The Skeptical Shopper: A Metacognitive Account for the Effects of Default Options on Choice

The Skeptical Shopper: A Metacognitive Account for the Effects of Default Options on Choice

A default option is the choice alternative a consumer receives if he/she does not explicitly specify otherwise. In this article we argue that defaults can invoke a consumer’s "marketplace metacognition," his/her social intelligence about marketplace behavior. This metacognitive account of...

Ausführliche Beschreibung

Bibliographische Detailangaben
Veröffentlicht in:Journal of Consumer Research. - University of Chicago Press. - 31(2004), 3, Seite 529-539
1. Verfasser: Brown, Christina L. (VerfasserIn)
Weitere Verfasser: Krishna, Aradhna
Format: Online-Aufsatz
Veröffentlicht: 2004
Zugriff auf das übergeordnete Werk:Journal of Consumer Research
Schlagworte:Behavioral Decision Theory Choice (Brand or Product Level) Judgment and Decision Making Situation/Context Issues Preferences Behavioral sciences Economics Applied sciences Mathematics Business Christina L.
LEADER 01000caa a22002652 4500
001 JST045870101
003 DE-627
005 20240621115452.0
007 cr uuu---uuuuu
008 150324s2004 xx |||||o 00| ||en c
024 7 |a 10.1086/425087  |2 doi 
035 |a (DE-627)JST045870101 
035 |a (JST)3692809 
040 |a DE-627  |b ger  |c DE-627  |e rakwb 
041 |a en 
100 1 |a Brown, Christina L.  |e verfasserin  |4 aut 
245 1 4 |a The Skeptical Shopper: A Metacognitive Account for the Effects of Default Options on Choice 
264 1 |c 2004 
336 |a Text  |b txt  |2 rdacontent 
337 |a Computermedien  |b c  |2 rdamedia 
338 |a Online-Ressource  |b cr  |2 rdacarrier 
500 |a * Christina L. Brown is assistant professor of marketing ( clbrownumich.edu ) and Aradhna Krishna is Isador and Leon Winkelman Professor of Retail Marketing ( aradhna@umich.edu ) at the Stephen M. Ross School of Business at the University of Michigan, Ann Arbor, MI 48104‐1234. The authors thank the editor, associate editor, reviewers, Meg Campbell, Fred Feinberg, Carl Mela, Joe Urbany, and Carolyn Yoon for their helpful input. In addition, the authors thank participants in seminars at the University of Michigan Decision Consortium, Duke University, and the University of Chicago. Finally, the authors would like to thank Mary Wagner for her help in coding study 1. You are purchasing a computer system online. There are two options for monitors: 15 inch or 19 inch. The standard system comes with 15 inch (the less expensive option), but if you want, you can switch to the 19‐inch monitor (for more money). You are purchasing a computer system online. There are two options for monitors: 15 inch or 19 inch. The standard system comes with 19 inch (the more expensive option), but if you want, you can save money by switching to the 15‐inch monitor. What is the marketer up to? Why do you think the marketer did what he did? Does your answer affect which computer you buy? 
520 |a A default option is the choice alternative a consumer receives if he/she does not explicitly specify otherwise. In this article we argue that defaults can invoke a consumer’s "marketplace metacognition," his/her social intelligence about marketplace behavior. This metacognitive account of defaults leads to different predictions than accounts based on cognitive limitations or endowment: in particular, it predicts the possibility of negative or "backfire" default effects. In two experiments, we demonstrate that the size and direction of the default effect depend on whether this social intelligence is invoked and how it changes the interpretation of the default. 
540 |a © 2004 by JOURNAL OF CONSUMER RESEARCH, Inc. 
