When should consumers and managers trust their intuition?

Journal of Consumer Psychology

Volumn 16, Issue 1, 2006, Pages 20-24

  Kardes, Frank R ^a  

^a UNIVERSITY OF CINCINNATI   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33645086628     PISSN: 10577408     EISSN: None     Source Type: Journal    
DOI: 10.1207/s15327663jcp1601_4     Document Type: Article

References (32)

1. Ambady, N., Krabbenhoft, M. A., & Hogan, D. (2006). The 30-sec sale: Using thin slice judgments to evaluate sales effectiveness. Journal of Consumer Psychology, 16, 4-13.
2. Borges, B., Goldstein, D. G., Ortmann, A., & Gigerenzer, G. (1999). Can ignorance beat the stock market? In G. Gigerenzer, P. M. Todd, & ABC Research Group (Eds.), Heuristics that make us smart (pp. 59-72). Oxford, England: Oxford University Press.
3. Chaiken, S., & Trope, Y. (Eds.). (1999). Dual-process theories in social psychology. New York: Guilford.
4. Christensen-Szalanski, J. J. J., & Bushyhead, J. B. (1981). Physicians' use of probabilistic information in a real clinical setting. Journal of Experimental Psychology: Human Perception and Performance, 7, 928-935.
5. Dawes, R. M. (1994). House of cards: Psychology and psychotherapy built on myth. New York: Free Press.
6. Finkelstein, S. (2003). Why smart executives fail. New York: Portfolio.
7. Goolby, J. R., Lagace, R. R., & Boorom, M. L. (1992). Psychological adaptiveness and sales performance. Journal of Personal Selling and Sales Management, 12, 51-66.
8. Hastie, R., & Dawes, R. M. (2001). Rational choice in an uncertain world: The psychology of judgment and decision making. Thousand Oaks, CA: Sage.
9. Hirt, E. R., Kardes, F. R., & Markman, K. D. (2004). Activating a mental simulation mind-set through generation of alternatives: Implications for debiasing in related and unrelated domains. Journal of Experimental Social Psychology, 40, 374-383.
10. Hoch, S. J. (2002). Product experience is seductive. Journal of Consumer Research, 29, 448-454.
11. Hoch, S. J., & Deighton, J. (1989). Managing what consumers learn from experience. Journal of Marketing, 53, 1-20.
12. Hogarth, R. M. (2001). Educating intuition. Chicago: University of Chicago Press.
13. Hogarth, R. M. (2005). Deciding analytically or trusting your intuition? The advantages and disadvantages of analytic and intuitive thought. In T. Betsch & S. Haberstroh (Eds.), The routines of decision making (pp. 67-82). Mahwah, NJ: Lawrence Erlbaum Associates, Inc.
14. Kardes, F. R., Muthukrishnan, A. V., & Pashkevich, V. (2005). On the conditions under which experience and motivation accentuate bias in intuitive judgment. In T. Betsch & S. Haberstroh (Eds.), The routines of decision making (pp. 139-156). Mahwah, NJ: Lawrence Erlbaum Associates, Inc.
15. Kardes, F. R., Posavac, S. S., & Cronley, M. L. (2004). Consumer inference: A review of processes, bases, and judgment contexts. Journal of Consumer Psychology, 14, 230-256.
16. McMackin, J., & Slovic, P. (2000). When does explicit justification impair decision making? Journal of Applied Cognitive Psychology, 14, 527-541.
17. Murphy, A., & Winkler, R. L. (1984). Probability forecasting in meteorology. Journal of the American Statistical Association, 79, 489-500.
18. Muthukrishnan, A. V. (1995). Decision ambiguity and incumbent brand advantage. Journal of Consumer Research, 22, 98-109.
19. Muthukrishnan, A. V., & Kardes, F. R. (2001). Persistent preferences for product attributes: The effects of initial choice context and uninformative experience. Journal of Consumer Research, 28, 89-104.
20. Payne, J. W., Bettman, J. R., & Johnson, E. J. (1993). The adaptive decision maker. Cambridge, England: Cambridge University Press.
21. Posavac, S. S., Fitzsimons, G. J., Kardes, F. R., & Sanbonmatsu, D. M. (2005). Implications of selective processing for marketing managers. In F. R. Kardes, P. M. Herr, & J. Nantel (Eds.), Applying social cognition to consumer-focused strategy (pp. 37-51). Mahwah, NJ: Lawrence Erlbaum Associates, Inc.
22. Posavac, S. S., Kardes, F. R., & Brakus, J. J. (2005). When focus induces tunnel vision in marketing management decision making. Manuscript submitted for publication.
23. Posavac, S. S., Sanbonmatsu, D. M., Kardes, F. R., & Fitzsimons, G. J. (2004). The brand positivity effect: When evaluation confers preference. Journal of Consumer Research, 31, 643-651.
24. Sanbonmatsu, D. M., Kardes, F. R., Houghton, D. C., Ho, E. A., & Posavac, S. S. (2003). Overestimating the importance of the given information in multiattribute consumer judgment. Journal of Consumer Psychology, 13, 289-300.
25. Sanbonmatsu, D. M., Posavac, S. S., Kardes, F. R., & Mantel, S. P. (1998). Selective hypothesis testing. Psychonomic Bulletin & Review, 5, 197-220.
26. Schwartz, B. (1982). Reinforcement-induced behavioral stereotypy: How not to teach people to discover rules. Journal of Experimental Psychology: General, 111, 23-59.
27. Simon, H. (1955). A behavioral model of rational choice. Quarterly Journal of Economics, 69, 99-118.
28. Snyder, M. (1974). Self-monitoring of expressive behavior. Journal of Personality and Social Psychology, 30, 526-537.
29. Snyder, M. (1979). Self-monitoring processes. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 12, pp. 85-128). New York: Academic.
30. Spiro, R. L., & Weitz, B. A. (1990). Adaptive selling: Conceptualization, measurement, and nomological validity. Journal of Marketing Research, 27, 61-69.
31. Wilson, T. D., Lisle, D. J., Schooler, J. W., Hodges, S. D., Klaaren, K. J., & LaFleur, S. J. (1993). Introspecting about reasons can reduce post-choice satisfaction. Personality and Social Psychology Bulletin, 19, 331-339.
32. Wilson, T. D., & Schooler, J. W. (1991). Thinking too much: Introspection can reduce the quality of preferences and decisions. Journal of Personality and Social Psychology, 60, 181-192.