The durability of anchoring effects

European Journal of Social Psychology

Volumn 31, Issue 4, 2001, Pages 431-442

  Mussweiler, Thomas ^a  

^a UNIVERSITY OF WÜRZBURG   (Germany)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0035385033     PISSN: 00462772     EISSN: None     Source Type: Journal    
DOI: 10.1002/ejsp.52     Document Type: Article

References (36)

1. Cervone D, Peake PK. 1986. Anchoring, efficacy, and action: The influence of judgmental heuristics on self-efficacy judgment and behavior. Journal of Personality and Social Psychology 50: 492-501.
2. Chapman GB, Johnson EJ. 1994. The limits of anchoring. Journal of Behavioral Decision Making 7: 223-242.
3. Chapman GB, Johnson E J. 1999. Anchoring, activation, and the construction of values. Organizational Behavior and Human Decision Processes 79: 115-153.
4. Chertkoff JM, Conley M. 1967. Opening offer and frequency of concession as bargaining strategies. Journal of Personality and Social Psychology 7: 181-185.
5. Clark HH, Schober MF. 1992. Asking questions and influencing answers. In Tanur JM (ed.). Questions about Questions. Inquiries into the cognitive bases of surveys, Russel Sage Foundation: New York; 15-47.
6. Davies MF. 1997. Belief persistence after evidential discrediting: The impact of generated versus provided explanations on the likelihood of discredited outcomes. Journal of Experimental Social Psvchology 33: 561-578.
7. Englich B, Mussweiler T. in press. Sentencing under uncertainty: Anchoring effects in the court-room. Journal of Applied Social Psychology.
8. Galinsky AD, Mussweiler T. in press. First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology.
9. Grice HP. 1975. Logic and conversation. In Cole P, Morgan JL (eds). Syntax and Semantics 3: Speech acts, Academic Press: New York; 41-58.
10. Higgins ET. 1996. Knowledge activation: Accessibility, applicability, and salience. In Higgins ET, Kruglanski AW (eds). Social Psychology: Handbook of basic principles, Guilford: New York; 133-168.
11. Jacowitz KE, Kahneman D. 1995. Measures of anchoring in estimation tasks. Personality and Social Psvchologv Bulletin 21: 1161-1166.
12. Joyce EJ, Biddle GC. 1981. Anchoring and adjustment in probabilistic inferences in auditing. Journal of Accounting Research 19: 120-145.
13. Liebert RM, Smith WP, Hill JH, Keiffer M. 1968. The effects of information and magnitude of initial offer on interpersonal negotiation. Journal of Experimental Social Psychology 4: 431-441.
14. Mussweiler T. 1997. A Selective Accessibility Model of Anchoring: Linking the anchoring heuristic to hypothesis-consistent testing and semantic priming. Pabst: Lengerich, Germany.
15. Mussweiler T, Förster J, Strack F. 1997. Der Ankereffekt in Abhängigkeit ankerkonsistenter Information: Ein Modell selektiver Zugänglichkeit. [Anchoring effects and the applicability of anchor-consistent information: A selective accessibility model]. Zeitschrift für Experimentelle Psychologie 44: 589-615.
16. Mussweiler T, Neumann R. 2000. Sources of mental contamination: Comparing the effects of self-generated versus externally-provided primes. Journal of Experimental Social Psychology 36: 194-206.
17. Mussweiler T, Strack F. 1999a. Comparing is believing: A selective accessibility model of judgmental anchoring. In Stroebe W, Hewstone M (eds). European Review of Social Psychology (Vol. 10), Wiley: Chichester.
18. Mussweiler T, Strack F. 1999b. Hypothesis-consistent testing and semantic priming in the anchoring paradigm: A selective accessibility model. Journal of Experimental Social Psychology 35: 136-164.
19. Mussweiler T, Strack, F. 2000a. The use of category and exemplar knowledge in the solution of anchoring tasks. Journal of Personality and Social Psychology 78: 6, 1038-1052.
20. Mussweiler T, Strack F. 2000b. Numeric judgments under uncertainty: The role of knowledge in anchoring. Journal of Experimental Social Psychology 36: 495-518.
21. Mussweiler T, Strack F, Pfeiffer T. 2000. Overcoming the inevitable anchoring effect: Considering the opposite compensates for selective accessibility. Personality and Social Psychology Bulletin 26: 1142-1150.
22. Neale MA, Bazerman MH. 1991. Cognition and Rationality in Negotiation. The Free Press: New York.
23. Northcraft GB, Neale MA. 1987. Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes 39: 84-97.
24. Schwarz N. 1994. Judgment in social context: Biases, shortcomings, and the logic of conversation. In Advances in Experimental Social Psychology, Zanna MP (ed.) Academic Press: San Diego, CA; 125-162.
25. Sedikides C, Skowronski JJ. 1991. The law of cognitive structure activation. Psychological Inquiry 2: 169-184.
26. Slamecka NJ, Graf P. 1978. The generation effect: Delineation of a phenomenon. Journal of Experimental Psychology: Human Learning and Memory 4: 592-604.
27. Srull TK, Wyer RS. 1979. The role of category accessibility in the interpretation of information about persons: Some determinants and implications. Journal of Personality and Social Psychology 37: 1660-1672.
28. Srull TK, Wyer RS. 1980. Category accessibility and social perception: Some implications for the study of person memory and interpersonal judgments. Journal of Personality and Social Psychology 38: 841-856.
29. Strack F, Martin LL. 1987. Thinking, judging, and communicating: A process account of context effects in attitude surveys. In Social Infonnation Processing and Survey Methodology, Hippler HJ, Schwarz N, Sudman S (eds). Springer: New York; 123-148.
30. Strack F, Mussweiler T. 1997. Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility. Journal of Personality and Social Psychology 73: 437-446.
31. Trope Y, Liberman A. 1996. Social hypothesis testing: Cognitive and motivational factors. In Social Psychology: Handbook of Basic Principles, Higgins ET, Kruglanski, AW (eds). Guiltbrd: New York; 239-270.
32. Tversky A, Kahneman D. 1974. Judgment under uncertainty: Heuristics and biases. Science 185: 1124-1130.
33. Wilson TD, Houston C, Etling KM, Brekke N. 1996. A new look at anchoring effects: Basic anchoring and its antecedents. Journal of Experimental Psychology: General 4: 387-402.
34. Wong KFE, Kwong JYY. 2000. Is 7300 m equal to 7.3km? Same semantics but different anchoring effects. Organizational Behavior and Human Decision Making 82: 314-333.
35. Wright WF, Andersen U. 1989. Effects of situation familiarity and financial incentives on use of the anchoring and adjustment heuristics for probability assessment. Organizational Behavior and Human Decision Processes 44: 68-82.
36. Wyer RS, Srull TK. 1989. Memory and Cognition in its Social Context. Erlbaum: Hillsdale, NJ.