Fact-checked by Grok 2 weeks ago

Decoy effect

The decoy effect, also known as the attraction effect or asymmetric dominance effect, is a cognitive bias observed in decision-making where the introduction of a third option—an asymmetrically dominated alternative or "decoy"—alters the relative preferences between two original options, typically increasing the attractiveness of the one that dominates the decoy. The decoy is designed to be inferior to one target option on a key attribute while being comparable or only slightly inferior to the other, thereby violating the independence of irrelevant alternatives principle in rational choice theory. This effect was first empirically demonstrated in consumer choice experiments involving multi-attribute alternatives, such as camera prices and features.^[1] Originally identified in a seminal 1982 study by Joel Huber, John W. Payne, and Christopher Puto, the decoy effect challenges traditional models of choice that assume preferences remain stable regardless of context, instead highlighting how contextual manipulations can shift probabilities of selection—often increasing the choice share of the target option by around 10-20% in controlled settings. Subsequent research has expanded on this foundation, identifying three primary variants: the attraction effect (where the decoy boosts the dominant target), the compromise effect (where it promotes a middle-ground option), and the phantom decoy effect (where an unavailable decoy still influences choices). These effects have been replicated across diverse domains, including economics, psychology, and neuroscience, with neuroimaging studies revealing involvement of brain regions like the anterior insula and ventromedial prefrontal cortex in processing relative values.^[1]^[2]^[3] In practical applications, particularly in marketing and pricing strategies, the decoy effect is leveraged to guide consumer behavior and maximize revenue—for instance, by positioning subscription tiers or product bundles where a less desirable "middle" option makes the higher-end choice seem more valuable. A 2024 integrative review of four decades of research underscores its robustness, noting moderating factors such as attribute salience, decision goals, and cultural differences, while critiquing ongoing debates over explanatory mechanisms like range-frequency theory or attentional shifts.^[2] Despite its prevalence in real-world scenarios like e-commerce and political polling, the effect's ethical implications remain a topic of discussion, as it can subtly manipulate choices without overt coercion.^[4]

Definition and Mechanism

Core Definition

The decoy effect, also known as the attraction effect or asymmetric dominance effect, is a cognitive bias observed in decision-making where the introduction of a third option—a decoy—alters preferences between two original target options, typically increasing the appeal of one target over the other.^[5] This occurs without the decoy itself being selected, as it serves primarily to shift relative perceptions of value between the targets.^[6] In asymmetric dominance, the decoy is explicitly inferior to one target option (the "target") across all relevant attributes, making it dominated by that option, but it is comparable to or superior to the other target (the "competitor") on at least one attribute, avoiding dominance by the competitor.^[5] This configuration highlights the target's advantages by contrast, enhancing its perceived attractiveness relative to the competitor.^[7] The decoy effect represents a violation of the independence of irrelevant alternatives (IIA) axiom in rational choice theory, which assumes that the relative preference between two options remains unchanged regardless of the addition of a third, non-preferred option.^[7] By demonstrating how an irrelevant decoy can influence choices, it challenges the foundational assumptions of normative decision models like Luce's choice axiom.^[8] The effect was first formally identified in 1982 by researchers Joel Huber, John W. Payne, and Christopher Puto through experiments showing how asymmetrically dominated alternatives could reverse preferences in consumer choice sets.^[5]

Mechanism of Influence

The decoy effect arises from consumers' multidimensional evaluation of options, where choices are made by comparing attributes such as price and quality. In this process, the decoy—an option asymmetrically dominated by the target—serves to highlight the target's relative advantages, making it appear superior without directly competing on all dimensions. This attribute comparison shifts focus toward the target's strengths, facilitating a perceptual reevaluation that favors it over the competitor. Perceptual salience of the target is enhanced through contrast effects, wherein the decoy's inferiority draws attention to the target's better profile, amplifying its attractiveness in the decision context. Complementing this, range-frequency theory posits that the decoy alters the perceptual scale of attributes by extending the range of values (e.g., introducing a lower-quality endpoint) and increasing the frequency of the target's superior levels, thereby elevating the target's subjective value. These mechanisms operate subconsciously, leveraging contextual contrasts to make the target's position more favorable on the decision landscape. The influence intensifies in contexts of initial indifference between the target and competitor, where the decoy resolves ambiguity by providing a clear reference point for comparison. Simultaneous presentation of all options further strengthens the effect, as it allows immediate attribute integration without sequential biases. In the basic model, this results in preference reversal, with the decoy typically increasing the target's choice share from baseline levels around 40-50% to 60% or higher, demonstrating the effect's capacity to alter decision outcomes through contextual manipulation.

