The impact of outside option saliency and product descriptions on consumer wine tasting behavior

Consumer choice of differentiated products, such as wine, depends on the composition of the choice set consumers are choosing from. However, choice sets are often situationally defined through wine-tasting lists or displayed wines in a particular tasting and sales environment. In this paper, we use...
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Autor*in:	Streletskaya, Nadia A. [verfasserIn] Weerasekara, Nadeeka [verfasserIn] Li, Jie [verfasserIn]

Format:	E-Artikel
Sprache:	Englisch

Erschienen:	2023

Rechteinformationen:	Open Access Namensnennung 4.0 International ; CC BY 4.0

Schlagwörter:	choice paradox regret search cost sensory products wine tasting rooms

Übergeordnetes Werk:	Enthalten in: Journal of wine economics - Cambridge : Cambridge Univ. Press, 2006, 18(2023), 2 vom: Mai, Seite 139-155
Übergeordnetes Werk:	volume:18 ; year:2023 ; number:2 ; month:05 ; pages:139-155

Links:	Link aufrufen Link aufrufen

DOI / URN:	10.1017/jwe.2023.12

Katalog-ID:	187317828X

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allfields	10.1017/jwe.2023.12 doi (DE-627)187317828X (DE-599)KXP187317828X DE-627 ger DE-627 rda eng D12 D91 M31 jelc Streletskaya, Nadia A. verfasserin aut The impact of outside option saliency and product descriptions on consumer wine tasting behavior Nadia A. Streletskaya, Nadeeka Weerasekara and Jie Li 2023 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier DE-206 Open Access Controlled Vocabulary for Access Rights http://purl.org/coar/access_right/c_abf2 Consumer choice of differentiated products, such as wine, depends on the composition of the choice set consumers are choosing from. However, choice sets are often situationally defined through wine-tasting lists or displayed wines in a particular tasting and sales environment. In this paper, we use an experiment to explicitly modify the saliency of wine options available outside the tasting room choice set and the amount of sensory information available about the wines before wine tasting. We explicitly test whether consumer regret and fear of missing out on alternative options or consumer search costs are more likely to drive behavior around large choice sets. We find that increasing the saliency of outside options decreases one's propensity to taste the wines available for tasting and purchase immediately, while changing search costs through sensory descriptions does not affect tasting behavior. This provides support for the anticipated regret and fear of missing out motivations for behavior around large wine-tasting lists. DE-206 Namensnennung 4.0 International CC BY 4.0 cc https://creativecommons.org/licenses/by/4.0/ choice paradox (dpeaa)DE-206 regret (dpeaa)DE-206 search cost (dpeaa)DE-206 sensory products (dpeaa)DE-206 wine tasting rooms (dpeaa)DE-206 Weerasekara, Nadeeka verfasserin aut Li, Jie verfasserin (DE-588)1019456604 (DE-627)684721341 (DE-576)358106397 aut Enthalten in Journal of wine economics Cambridge : Cambridge Univ. Press, 2006 18(2023), 2 vom: Mai, Seite 139-155 Online-Ressource (DE-627)61117717X (DE-600)2520994-2 (DE-576)370706781 1931-437X nnns volume:18 year:2023 number:2 month:05 pages:139-155 https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf Verlag kostenfrei https://doi.org/10.1017/jwe.2023.12 Resolving-System kostenfrei GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_95 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_121 GBV_ILN_151 GBV_ILN_161 GBV_ILN_165 GBV_ILN_206 GBV_ILN_213 GBV_ILN_230 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_702 GBV_ILN_2014 GBV_ILN_2050 GBV_ILN_2190 GBV_ILN_4012 GBV_ILN_4037 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4249 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4367 GBV_ILN_4700 GBV_ILN_2403 GBV_ILN_2403 ISIL_DE-LFER AR 18 2023 2 5 139-155 26 01 0206 4432146133 x1z 12-12-23 2403 01 DE-LFER 4453015070 00 --%%-- --%%-- n --%%-- l01 10-01-24 2403 01 DE-LFER https://doi.org/10.1017/jwe.2023.12 2403 01 DE-LFER https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf
spelling	10.1017/jwe.2023.12 doi (DE-627)187317828X (DE-599)KXP187317828X DE-627 ger DE-627 rda eng D12 D91 M31 jelc Streletskaya, Nadia A. verfasserin aut The impact of outside option saliency and product descriptions on consumer wine tasting behavior Nadia A. Streletskaya, Nadeeka Weerasekara and Jie Li 2023 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier DE-206 Open Access Controlled Vocabulary for Access Rights http://purl.org/coar/access_right/c_abf2 Consumer choice of differentiated products, such as wine, depends on the composition of the choice set consumers are choosing from. However, choice sets are often situationally defined through wine-tasting lists or displayed wines in a particular tasting and sales environment. In this paper, we use an experiment to explicitly modify the saliency of wine options available outside the tasting room choice set and the amount of sensory information available about the wines before wine tasting. We explicitly test whether consumer regret and fear of missing out on alternative options or consumer search costs are more likely to drive behavior around large choice sets. We find that increasing the saliency of outside options decreases one's propensity to taste the wines available for tasting and purchase immediately, while changing search costs through sensory descriptions does not affect tasting behavior. This provides support for the anticipated regret and fear of missing out motivations for behavior around large wine-tasting lists. DE-206 Namensnennung 4.0 International CC BY 4.0 cc https://creativecommons.org/licenses/by/4.0/ choice paradox (dpeaa)DE-206 regret (dpeaa)DE-206 search cost (dpeaa)DE-206 sensory products (dpeaa)DE-206 wine tasting rooms (dpeaa)DE-206 Weerasekara, Nadeeka verfasserin aut Li, Jie verfasserin (DE-588)1019456604 (DE-627)684721341 (DE-576)358106397 aut Enthalten in Journal of wine economics Cambridge : Cambridge Univ. Press, 2006 18(2023), 2 vom: Mai, Seite 139-155 Online-Ressource (DE-627)61117717X (DE-600)2520994-2 (DE-576)370706781 1931-437X nnns volume:18 year:2023 number:2 month:05 pages:139-155 https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf Verlag kostenfrei https://doi.org/10.1017/jwe.2023.12 Resolving-System kostenfrei GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_95 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_121 GBV_ILN_151 GBV_ILN_161 GBV_ILN_165 GBV_ILN_206 GBV_ILN_213 GBV_ILN_230 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_702 GBV_ILN_2014 GBV_ILN_2050 GBV_ILN_2190 GBV_ILN_4012 GBV_ILN_4037 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4249 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4367 GBV_ILN_4700 GBV_ILN_2403 GBV_ILN_2403 ISIL_DE-LFER AR 18 2023 2 5 139-155 26 01 0206 4432146133 x1z 12-12-23 2403 01 DE-LFER 4453015070 00 --%%-- --%%-- n --%%-- l01 10-01-24 2403 01 DE-LFER https://doi.org/10.1017/jwe.2023.12 2403 01 DE-LFER https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf
allfields_unstemmed	10.1017/jwe.2023.12 doi (DE-627)187317828X (DE-599)KXP187317828X DE-627 ger DE-627 rda eng D12 D91 M31 jelc Streletskaya, Nadia A. verfasserin aut The impact of outside option saliency and product descriptions on consumer wine tasting behavior Nadia A. Streletskaya, Nadeeka Weerasekara and Jie Li 2023 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier DE-206 Open Access Controlled Vocabulary for Access Rights http://purl.org/coar/access_right/c_abf2 Consumer choice of differentiated products, such as wine, depends on the composition of the choice set consumers are choosing from. However, choice sets are often situationally defined through wine-tasting lists or displayed wines in a particular tasting and sales environment. In this paper, we use an experiment to explicitly modify the saliency of wine options available outside the tasting room choice set and the amount of sensory information available about the wines before wine tasting. We explicitly test whether consumer regret and fear of missing out on alternative options or consumer search costs are more likely to drive behavior around large choice sets. We find that increasing the saliency of outside options decreases one's propensity to taste the wines available for tasting and purchase immediately, while changing search costs through sensory descriptions does not affect tasting behavior. This provides support for the anticipated regret and fear of missing out motivations for behavior around large wine-tasting lists. DE-206 Namensnennung 4.0 International CC BY 4.0 cc https://creativecommons.org/licenses/by/4.0/ choice paradox (dpeaa)DE-206 regret (dpeaa)DE-206 search cost (dpeaa)DE-206 sensory products (dpeaa)DE-206 wine tasting rooms (dpeaa)DE-206 Weerasekara, Nadeeka verfasserin aut Li, Jie verfasserin (DE-588)1019456604 (DE-627)684721341 (DE-576)358106397 aut Enthalten in Journal of wine economics Cambridge : Cambridge Univ. Press, 2006 18(2023), 2 vom: Mai, Seite 139-155 Online-Ressource (DE-627)61117717X (DE-600)2520994-2 (DE-576)370706781 1931-437X nnns volume:18 year:2023 number:2 month:05 pages:139-155 https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf Verlag kostenfrei https://doi.org/10.1017/jwe.2023.12 Resolving-System kostenfrei GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_95 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_121 GBV_ILN_151 GBV_ILN_161 GBV_ILN_165 GBV_ILN_206 GBV_ILN_213 GBV_ILN_230 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_702 GBV_ILN_2014 GBV_ILN_2050 GBV_ILN_2190 GBV_ILN_4012 GBV_ILN_4037 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4249 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4367 GBV_ILN_4700 GBV_ILN_2403 GBV_ILN_2403 ISIL_DE-LFER AR 18 2023 2 5 139-155 26 01 0206 4432146133 x1z 12-12-23 2403 01 DE-LFER 4453015070 00 --%%-- --%%-- n --%%-- l01 10-01-24 2403 01 DE-LFER https://doi.org/10.1017/jwe.2023.12 2403 01 DE-LFER https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf
allfieldsGer	10.1017/jwe.2023.12 doi (DE-627)187317828X (DE-599)KXP187317828X DE-627 ger DE-627 rda eng D12 D91 M31 jelc Streletskaya, Nadia A. verfasserin aut The impact of outside option saliency and product descriptions on consumer wine tasting behavior Nadia A. Streletskaya, Nadeeka Weerasekara and Jie Li 2023 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier DE-206 Open Access Controlled Vocabulary for Access Rights http://purl.org/coar/access_right/c_abf2 Consumer choice of differentiated products, such as wine, depends on the composition of the choice set consumers are choosing from. However, choice sets are often situationally defined through wine-tasting lists or displayed wines in a particular tasting and sales environment. In this paper, we use an experiment to explicitly modify the saliency of wine options available outside the tasting room choice set and the amount of sensory information available about the wines before wine tasting. We explicitly test whether consumer regret and fear of missing out on alternative options or consumer search costs are more likely to drive behavior around large choice sets. We find that increasing the saliency of outside options decreases one's propensity to taste the wines available for tasting and purchase immediately, while changing search costs through sensory descriptions does not affect tasting behavior. This provides support for the anticipated regret and fear of missing out motivations for behavior around large wine-tasting lists. DE-206 Namensnennung 4.0 International CC BY 4.0 cc https://creativecommons.org/licenses/by/4.0/ choice paradox (dpeaa)DE-206 regret (dpeaa)DE-206 search cost (dpeaa)DE-206 sensory products (dpeaa)DE-206 wine tasting rooms (dpeaa)DE-206 Weerasekara, Nadeeka verfasserin aut Li, Jie verfasserin (DE-588)1019456604 (DE-627)684721341 (DE-576)358106397 aut Enthalten in Journal of wine economics Cambridge : Cambridge Univ. Press, 2006 18(2023), 2 vom: Mai, Seite 139-155 Online-Ressource (DE-627)61117717X (DE-600)2520994-2 (DE-576)370706781 1931-437X nnns volume:18 year:2023 number:2 month:05 pages:139-155 https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf Verlag kostenfrei https://doi.org/10.1017/jwe.2023.12 Resolving-System kostenfrei GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_95 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_121 GBV_ILN_151 GBV_ILN_161 GBV_ILN_165 GBV_ILN_206 GBV_ILN_213 GBV_ILN_230 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_702 GBV_ILN_2014 GBV_ILN_2050 GBV_ILN_2190 GBV_ILN_4012 GBV_ILN_4037 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4249 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4367 GBV_ILN_4700 GBV_ILN_2403 GBV_ILN_2403 ISIL_DE-LFER AR 18 2023 2 5 139-155 26 01 0206 4432146133 x1z 12-12-23 2403 01 DE-LFER 4453015070 00 --%%-- --%%-- n --%%-- l01 10-01-24 2403 01 DE-LFER https://doi.org/10.1017/jwe.2023.12 2403 01 DE-LFER https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf
allfieldsSound	10.1017/jwe.2023.12 doi (DE-627)187317828X (DE-599)KXP187317828X DE-627 ger DE-627 rda eng D12 D91 M31 jelc Streletskaya, Nadia A. verfasserin aut The impact of outside option saliency and product descriptions on consumer wine tasting behavior Nadia A. Streletskaya, Nadeeka Weerasekara and Jie Li 2023 Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier DE-206 Open Access Controlled Vocabulary for Access Rights http://purl.org/coar/access_right/c_abf2 Consumer choice of differentiated products, such as wine, depends on the composition of the choice set consumers are choosing from. However, choice sets are often situationally defined through wine-tasting lists or displayed wines in a particular tasting and sales environment. In this paper, we use an experiment to explicitly modify the saliency of wine options available outside the tasting room choice set and the amount of sensory information available about the wines before wine tasting. We explicitly test whether consumer regret and fear of missing out on alternative options or consumer search costs are more likely to drive behavior around large choice sets. We find that increasing the saliency of outside options decreases one's propensity to taste the wines available for tasting and purchase immediately, while changing search costs through sensory descriptions does not affect tasting behavior. This provides support for the anticipated regret and fear of missing out motivations for behavior around large wine-tasting lists. DE-206 Namensnennung 4.0 International CC BY 4.0 cc https://creativecommons.org/licenses/by/4.0/ choice paradox (dpeaa)DE-206 regret (dpeaa)DE-206 search cost (dpeaa)DE-206 sensory products (dpeaa)DE-206 wine tasting rooms (dpeaa)DE-206 Weerasekara, Nadeeka verfasserin aut Li, Jie verfasserin (DE-588)1019456604 (DE-627)684721341 (DE-576)358106397 aut Enthalten in Journal of wine economics Cambridge : Cambridge Univ. Press, 2006 18(2023), 2 vom: Mai, Seite 139-155 Online-Ressource (DE-627)61117717X (DE-600)2520994-2 (DE-576)370706781 1931-437X nnns volume:18 year:2023 number:2 month:05 pages:139-155 https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf Verlag kostenfrei https://doi.org/10.1017/jwe.2023.12 Resolving-System kostenfrei GBV_USEFLAG_U GBV_ILN_26 ISIL_DE-206 SYSFLAG_1 GBV_KXP GBV_ILN_11 GBV_ILN_20 GBV_ILN_22 GBV_ILN_23 GBV_ILN_24 GBV_ILN_31 GBV_ILN_39 GBV_ILN_40 GBV_ILN_60 GBV_ILN_62 GBV_ILN_63 GBV_ILN_65 GBV_ILN_69 GBV_ILN_70 GBV_ILN_73 GBV_ILN_95 GBV_ILN_105 GBV_ILN_110 GBV_ILN_120 GBV_ILN_121 GBV_ILN_151 GBV_ILN_161 GBV_ILN_165 GBV_ILN_206 GBV_ILN_213 GBV_ILN_230 GBV_ILN_285 GBV_ILN_293 GBV_ILN_370 GBV_ILN_374 GBV_ILN_602 GBV_ILN_702 GBV_ILN_2014 GBV_ILN_2050 GBV_ILN_2190 GBV_ILN_4012 GBV_ILN_4037 GBV_ILN_4112 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4249 GBV_ILN_4305 GBV_ILN_4306 GBV_ILN_4307 GBV_ILN_4313 GBV_ILN_4322 GBV_ILN_4323 GBV_ILN_4324 GBV_ILN_4325 GBV_ILN_4326 GBV_ILN_4335 GBV_ILN_4338 GBV_ILN_4367 GBV_ILN_4700 GBV_ILN_2403 GBV_ILN_2403 ISIL_DE-LFER AR 18 2023 2 5 139-155 26 01 0206 4432146133 x1z 12-12-23 2403 01 DE-LFER 4453015070 00 --%%-- --%%-- n --%%-- l01 10-01-24 2403 01 DE-LFER https://doi.org/10.1017/jwe.2023.12 2403 01 DE-LFER https://www.cambridge.org/core/services/aop-cambridge-core/content/view/35D63719181C9F9BC7C0F3C8C6ECD3F7/S1931436123000123a.pdf/impact_of_outside_option_saliency_and_product_descriptions_on_consumer_wine_tasting_behavior.pdf
language	English
source	Enthalten in Journal of wine economics 18(2023), 2 vom: Mai, Seite 139-155 volume:18 year:2023 number:2 month:05 pages:139-155
sourceStr	Enthalten in Journal of wine economics 18(2023), 2 vom: Mai, Seite 139-155 volume:18 year:2023 number:2 month:05 pages:139-155
format_phy_str_mv	Article
building	26:1 2403:0
institution	findex.gbv.de
selectbib_iln_str_mv	26@1z 2403@01
topic_facet	choice paradox regret search cost sensory products wine tasting rooms
isfreeaccess_bool	true
container_title	Journal of wine economics
authorswithroles_txt_mv	Streletskaya, Nadia A. @@aut@@ Weerasekara, Nadeeka @@aut@@ Li, Jie @@aut@@
publishDateDaySort_date	2023-05-01T00:00:00Z
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language_de	englisch
