Tradeoffs and theory: The double-mediation model

Journal of Experimental Psychology: General

Volumn 135, Issue 2, 2006, Pages 237-261

  Scholten, Marc ^a   Sherman, Steven J ^b  

^a INSTITUTO SUPERIOR DE PSICOLOGIA APLICADA   (Portugal)

^b INDIANA UNIVERSITY   (United States)

Author keywords

Argumentation; Conflict aversion; Orientation reaction; Sacrifice; Vacillation

Indexed keywords

ARTICLE; CLINICAL TRIAL; CONFLICT; CONTROLLED CLINICAL TRIAL; CONTROLLED STUDY; DECISION MAKING; HUMAN; PERSUASIVE COMMUNICATION; PSYCHOLOGICAL MODEL; RANDOMIZED CONTROLLED TRIAL; REACTION TIME; REPRODUCIBILITY;

CHOICE BEHAVIOR; CONFLICT (PSYCHOLOGY); DECISION MAKING; HUMANS; MODELS, PSYCHOLOGICAL; PERSUASIVE COMMUNICATION; REACTION TIME; REPRODUCIBILITY OF RESULTS;

EID: 33745093744     PISSN: 00963445     EISSN: None     Source Type: Journal    
DOI: 10.1037/0096-3445.135.2.237     Document Type: Article

References (68)

