The Influence of Task Difficulty on Context Effect - Compromise and Attraction Effects

Abstract

Research in psychology finds strong context effects in consumer behavior and help consumer make up their mind from choice set when none of each option better than the others in all aspects. Context effect signifies that when evaluating a focal option, individuals take into consideration characteristics of other comparative alternatives rather than only the features of that focal alternative, complicating the decision-making process. The compromise effect and attraction effect (known together as context effect) explain the underlying motivations that cause consumers to choose the middle option and introduce an inferior option to make the originally dominated option more preferable. But past research on this domain has predominantly used an easy-to-count choice scenario (refers to the ease of using individual’s math skill on comparative attributes in the choice task) which is not ideally existed in real world situation. In real world purchasing situations, most of the time consumers become confused by a variety of products presented with irregular pricing, packaging or attributes which are apparently difficult to compare by math skill. This paper aim to examine “When the level of difficulty changed while processing the comparative task on the context of a choice set, how does this influence the resultant occurrence of context effect?” Results from four experiments demonstrate that both compromise and attraction effects decreased when the choice task become more difficult.