650 4 |a Behavioral Decision Theory 
650 4 |a Choice (Brand or Product Level) 
650 4 |a Judgment and Decision Making 
650 4 |a Situation/Context Issues 
650 4 |a Preferences 
650 4 |a Behavioral sciences  |x Psychology  |x Cognitive psychology  |x Metacognition 
650 4 |a Behavioral sciences  |x Psychology  |x Applied psychology  |x Consumer psychology  |x Consumer motivation 
650 4 |a Behavioral sciences  |x Psychology  |x Cognitive psychology  |x Cognitive processes  |x Thought processes  |x Reasoning 
650 4 |a Economics  |x Economic disciplines  |x Financial economics  |x Finance  |x Financial analysis  |x Risk management  |x Risk aversion 
650 4 |a Applied sciences  |x Engineering  |x Transportation  |x Travel  |x Vacations 
650 4 |a Mathematics  |x Applied mathematics  |x Statistics  |x Applied statistics  |x Statistical results  |x Errors in statistics  |x Standard error 
650 4 |a Business  |x Business administration  |x Corporate communications  |x External corporate communications  |x Marketing 
650 4 |a Economics  |x Economic disciplines  |x Financial economics  |x Finance  |x Financial investments  |x Investment funds  |x Endowments 
650 4 |a Behavioral sciences  |x Psychology  |x Personality psychology  |x Personality  |x Personality traits  |x Pessimism 
650 4 |a Applied sciences  |x Computer science  |x Computer engineering  |x Computer technology  |x Computer hardware  |x Computer peripherals  |x Input devices  |x Computer keyboards 
650 4 |a Behavioral sciences  |x Psychology  |x Cognitive psychology  |x Metacognition 
650 4 |a Behavioral sciences  |x Psychology  |x Applied psychology  |x Consumer psychology  |x Consumer motivation 
650 4 |a Behavioral sciences  |x Psychology  |x Cognitive psychology  |x Cognitive processes  |x Thought processes  |x Reasoning 
650 4 |a Economics  |x Economic disciplines  |x Financial economics  |x Finance  |x Financial analysis  |x Risk management  |x Risk aversion 
650 4 |a Applied sciences  |x Engineering  |x Transportation  |x Travel  |x Vacations 
650 4 |a Mathematics  |x Applied mathematics  |x Statistics  |x Applied statistics  |x Statistical results  |x Errors in statistics  |x Standard error 
650 4 |a Business  |x Business administration  |x Corporate communications  |x External corporate communications  |x Marketing 
650 4 |a Economics  |x Economic disciplines  |x Financial economics  |x Finance  |x Financial investments  |x Investment funds  |x Endowments 
650 4 |a Behavioral sciences  |x Psychology  |x Personality psychology  |x Personality  |x Personality traits  |x Pessimism 
650 4 |a Applied sciences  |x Computer science  |x Computer engineering  |x Computer technology  |x Computer hardware  |x Computer peripherals  |x Input devices  |x Computer keyboards 
650 4 |a Christina L. 
655 4 |a research-article 
700 1 |a Krishna, Aradhna  |e verfasserin  |4 aut 
773 0 8 |i Enthalten in  |t Journal of Consumer Research  |d University of Chicago Press  |g 31(2004), 3, Seite 529-539  |w (DE-627)337810230  |w (DE-600)2063374-9  |x 15375277  |7 nnns 
773 1 8 |g volume:31  |g year:2004  |g number:3  |g pages:529-539 
856 4 0 |u https://www.jstor.org/stable/10.1086/425087  |3 Volltext 