1. Anderson, N. H. (1971). Integration theory and attitude change. Psychological Review, 78, 171-206.
2. Anderson, N. H. (1972). Looking for configurality in clinical judgment. Psychological Bulletin, 78, 93-102.
3. Berlyne, D. E. (1957a). Conflict and choice time. British Journal of Psychology, 48, 106-118.
4. Berlyne, D. E. (1957b). Uncertainty and conflict: A point of contact between information-theory and behavior-theory concepts. Psychological Review, 64, 329-339.
5. Berlyne, D. E. (1961). Conflict and the orientation reaction. Journal of Experimental Psychology, 62, 476-483.
6. Berlyne, D. E. (1962). Comments on Prokasy's reply. Psychological Reports, 11, 581-582.
7. Berlyne, D. E. (1966). Conflict and reaction time: Reply to Kiesler. Psychological Reports, 19, 413-414.
8. Bettman, J. R., Johnson, E. J., Luce, M. F., & Payne, J. W. (1993). Correlation, conflict, and choice. Journal of Experimental Psychology: Learning, Memory, and Cognition, 19, 931-951.
9. Borgida, E., & Howard-Pitney, B. (1983). Personal involvement and the robustness of perceptual salience effects. Journal of Personality and Social Psychology, 45, 560-570.
10. Busemeyer, J. R., & Diederich, A. (2002). Survey of decision field theory. Mathematical Social Sciences, 43, 345-370.
11. Busemeyer, J. R., & Townsend, J. T. (1993). Decision field theory: A dynamic-cognitive approach to decision-making in an uncertain environment. Psychological Review, 100, 432-459.
12. Campbell, D. T., & Fiske, D. W. (1959). Convergent and discriminant validation by the multitrait-multimethod matrix. Psychological Bulletin, 56, 81-105.
13. Cartwright, D., & Festinger, L. (1943). A quantitative theory of decision. Psychological Review, 50, 595-621.
14. Chatterjee, S., & Heath, T. B. (1996). Conflict and loss aversion in multiattribute choice: The effects of trade-off size and reference dependence on decision difficulty. Organizational Behavior and. Human Decision Processes, 67, 144-155.
15. Coombs, C. H. (1987). The structure of conflict. American Psychologist, 42, 355-363.
16. Coombs, C. H., & Avrunin, G. S. (1977). Single-peaked functions and the theory of preference. Psychological Review, 84, 216-230.
17. Dhar, R. (1996). The effect of decision strategy on deciding to defer choice. Journal of Behavioral Decision Making, 9, 265-281.
18. Dhar, R. (1997). Consumer preference for a no-choice option. Journal of Consumer Research, 24, 215-231.
19. Dhar, R., & Nowlis, S. M. (1999). The effect of time pressure on consumer choice deferral. Journal of Consumer Research, 25, 369-384.
20. Dhar, R., & Nowlis, S. M. (2004). To buy or not to buy: Response mode effects on consumer choice. Journal of Marketing Research, 41, 423-432.
21. Dhar, R., & Sherman, S., T. (1996). The effect of common and unique features in consumer choice. Journal of Consumer Research, 23, 193-203.
22. Dhar, R., & Simonson, I. (2003). The effect of forced choice on choice. Journal of Marketing Research, 40, 146-160.
23. Diederich, A. (1997). Dynamic stochastic models for decision making with time constraints. Journal of Mathematical Psychology, 41, 260-274.
24. Diederich, A. (2003). Decision making under conflict: Decision time as a measure of conflict strength. Psychonomic Bulletin and Review, 10, 167-176.
25. Festinger, L. (1943a). Studies of decision: I. Decision-time, relative frequency of judgment and subjective confidence as related to physical stimulus difference. Journal of Experimental Psychology, 32, 291-306.
26. Festinger, L. (1943b). Studies of decision: II. An empirical test of a quantitative theory of decision. Journal of Experimental Psychology, 32, 411-423.
27. Festinger, L. (1964). Conflict, decision, and dissonance. Stanford, CA: Stanford University Press.
28. Fischer, G. W., Jia, J., & Luce, M. F. (2000a). Attribute conflict and preference uncertainty: The RandMAU model. Management Science, 46, 669-684.
29. Fischer, G. W., Luce, M. F., & Jia, J. (2000b). Attribute conflict and preference uncertainty: Effects on judgment time and error. Management Science, 46, 88-103.
30. Fishburn, P. C. (1974). Lexicographic orders, utilities and decision rules: A survey. Management Science, 20, 1442-1471.
31. Goldstein, W. M. (1990). Judgments of relative importance in decision making: Global vs. local interpretations of subjective weight. Organizational Behavior and Human Decision Processes, 47, 313-336.
32. Jamieson, D. G., & Petrusic, W. M. (1977). Preference and time to choose. Organizational Behavior and Human Performance, 19, 56-67.
33. Janis, I. L. (1959). Motivational factors in the resolution of decisional conflicts. In M. R. Jones (Ed.), Nebraska Symposium on Motivation (Vol. 8, pp. 198-231). Lincoln, NE: University of Nebraska Press.
34. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47, 263-291.
35. Kiesler, C. A. (1966). Conflict and the number of choice alternatives. Psychological Reports, 18, 603-610.