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topic_title	D12 D91 M31 jelc The impact of outside option saliency and product descriptions on consumer wine tasting behavior Nadia A. Streletskaya, Nadeeka Weerasekara and Jie Li choice paradox (dpeaa)DE-206 regret (dpeaa)DE-206 search cost (dpeaa)DE-206 sensory products (dpeaa)DE-206 wine tasting rooms (dpeaa)DE-206
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title	The impact of outside option saliency and product descriptions on consumer wine tasting behavior
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title_full	The impact of outside option saliency and product descriptions on consumer wine tasting behavior Nadia A. Streletskaya, Nadeeka Weerasekara and Jie Li
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title_auth	The impact of outside option saliency and product descriptions on consumer wine tasting behavior
abstract	Consumer choice of differentiated products, such as wine, depends on the composition of the choice set consumers are choosing from. However, choice sets are often situationally defined through wine-tasting lists or displayed wines in a particular tasting and sales environment. In this paper, we use an experiment to explicitly modify the saliency of wine options available outside the tasting room choice set and the amount of sensory information available about the wines before wine tasting. We explicitly test whether consumer regret and fear of missing out on alternative options or consumer search costs are more likely to drive behavior around large choice sets. We find that increasing the saliency of outside options decreases one's propensity to taste the wines available for tasting and purchase immediately, while changing search costs through sensory descriptions does not affect tasting behavior. This provides support for the anticipated regret and fear of missing out motivations for behavior around large wine-tasting lists.
abstractGer	Consumer choice of differentiated products, such as wine, depends on the composition of the choice set consumers are choosing from. However, choice sets are often situationally defined through wine-tasting lists or displayed wines in a particular tasting and sales environment. In this paper, we use an experiment to explicitly modify the saliency of wine options available outside the tasting room choice set and the amount of sensory information available about the wines before wine tasting. We explicitly test whether consumer regret and fear of missing out on alternative options or consumer search costs are more likely to drive behavior around large choice sets. We find that increasing the saliency of outside options decreases one's propensity to taste the wines available for tasting and purchase immediately, while changing search costs through sensory descriptions does not affect tasting behavior. This provides support for the anticipated regret and fear of missing out motivations for behavior around large wine-tasting lists.
abstract_unstemmed	Consumer choice of differentiated products, such as wine, depends on the composition of the choice set consumers are choosing from. However, choice sets are often situationally defined through wine-tasting lists or displayed wines in a particular tasting and sales environment. In this paper, we use an experiment to explicitly modify the saliency of wine options available outside the tasting room choice set and the amount of sensory information available about the wines before wine tasting. We explicitly test whether consumer regret and fear of missing out on alternative options or consumer search costs are more likely to drive behavior around large choice sets. We find that increasing the saliency of outside options decreases one's propensity to taste the wines available for tasting and purchase immediately, while changing search costs through sensory descriptions does not affect tasting behavior. This provides support for the anticipated regret and fear of missing out motivations for behavior around large wine-tasting lists.
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title_short	The impact of outside option saliency and product descriptions on consumer wine tasting behavior
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The impact of outside option saliency and product descriptions on consumer wine tasting behavior

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