When Choice Is Demotivating¶
Iyengar, S. S., & Lepper, M. R. (2000). When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?. Journal of Personality and Social Psychology, 79(6), 995-1006.
Cited by¶
4 citations across 4 artifacts.
Each citation links to the sentence it supports in the citing article.
Primes¶
- Decision Fatigue
- The default-reliance fallback: As deliberative resources deplete, agents increase reliance on pre-specified defaults, status-quo choices, and decision-avoidance rather than engaging with alternatives; defaults gain adherence not because of their merit but because engaging alternatives requires effort.
This sourceCited at D18-103 for default-reliance; see flag — Iyengar & Lepper document avoidance/reduced purchase under choice overload, not specifically default-selection driven by sequential fatigue.
- The default-reliance fallback: As deliberative resources deplete, agents increase reliance on pre-specified defaults, status-quo choices, and decision-avoidance rather than engaging with alternatives; defaults gain adherence not because of their merit but because engaging alternatives requires effort.
Mechanisms¶
- Choice Architecture Simplification
- The paradox-of-choice problem — that too many options can freeze or dissatisfy a chooser
This sourceShows that an extensive set of options can demotivate choice and reduce satisfaction or task completion.
- The paradox-of-choice problem — that too many options can freeze or dissatisfy a chooser
- Option-Set Simplification
- Its strength is that it directly attacks choice overload: a shorter, curated menu is chosen faster, with fewer errors and less regret, than a sprawling one — the well-documented finding that more offered options can lower the rate at which people choose at all
This sourceFinds that people were more likely to make a choice when offered a limited array than when offered a much larger array.
- Its strength is that it directly attacks choice overload: a shorter, curated menu is chosen faster, with fewer errors and less regret, than a sprawling one — the well-documented finding that more offered options can lower the rate at which people choose at all
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