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Publications [#275584] of John W. Payne

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Journal Articles

  1. Luce, MF; Bettman, JR; Payne, JW (2000). Attribute Identities Matter: Subjective Perceptions of Attribute Characteristics. Marketing Letters, 11(2), 103-116.
    (last updated on 2020/08/12)

    Abstract:
    Recent research indicates that attributes vary along multiple dimensions with implications for how trade-offs are resolved during choice. We present an exploratory study of the dimensionality underlying naïve subjects' ratings of attributes on the characteristics commonly discussed in the literature on tradeoff resolution and decision difficulty. Factor analysis of attribute characteristic assessments indicates that subjects view decision attributes in a multi-dimensional fashion, including an importance/loss aversion dimension, an emotional potential/protection from tradeoffs dimension, and a cognitive difficulty dimension. These results suggest that a one-dimensional measure of attribute characteristics, such as a standard attribute importance rating, may obscure some factors determining individual responses to attributes during decision processing. However, the results also suggest that developing a relatively succinct set of scales in order to characterize the dimensions along which subjects respond to attributes is a viable goal for future research.


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