title: Adding small differences can increase similarity and choice.
abstract: Similarity plays a critical role in many judgments and choices. Traditional models of similarity posit that increasing the number of differences between objects cannot increase judged similarity between them. In contrast to these previous models, the present research shows that introducing a small difference in an attribute that previously was identical across objects can increase perceived similarity between those objects. We propose an explanation based on the idea that small differences draw more attention than identical attributes do and that people's perceptions of similarity involve averaging attributes that are salient. We provide evidence that introducing small differences between objects increases perceived similarity. We also show that an increase in similarity decreases the difficulty of choice and the likelihood that a choice will be deferred.
authors.affiliation: School of Business, Singapore Management University.
authors.forename: Jongmin
authors.initials: J
authors.lastname: Kim
authors.forename: Nathan
authors.initials: N
authors.lastname: Novemsky
authors.forename: Ravi
authors.initials: R
authors.lastname: Dhar
mesh_terms: D001288:Attention; D002755:Choice Behavior / Q000502:physiology*; D003657:Decision Making / Q000502:physiology; D005260:Female; D006801:Humans; D007600:Judgment / Q000502:physiology*; D008297:Male; D010465:Perception / Q000502:physiology*