Historical Development

Discovery and Early Studies

The decoy effect, initially known as the attraction effect or asymmetric dominance effect, arose in the context of behavioral decision theory during the late 1970s, amid growing critiques of expected utility theory's assumptions about rational choice under risk.^[9] Researchers began exploring how contextual factors in multi-attribute choices could violate principles like independence of irrelevant alternatives and regularity, prompting investigations into preference reversals induced by dominated options.^[10] The effect was first systematically demonstrated in a 1982 study by Joel Huber, John W. Payne, and Christopher Puto, published in the Journal of Consumer Research.^[10] Their experiments introduced asymmetrically dominated alternatives—decoys inferior to one target option but comparable to another—into binary choice sets, revealing substantial shifts in preferences toward the dominating target, often in the range of 10-20%. These lab-based trials used hypothetical scenarios, including monetary gambles, to illustrate violations of regularity, where adding a decoy increased the choice share of the target without altering the relative appeal of the competitors. A follow-up study by Huber and Puto in 1983 extended this to consumer contexts, such as restaurant selections (e.g., options varying in food quality and price) and camera film purchases (e.g., differing in picture quality and development cost), confirming similar preference shifts in simple triads comprising two targets and one decoy. Throughout the 1980s, early replications in controlled lab experiments reinforced the robustness of the effect across diverse stimuli, consistently showing that decoys in simple triadic choices could reliably alter preferences by enhancing the perceived dominance of one option.^[11] These studies, often building directly on the 1982 framework, emphasized the effect's emergence from perceptual comparisons rather than intrinsic option values, laying the groundwork for further exploration in decision-making research.^[11]

Key Milestones in Research

In the 1990s, research on the decoy effect expanded beyond consumer goods into non-consumer domains. Ariely and Wallsten (1995) provided an explanation of asymmetric dominance through subjective dominance in multidimensional space using consumer choice examples. This work highlighted the effect's applicability to abstract decisions. During the 2000s, studies began integrating the decoy effect with prospect theory, exploring how perceived gains and losses amplified choice shifts. Researchers linked the bias to loss aversion mechanisms, where decoys altered reference points in multi-attribute evaluations.^[12] This theoretical alignment facilitated applications in risk-based decisions, broadening the effect's explanatory framework.^[13] The 2010s saw analyses of the decoy effect's robustness, with meta-analyses showing average choice share increases of 12-18% across studies, though variability in replication rates emerged in complex sets.^[14] Additionally, investigations into presentation formats revealed differences between sequential and simultaneous options; a 2016 study in Palgrave Communications used sequential experimentation to optimize decoy features, maximizing choice reversals by dynamically adjusting attributes.^[15] From 2020 onward, research mapped decoy influences more comprehensively. A 2020 study in Proceedings of the National Academy of Sciences, available via PMC, constructed a full "map" of decoy effects in multialternative choices, revealing patterns beyond classic attraction and compromise by sampling decoys across bidimensional spaces.^[16] In 2023, a field experiment tested decoys to boost online survey participation, finding that inferior options increased engagement rates among students.^[17] The 2024 integrative review in Psychology & Marketing synthesized four decades of work, identifying attraction, compromise, and phantom decoy variants while outlining boundary conditions and future directions.^[2] In 2025, a Nature Portfolio study examined real-world consumer decisions, demonstrating how decoys influenced biases in actual purchasing contexts like wine choices.^[4] That same year, an iPhone 14 case study explored interactions with cognitive load, showing that high mental demands intensified decoy-driven purchase intentions alongside positive emotions.^[18]

Illustrative Examples

Hypothetical Scenarios

Hypothetical scenarios provide simplified triads of options to demonstrate the decoy effect, where two target options present clear trade-offs along key attributes, such as price and quality, and a third decoy option is asymmetrically dominated—worse than one target on all attributes but better than the other on at least one. This configuration makes the decoy unappealing overall while enhancing the perceived value of the targeted option through contrast, without violating rational dominance principles directly. A classic illustrative example involves choosing a smartphone based on price and storage capacity. Consider two initial options: Option A, priced at $400 with 30GB storage, appealing to those prioritizing capacity, and Option B, at $300 with 20GB storage, attracting budget-conscious buyers. Introducing a decoy Option C at $450 with 25GB storage—which offers less storage than A at a higher price (thus dominated by A) but more storage than B at only a modest premium—shifts preferences toward A, as the decoy highlights A's superior value.^[19] Another well-known hypothetical scenario draws from subscription choices, as explored in an experiment by behavioral economist Dan Ariely. Participants faced three options for The Economist: web-only access for $59 (low cost, limited format), print-only for $125 (higher cost, single format), and print plus web for $125 (higher cost, comprehensive format). The print-only option served as the decoy, dominated by the print-plus-web on value but similar in price to it, while being less attractive than web-only for digital users. With the decoy present, 16% chose web-only, 0% chose print-only, and 84% selected print plus web; removing the decoy balanced choices at 68% for web-only and 32% for print plus web, confirming the decoy's role in driving 84% preference toward the target.^[20] In these triads, the decoy effect manifests mathematically as an increase in the choice probability of the target option, denoted as P(\text{target}), by a positive increment \Delta > 0 upon the decoy's introduction, violating the independence of irrelevant alternatives axiom in rational choice theory. This probabilistic shift underscores the effect's reliance on contextual contrast rather than absolute attributes.

