Quantifying persuasion effects on choice with the decision threshold of the stochastic choice model

Organizational Behavior and Human Decision Processes

Volumn 100, Issue 2, 2006, Pages 250-267

  González Vallejo, Claudia ^a,b   Reid, Aaron A ^b,c  

^a MAX PLANCK INSTITUTE   (Germany)

^b OHIO UNIVERSITY   (United States)

^c RKM Research and Communications Inc   (United States)

Author keywords

Decision making; Persuasion

Indexed keywords

EID: 33646816430     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.obhdp.2006.02.001     Document Type: Article

References (45)

1. Ahluwalia R. Examination of psychological processes underlying resistance to persuasion. Journal of Consumer Research 27 (2000) 217-232
2. Andrews J., and Shimp T. Effects of involvement, argument strength, and source characteristics on central and peripheral processing of advertising. Psychology and Marketing 7 3 (1990) 195-214
3. Bettman J. Consumer psychology. Annual Review of Psychology 37 (1986) 257-289
4. Bettman J., Capon N., and Lutz R. Multiattribute measurement models and multiattribute attitude theory: A test of construct validity. Journal of Consumer Research 1 (1975) 1-15
5. Birnbaum M., and Veira R. Configural weighting in judgments of two- and four-outcome gambles. Journal of Experimental Psychology: Human Perception and Performance 24 (1998) 216-226
6. Bonazzi, A. (1991). Modeling intransitive preference among objects with transitively ordered attributes. Unpublished doctoral dissertation. Chapel Hill: University of North Carolina.
7. Busemeyer J., and Diederich A. Survey of decision field theory. Mathematical Social Sciences 43 (2002) 345-370
8. Busemeyer J.R., and Townsend J. Decision field theory: A dynamic-cognitive approach to decision-making in an uncertain environment. Psychological Review 100 (1993) 432-459
9. Cacioppo J., and Petty R. The need for cognition. Journal of Personality and Social Psychology 42 (1982) 116-131
10. Cacioppo J., Petty R., Feinstein J., Jarvis W., and Blair G. Dispositional differences in cognitive motivation: The life and times of individuals varying in need for cognition. Psychological Bulletin 119 (1996) 197-253
11. Cacioppo J., Petty R., and Kao C. The efficient assessment of need for cognition. Journal of Personality Assessment 48 (1984) 306-307
12. Cacioppo J., Petty R., Kao C., and Rodriguez R. Central and peripheral routes to persuasion: An individual difference perspective. Journal of Personality and Social Psychology 51 (1986) 1032-1043
13. Chaiken S., Liberman A., and Eagly A. Heuristic and systematic information processing within and beyond the persuasion context. In: Uleman J., and Bargh J. (Eds). Unintended thought (1989), Guilford Press, New York, NY
14. Chaiken S., and Stangor C. Attitudes and attitude change. Annual Review of Psychology 38 (1987) 575-630
15. Chaiken S., Wood W., and Eagly A. Principles of persuasion. In: Higgins E.T., and Kruglanski A. (Eds). Social psychology: Handbook of basic principles (1996), Guilford Press, New York, NY
16. Fishbein M. An investigation of the relationships between beliefs about an object and the attitude toward that object. Human Relations 16 (1963) 233-240
17. González-Vallejo C. Making trade-offs: A new probabilistic and context sensitive model of choice behavior. Psychological Review 109 (2002) 137-155
18. González-Vallejo C., Bonazzi A., and Shapiro A.J. Effects of vague probabilities and of vague payoffs on preference: A model comparison analysis. Journal of Mathematical Psychology 40 (1996) 130-140
19. González-Vallejo C., and Moran E. The evaluability hypothesis revisited: Joint and separate evaluation preference reversal as a function of attribute importance. Organizational Behavior and Human Decision Processes 86 (2001) 218-223
20. González-Vallejo C., Reid A.A., and Schiltz J. Context effects: The proportional difference model and the reflection of preference. Journal of Experimental Psychology: Learning, Memory, and Cognition 29 (2003) 942-954
