Choosing options for products: the effects of mixed bundling on consumers’ inferences and choices |
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Authors: | Rebecca W Hamilton Nevena T Koukova |
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Institution: | (1) Robert Smith School of Business, University of Maryland, 3456 Van Munching Hall, College Park, MD 20742, USA;(2) College of Business and Economics, Lehigh University, 621 Taylor Street, Bethlehem, PA 18015, USA |
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Abstract: | For product categories such as cars, computers, vacation packages, and new homes, consumers usually choose not only the product
itself, but also various options for the product. Sellers decide how to present these options to consumers, and they often
sell options both individually and in bundles (mixed bundling). In this research, we examine how mixed bundling affects consumers’
inferences about the options and choices among the options. We demonstrate that as long as the seller’s motives for bundling
options are not perceived to be negative by consumers, options offered both individually and in bundles are perceived to be
more important and are more likely to be chosen than options offered only individually. |
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Keywords: | Mixed bundling Inference making Consumer choice process |
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