Real-World Cases

One prominent real-world application of the decoy effect occurred in The Economist's subscription pricing model during the early 2000s. The magazine offered three options: an online-only subscription for $59, a print-only subscription for $125, and a combined print-and-online subscription for $125. The print-only option served as a decoy, being asymmetrically dominated by the combined option, which led 84% of respondents in an experiment to choose the combined subscription. When the decoy was removed, leaving only the online-only and combined options, preference shifted dramatically, with only 32% selecting the combined subscription and 68% opting for the cheaper online-only version.^[21] In healthcare decision-making, recent studies have demonstrated the decoy effect's role in influencing preferences for more effective medical options. A 2024 experiment examined vaccine choices during the COVID-19 pandemic, presenting participants with a target vaccine (perceived as highly effective) and an alternative, alongside a decoy vaccine inferior to the target but comparable to the alternative. The addition of the decoy increased selection of the target vaccine from 44% in the control condition to 56-72% in decoy conditions across subgroups, effectively nudging uptake of the superior option without direct cost manipulation but highlighting its potential to favor effective treatments over less optimal ones.^[22] Similarly, another 2024 study on vaccine uptake found that introducing a decoy inferior to the target boosted preference for the more effective vaccine, with Bayesian evidence supporting the shift (BF10 = 2.93-3.95), particularly among those perceiving the decoy's lower efficacy.^[23] The decoy effect has also appeared in political and voting contexts, as explored in policy choice experiments from 1997. In simulated referendum scenarios, participants evaluated candidate platforms on issues like taxation and welfare, where a decoy platform—designed to be inferior to a target candidate's but similar to a competitor's—increased support for the target by 15-25% on average, reversing initial preferences and demonstrating how irrelevant alternatives can manipulate electoral outcomes.^[24] In the technology sector, a 2025 case study on iPhone 14 bundles illustrated the decoy effect's influence on purchase intent, especially under cognitive load. Participants faced bundle options where a decoy (an inferior combination of storage and accessories at a similar price to the target) mediated positive emotions, indirectly boosting intent to purchase the premium target bundle; path analysis showed a significant effect (coefficient 0.335, p=0.001), with the model explaining 56.8% of variance in intentions when cognitive load heightened decision complexity.

Empirical Measurement

Experimental Designs

Experimental designs for investigating the decoy effect typically employ triadic choice paradigms, where participants are presented with two target options and an asymmetrically dominated decoy, and their preferences are compared against a baseline binary choice between the targets alone.^[26] In these setups, choices are elicited through forced selection or ranking tasks to detect shifts in preference toward the target that dominates the decoy, ensuring the decoy is inferior on at least one attribute while comparable on others. To control for order effects and individual variability, researchers use both within-subjects and between-subjects designs; in within-subjects approaches, participants evaluate binary and triadic sets sequentially, while between-subjects designs assign different groups to each condition to avoid carryover biases.^[27] Visual aids, such as scatter plots, are incorporated in some designs to illustrate attribute dominance, allowing researchers to assess how perceptual representations influence choice shifts. Field experiments extend lab paradigms to naturalistic settings, such as online surveys where a decoy option is added to a choice set of participation incentives to observe real-time behavioral shifts.^[17] For instance, one such experiment randomized participants to conditions with or without a decoy survey option, measuring subsequent engagement rates.^[17] Effective designs incorporate controls to establish baseline indifference between the two targets in the absence of the decoy, often by equalizing their overall utility through balanced attribute profiles like price and quality. Decoy attributes are systematically varied to confirm asymmetric dominance without altering the relative appeal of the targets independently.^[26]