21. Ginter J. An experimental investigation of attitude change and choice of a new brand. Journal of Marketing Research 11 (1974) 30-40
22. Haugtvedt C., and Petty R. Personality and persuasion: Need for cognition moderates the persistence and resistance of attitude changes. Journal of Personality and Social Psychology 63 (1992) 308-319
23. Haugtvedt C., Petty R., and Cacioppo J. Need for cognition and advertising: Understanding the role of personality variables in consumer behavior. Journal of Consumer Psychology 1 3 (1992) 239-260
24. Hsee C. The evaluability hypothesis: An explanation for preference reversals between joint and separate evaluations of alternatives. Organizational Behavior and Human Decision Processes 67 (1996) 225-247
25. Hsee C. Less is better: When low-value options are valued more highly than high-value options. Journal of Behavioral Decision Making 11 (1998) 107-121
26. Hsee C., Loewenstein G., Blount S., and Bazerman M. Preference reversals between joint and separate evaluations of options: A review and theoretical analysis. Psychological Bulletin 125 (1999) 576-590
27. Johnson M., and Raye C. Reality Monitoring. Psychological Review 88 (1981) 67-85
28. Kahle L., and Homer P. Physical attractiveness of the celebrity endorser: A social adaptation perspective. Journal of Consumer Research 11 (1985) 954-961
29. Lehman D. Television show preference: Application of a choice model. Journal of Marketing Research 8 (1971) 47-55
30. Loftus G. Johannes Kepler's computer simulation of the universe: Some remarks about theory in psychology. Behavior Research Methods, Instruments, and Computers 17 (1985) 149-156
31. Olsson H., Wennerholm P., and Lyxzèn U. Exemplars, prototypes, and the flexibility of classification models. Journal of Experimental Psychology: Learning, Memory, and Cognition 30 (2004) 936-941
32. Petty R., Cacioppo J., and Schumann D. Central and peripheral routes to advertising effectiveness: The moderating role of involvement. Journal of Consumer Research 10 (1983) 135-146
33. Petty R., and Wegener D. The elaboration likelihood model: Current status and controversies. In: Chaiken S., and Trope Y. (Eds). Dual-process theories in social psychology (1999), Guilford Press, New York, NY
34. Pierce R.A., and Stoltenberg C.D. Increasing program persistence in professional weight loss programs involving cognitive self-persuasion. Professional Psychology: Research and Practice 21 (1990) 210-215
35. Pitt M.A., Myung I.J., and Zhang S. Toward a method of selecting among computational models of cognition. Psychological Review 109 (2002) 472-491
36. Raye C., Johnson M., and Taylor T. Is there something special about memory for internally generated information?. Memory & Cognition 8 (1980) 141-148
37. Roe R.M., Busemeyer J.R., and Townsend J.T. Multialternative decision field theory: A dynamic connectionist model of decision making. Psychological Review 108 (2001) 370-392
38. Savage, L. J. (1972). The Foundation of Statistics. New York: Dover (original work published 1954).
39. Slamecka N., and Graf P. The generation effect: Delineation of a phenomenon. Journal of Experimental Psychology: Human Learning and Memory 4 (1978) 592-604
40. Schneider B., and Bissett R. Ratio and difference judgments for length, area, and volume: Are there two classes of sensory continua?. Journal of Experimental Psychology: Human Perception and Performance 14 (1988) 503-512
41. Schoemaker P.J. The expected utility model: Its variants, purposes, evidence and limitations. Journal of Economic Literature 20 (1982) 529-563
42. Thurstone L.L. A law of comparative judgement. Psychological Review 23 (1927) 273-286
43. Tversky A. Elimination by aspects: A theory of choice. Psychological Review 79 (1972) 281-299
44. Tversky A., and Kahneman D. Advances in prospect theory: Cumulative representation of uncertainty. Journal of Risk and Uncertainty 5 (1992) 297-323
45. Von Winterfeldt D., and Edwards W. Decision analysis and behavioral research (1986), Cambridge University Press, New York