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Consumers Stop Buying As Number Of Options Increase

Date:
March 12, 2009
Source:
Wiley-Blackwell
Summary:
It is a common belief that having more options is better, and that people tend to go to stores that provide them with more choices. However, a new study in the journal Psychology & Marketing reveals that when people cannot easily determine which option is preferable, they are more likely to leave the store empty-handed.

It is a common belief that having more options is better, and that people tend to go to stores that provide them with more choices. However, a new study in the journal Psychology & Marketing reveals that when people cannot easily determine which option is preferable, they are more likely to leave the store empty-handed.

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When options are very similar or the options are difficult to compare, people are likely to leave the store without making a choice. If there isn’t enough time to acquire the necessary information for making a choice, then the individual may leave without choosing anything.

Researcher Beth Veinott, Ph.D., and colleagues performed the first simulation of the choice overload effect in which people sometimes prefer a choice among fewer options than more options. The study provides explanations for why the behavioral experiments of this effect have received mixed results.

“With the rise of the internet, the number of choices that people have is only increasing,” the authors conclude. “Our research suggests that there may be a downside to this increase of options affecting people’s ability to decide in a particular situation.”

Various facets of what has been characterized as the “tyranny of choice” are explored in other articles featured in the March issue of Psychology & Marketing, a special issue devoted to research on consumer behavior as it relates to purchase intent and purchase choice.


Story Source:

The above story is based on materials provided by Wiley-Blackwell. Note: Materials may be edited for content and length.


Journal Reference:

  1. Jessup et al. Leaving the store empty-handed: Testing explanations for the too-much-choice effect using decision field theory. Psychology and Marketing, 2009; 26 (3): 299 DOI: 10.1002/mar.20274

Cite This Page:

Wiley-Blackwell. "Consumers Stop Buying As Number Of Options Increase." ScienceDaily. ScienceDaily, 12 March 2009. <www.sciencedaily.com/releases/2009/03/090311111008.htm>.
Wiley-Blackwell. (2009, March 12). Consumers Stop Buying As Number Of Options Increase. ScienceDaily. Retrieved March 28, 2015 from www.sciencedaily.com/releases/2009/03/090311111008.htm
Wiley-Blackwell. "Consumers Stop Buying As Number Of Options Increase." ScienceDaily. www.sciencedaily.com/releases/2009/03/090311111008.htm (accessed March 28, 2015).

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