Key Metrics and Findings

Empirical studies on the decoy effect have consistently quantified its impact through metrics such as choice share shifts and willingness-to-pay adjustments. A meta-analysis of attraction effect studies, encompassing data from 1982 onward, found an average increase in choice share for the target option of approximately 14.7 percentage points across various experimental contexts.^[28] This aligns with seminal research by Huber, Payne, and Puto (1982), where introducing an asymmetrically dominated decoy in a camera pricing scenario boosted the target's selection from 37% to 57%, representing an 18-30% relative increase in preference depending on baseline comparisons.^[5] Willingness-to-pay metrics further illustrate the decoy's influence on perceived value. In choice experiments involving environmental attributes, Bateman, Munro, and Poe (2008) demonstrated that adding a decoy raised the mean WTP for the target option from £18.49 to £24.61, a roughly 33% uplift, while leaving the competitor's WTP largely unchanged.^[29] Similar patterns emerge in consumer goods studies, such as camera pricing scenarios, by enhancing its relative attractiveness.^[30] Recent investigations extend these findings to more complex settings. A 2025 analysis of real-world data from 3.6 million grocery store wine transactions revealed a decoy-induced 1–2% shift in consumer preferences toward target products in retail environments, particularly among less experienced shoppers.^[4] Complementing this, a 2020 study mapping decoy effects across attribute space in three-option choice sets found that a single component explained ~95% of the variance in decoy influence.^[31] These patterns were obtained using standard three-option designs that isolate decoy introduction while controlling for baseline preferences.

Theoretical Foundations

Violation of Rational Choice Axioms

The decoy effect fundamentally challenges the Independence of Irrelevant Alternatives (IIA) axiom, a key principle in rational choice theory as articulated in Luce's (1959) choice model. Under IIA, the relative preference between two options, A and B, should remain unaffected by the introduction of a third, irrelevant option C, such that the probability of selecting A over B does not change. However, the decoy effect demonstrates that adding an asymmetrically dominated decoy—dominated by one target option but not the other—systematically shifts preferences toward the dominating option, thereby violating IIA. This was first empirically demonstrated in consumer choice experiments where the inclusion of such decoys increased the choice share of the target option, often by 10-20 percentage points compared to binary choices, directly contradicting the axiom's prediction of independence.^[32] The decoy effect also critiques expected utility theory, which posits that preferences are stable, transitive, and context-independent, with choices maximizing a fixed utility function. In this framework, the ranking of options should not reverse based on the presence of non-chosen alternatives, as utilities are assumed to be intrinsic to the options themselves. Yet, the decoy effect induces context-dependent preference reversals, where an initially less preferred option gains appeal relative to a competitor solely due to the decoy's introduction, rendering utilities non-transitive and dependent on the choice set. This violation highlights how real-world decisions deviate from the theory's normative assumptions of rationality.^[15]^[33] Economically, these violations undermine tools like conjoint analysis, widely used in pricing to estimate consumer utilities from simulated choices under the IIA assumption. By showing that adding decoys distorts relative preferences, the decoy effect reveals biases in such models, potentially leading to flawed pricing strategies that fail to capture true willingness-to-pay. The seminal 1982 study by Huber, Payne, and Puto provided the first empirical disproof of these axioms in marketing contexts, prompting reevaluations of choice-based valuation methods. Formally, if utility satisfies U(A) > U(B) in a binary choice, introducing a decoy D (where D is inferior to A but comparable to B) can increase the effective attractiveness of A over B in the expanded set, as the decoy enhances A's perceived value relative to B without altering intrinsic utilities.^[32]

Cognitive and Perceptual Explanations

The decoy effect arises in part from contrast effects, where the introduction of an inferior decoy option serves as a reference point that amplifies the perceived superiority of the target option relative to the competitor. This perceptual mechanism enhances the target's attractiveness by highlighting its advantages through direct comparison, making the choice appear more rational and justified. Such contrast principles underpin the asymmetric dominance observed in decoy scenarios, as originally hypothesized in foundational work on consumer choice.^[32] This aligns with broader perceptual processes in decision-making, including those described in Tversky's elimination by aspects model, where decoys can function as similarity-based alternatives that shift evaluations by altering attribute saliences during sequential elimination.^[34] Risk aversion further modulates the decoy effect by increasing the salience of the target's dominant attributes, particularly in high-risk decision contexts. A 2023 study demonstrated that individuals with higher risk aversion exhibit stronger decoy influences, as the decoy draws focused attention to the target's relative safety or value. This interaction occurs because risk-averse decision-makers prioritize salient cues that reduce uncertainty, with eye-tracking evidence showing heightened gaze fixation on the target's superior features when a decoy is present.^[35] The decoy effect also integrates with the compromise effect, positioning the target as an appealing middle option within a perceived attribute space. By placing the decoy as an extreme or dominated alternative, it creates a triadic structure where the target emerges as a balanced compromise, appealing to preferences for moderation over extremes. This perceptual repositioning encourages selection of the target as a "safe" intermediary, consistent with empirical demonstrations of compromise-driven choices.^[36] Neural imaging studies provide evidence for the cognitive underpinnings of these perceptual shifts, with fMRI revealing increased activation in regions associated with salience detection and value comparison during decoy-influenced decisions. Post-2010 research has shown heightened activity in the anterior insula when participants select the target over the competitor in the presence of a decoy, reflecting enhanced processing of relative advantages and emotional salience. This activation correlates with susceptibility to the effect, underscoring the role of perceptual and attentional mechanisms in overriding initial preferences. Additionally, explanatory mechanisms such as range-frequency theory suggest that decoys alter the perceived range and frequency of attribute values, shifting subjective evaluations, while attentional shifts direct focus toward the target's advantages.^[37]^[38]

