Elaboration and numerical anchoring: Implications of attitude theories for consumer judgment and decision making

Journal of Consumer Psychology

Volumn 20, Issue 1, 2010, Pages 5-16

  Wegener, Duane T ^a   Petty, Richard E ^b   Blankenship, Kevin L ^c   Detweiler Bedell, Brian ^d  

^a PURDUE UNIVERSITY   (United States)

^b OHIO STATE UNIVERSITY   (United States)

^c IOWA STATE UNIVERSITY   (United States)

^d LEWIS AND CLARK COLLEGE   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 75349104311     PISSN: 10577408     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jcps.2009.12.003     Document Type: Article

References (102)

1. Ariely D., Loewenstein G., and Prelec D. "Coherent arbitrariness": Stable demand curves without stable preferences. The Quarterly Journal of Economics 118 (2003) 73-105
2. Barden J., and Petty R.E. The mere perception of elaboration creates attitude certainty: Exploring the thoughtfulness heuristic. Journal of Personality and Social Psychology 95 (2008) 489-509
3. Bargh J.A., and Pietrimonico P. Automatic information processing and social perception: The influence of trait information presented outside of conscious awareness on impression formation. Journal of Personality and Social Psychology 43 (1982) 437-449
4. Biswas A., and Blair E.A. Contextual effects of reference prices in retail advertisements. Journal of Marketing 55 (1991) 1-12
5. Blankenship K.L., Wegener D.T., Petty R.E., Detweiler-Bedell B., and Macy C.L. Elaboration and consequences of anchored estimates: An attitudinal perspective on numerical anchoring. Journal of Experimental Social Psychology 44 (2008) 1465-1476
6. Bochner S., and Insko C.A. Communicator discrepancy, source credibility, and opinion change. Journal of Personality and Social Psychology 4 (1966) 614-621
7. Brewer N.T., Chapman G.B., Schwartz J.A., and Bergus G.R. The influence of irrelevant anchors on the judgments and choices of doctors and patients. Medical Decision Making 27 (2007) 203-211
8. Briñol P., and Petty R.E. Overt head movements and persuasion: A self-validation analysis. Journal of Personality and Social Psychology 84 (2003) 1123-1139
9. Briñol P., and Petty R.E. Persuasion: Insights from the self-validation hypothesis. In: Zanna M.P. (Ed). Advances in experimental social psychology 41 (2009), Elsevier, New York 69-118
10. Briñol P., Petty R.E., and Barden J. Happiness versus sadness as a determinant of thought confidence in persuasion: A self-validation analysis. Journal of Personality and Social Psychology 93 (2007) 711-727
11. Brock T.C. Communication discrepancy and intent to persuade as determinants of counterargument production. Journal of Experimental Social Psychology 3 (1967) 296-309
12. Cervone D., and Peake P.K. Anchoring, efficacy, and action: The influence of judgmental heuristics on self-efficacy judgments and behavior. Journal of Personality and Social Psychology 50 (1986) 492-501
13. Chaiken S., Liberman A., and Eagly A.H. Heuristic and systematic processing within and beyond the persuasion context. In: Uleman J.S., and Bargh J.A. (Eds). Unintended thought (1989), Guilford Press, New York 212-252
14. Chaiken S., and Maheswaran D. Heuristic processing can bias systematic processing: Effects of source credibility, argument ambiguity, and task importance on attitude judgment. Journal of Personality and Social Psychology 66 (1994) 460-473
15. Chaiken S., Pomerantz E.M., and Giner-Sorolla R. Structural consistency and attitude strength. In: Petty R.E., and Krosnick J.A. (Eds). Attitude strength: Antecedents and consequences (1995), Mahwah, NJ, Erlbaum 387-412
16. Chaiken, S., & Trope, Y. (Eds.) (1999). Dual-process theories in social psychology. New York: Guilford.
17. Chapman G.B., and Bornstein B.H. The more you ask for, the more you get: Anchoring in personal injury verdicts. Applied Cognitive Psychology 10 (1996) 519-540
