Choice Variety and Perceived Expertise, Journal of Consumer Psychology
People often infer expertise from the choice of unique, rare, or sophisticated options. But might mere variety-seeking also serve as a signal of expertise, and if so, how? Six studies show that the relationship between variety-seeking and perceived expertise is not unidirectional and depends on the perceiver’s own level of expertise. Category experts perceive lower variety seeking as indicative of discernment, which in turn increases perceived expertise in that category. Consequently, experts choose less variety to portray themselves as experts. In contrast, novices perceive high variety-seeking as indicative of category breadth knowledge, which in turn increases their perception of category expertise. Consequently, novices choose more variety to portray themselves as experts. The findings make novel theoretical contributions to research on variety-seeking, consumer expertise, and social perception, as well as practical contributions for marketers of product assortments and bundles.
Michal Maimaran, Aner Sela, Sian Morgan, Liat Hadar
Maimaran, Michal, Aner Sela, Sian Morgan, and Liat Hadar. 2019. Choice Variety and Perceived Expertise. Journal of Consumer Psychology.