Practical Applications

Marketing Strategies

Businesses frequently employ the decoy effect in pricing tiers to guide consumers toward higher-value or more profitable options, particularly in subscription-based models like software-as-a-service (SaaS). For instance, a company might offer a basic plan at $10 per month with limited features, a decoy plan at $20 per month that provides marginally more access but remains inferior in overall value, and a premium plan at $25 per month with comprehensive features; the decoy makes the premium appear as a superior bargain by comparison, increasing its selection rate.^[39] This strategy leverages asymmetric dominance, where the decoy is dominated by the target option on key attributes like features per dollar, thereby shifting preferences without altering the intrinsic value of the choices.^[40] In product bundling, the decoy effect enhances sales of premium items by introducing an inferior bundle that highlights the target's advantages, often amplified through brand equity. A 2024 study on insulated water flasks demonstrated this by presenting options where a decoy bundle (e.g., a mid-tier flask with limited eco-friendly attributes) significantly influenced actual purchases (β = 0.201, p = 0.001), directing consumers toward premium branded flasks perceived as higher quality.^[41] Brand equity further mediated this by boosting purchase intention (β = 0.217, p = 0.001) for sustainable products, allowing marketers to bundle features in ways that subconsciously elevate the appeal of full-featured options.^[41] Restaurants apply the decoy effect in menu design to make target entrées appear as better values, typically by positioning an inferior decoy option nearby. For example, offering a small-portion entrée at $6.45 (decoy, low value), a medium-portion target at $7.95, and a large at $12.50 can increase selection of the medium by up to 4.3 times among familiar customers, as the decoy underscores the target's balanced attributes.^[42] This tactic exploits the attraction effect, where the decoy's inferiority enhances the relative desirability of the target without changing prices, thereby optimizing revenue from mid-range items.^[42] While effective, the decoy effect raises ethical concerns in marketing due to its potential for subtle manipulation of consumer decisions, particularly when decoys evoke emotions to obscure rational evaluation. A 2025 study on iPhone 14 purchases found that emotion-loaded decoys (e.g., a limited-edition model with hype but inferior specs) significantly increased positive emotions (path coefficient = 0.575, p < 0.001), mediating higher purchase intention through indirect influence rather than direct comparison.^[18] Such practices can erode trust if perceived as deceptive, prompting calls for transparency to ensure decoys provide genuine value and avoid exploiting cognitive vulnerabilities.^[43]

Public Policy and Nudge Techniques

The decoy effect has been incorporated into nudge theory, as articulated by Richard Thaler and Cass Sunstein, to subtly guide individuals toward socially beneficial decisions by restructuring choice architectures without limiting options or requiring mandates. In applications to retirement savings, decoy options can be introduced to enhance the appeal of higher-contribution plans, thereby promoting long-term financial security; for instance, a dominated plan inferior to the high-contribution target but comparable to a low-contribution alternative shifts preferences toward greater savings, benefiting both individuals and public pension systems.^[44] In public policy contexts, the decoy effect influences voter and decision-maker preferences through asymmetric domination, where an inferior option alters evaluations of primary alternatives. A seminal 1997 study demonstrated this in policy choices, including simulated voting scenarios, showing that introducing a decoy increased the popularity of a target policy compared to baseline conditions, highlighting its potential to shape electoral outcomes without overt persuasion.^[24] Recent research has explored interactions between framing and the decoy effect to refine decision-making. In a 2023 experiment, incongruent decoys reduced framing-induced biases in decision-making, while congruent decoys amplified them under positive frames.^[45] In healthcare nudges, decoy options have been applied to insurance and medical choices to encourage comprehensive coverage and preventive actions. For example, introducing inferior decoy appointments in vaccination invitations significantly raised uptake of preferred slots among hesitant young adults, with odds increasing by 79% overall, thereby improving public health outcomes without coercion.^[22] Ethical considerations in deploying the decoy effect for public policy emphasize avoiding exploitation while ensuring informed consent, particularly in sensitive areas like medical decision-making. Expansions in medical contexts stress evaluating decoys' reversibility and equity to align with republican paternalism principles.^[46]