18. Chapman G.B., and Johnson E.J. The limits of anchoring. Journal of Behavioral Decision Making 7 (1994) 223-242
19. Chapman G.B., and Johnson E.J. Anchoring, activation, and the construction of values. Organizational Behavior and Human Decision Processes 79 (1999) 1-39
20. Chapman G.B., and Johnson E.J. Incorporating the irrelevant: Anchors in judgments of belief and value. In: Gilovich T., Griffin D., et al. (Eds). Heuristics and biases: The psychology of intuitive judgment (2002), Cambridge University Press, New York 120-138
21. Clark J.K., and Wegener D.T. Source entitativity and the elaboration of persuasive messages: The roles of perceived efficacy and message discrepancy. Journal of Personality and Social Psychology 97 (2009) 42-57
22. Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes. Fort Worth, TX: Harcourt Brace Jovanovich.
23. Epley N. A tale of tuned decks? Anchoring as accessibility and anchoring as adjustment. In: Koehler D.J., and Harvey N. (Eds). The Blackwell handbook of judgment and decision making (2004), Blackwell Publishers, Oxford, U.K. 240-256
24. Epley N., and Gilovich T. Putting adjustment back into the anchoring and adjustment heuristic: Differential processing of self-generated and experimenter-provided anchors. Psychological Science 12 (2001) 391-396
25. Epley N., and Gilovich T. When effortful thinking influences judgmental anchoring: Differential effects of forewarning and incentives on self-generated and externally provided anchors. Journal of Behavioral Decision Making 18 (2005) 199-212
26. Evans J.St.B.T. Hypothetical thinking: Dual processes in reasoning and judgment (2007), Psychology Press, New York
27. Fazio R.H. On the automatic activation of associated evaluations: An overview. Cognition and Emotion 15 (2001) 115-141
28. Galinsky A.D., and Mussweiler T. First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology 83 (2001) 1131-1140
29. Gilbert D.T. What the mind's not. In: Chaiken S., and Trope Y. (Eds). Dual process theories in social psychology (1999), Guilford, New York 3-11
30. Gilovich T., and Griffin D. Judgment and decision making. In: Gilbert D., and Fiske S. (Eds). The handbook of social psychology (1998), McGraw Hill, New York 447-477
31. Gorn G.J. The effects of music in advertising on choice behavior: A classical conditioning approach. Journal of Marketing 46 (1982) 94-101
32. Griffitt W.B. Environmental effects on interpersonal affective behavior: Ambient effective temperature and attraction. Journal of Personality and Social Psychology 15 (1970) 240-244
33. Hovland C.I., Janis I.L., and Kelley H.H. Communication and persuasion: Psychological studies of opinion change (1953), Yale University Press, New Haven, CT
34. Jacowitz K.E., and Kahneman D. Measures of anchoring in estimation tasks. Personality and Social Psychology Bulletin 21 (1995) 1161-1166
35. Janis I.L., Kaye D., and Kirschner P. Facilitating effects of "eating-while-reading" on responsiveness to persuasive communications. Journal of Personality and Social Psychology 1 (1965) 181-186
36. Janis I.L., and King B.T. The influence of role playing on opinion change. Journal of Abnormal and Social Psychology 49 (1954) 211-218
37. Kahneman D. Reference points, anchors, norms, and mixed feelings. Organizational Behavior and Human Decision Processes 51 (1992) 296-312
38. Kahneman D., and Frederick S. Representativeness revisited: Attribute substitution in intuitive judgment. In: Gilovich T., Griffin D., and Kahneman D. (Eds). Heuristics and biases: The psychology of intuitive judgment (2002), Cambridge University Press, Cambridge 49-81
39. Kamins M.A., Dreze X., and Folkes V.S. Effects of seller-supplied prices on buyers' product evaluations: References prices in an internet auction context. Journal of Consumer Research 30 (2004) 622-628