856 4 0 |u https://doi.org/10.1086/425087  |3 Volltext 
912 |a GBV_USEFLAG_A 
912 |a SYSFLAG_A 
912 |a GBV_JST 
912 |a GBV_ILN_11 
912 |a GBV_ILN_20 
912 |a GBV_ILN_22 
912 |a GBV_ILN_23 
912 |a GBV_ILN_24 
912 |a GBV_ILN_31 
912 |a GBV_ILN_32 
912 |a GBV_ILN_39 
912 |a GBV_ILN_40 
912 |a GBV_ILN_60 
912 |a GBV_ILN_62 
912 |a GBV_ILN_63 
912 |a GBV_ILN_65 
912 |a GBV_ILN_69 
912 |a GBV_ILN_70 
912 |a GBV_ILN_73 
912 |a GBV_ILN_74 
912 |a GBV_ILN_90 
912 |a GBV_ILN_95 
912 |a GBV_ILN_100 
912 |a GBV_ILN_105 
912 |a GBV_ILN_110 
912 |a GBV_ILN_120 
912 |a GBV_ILN_121 
912 |a GBV_ILN_138 
912 |a GBV_ILN_150 
912 |a GBV_ILN_151 
912 |a GBV_ILN_152 
912 |a GBV_ILN_161 
912 |a GBV_ILN_170 
912 |a GBV_ILN_171 
912 |a GBV_ILN_187 
912 |a GBV_ILN_206 
912 |a GBV_ILN_213 
912 |a GBV_ILN_224 
912 |a GBV_ILN_230 
912 |a GBV_ILN_285 
912 |a GBV_ILN_293 
912 |a GBV_ILN_370 
912 |a GBV_ILN_374 
912 |a GBV_ILN_602 
912 |a GBV_ILN_636 
912 |a GBV_ILN_647 
912 |a GBV_ILN_702 
912 |a GBV_ILN_2001 
912 |a GBV_ILN_2003 
912 |a GBV_ILN_2004 
912 |a GBV_ILN_2005 
912 |a GBV_ILN_2006 
912 |a GBV_ILN_2007 
912 |a GBV_ILN_2008 
912 |a GBV_ILN_2009 
912 |a GBV_ILN_2010 
912 |a GBV_ILN_2011 
912 |a GBV_ILN_2014 
912 |a GBV_ILN_2015 
912 |a GBV_ILN_2018 
912 |a GBV_ILN_2020 
912 |a GBV_ILN_2021 
912 |a GBV_ILN_2025 
912 |a GBV_ILN_2026 
912 |a GBV_ILN_2027 
912 |a GBV_ILN_2031 
912 |a GBV_ILN_2034 
912 |a GBV_ILN_2037 
912 |a GBV_ILN_2038 
912 |a GBV_ILN_2039 
912 |a GBV_ILN_2043 
912 |a GBV_ILN_2044 
912 |a GBV_ILN_2048 
912 |a GBV_ILN_2049 
912 |a GBV_ILN_2050 
912 |a GBV_ILN_2055 
912 |a GBV_ILN_2056 
912 |a GBV_ILN_2057 
912 |a GBV_ILN_2059 
912 |a GBV_ILN_2061 
912 |a GBV_ILN_2064 
912 |a GBV_ILN_2065 
912 |a GBV_ILN_2068 
912 |a GBV_ILN_2070 
912 |a GBV_ILN_2088 
912 |a GBV_ILN_2093 
912 |a GBV_ILN_2098 
912 |a GBV_ILN_2106 
912 |a GBV_ILN_2107 
912 |a GBV_ILN_2108 
912 |a GBV_ILN_2110 
912 |a GBV_ILN_2111 
912 |a GBV_ILN_2112 
912 |a GBV_ILN_2113 
912 |a GBV_ILN_2116 
912 |a GBV_ILN_2118 
912 |a GBV_ILN_2122 
912 |a GBV_ILN_2129 
912 |a GBV_ILN_2143 
912 |a GBV_ILN_2145 
912 |a GBV_ILN_2147 
912 |a GBV_ILN_2148 
912 |a GBV_ILN_2152 
912 |a GBV_ILN_2153 
912 |a GBV_ILN_2158 
912 |a GBV_ILN_2188 
912 |a GBV_ILN_2190 
912 |a GBV_ILN_2232 
912 |a GBV_ILN_2336 
912 |a GBV_ILN_2446 
912 |a GBV_ILN_2470 
912 |a GBV_ILN_2472 
912 |a GBV_ILN_2507 
912 |a GBV_ILN_2522 
912 |a GBV_ILN_2548 
912 |a GBV_ILN_2810 
912 |a GBV_ILN_2935 
912 |a GBV_ILN_2940 
912 |a GBV_ILN_2949 
912 |a GBV_ILN_2950 
912 |a GBV_ILN_4012 
912 |a GBV_ILN_4035 
912 |a GBV_ILN_4037 
912 |a GBV_ILN_4046 
912 |a GBV_ILN_4112 
912 |a GBV_ILN_4125 
912 |a GBV_ILN_4126 
912 |a GBV_ILN_4242 
912 |a GBV_ILN_4246 
912 |a GBV_ILN_4249 
912 |a GBV_ILN_4251 
912 |a GBV_ILN_4277 
912 |a GBV_ILN_4305 
912 |a GBV_ILN_4306 
912 |a GBV_ILN_4307 
912 |a GBV_ILN_4313 
912 |a GBV_ILN_4322 
912 |a GBV_ILN_4323 
912 |a GBV_ILN_4324 
912 |a GBV_ILN_4325 
912 |a GBV_ILN_4326 
912 |a GBV_ILN_4328 
912 |a GBV_ILN_4333 
912 |a GBV_ILN_4335 
912 |a GBV_ILN_4336 
912 |a GBV_ILN_4338 
912 |a GBV_ILN_4346 
912 |a GBV_ILN_4367 
912 |a GBV_ILN_4392 
912 |a GBV_ILN_4393 
912 |a GBV_ILN_4700 
912 |a GBV_ILN_4753 
951 |a AR 
952 |d 31  |j 2004  |e 3  |h 529-539