Starting low but ending high: A reversal of the anchoring effect in auctions

Journal of Personality and Social Psychology

Volumn 90, Issue 6, 2006, Pages 975-986

  Ku, Gillian ^a   Galinsky, Adam D ^b,c   Murnighan, J Keith ^b,c  

^a LONDON BUSINESS SCHOOL   (United Kingdom)

^b NORTHWESTERN UNIVERSITY   (United States)

^c NORTHWESTERN UNIVERSITY   (United States)

Author keywords

Anchoring; Auctions; Escalation of commitment; Value inference

Indexed keywords

ARTICLE; CLINICAL TRIAL; COGNITION; CONTROLLED CLINICAL TRIAL; CONTROLLED STUDY; DECISION MAKING; FEMALE; HUMAN; INTERPERSONAL COMMUNICATION; MALE; MARKETING; MOTIVATION; MULTIVARIATE ANALYSIS; PSYCHOLOGICAL MODEL; RANDOMIZED CONTROLLED TRIAL; REGRESSION ANALYSIS; SOCIAL BEHAVIOR; SOCIAL PSYCHOLOGY;

COGNITION; FEMALE; HUMANS; JUDGMENT; MALE; MARKETING; MODELS, PSYCHOLOGICAL; MOTIVATION; MULTIVARIATE ANALYSIS; NEGOTIATING; PSYCHOLOGY, SOCIAL; REGRESSION ANALYSIS; SOCIAL BEHAVIOR;

EID: 33746211555     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/0022-3514.90.6.975     Document Type: Article

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