40. Klayman J., and Ha Y. Confirmation, disconfirmation, and information in hypothesis testing. Psychological Review 94 (1987) 211-228
41. Kruglanski A.W., and Thompson E.P. Persuasion by a single route: A view from the unimodel. Psychological Inquiry 10 (1999) 83-109
42. McGuire W.J. Attitudes and attitude change. In: Lindzey G., and Aronson E. (Eds). Handbook of social psychology. 3rd ed. 2 (1985), Random House, New York 173-257
43. Mussweiler T. The durability of anchoring effects. European Journal of Social Psychology 31 (2001) 431-442
44. Mussweiler T. Comparison processes in social judgment: Mechanisms and consequences. Psychological Review 110 (2003) 472-489
45. Mussweiler T., and Strack F. Hypothesis-consistent testing and semantic priming in the anchoring paradigm: A selective accessibility model. Journal of Experimental Social Psychology 35 (1999) 136-164
46. Mussweiler T., and Strack F. Numeric judgments under uncertainty: The role of knowledge in anchoring. Journal of Experimental Social Psychology 36 (2000) 495-518
47. Mussweiler T., and Strack F. Considering the impossible: Explaining the effects of implausible anchors. Social Cognition 19 (2001) 145-163
48. Mussweiler T., and Strack F. The semantics of anchoring. Organizational Behavior and Human Decision Processes 86 (2001) 234-255
49. Mussweiler T., Strack F., and Pfeiffer T. Overcoming the inevitable anchoring effect: Considering the opposite compensates for selective accessibility. Personality and Social Psychology Bulletin 26 (2001) 1142-1150
50. Oppenheimer D.M., LeBoeuf R.A., and Brewer N.T. Anchors aweigh: A demonstration of cross-modality anchoring and magnitude priming. Cognition 106 (2008) 13-26
51. Petrocelli J.V., Tormala Z.L., and Rucker D.D. Unpacking attitude certainty: Attitude clarity and attitude correctness. Journal of Personality and Social Psychology 92 (2007) 30-41
52. Petty R.E. A cognitive response analysis of the temporal persistence of attitude changes induced by persuasive communications. Doctoral dissertation (1977), Ohio State University, Columbus, OH
53. Petty R.E., Briñol P., and Tormala Z.L. Thought confidence as a determinant of persuasion: The self-validation hypothesis. Journal of Personality and Social Psychology 82 (2002) 722-741
54. Petty R.E., Briñol P., Tormala Z.L., and Wegener D.T. The role of meta-cognition in social judgment. In: Higgins E.T., and Kruglanski A.W. (Eds). Social psychology: Handbook of basic principles. 2nd ed. (2007), Guilford Press, New York 254-284
55. Petty R.E., and Cacioppo J.T. Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses. Journal of Personality and Social Psychology 37 (1979) 1915-1926
56. Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and persuasion: Classic and contemporary approaches. Dubuque, IA: Wm. C. Brown.
57. Petty R.E., and Cacioppo J.T. The role of bodily responses in attitude measurement and change. In: Cacioppo J.T., and Petty R.E. (Eds). Social psychophysiology: A sourcebook (1983), Guilford, New York 51-101
58. Petty R.E., and Cacioppo J.T. The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion. Journal of Personality and Social Psychology 46 (1984) 69-81
59. Petty R.E., and Cacioppo J.T. Communication and persuasion: Central and peripheral routes to attitude change (1986), Springer-Verlag, New York
60. Petty R.E., Cacioppo J.T., and Goldman R. Personal involvement as a determinant of argument based persuasion. Journal of Personality and Social Psychology 41 (1981) 847-855
61. Petty R.E., Cacioppo J.T., and Schumann D.W. Central and peripheral routes to advertising effectiveness: The moderating role of involvement. Journal of Consumer Research 10 (1983) 135-146
