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Medical Decision Making
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Are More Options Always Better?

The Attraction Effect in Physicians' Decisions about Medications

Janet A. Schwartz

Gretchen B. Chapman, PhD

Consumer choice research has shown that, contrary to normative theory, the intro duction of an inferior alternative to an existing choice set can increase the likelihood that one of the original alternatives will be chosen. This phenomenon, the attraction effect, is relevant to physician decision making, particularly when the physician is in the role of a consumer who must make decisions about prescribing medications when a number of alternatives are available. To investigate the attraction effect in physician decision making, 40 internal medicine residents reviewed three patient cases (con cerning depression, sinusitis, and vaginitis) and then chose the most appropriate med ication for each patient. In some versions of the cases, two medication options were available. Other versions included a third medication (the decoy) that was inferior in every way to one of the original options (the target) but not to the other (the competitor). The results showed that addition of the "decoy" medication increased the likelihood of choosing the target medication. That is, the attraction effect does occur in physicians' decisions about medications. Physicians should be aware of this bias when evaluating or suggesting several similarly attractive medications or treatment options for the same medical condition. Key words: attraction effect; decision making; physicians' decisions; consumer choice. (Med Decis Making 1999; 19:315-323)

Medical Decision Making, Vol. 19, No. 3, 315-323 (1999)
DOI: 10.1177/0272989X9901900310
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