Improving attribute-importance measurement; A reference-point approach

K van Ittersum*, Joost M.E. Pennings, B Wansink, HCM van Trijp

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingConference article in proceedingAcademicpeer-review

Abstract

Despite the importance of identifying the hierarchy of product attributes that drive judgment and choice, the many available methods remain limited regarding their convergent validity and test-retest reliability. To increase the validity and reliability of attribute-importance measurement, we focus on the central antecedent of the importance of product attributes in judgment and choice: consumers' valuation curve of an attribute-the idiosyncratic valuation of an attribute at different attribute levels relative to consumers' reference points. We propose two new attribute-importance measures that reflect the determinance and the relevance of an attribute respectively, and show that accounting for the effects of reference points increases the predictive validity of attribute-determinance measures.
Original languageEnglish
Title of host publicationADVANCES IN CONSUMER RESEARCH, VOLUME XXXI
EditorsBE Kahn, MF Luce
PublisherAssociation for Consumer Research
Pages84-85
Number of pages2
ISBN (Print)0-915552-53-1
Publication statusPublished - 2004
Externally publishedYes
EventConference of the Association-for-Consumer-Research (ACR 2003) - Toronto, Canada
Duration: 8 Oct 20038 Oct 2003

Publication series

SeriesADVANCES IN CONSUMER RESEARCH
Volume31
ISSN0098-9258

Conference

ConferenceConference of the Association-for-Consumer-Research (ACR 2003)
Country/TerritoryCanada
CityToronto
Period8/10/038/10/03

Keywords

  • LOSS AVERSION
  • REFERENCE DEPENDENCE
  • CHOICE
  • JUDGMENT
  • DECISION
  • MODEL

Cite this