Criticisms and Ongoing Debates

Challenges to Replicability

The decoy effect has faced significant challenges in replicability, particularly during the 2010s amid the broader replication crisis in psychology, where lab-based findings often failed to generalize to field settings or alternative designs. Several attempts to reproduce classic demonstrations, such as those in Ariely and Wallsten (1995), yielded no significant effects or trivial effect sizes not in the predicted direction, highlighting potential issues with methodological rigor and context dependency. Similarly, extensions of Connolly, Reb, and Kausel (2013) showed partial replication but with substantially reduced effect sizes, suggesting that the phenomenon may be less robust than initially reported. These failures underscore debates on whether the effect is primarily a lab artifact, with field applications like consumer choices showing inconsistent results due to real-world complexities.^[47]^[48] One notable boundary condition involves presentation formats, where certain graphical visualizations can mitigate or weaken the decoy effect compared to textual descriptions. Dimara et al. (2017) demonstrated that the attraction effect generalizes to visual charts like scatterplots, but a follow-up study showed that interactive designs facilitating direct comparisons can reduce reliance on relative dominance and mitigate the bias.^[49]^[50] This finding contributes to 2010s discussions on lab versus field replicability, as many early studies used verbal or numerical formats that may inflate the effect in controlled environments but perform differently in practical, visual-heavy contexts like marketing materials. Post-2020 critiques have further highlighted boundary failures, including the absence of the effect in high-involvement decisions where consumers engage in more deliberate processing and scrutiny. For instance, replications in scenarios with personal stakes or complex evaluations often show no preference reversal, as individuals prioritize absolute utility over relative comparisons. Additionally, when decoys are too obvious—inferiors that are blatantly dominated— the effect diminishes, as decision-makers dismiss them without altering target preferences, leading to replication inconsistencies across studies. Original researchers like Huber, Payne, and Puto (1982) emphasized an indifference prerequisite, wherein the target and competitor must exhibit near-equal attractiveness absent the decoy for the effect to emerge; violations of this condition explain many non-replications. A 2014 study reported a failure rate of approximately 91% (with the effect observed in the predicted direction in only 8 out of 91 field attempts) in producing reliable attraction effects across diverse product classes, reinforcing these concerns.^[48]

Moderating Factors and Boundary Conditions

The decoy effect is moderated by individual differences in risk aversion, with the bias exhibiting greater strength among high-risk-averse consumers compared to those with low risk aversion.^[51] In eye-tracking experiments involving product choices, high-risk-averse participants allocated more attention to the dominant attributes of the target option in the presence of a decoy, thereby enhancing preference shifts toward the target.^[51] This moderation arises because risk aversion amplifies the salience of the target's superior features relative to the decoy, particularly in uncertain decision contexts.^[51] The order in which options are presented also influences the decoy effect's magnitude, with sequential introduction of options maximizing preference shifts compared to simultaneous presentation, which tends to dilute the bias.^[15] Sequential presentation allows for targeted positioning of the decoy to optimize its impact on choice reversal, as demonstrated in large-scale experiments across multiple scenarios where suboptimal ordering reduced the effect's reliability.^[15] In contrast, simultaneous displays lead to more variable outcomes, including both attraction and repulsion effects depending on spatial or attribute arrangements, thereby weakening the overall decoy influence.^[52] Cognitive load interacts with positive emotions to moderate the decoy effect, particularly in consumer purchase decisions. A study on iPhone 14 users found that higher cognitive load, combined with positive emotional responses, indirectly amplifies the decoy's influence on purchase intention through mediation by positive emotion.^[18] Specifically, while cognitive load alone negatively impacts positive emotion, the decoy effect positively drives it (path coefficient significant at p < 0.001), leading to stronger mediated effects on intention under loaded conditions.^[18] The complexity of the choice set, measured by the number of alternatives, serves as a boundary condition for the decoy effect, which decays as the number of options exceeds three but remains robust in simpler binary-plus-decoy structures. Experiments comparing sets of 3, 9, and 15 alternatives showed the attraction effect diminishing from 0.56 (3 options) to 0.13 (15 options), with statistical significance persisting but effect size reduced (p ≤ 0.01).^[53] In larger sets, ordered presentation (e.g., by price or quality) preserves some decoy influence, whereas random ordering further attenuates it, highlighting the effect's sensitivity to perceptual organization in complex environments.^[53] The 2020 mapping of decoy influences in multialternative choices confirms robust effects in ternary configurations but implies limitations when expanding beyond, aligning with the observed decay.^[16] A 2024 integrative review of four decades of research underscores the effect's overall robustness while noting ongoing debates over explanatory mechanisms, such as range-frequency theory versus attentional shifts, and additional moderating factors like attribute salience and decision goals.^[2]

