Explaining the Enigmatic Anchoring Effect: Mechanisms of Selective Accessibility

Journal of Personality and Social Psychology

Volumn 73, Issue 3, 1997, Pages 437-446

  Strack, Fritz ^a   Mussweiler, Thomas ^a  

^a UNIVERSITY OF WÜRZBURG   (Germany)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0031478080     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/0022-3514.73.3.437     Document Type: Article

References (45)

1. Banaji, M. P., Hardin, C., & Rothman, A. J. (1993). Implicit stereotyping in person judgment. Journal of Personality and Social Psychology, 65, 272-281.
2. Bassok, M., & Trope, Y. (1984). People's strategies for testing hypotheses about another's personality: Confirmatory or diagnostic? Social Cognition, 2, 199-216.
3. Cervone, D., & Peake, P. K. (1986). Anchoring, efficacy, and action: The influence of judgmental heuristics on self-efficacy judgments and behavior. Journal of Personality and Social Psychology, 50, 492-501.
4. Chapman, G. B., & Johnson, E. J. (1994). The limits of anchoring. Journal of Behavioral Decision Making, 7, 223-242.
5. Fazio, R. H. (1990). A practical guide to the use of response latencies in social psychological research. In C. Hendrick & M. S. Clark (Eds.), Research methods in personality and social psychology (pp. 74-97). Newbury Park, CA: Sage.
6. Fazio, R. H., Sanbonmatsu, D. M., Powell, M. C., & Kardes, F. R. (1986). On the automatic activation of attitudes. Journal of Personality and Social Psychology, 50, 229-238.
7. Herr, P. M. (1986). Consequences of priming: Judgment and behavior. Journal of Personality and Social Psychology, 51, 1106-1115.
8. Herr, P. M., Sherman, S. J., & Fazio, R. H. (1983). On the consequences of priming: Assimilation and contrast effects. Journal of Experimental Social Psychology, 19, 323-340.
9. Higgins, E. T. (1996). Knowledge activation: Accessibility, applicability and salience. In E. T. Higgins & A. W. Kruglanski (Eds.), Social psychology: Handbook of basic principles (pp. 133-168). New York: Guilford Press.
10. Higgins, E. T., & Bargh, J. A. (1987). Social cognition and social perception. Annual Review of Psychology, 38, 369-425.
11. Higgins, E. T., & Brendl, M. (1995). Accessibility and applicability: Some "activation rules" influencing judgment. Journal of Experimental Social Psychology, 31, 218-243.
12. Higgins, E. T., Rholes, W. S., & Jones, C. R. (1977). Category accessibility and impression formation. Journal of Experimental Social Psychology, 13, 141-154.
13. Jacowitz, K. E., & Kahneman, D. (1995). Measures of anchoring in estimation tasks. Personality and Social Psychology Bulletin, 21, 1161-1166.
14. Johnson-Laird, P. N. (1983). Mental models: Toward a cognitive science of language, inference, and consciousness. Cambridge, MA: Harvard University Press.
15. Klayman, J., & Ha, Y. W. (1987). Confirmation, disconfirmation, and information in hypothesis testing. Psychological Review, 94, 211-228.
16. Kruglanski, A. W., & Freund, T. (1982). The freezing and unfreezing of lay-inferences: Effects on impressional primacy, ethnic stereotyping, and numerical anchoring. Journal of Experimental Social Psychology, 19, 448-468.
17. Leyens, J.-P., Yzerbyt, V., & Corneille, O. (1996). The role of applicability in the emergence of the overattribution bias. Journal of Personality and Social Psychology, 70, 219-229.
18. Martin, L. L. (1986). Set/reset: Use and disuse of concepts in impression formation. Journal of Personality and Social Psychology, 51, 493-504.
19. Neely, J. H. (1977). Semantic priming and retrieval from lexical memory: Roles of inhibitionless spreading activation and limited-capacity attention. Journal of Experimental Psychology: General, 3, 226-254.
20. Neely, J. H. (1991). Semantic priming effects in visual word recognition: A selective review of current findings and theories. In D. Besner & G. Humphreys (Eds.), Basic processes in reading: Visual word recognition (pp. 264-337). Hillsdale, NJ: Erlbaum.
21. Northcraft, G. B., & Neale, M. A. (1987). Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes, 39, 84-97.
22. Petty, R. E., & Wegener, D. T. (1993). Flexible correction processes in social judgment: Correcting for context-induced contrast. Journal of Experimental Social Psychology, 29, 137-165.
