–457.
@inproceedings{8544114,
  abstract     = {{Retailers increasingly organize assortments by goal to help consumers in their decision process. Counterintuitively, we show that this practice decreases the likelihood that consumers choose the goal-maximizing item. Because goal-relevant attributes become less diagnostic, consumers revert to goal-irrelevant dimensions, choosing a product less consistent with their goal.}},
  author       = {{Gorissen, Karen and Andrea, Bonezzi and Alexander, Chernev and Kristof, Geskens and Bert, Weijters}},
  language     = {{eng}},
  location     = {{Berlin}},
  pages        = {{457--457}},
  title        = {{When Goal-Derived Assortments Lead to Goal-Inconsistent Choices}},
  url          = {{http://acrwebsite.org/volumes/1021377/volumes/v44/NA-44}},
  volume       = {{44}},
  year         = {{2016}},
}