References

[1]
(PDF) Adding Asymmetrically Dominated Alternatives: Viola-tions of ...
Aug 9, 2025 · ... Puto at Spring Hill College · Christopher Philip Puto · Spring Hill ... The decoy effect perspective, also known as the asymmetric dominance ...
[2]
An integrative review of the decoy effect on choice behavior
Jul 19, 2024 · This paper presents a systematic literature review to integrate the four decades of decoy effect research. We analyze the contribution of ...
[3]
The neural correlates of the decoy effect in decisions - Frontiers
Our findings highlight the power of the decoy effect in laboratory settings and document the neural mechanisms underlying the decoy effect. Introduction. A ...<|control11|><|separator|>
[4]
How decoy options ferment choice biases in real-world consumer ...
Aug 22, 2025 · The decoy effect describes a bias in which people's choices between two valuable options are swayed by a third, inferior, “decoy” option.
[5]
None
Error: Could not load webpage.<|control11|><|separator|>
[6]
Asymmetric Decoy Effects on Lower-Quality Versus Higher ... - jstor
decoys. Such effects have been dubbed attraction effects and violate the principles of independence of irrelevant alternatives (IIA) and regularity. We ...
[7]
[PDF] THE ATTRACTION EFFECT: AN OVERVIEW, ITS FRAGILITY, AND ...
The attraction effect (asymmetrically dominated decoy effect) is a widely documented choice phenomenon of preference reversal that holds high relevance for ...
[8]
[PDF] Prospect Theory: An Analysis of Decision under Risk - MIT
This paper presents a critique of expected utility theory as a descriptive model of decision making under risk, and develops an alternative model, called ...
[9]
Violations of Regularity and the Similarity Hypothesis - jstor
*Joel Huber and John W. Payne are Associate Professors and Chris- topher Puto is a doctoral student, all at the Fuqua School of Business,. Duke University ...
[10]
https://www.jstor.org/stable/2488940
[11]
Purchasing Decisions with Reference Points and Prospect Theory in ...
The aim of this study is to analyze the factors that influence consumer referents or reference points and their interaction during the decision-making ...
[12]
[PDF] UC Merced - eScholarship
Regret Theory predicts decoy effects in risky and multi-attribute choice, considering future regret or rejoicing, and predicts attraction, compromise, and ...
[13]
Testing the decoy effect to increase interest in colorectal cancer ...
Mar 26, 2019 · Three meta-analyses suggest that decoys can increase the likelihood by 12 to 18% [4–6]. The decoy effect has been consistently demonstrated in ...
[14]
More Evidence Challenging the Robustness and Usefulness of the ...
Marketing research has touted introducing a decoy option that is similar but inferior to a firm's own product as a potentially powerful marketing tactic that ...
[15]
Tracking the decoy: maximizing the decoy effect through sequential ...
Nov 15, 2016 · We demonstrate that our approach is able to sequentially identify the features of the decoy that maximize choice reversal.
[16]
A map of decoy influence in human multialternative choice - PMC
As in previous studies, the three decoy effects are correlated across the cohort, with a positive relationship observed between attraction and compromise, and a ...
[17]
Testing the decoy effect to improve online survey participation
In a field experiment with 203 students, we tested the effectiveness of adding a decoy questionnaire to the choice set to improve online survey participation.
[18]
decoy effect, cognitive load, and positive emotion on purchase ...
Jun 1, 2025 · PDF | Understanding the psychological factors influencing consumer behavior is a essential for enhancing purchase intention. This study ...
[19]
The Decoy Effect - Intelligent Economist
Jun 20, 2022 · Storage, 30GB, 20GB. In this case, some consumers will prefer A for its greater storage capacity, while others will prefer B for its lower price ...
[20]
Decoy Effect - The Decision Lab
Decoy Effect is cognitive bias that explains how an inferior third option, can change how we decide between two options that are similar in value.
[21]
Pricing Experiments You Might Not Know, But Can Learn From - CXL
The decoy pricing example from The Economist. Both the print subscription and print & web subscription cost the same, $125 dollars.
[22]
Using an inferior decoy alternative to nudge COVID-19 vaccination
Jan 11, 2025 · The asymmetric dominance effect, also known as the decoy effect or attraction effect, is a cognitive bias violating rational choice theory.
[23]
The more the merrier? Two online experiments on how decoys can ...
Research on the decoy effect suggests that the preference for an option (target) increases when an inferior option (decoy) is added to the choice set.
[24]
Decoy alternatives in policy choices: Asymmetric domination and ...
Huber et al., 1982. J. Huber, J.W. Payne, C. Puto. Adding asymmetrically dominated alternatives: Violations of regularity and the similarity hypothesis.Missing: definition | Show results with:definition
