Emotional Decisions: Trade off Difficulty and Coping in Consumer Choice
by Mary Frances Luce, James R. Bettman and John W. Payne
University of Chicago Press, 2001
Paper: 978-0-226-53433-6

ABOUT THIS BOOK | AUTHOR BIOGRAPHY
ABOUT THIS BOOK
Decision-making can be difficult and often results in necessary trade-offs, e.g., safety versus price in the purchasing of an automobile. This work provides a model of trade-off difficulty, focusing on its antecedents and consequences. The authors advance a new framework for the integration of the emotional and cognitive aspects of decision-making and argue that consumers perceive and appraise their choices in light of their goals and potential coping strategies.

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