Dyadic Compromise Effect
Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual...
Ausführliche Beschreibung
Gespeichert in:
| Autor*in: |
Boldt, Lin [verfasserIn] |
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| Format: |
Artikel |
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| Sprache: |
Englisch |
| Erschienen: |
2017 |
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| Schlagwörter: |
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| Übergeordnetes Werk: |
Enthalten in: Marketing science - Catonsville, MD : INFORMS, 1982, 36(2017), 3, Seite 436-452 |
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| Übergeordnetes Werk: |
volume:36 ; year:2017 ; number:3 ; pages:436-452 |
| Links: |
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| DOI / URN: |
10.1287/mksc.2016.1019 |
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| Katalog-ID: |
OLC1994827068 |
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| 520 | |a Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. Data and the web appendix are available at https://doi.org/10.1287/mksc.2016.1019 . | ||
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10.1287/mksc.2016.1019 doi PQ20170901 (DE-627)OLC1994827068 (DE-599)GBVOLC1994827068 (PRQ)g978-a62b1855f86bca5a14b1d8dcffd7fcaaaf4518fd5bee601d130b3e5a49645a350 (KEY)0112137520170000036000300436dyadiccompromiseeffect DE-627 ger DE-627 rakwb eng 330 DNB Boldt, Lin verfasserin aut Dyadic Compromise Effect 2017 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. Data and the web appendix are available at https://doi.org/10.1287/mksc.2016.1019 . financial planning compromise effects group decisions behavioral economics group choice family decisions Compromise and settlement Reports Economic aspects Arora, Neeraj oth Enthalten in Marketing science Catonsville, MD : INFORMS, 1982 36(2017), 3, Seite 436-452 (DE-627)130679100 (DE-600)883054-X (DE-576)016221702 0732-2399 nnns volume:36 year:2017 number:3 pages:436-452 http://dx.doi.org/10.1287/mksc.2016.1019 Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_20 GBV_ILN_21 GBV_ILN_26 GBV_ILN_31 GBV_ILN_40 GBV_ILN_60 GBV_ILN_100 GBV_ILN_130 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4193 GBV_ILN_4266 GBV_ILN_4310 GBV_ILN_4315 GBV_ILN_4317 GBV_ILN_4323 AR 36 2017 3 436-452 |
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10.1287/mksc.2016.1019 doi PQ20170901 (DE-627)OLC1994827068 (DE-599)GBVOLC1994827068 (PRQ)g978-a62b1855f86bca5a14b1d8dcffd7fcaaaf4518fd5bee601d130b3e5a49645a350 (KEY)0112137520170000036000300436dyadiccompromiseeffect DE-627 ger DE-627 rakwb eng 330 DNB Boldt, Lin verfasserin aut Dyadic Compromise Effect 2017 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. Data and the web appendix are available at https://doi.org/10.1287/mksc.2016.1019 . financial planning compromise effects group decisions behavioral economics group choice family decisions Compromise and settlement Reports Economic aspects Arora, Neeraj oth Enthalten in Marketing science Catonsville, MD : INFORMS, 1982 36(2017), 3, Seite 436-452 (DE-627)130679100 (DE-600)883054-X (DE-576)016221702 0732-2399 nnns volume:36 year:2017 number:3 pages:436-452 http://dx.doi.org/10.1287/mksc.2016.1019 Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_20 GBV_ILN_21 GBV_ILN_26 GBV_ILN_31 GBV_ILN_40 GBV_ILN_60 GBV_ILN_100 GBV_ILN_130 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4193 GBV_ILN_4266 GBV_ILN_4310 GBV_ILN_4315 GBV_ILN_4317 GBV_ILN_4323 AR 36 2017 3 436-452 |
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10.1287/mksc.2016.1019 doi PQ20170901 (DE-627)OLC1994827068 (DE-599)GBVOLC1994827068 (PRQ)g978-a62b1855f86bca5a14b1d8dcffd7fcaaaf4518fd5bee601d130b3e5a49645a350 (KEY)0112137520170000036000300436dyadiccompromiseeffect DE-627 ger DE-627 rakwb eng 330 DNB Boldt, Lin verfasserin aut Dyadic Compromise Effect 2017 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. Data and the web appendix are available at https://doi.org/10.1287/mksc.2016.1019 . financial planning compromise effects group decisions behavioral economics group choice family decisions Compromise and settlement Reports Economic aspects Arora, Neeraj oth Enthalten in Marketing science Catonsville, MD : INFORMS, 1982 36(2017), 3, Seite 436-452 (DE-627)130679100 (DE-600)883054-X (DE-576)016221702 0732-2399 nnns volume:36 year:2017 number:3 pages:436-452 http://dx.doi.org/10.1287/mksc.2016.1019 Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_20 GBV_ILN_21 GBV_ILN_26 GBV_ILN_31 GBV_ILN_40 GBV_ILN_60 GBV_ILN_100 GBV_ILN_130 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4193 GBV_ILN_4266 GBV_ILN_4310 GBV_ILN_4315 GBV_ILN_4317 GBV_ILN_4323 AR 36 2017 3 436-452 |