[25]
Adding Asymmetrically Dominated Alternatives: Violations of ...
Joel Huber and John W. Payne are Associate Professors and Christopher Puto is a doctoral student, all at the Fuqua School of Business, Duke University, Durham, ...
[26]
Impact of choice set complexity on decoy effects - ResearchGate
The context-dependent nature of choice is well illustrated by decoy effects, in which adding an alternative to a choice set can change the preference relations ...
[27]
The Attraction Effect: An Overview, Its Fragility, And A Meta-Analysis
The attraction effect (asymmetrically dominated decoy effect) is a widely ... The Attraction Effect: An Overview, Its Fragility, And A Meta-Analysis.
[28]
(PDF) Decoy Effects in Choice Experiments and Contingent Valuation
Aug 6, 2025 · The asymmetric dominance effect, also known as the decoy effect or attraction effect, is a cognitive bias violating rational choice theory 27, ...Missing: voting | Show results with:voting
[29]
Decoy Effects in Choice Experiments and Contingent Valuation - jstor
1996) and policy issues (Herne 1997). While much of this research has ... "Decoy Alternatives in Policy. Choices: Asymmetric Domination and Com promise ...
[30]
A map of decoy influence in human multialternative choice - PNAS
... choice equilibrium signaling a bias indicative of the successful detection of a decoy effect. ... (20, 40). We compared the fit of each of the candidate ...
[31]
The neural correlates of the decoy effect in decisions - PMC
The decoy effect, defined as the frequency of choosing the target in the three-option condition minus the 50% chance level, was calculated for each participant.
[32]
https://doi.org/10.1086/208899
[33]
What is Decoy Pricing? | DealHub
May 21, 2025 · In subscription models, decoy pricing can be used to influence customers to choose the middle-tier plan. For example, a $10/month basic plan and ...<|control11|><|separator|>
[34]
the influence of decoy pricing on consumer decision-making
Jan 6, 2025 · This article provides a comprehensive analysis of decoy pricing strategies, examining their theoretical foundations, practical applications, and ethical ...
[35]
The role of brand equity and decoy effect on actual purchase of ...
decoy effect · insulated water flask · higher-order structural equation modeling · marketing mix. SUBJECTS: Psychological Science · Multidisciplinary Psychology ...
[36]
[PDF] Examining the Decoy and the Phantom Decoy Effects on the Menu ...
May 1, 2017 · ... contrast effect followed by the range-frequency theory (Pratkanis & Farquhar, 1992) both suggested that negative perceptive evaluations ensue.
[37]
[PDF] THE DECOY EFFECT IN CONSUMER BEHAVIOR
The ethical dilemmas and lack of transparency in marketing practices are the main issues associated with the Decoy effect. Companies may deliberately ...
[38]
A review of nudges: Definitions, justifications, effectiveness - Congiu
Jul 6, 2021 · A nudge is an intervention in the decisional context that steers people's decisions by acting on their cognitive biases.
[39]
Changing Decisions: The Interaction between Framing and Decoy ...
Sep 12, 2023 · The present study explored the interaction of two well-documented cognitive biases, namely, the framing effect and the decoy effect.
[40]
Unexplored Issues in the Ethics of Nudges - Wiley Online Library
Aug 12, 2025 · ... of options might influence choice via quasi-automatic cognitive mechanisms such as the decoy effect. In such scenarios, the added option ...Missing: medical | Show results with:medical
[41]
The Decoy Dilemma in Online Medical Information Evaluation
May 17, 2025 · ... decision-making has garnered increasing attention in the field of interactive information retrieval. The decoy effect, one of the main ...
[42]
Revisiting the decoy effect: replication and extension of Ariely and ...
ABSTRACT. The decoy effect refers to the phenomenon whereby an inferior, unpreferable option reverses people's preferences and increases the choice share of ...
[43]
The development of the asymmetrically dominated decoy effect in ...
Mar 3, 2016 · It is possible that the development of a decoy effect might be delayed in Western children, compared with Asian children. Future research may ...
[44]
When and how does decoy effect work? The roles of salience and ...
The results show that a decoy increases consumers' preference for a target product by increasing the salience of the target product's dominant attribute, but ...
[45]
[PDF] The Impact of Presentation Order on Attraction and Repulsion ...
Presentation order strongly influences choices, sometimes causing an attraction effect, sometimes a repulsion effect, in decision-making.
[46]
Impact of choice set complexity on decoy effects - Wiley Online Library
Feb 2, 2024 · A positive score for a given participant indicates the presence of a decoy effect, and a negative decoy effect score indicates a reversal of the ...