62. Petty R.E., Fabrigar L.R., and Wegener D.T. Emotional factors in attitudes and persuasion. In: Davidson R.J., Scherer K., and Goldsmith H.H. (Eds). Handbook of affective sciences (2003), Oxford University Press, London 752-772
63. Petty R.E., Haugtvedt C.P., and Smith S.M. Elaboration as a determinant of attitude strength. In: Petty R.E., and Krosnick J.A. (Eds). Attitude strength: Antecedents and consequences (1995), Mahwah, NJ, Erlbaum 93-130
64. In: Petty R.E., Ostrom T.M., and Brock T.D. (Eds). Cognitive responses in persuasion (1981), Lawrence Erlbaum Associates, Inc, Hillsdale, NJ
65. Petty R.E., Schumann D.W., Richman S.A., and Strathman A.J. Positive mood and persuasion: Different roles for affect under high- and low-elaboration conditions. Journal of Personality and Social Psychology 64 (1993) 5-20
66. Petty R.E., and Wegener D.T. Attitude change: Multiple roles for persuasion variables. In: Gilbert D., Fiske S., and Lindzey G. (Eds). The handbook of social psychology. 4th ed. 1 (1998), McGraw-Hill, New York 323-390
67. Petty R.E., and Wegener D.T. 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
68. Petty R.E., Wegener D.T., and White P. Flexible correction processes in social judgment: Implications for persuasion. Social Cognition 16 (1998) 93-113
69. Plous S. Thinking the unthinkable: the effects of anchoring on likelihood estimates of nuclear war. Journal of Applied Social Psychology 19 (1989) 67-91
70. Plous S. The psychology of judgment and decision making (1993), McGraw-Hill, New York
71. Quattrone G.A., Lawrence C.P., Warren D.L., Souza-Silva K., Finkel S.E., and Andrus D.C. Explorations in anchoring: The effects of prior range, anchor extremity, and suggestive hints. Unpublished manuscript (1984), Stanford University, Stanford, CA
72. Razran G.H.S. Conditioned response changes in rating and appraising sociopolitical slogans. Psychological Bulletin 37 (1940) 481
73. Russo J.E., and Schoemaker P.J.H. Decision traps (1989), Simon and Schuster, New York
74. Sanbonmatsu D.M., and Fazio R.H. The role of attitudes in memory-based decision making. Journal of Personality and Social Psychology 59 (1990) 614-622
75. See Y.H.M., Petty R.E., and Evans L.M. The impact of perceived message complexity and need for cognition on information processing and attitudes. Journal of Research in Personality 43 (2009) 880-889
76. Schwarz N. Judgments in a social context: biases, shortcomings, and the logic of conversation. In: Zanna M. (Ed). Advances in experimental social psychology 26 (1994), Academic Press, San Diego 125-162
77. Schwarz N., and Clore G. Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. Journal of Personality and Social Psychology 45 (1983) 513-523
78. Sherif M., and Hovland C.I. Social judgment: Assimilation and contrast effects in communication and attitude change (1961), Yale University Press, New Haven, CT
79. Sherif M., Taub D., and Hovland C.I. Assimilation and contrast effects of anchoring stimuli on judgments. Journal of Experimental Social Psychology 55 (1958) 150-155
80. Sloman S.A. The empirical case for two systems of reasoning. Psychological Bulletin 119 (1996) 3-22
81. Sloman S.A. Two systems of reasoning. In: Gilovich T., Griffin D., and Kahneman D. (Eds). Heuristics and biases: The psychology of intuitive judgment (2002), Cambridge University Press, Cambridge 379-396
82. Slovic P., Finucane M., Peters E., and MacGregor D.G. The affect heuristic. In: Gilovich T., Griffin D., and Kahneman D. (Eds). Heuristics and biases: The psychology of intuitive judgment (2002), Cambridge University Press, Cambridge 397-420
83. Srull T.K., and Wyer R.S. Category accessibility and social perception: Some implications for the study of person memory and interpersonal judgments. Journal of Personality and Social Psychology 38 (1980) 841-856
