Retailers can structure their assortments in a nearly infinite number of ways. Our research studies the effects of two prevalent assortment structures – those which group items according to features and those which group items according to benefits. We show that relative to feature-based...

Retailers often organize at least part of their assortment by displaying complementary products from different product categories together (e.g., a pair of pants with a shirt) rather than grouping items by product type (e.g., a pair of pants with other pants). However, little is known about how...

This article explores the effects of two distinct retail choice architectures — those that organize assortments by attributes and those that organize items by benefits. Relative to attribute-based organizations, benefit-based organizations lead to more abstract construal and heighten...

We show that formats used by retailers to organize assortments into subcategories can enhance or encumber consumers’ learning and satisfaction. For more knowledgeable consumers, unexpected subcategory formats provide a newness cue, thereby increasing effort, learning and satisfaction with the...

In many social experiences (e.g., parties, book clubs, vacations), some consumers contribute more to the event compared to the rest of the group. In this paper, we investigate how such asymmetric contributions influence the utility obtained from group experiences. We find that consumers...

Celebrities have extraordinary abilities to attract and influence others. Predicting celebrity visual potential is important in the domains of business, politics, media, and entertainment. Can we use human faces to predict celebrity visual potential? If so, which facial features have the most...

Considerable research demonstrates a “compromise effect” showing preference for “middle” options. Yet, in the context of bundles, the “middle” option in a choice set can be composed in multiple ways. First, a bundle may include only purely moderate options (e.g., individual stocks...

Collaborative consumption takes many forms, including car sharing, community gardens, credit unions and toy libraries. While these phenomena are arguably reshaping the marketplace, to this point, we lack a way to harmonize these diverse systems under a single umbrella or to connect them to prior...

While joint ethical violations are fairly common in the workplace, sports teams, and academic settings, little research has studied such collaborative wrongdoings. Our work examines whether people are more unethical when they make decisions jointly with a partner (i.e., reach one shared decision...