36. Lindeman, R. H., Merenda, P. F., & Gold, R. Z. (1980). Introduction to bivariate and multivariate analysis. Glenview, IL: Scott, Foresman.
37. Luce, M. F. (1998). Choosing to avoid: Coping with negatively emotionladen consumer decisions. Journal of Consumer Research, 24, 409-433.
38. Luce, M. F., Bettman, J. R., & Payne, J. W. (1997). Choice processing in emotionally difficult decisions. Journal of Experimental Psychology: Learning, Memory, and Cognition, 23, 384-405.
39. Luce, M. F., Jia, J., & Fischer, G. W. (2003). How much do you like it? Within-alternative conflict and subjective confidence in consumer judgments. Journal of Consumer Research, 30, 464-472.
40. McGuire, W. J. (1968). Personality and susceptibility to social influence. In E. F. Borgatta & W. W. Lambert (Eds.), Handbook of personality theory and research (pp. 1130-1187). Chicago: Rand McNally.
41. McGuire, W. J. (1969). The nature of attitudes and attitude change. In G. Lindzey & E. Aronson (Eds.), Handbook of social psychology (Vol. 3, pp. 136-314). Reading MA: Addison Wesley.
42. McGuire, W. J. (1978). An information-processing model of advertising effectiveness. In H. L. Davis & A. H. Silk (Eds.), Behavioral and management sciences in marketing (pp. 156-180). New York: Ronald Press.
43. Nowlis, S. M. (1995). The effect of time pressure on the choice between brands that differ in quality, price, and product features. Marketing Letters, 6, 287-295.
44. Nowlis, S. M., & Simonson, I. (1996). The effect of new product features on brand choice. Journal of Marketing Research, 33, 36-46.
45. Petrasic, W. M., & .Tamieson, D. G. (1978). Relation between probability of preferential choice and time to choose changes with practice. Journal of Experimental Psychology: Human Perception and Performance, 4, 471-482.
46. Russo, J. E., Meloy, M. G., & Medvec, V. H. (1998). Predecisional distortion of product information. Journal of Marketing Research, 35, 438-452.
47. Scholten, M. (1996). Lost and found: The information-processing model of advertising effectiveness. Journal of Business Research, 37, 97-104.
48. Scholten, M. (2002). Conflict-mediated choice. Organizational Behavior and. Human Decision Processes, 88, 683-718.
49. Scholten, M., & Sherman, S. .T. (2004). Tradeoffs, conflict, and choice: The double-mediation model (Tech. Rep. No. 254 of the Cognitive Science Program at Indiana University). Retrieved April 7, 2006, from http://www.cogs.indiana.edu/publications/index.html#echreps.
50. Shafir, E., Simonson, I., & Tversky, A. (1993). Reason-based choice. Cognition, 49, 11-36.
51. Shepard, R. N. (1964). On subjectively optimum selection among multi-attribute alternatives. In M. W. Shelley, II & G. L. Bryan (Eds.), Human judgments and optimality (pp. 257-281). New York: Wiley.
52. Shugan, S. M. (1980). The cost of thinking. Journal of Consumer Research, 7, 99-111.
53. Simonson, I. (1989). Choice based on reasons: The case of attraction and compromise effects. Journal of Consumer Research, 16, 158-174.
54. Simonson, I., & Nye, P. (1992). The effect of accountability on susceptibility to decision errors. Organizational Behavior and Human Decision Processes, 51, 416-446.
55. Simonson, I., & Tversky, A. (1992). Choice in context: Tradeoff contrast and extremeness aversion. Journal of Marketing Research, 29, 281-295.
56. Slovic, P. (1975). Choice between equally valued alternatives. Journal, of Experimental Psychology: Human Perception and Performance, 1, 280-287.
57. StatSoft. (2003). Statistica (Version 6) [Computer software]. Tulsa. OK: Author.
58. Tetlock, P. E. (1983). Accountability and complexity of thought. Journal of Personality and Social Psychology, 45, 74-83.
59. Tetlock, P. E., Skitka, L., & Boettger, R. (1989). Social and cognitive strategies for coping with accountability: Conformity, complexity, and bolstering. Journal of Personality and Social Psychology, 57, 632-640.
60. Tversky, A. (1972). Elimination by aspects: A theory of choice. Psychological Review, 79, 281-299.
61. Tversky, A., & Sattath, S. (1979). Preference trees. Psychological Review, 86, 542-573.
62. Tversky, A., Sattath, S., & Slovic, P. (1988). Contingent weighting in judgment and choice. Psychological Review, 95, 371-384.
63. Tversky, A., & Shafir, E. (1992). Choice under conflict: The dynamics of deferred decision. Psychological Science, 3, 358-361.
64. Tversky, A., & Simonson, I. (1993). Context-dependent preferences. Management Science, 39, 1179-1189.
65. Tyebjee, T. T. (1979). Response time, conflict, and involvement in brand choice. Journal of Consumer Research, 6, 295-304.
66. Wood, W. (2000). Attitude change: Persuasion and social influence. Annual Review of Psychology, 51, 539-570.
67. Zakay, D. (1985). Post-decisional confidence and conflict experienced in a decision process. Acta Psychologica, 58, 75-80.
68. Zakay, D., & Tsal, Y. (1993). The impact of using forced decision making strategies on post-decisional confidence. Journal of Behavioral Decision Making, 6, 53-68.