changingminds.org

How we change what others think, feel, believe and do

| Menu | Quick | Books | Share | Search | Settings |

Multi-Attribute Choice

 

Explanations > Theories > Multi-Attribute Choice

Description | Example | So What? | See also | References 

 

Description

How do people make choices when there are many attributes to compare (which is most of the time).

When there are simple choices, they will use compensatory strategies, trading off different attributes, such as condition against color. Traded attributes are often of similar priority. Another approach is to focus on differences.

With complex choices, non-compensatory strategies are often used. 

  • The conjunctive rule is used to eliminate choices that are outside boundaries, such as price levels. 
  • The disjunctive rule is used to evaluate each choice in terms of its best attribute. 
  • Lexicographic choice is used to choose on one dimension only. 
  • Elimination-by-aspects compares one key dimension at a time, eliminating those that do not fit.

Example

When I bought a new pair of loudspeakers, I used a compensatory strategy to compare and trade off differences between the speakers available in the shop.

So what?

Using it

Find out the strategies that they prefer, for example with a discussion about previous choice and then play to it.

Defending

Be aware of the strategies you use and the alternatives. Watch out for people leading you up the garden path.

See also

Filter Theory

References

Einhorn and Hogarth (1981), Payne (1982), Hogarth (1987)

|sp|

Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

You can buy books here

More Kindle books:

And the big
paperback book


Look inside

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conditioning
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

* Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed