Anchoring, activation, and the construction of values

Organizational Behavior and Human Decision Processes

Volumn 79, Issue 2, 1999, Pages 115-153

  Chapman, Gretchen B ^a   Johnson, Eric J ^b  

^a RUTGERS UNIVERSITY   (United States)

^b NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0033174031     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1006/obhd.1999.2841     Document Type: Article

References (73)

1. Anderson C. A. Inoculation and counter-explanation: Debiasing techniques in the perseverance of social theories. Social Cognition. 1:1982;126-139.
2. Anderson C. A., Lepper M. R., Ross L. Perseverance of social theories: The role of explanation in the persistence of discredited information. Journal of Personality and Social Psychology. 39:1980;1037-1049.
3. Arkes H. R. Costs and benefits of judgment errors: Implications for debiasing. Psychological Bulletin. 110:1991;486-498.
4. Arkes H. R., Faust D., Guilmette T. J., Hart K. Eliminating the hindsight bias. Journal of Applied Psychology. 73:1988;305-307.
5. Arkes H. R., Hackett C., Boehm L. The generality of the relation between familiarity and judged validity. Journal of Behavioral Decision Making. 2:1989;81-94.
6. Baron J. Thinking and deciding. 1994;Cambridge Univ. Press, New York.
7. Beattie J., Baron J. Confirmation and matching biases in hypothesis testing. Quarterly Journal of Experimental Psychology. 40A:1988;269-297.
8. Block R. A., Harper D. R. Overconfidence in estimation: Testing the anchoring-and-adjustment hypothesis. Organizational Behavior and Human Decision Processes. 49:1991;188-207.
9. Brown D. R. Stimulus-similarity and the anchoring of subjective scales. American Journal of Psychology. 66:1953;199-214.
10. Busemeyer J. R., Goldstein W. M. Linking together different measures of preference: A dynamic model of matching derived from decision field theory. Organizational Behavior and Human Decision Processes. 52:1992;370-396.
11. Carlson B. W. Anchoring and adjustment in judgments under risk. Journal of Experimental Psychology: Learning, Memory, and Cognition. 16:1990;665-676.
12. Cervone D., Peake P. K. Anchoring, efficacy, and action: The influence of judgmental heuristics on self-efficacy judgments and behavior. Journal of Personality and Social Psychology. 50:1986;492-501.
13. Chapman G. B., Bornstein B. H. The more you ask for the more you get: Anchoring in personal injury verdicts. Applied Cognitive Psychology. 10:1996;519-540.
14. Chapman G. B., Johnson E. J. The limits of anchoring. Journal of Behavioral Decision Making. 7:1994;223-242.
15. Davis H. L., Hoch S. J., Ragsdale E. E. An anchoring and adjustment model of spousal predictions. Journal of Consumer Research. 13:1986;25-37.
16. Dellarosa D., Bourne L. E. Decisions and memory: Differential retrievability of consistent and contradictory evidence. Journal of Verbal Learning and Verbal Behavior. 23:1984;669-682.
17. Doherty M. E., Mynatt C. R., Tweney R. D., Schiavo M. D. Pseudodiagnosticity. Acta Psychologica. 43:1979;111-121.
18. Einhorn H. J., Hogarth R. M. Ambiguity and uncertainty in probabilistic inference. Psychological Review. 92:1985;433-461.
19. Fischhoff B. Hindsight ≠ foresight: The effect of outcome knowledge on judgment under uncertainty. Journal of Experimental Psychology: Human Perception and Performance. 1:1975;288-299.
20. Gilbert D. T. Unbelieving the unbelievable: Some problems in the rejection of false information. Journal of Personality and Social Psychology. 59:1990;601-613.
21. Gilbert D. T. How mental systems believe. American Psychologist. 46:1991;107-119.
22. Gilbert D. T., Tafarodi R. W., Malone P. S. You can't not believe everything you read. Journal of Personality and Social Psychology. 65:1993;221-233.
23. Goldstein W. M., Einhorn H. J. Expression theory and the preference reversal phenomena. Psychological Review. 94:1987;236-254.
24. Green D., Jacowitz K. E., Kahneman D., McFadden D. Referendum contingent valuation, anchoring, and willingness to pay for public goods. Resource and Energy Economics. 20:1998;85-116.
25. Grice H. P. Logic and conversation. Cole P., Morgan J. L. Syntax and semantics: Vol. 3. Speech acts. 1975;41-58 Academic Press, New York.
26. Hawkins S. A., Hastie R. Hindsight: Biased judgments of past events after the outcomes are known. Psychological Bulletin. 107:1990;311-327.
27. Hershey J. C., Shoemaker P.J. H. Probability versus certainty equivalence methods in utility measurement: Are they equivalent. Management Science. 31:1985;1213-1231.
28. Hoch S. J. Availability and interference in predictive judgment. Journal of Experimental Psychology: Learning, Memory, and Cognition. 10:1984;649-662.
29. Hogarth R. M., Einhorn H. J. Order effects in belief updating: The belief-adjustment model. Cognitive Psychology. 24:1992;1-55.
30. Jacowitz K. R., Kahneman D. Measures of anchoring in estimation tasks. Personality and Social Psychology Bulletin. 21:1995;1161-1166.
31. Johnson, E. J, Payne, J. W, Schkade, D. A, &, Bettman, J. R. (, 1989, ), Monitoring information acquisitions and decisions: The Mouselab system. Mouselab user's manual, Fuqua School of Business, Duke University, first edition 1985; revised 1989.
32. Johnson E. J., Schkade D. A. Bias in utility assessments: Further evidence and explanations. Management Science. 35:1989;406-424.
33. Kahneman D. Reference points, anchors, norms, and mixed feelings. Organizational Behavior and Human Decision Processes. 51:1992;296-312.
34. Kahneman D., Knetsch J. Anchoring or shallow inferences: The effect of format. 1993;University of California, Berkeley.
35. Kahneman D., Tversky A. Judgment under uncertainty: Heuristics and biases. Science. 185:1974;1124-1131.
36. Klayman J. Varieties of confirmation bias. Busemeyer J., Hastie R., Medin D. L. Decision making from a cognitive perspective. The psychology of learning and motivation. 32:1995;385-418 Academic Press, New York.
37. Klayman J., Ha Y. Confirmation, disconfirmation, and information in hypothesis testing. Psychological Review. 94:1987;211-228.
38. Koehler D. J. Hypothesis generation and confidence in judgment. Journal of Experimental Psychology: Learning, Memory, and Cognition. 20:1994;461-469.
39. Koriat A., Lichtenstein S., Fischhoff B. Reasons for confidence. Journal of Experimental Psychology: Human Learning and Memory. 6:1980;107-118.
40. Levin I. P., Schnittjer S. K., Thee S. L. Information framing effects in social and personal decisions. Journal of Experimental Social Psychology. 24:1988;520-529.
41. Lichtenstein S., Slovic P. Reversals of preference between bids and choices in gambling decisions. Journal of Experimental Psychology. 89:1971;46-55.
42. Lord C. G., Lepper M. R., Preston E. Considering the opposite: A corrective strategy for social judgment. Journal of Personality and Social Psychology. 47:1984;1231-1243.
43. Mussweiler, T, &, Strack, F. (in press), Comparing is believing: A selective accessibility model of judgmental anchoring. In, W. Stroebe & M. Hewstone, (Eds.), European review of social psychology, (Vol, 10, ), Chicester, England, Wiley.
44. Musswweiler T., Strack F. Hypothesis-consistent testing and semantic priming in the anchoring paradigm: A selective accessibility model. Journal of Experimental Social Psychology. 35:1999;136-164.
45. Northcraft G. B., Neale M. A. Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes. 39:1987;84-97.
46. Payne J. W., Bettman J. R., Johnson E. J. Behavioral decision research: A constructive processing perspective. Annual Review of Psychology. 43:1992;87-131.
47. Plous S. Thinking the unthinkable: The effect of anchoring on likelihood estimates of nuclear war. Journal of Applied Social Psychology. 19:1989;67-91.
48. Quattrone G. A. Overattribution and unit formation: When behavior engulfs the person. Journal of Personality and Social Psychology. 42:1982;593-607.
