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Choosing the right (or left) wine - A study on numerical and spatial extremeness aversion

  • Understanding how consumers choose between alternatives and how they use the context in doing so is the aim of numerous consumer behaviour studies. The effect of extremeness aversion has been found to be a replicable phenomenon in this field. According to this context effect, alternatives with extreme numerical attributes are less likely to be chosen than the alternative with intermediate attributes in a choice set. A new research direction regarding extremeness aversion considers not only these numerical attributes of a choice set but also the implications of the spatial dimension. Therefore, it has been hypothesized that there could also be a preference for the spatial middle in a choice set. As the phenomenon of extremeness aversion corresponds with decision uncertainty, this research aimed to investigate numerical and spatial extremeness aversion in a product class of high uncertainty and complexity. Thus, consumer preferences regarding the product class of wine were analysed in different choice architectures. Interviews in a wine specialist store and an online survey were conducted with a total number of 924 participants. The study’s results are not consistent over both data collection methods. However, independently of each other, they support the notion that consumer choices may be partly influenced by a preference for the numerical middle option, as well as by a preference for the spatial middle option.

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Author:Eva Carina Kamenzin
Advisor:Kai-Markus Müller
Document Type:Bachelor Thesis
Year of Completion:2021
Granting Institution:Hochschule Furtwangen
Date of final exam:2021/08/19
Release Date:2021/08/30
Tag:Choice architectures; Consumer preferences; Extremeness aversion; Wine consumer behaviour
Page Number:57
Degree Program:BMP - Business Management and Psychology
Functional area:Marketing
Open-Access-Status: Closed Access 
Licence (German):License LogoUrheberrechtlich geschützt