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10.1287/mksc.2016.1019 doi PQ20170901 (DE-627)OLC1994827068 (DE-599)GBVOLC1994827068 (PRQ)g978-a62b1855f86bca5a14b1d8dcffd7fcaaaf4518fd5bee601d130b3e5a49645a350 (KEY)0112137520170000036000300436dyadiccompromiseeffect DE-627 ger DE-627 rakwb eng 330 DNB Boldt, Lin verfasserin aut Dyadic Compromise Effect 2017 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. Data and the web appendix are available at https://doi.org/10.1287/mksc.2016.1019 . financial planning compromise effects group decisions behavioral economics group choice family decisions Compromise and settlement Reports Economic aspects Arora, Neeraj oth Enthalten in Marketing science Catonsville, MD : INFORMS, 1982 36(2017), 3, Seite 436-452 (DE-627)130679100 (DE-600)883054-X (DE-576)016221702 0732-2399 nnns volume:36 year:2017 number:3 pages:436-452 http://dx.doi.org/10.1287/mksc.2016.1019 Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_20 GBV_ILN_21 GBV_ILN_26 GBV_ILN_31 GBV_ILN_40 GBV_ILN_60 GBV_ILN_100 GBV_ILN_130 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4193 GBV_ILN_4266 GBV_ILN_4310 GBV_ILN_4315 GBV_ILN_4317 GBV_ILN_4323 AR 36 2017 3 436-452 |
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10.1287/mksc.2016.1019 doi PQ20170901 (DE-627)OLC1994827068 (DE-599)GBVOLC1994827068 (PRQ)g978-a62b1855f86bca5a14b1d8dcffd7fcaaaf4518fd5bee601d130b3e5a49645a350 (KEY)0112137520170000036000300436dyadiccompromiseeffect DE-627 ger DE-627 rakwb eng 330 DNB Boldt, Lin verfasserin aut Dyadic Compromise Effect 2017 Text txt rdacontent ohne Hilfsmittel zu benutzen n rdamedia Band nc rdacarrier Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. Data and the web appendix are available at https://doi.org/10.1287/mksc.2016.1019 . financial planning compromise effects group decisions behavioral economics group choice family decisions Compromise and settlement Reports Economic aspects Arora, Neeraj oth Enthalten in Marketing science Catonsville, MD : INFORMS, 1982 36(2017), 3, Seite 436-452 (DE-627)130679100 (DE-600)883054-X (DE-576)016221702 0732-2399 nnns volume:36 year:2017 number:3 pages:436-452 http://dx.doi.org/10.1287/mksc.2016.1019 Volltext GBV_USEFLAG_A SYSFLAG_A GBV_OLC SSG-OLC-WIW GBV_ILN_20 GBV_ILN_21 GBV_ILN_26 GBV_ILN_31 GBV_ILN_40 GBV_ILN_60 GBV_ILN_100 GBV_ILN_130 GBV_ILN_4012 GBV_ILN_4029 GBV_ILN_4125 GBV_ILN_4126 GBV_ILN_4193 GBV_ILN_4266 GBV_ILN_4310 GBV_ILN_4315 GBV_ILN_4317 GBV_ILN_4323 AR 36 2017 3 436-452 |
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This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. 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Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. Data and the web appendix are available at https://doi.org/10.1287/mksc.2016.1019 . |
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Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. Data and the web appendix are available at https://doi.org/10.1287/mksc.2016.1019 . |
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Existing research on the compromise effect has focused exclusively on the individual. This paper investigates compromise effects in a setting that involves multiple individuals making a choice. We study whether the dyadic compromise effect (DCE) exists, the association between dyadic and individual compromise effects, and strategies to mitigate the DCE. We build a statistical model of dyadic choice that formally incorporates DCE. We conduct two studies to test our proposed models empirically. In Study 1, we begin with an investigation of the DCE with student subjects. In Study 2, we test for the presence of DCE among married couples when making retirement investment choices. In both studies, model-free and model-based evidence provides strong support for the presence of DCE. A model that incorporates DCE provides a better fit than models that do not. Evidence in support of DCE is shown to be robust to alternative compromise effect model specifications and utility aggregation methods. We find that the individual compromise effect tendency of a group member with a greater stake in the decision is likely to persist as a DCE in the joint choice setting. Our findings suggest that education of segments vulnerable to compromise effects reduces the DCE. Data and the web appendix are available at https://doi.org/10.1287/mksc.2016.1019 . |
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