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Darren Dahl (Editor in Chief)Eileen FischerGita JoharVicki Morwitz

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Using Extremeness Aversion to Fight Obesity: Policy Implications of Context Dependent Demand

Kathryn M. Sharpe, Richard Staelin, Joel Huber
DOI: http://dx.doi.org/10.1086/587631 406-422 First published online: 1 October 2008


This article illustrates how the compromise effect alters consumers' selection of soft drinks. Using three within-subject studies, we show that extremeness aversion and price insensitivity cause consumers to increase their consumption when the smallest drink size is dropped or when a larger drink size is added to a set. As a result rational firms find it best to drop the smaller sizes and add a larger size, thus increasing overall consumption. After estimating each individual's demand as a function of price and drink size availability, policy experiments demonstrate how it is possible to reduce soft drink consumption without additional taxation.

  • Health, Nutrition, Safety
  • Situation/Context Issues
  • Public Policy Issues
  • Optimization
  • Conjoint Analysis
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