49. Quattrone, G. A, Lawrence, C. P, Finkel, S. E, &, Andrus, D. C. (, 1981, ), Explorations in anchoring: The effects of prior range, anchor extremity, and suggestive hints. Unpublished manuscript, Stanford University.
50. Russo, J. E, &, Shoemaker, P. J. H. (, 1989, ), Decision traps, New York, Simon and Schuster.
51. Schkade D. A., Johnson E. J. Cognitive processes in preference reversals. Organizational Behavior and Human Decision Processes. 44:1989;203-231.
52. Schwarz N. Judgment in social context: Biases, shortcomings, and the logic of conversation. Advances in Experimental Social Psychology. 26:1994;123-162.
53. Schwarz N., Bless H. Constructing reality and its alternatives: An inclusion/exclusion model of assimilation and contrast effects in social judgment. Martin L. L., Tesser A. The construction of social judgments. 1992;217-245 Erlbaum, Hillsdale.
54. Shafir E. Choosing and rejecting: Why some options are both better and worse. Memory & Cognition. 21:1993;546-556.
55. Sherif C., Sherif M., Nebergall R. Attitude and attitude change: The social judgment-involvement approach. 1965;Saunders, Philadelphia.
56. Sherif M., Hovland D. Social judgment: Assimilation and contrast effects in communication and attitude change. 1961;Yale Univ. Press, New Haven.
57. Skov R. B., Sherman S. J. Information-gathering processes: Diagnosticity, hypothesis-confirmatory strategies, and perceived hypothesis confirmation. Journal of Experimental Social Psychology. 22:1986;93-121.
58. Slovic P. The relative influence of probabilities and payoffs upon perceived risk of a gamble. Psychonomic Science. 9:1967;223-224.
59. Slovic P., Fischhoff B. On the psychology of experimental surprises. Journal of Experimental Psychology: Human Perception and Performance. 3:1977;544-551.
60. Slovic P., Lichtenstein S. Relative importance of probabilities and payoffs in risk taking. Journal of Experimental Psychology. 78:1968.
61. Slovic P., Lichtenstein S. Preference Reversals: A broader perspective. American Economic Review. 73:1983;596-605.
62. Snyder M., Swann W. B. Behavioral confirmation in social interaction: From social perception to social reality. Journal of Experimental Social Psychology. 14:1978;148-162.
63. Strack F., Mussweiler T. Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility. Journal of Personality and Social Psychology. 73:1997;437-446.
64. Sudman S., Bradburn N. M., Schwarz N. Thinking about answers: The application of cognitive processes to survey methodology. 1996;Jossey-Bass, San Francisco.
65. Switzer F., Sniezek J. A. Judgment processes in motivation: Anchoring and adjustment effects on judgment and behavior. Organizational Behavior and Human Decision Processes. 49:1991;208-229.
66. Tesser A. Self-generated attitude change. Berkowitz L. Advances in experimental social psychology. 11:1978;289-338 Academic Press, New York.
67. Tversky A. Features of similarity. Psychological Review. 84:1977;327-352.
68. Tversky A., Sattath S., Slovic P. Contingent weighting in judgment and choice. Psychological Review. 95:1988;371-384.
69. Wason P. C. On the failure to eliminate hypotheses in a conceptual task. Quarterly Journal of Experimental Psychology. 12:1960;129-140.
70. Wilson T. D., Brekke N. Mental contamination and mental correction: Unwanted influences on judgments and evaluations. Psychological Bulletin. 116:1994;117-142.
71. Wilson T. D., Houston C., Etling K. M., Brekke N. A new look at anchoring effects: Basic anchoring and its antecedents. Journal of Experimental Psychology: General. 4:1996;387-402.
72. Wright W. F., Anderson U. Effects of situation familiarity and financial incentives on use of the anchoring and adjustment heuristic for probability assessment. Organizational Behavior and Human Decision Processes. 44:1989;68-82.
73. Zuckerman M., Koestner R., Colella M. J., Alton A. O. Anchoring in the detection of deception and leakage. Journal of Personality and Social Psychology. 47:1984;301-311.