23. Pious, S. (1989). Thinking the unthinkable: The effects of anchoring on likelihood estimates of nuclear war. Journal of Applied Social Psychology, 19, 67-91.
24. Plous, S. (1993). The psychology of judgment and decision making. New York: McGraw-Hill.
25. Pohl, R. F., & Hell, W. (1996). No reduction of hindsight bias after complete information and repeated testing. Organizational Behavior and Human Decision Processes, 67, 49-58.
26. Quattrone, G. A. (1982). Overattribution and unit formation: When behavior engulfs the person. Journal of Personality and Social Psychology, 42, 593-607.
27. Ross, L. D., Lepper, M. R., Strack, F., & Steinmetz, J. (1977). Social explanation and social expectation: The effects of real and hypothetical explanations on subjective likelihood. Journal of Personality and Social Psychology, 35, 817-829.
28. Schwarz, N., & Bless, H. (1992). Constructing reality and its alternatives: An inclusion/exclusion model of assimilation and contrast effects in social judgment. In L. L. Martin & A. Tesser (Eds.), The construction of social judgments (pp. 227-245). Hillsdale, NJ: Erlbaum.
29. Semin, G. R., & Strack, F. (1980). The plausibility of the implausible: A critique of Snyder and Swann (1978). European Journal of Social Psychology, 10, 379-388.
30. Slamecka, N. J., & Graf, P. (1978). The generation effect: Delineation of a phenomenon. Journal of Experimental Psychology: Human Learning and Memory, 4, 592-604.
31. Snyder, M., & Swann, W. B. (1978). Hypothesis-testing processes in social interaction. Journal of Personality and Social Psychology, 36, 1202-1212.
32. Strack, F. (1992). The different routes to social judgments: Experiential versus informational strategies. In L. L. Martin & A. Tesser (Eds.), The construction of social judgment (pp. 249-275). Hillsdale, NJ: Erlbaum.
33. Strack, F., & Martin, L. L. (1987). Thinking, judging, and communicating: A process account of context effects in attitude surveys. In H. J. Hippler, N. Schwarz, & S. Sudman (Eds.), Social information processing and survey methodology (pp. 123-148). New York: Springer.
34. Strack, F., Martin, L. L., & Schwarz, N. (1988). Priming and communication: Social determinants of information use in judgments of life satisfaction. European Journal of Social Psychology, 18, 429-442.
35. Strack, F., Schwarz, N., Bless, H., Kübler, A., & Wänke, M. (1993). Awareness of the influence as a determinant of assimilation versus contrast. European Journal of Social Psychology, 23, 53-62.
36. Strack, F., Schwarz, N., & Gschneidinger, E. (1985). Happiness and reminiscing: The role of time perspective, affect, and mode of thinking. Journal of Personality and Social Psychology, 49, 1460-1469.
37. Switzer, F. S., & Sniezek, J. A. (1991). Judgment processes in motivation: Anchoring and adjustment effects on judgment and behavior. Organizational Behavior and Human Decision Processes, 49, 208-229.
38. Trope, Y., & Bassok, M. (1982). Confirmatory and diagnostic strategies in social information gathering. Journal of Personality and Social Psychology, 43, 22-34.
39. Trope, Y., & Bassok, M. (1983). Information gathering strategies in hypothesis testing. Journal of Experimental Social Psychology, 19, 560-576.
40. Trope, Y., Bassok, M., & Alon, E. (1984). The questions lay interviewers ask. Journal of Personality, 52, 90-106.
41. Trope, Y., & Liberman, A. (1996). Social hypothesis testing: Cognitive and motivational mechanisms. In E. T. Higgins & A. W. Kruglanski (Eds.), Social psychology: Handbook of basic principles (pp. 239-270). New York: Guilford Press.
42. Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185, 1124-1131.
43. Tversky, A., & Kahneman, D. (1983). Extensional versus intuitive reasoning: The conjunction fallacy in probability judgment. Psychological Review, 91, 293-315.
44. Wegener, D. T., & Petty, R. E. (1995). Flexible correction processes in social judgment: The role of naive theories in corrections of perceived bias. Journal of Personality and Social Psychology, 68, 36-51.
45. Wilson, T. D., Houston, C. E., Etling, K. M., & Brekke, N. (1996). A new look at anchoring effects: Basic anchoring and its antecedents. Journal of Experimental Psychology: General, 125, 387-402.