84. Stayman D.M., and Batra R. Encoding and retrieval of ad affect in memory. Journal of Marketing Research 28 (1991) 232-239
85. Strack F., and Mussweiler T. Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility. Journal of Personality and Social Psychology 73 (1997) 437-446
86. Stiff J.B. Cognitive processing of persuasive message cues: A meta-analytic review of the effects of supporting information on attitudes. Communication Monographs 53 (1986) 75-89
87. Tesser A. Self-generated attitude change. In: Berkowitz L. (Ed). Advances in experimental social psychology 11 (1978), Academic Press, New York 289-338
88. Tversky A., and Kahneman D. Judgment under uncertainty: Heuristics and biases. Science 185 (1974) 1124-1130
89. Wegener D.T., Blankenship K.L., Petty R.E., and Detweiler-Bedell B. Source credibility and numerical anchoring. Raw data (2009), Purdue University, West Lafayette, IN
90. Wegener D.T., Blankenship K.L., Detweiler-Bedell B.T., and Petty R.E. Knowledge and anchor extremity. Raw data (2009), Purdue University, West Lafayette, IN
91. Wegener D.T., and Carlston D.E. Cognitive processes in attitude formation and change. In: Albarracin D., Johnson B., and Zanna M. (Eds). The handbook of attitudes (2005), Erlbaum, Mahwah, NJ 493-542
92. Wegener D.T., Clark J.K., and Petty R.E. Not all stereotyping is created equal: Differential consequences of thoughtful versus non-thoughtful stereotyping. Journal of Personality and Social Psychology 90 (2006) 42-59
93. Wegener D.T., and Petty R.E. Effects of mood on persuasion processes: Enhancing, reducing, and biasing scrutiny of attitude-relevant information. In: Martin L.L., and Tesser A. (Eds). Striving and feeling: Interactions among goals, affect, and self-regulation (1996), Erlbaum, Mahwah, NJ 329-362
94. Wegener D.T., and Petty R.E. The flexible correction model: The role of naive theories of bias in bias correction. In: Zanna M.P. (Ed). Advances in experimental social psychology 29 (1997), Erlbaum, Mahwah, NJ 141-208
95. Wegener D.T., and Petty R.E. Understanding effects of mood through the Elaboration Likelihood and Flexible Correction Models. In: Martin L.L., and Clore G.L. (Eds). Theories of mood and cognition: A user's guidebook (2001), Erlbaum, Mahwah, NJ 177-210
96. Wegener D.T., and Petty R.E. On the use of naive theories of bias to remove or avoid bias: The Flexible Correction Model. In: Gilly M.C., and Meyers-Levy J. (Eds). Advances in consumer research 28 (2001), Association for Consumer Research, Salt Lake City, UT 378-383
97. Wegener D.T., Petty R.E., Detweiler-Bedell B.T., and Jarvis W.B.G. Implications of attitude change theories for numerical anchoring: Anchor plausibility and the limits of anchor effectiveness. Journal of Experimental Social Psychology 37 (2001) 62-69
98. Wegener D.T., Petty R.E., and Klein D.J. Effects of mood on high elaboration attitude change: The mediating role of likelihood judgments. European Journal of Social Psychology 24 (1994) 25-44
99. Wegener D.T., Petty R.E., Smoak N.D., and Fabrigar L.R. Multiple routes to resisting attitude change. In: Knowles E.S., and Linn J.A. (Eds). Resistance and persuasion (2004), Erlbaum, Mahwah, NJ 13-38
100. Wegener D.T., Sawicki V., and Petty R.E. Attitudes as a basis for brand relationships: The roles of elaboration, metacognition, and bias correction. In: Priester J.R., MacInnis D., and Park C.W. (Eds). Handbook of brand relationships (2009), ME Sharpe, Armonk, NY 283-304
101. Wilson T.D., Houston C.E., Etling K.M., and Brekke N. A new look at anchoring effects: Basic anchoring and its antecedents. Journal of Experimental Psychology: General 125 (1996) 387-402
102. Wong K.F.E., and Kwong J.Y.Y. Is 7300 m equal to 7.3 km? Same semantics but different anchoring effects. Organizational Behavior and Human Decision Processes 82 (2000) 314-333