D 2020

Consumer Decision-Making in the Presence of a Compromise Alternative: Limits and Moderators

KUBALOVÁ, Radka

Basic information

Original name

Consumer Decision-Making in the Presence of a Compromise Alternative: Limits and Moderators

Authors

KUBALOVÁ, Radka (203 Czech Republic, guarantor, belonging to the institution)

Edition

Trnava, Marketing Identity: COVID-2.0, p. 321-330, 10 pp. 2020

Publisher

Faculty of Mass Media Communication, University of Ss. Cyril and Methodius in Trnava

Other information

Language

English

Type of outcome

Stať ve sborníku

Field of Study

50204 Business and management

Country of publisher

Slovakia

Confidentiality degree

není předmětem státního či obchodního tajemství

Publication form

electronic version available online

References:

RIV identification code

RIV/47813059:19520/20:A0000180

Organization unit

School of Business Administration in Karvina

ISBN

978-80-572-0107-6

ISSN

Keywords in English

Consumer Behaviour; Context Effects; Choice.

Tags

Reviewed
Změněno: 6/5/2021 21:12, Ing. Radka Kubalová, Ph.D.

Abstract

V originále

The compromise effect is reported to occur when an alternative described by certain attributes and characteristics is more preferred by consumers when it is introduced into a choice set as a middle-option rather than an extreme alternative. Using the compromise strategy in their decision-making helps consumers to lower the uncertainty and risks that every decision brings and minimize possible losses. While this effect is believed to be robust and was explored in different areas beside consumer research and marketing, there are still numerous factors that might moderate or fully diminish the compromise effect. Firms designing their product lines or product offers in a way that would support the compromise effect should be aware of existence of these factors. The goal of this paper is to indicate the factors, which might influence the strength of the effect. The paper categorizes the factors depending on two aspects: whether they influence the decision-making process or not and whether the factor is connected to the consumers’ characteristics or the characteristics of the concrete decision-making. The paper employs the research method of literature analysis of previously published studies about the topic.