메뉴 건너뛰기




Volumn 106, Issue 3, 2014, Pages 398-417

How decisions happen: Focal points and blind spots in interdependent decision making

Author keywords

Decision making; Experimental games; Eye tracking; Information processing; Psychological prominence

Indexed keywords

ADULT; ATTENTION; COOPERATION; DECISION MAKING; DEVICES; EYE MOVEMENT; FEMALE; HUMAN; MALE; OCULOGRAPHY; PHYSIOLOGY; RANDOMIZATION; YOUNG ADULT;

EID: 84895115101     PISSN: 00223514     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0035351     Document Type: Article
Times cited : (37)

References (81)
  • 1
    • 84855689186 scopus 로고    scopus 로고
    • Mind-reading in strategic interaction: The impact of perceived similarity on projection and stereotyping
    • Ames, D. R., Weber, E. U., & Zou, X. (2012). Mind-reading in strategic interaction: The impact of perceived similarity on projection and stereotyping Organizational Behavior and Human Decision Processes, 117, 96-110
    • (2012) Organizational Behavior and Human Decision Processes , vol.117 , pp. 96-110
    • Ames, D.R.1    Weber, E.U.2    Zou, X.3
  • 2
    • 33750166668 scopus 로고    scopus 로고
    • See what you want to see: Motivational influences on visual perception
    • Balcetis, E., & Dunning, D. (2006). See what you want to see: Motivational influences on visual perception. Journal of Personality and Social Psychology, 91, 612-625
    • (2006) Journal of Personality and Social Psychology , vol.91 , pp. 612-625
    • Balcetis, E.1    Dunning, D.2
  • 4
    • 33749488044 scopus 로고    scopus 로고
    • Bounded awareness: Focusing failures in negotiation
    • L. Thompson (Ed.), New York, NY: Psychological Press
    • Bazerman, M. H., & Chugh, D. (2006). Bounded awareness: Focusing failures in negotiation. In L. Thompson (Ed.), Frontiers of social psychology: Negotiation (pp. 7-26). New York, NY: Psychological Press
    • (2006) Frontiers of social psychology: Negotiation , pp. 7-26
    • Bazerman, M.H.1    Chugh, D.2
  • 5
    • 0037279780 scopus 로고    scopus 로고
    • Intergroup conflict: Individual, group, and collective interests
    • Bornstein, G. (2003). Intergroup conflict: Individual, group, and collective interests. Personality and Social Psychology Review, 7, 129-145
    • (2003) Personality and Social Psychology Review , vol.7 , pp. 129-145
    • Bornstein, G.1
  • 6
    • 0037934450 scopus 로고    scopus 로고
    • Between-group communication and conflict resolution in assurance and chicken games
    • Bornstein, G., & Gilula, Z. (2003). Between-group communication and conflict resolution in assurance and chicken games. Journal of Conflict Resolution, 47, 326-339
    • (2003) Journal of Conflict Resolution , vol.47 , pp. 326-339
    • Bornstein, G.1    Gilula, Z.2
  • 8
    • 85008351234 scopus 로고    scopus 로고
    • Behavioral game theory: Experiments in strategic interaction
    • Princeton, NJ: Princeton University Press
    • Camerer, C. F. (2003a). Behavioral game theory: Experiments in strategic interaction. Princeton, NJ: Princeton University Press
    • (2003)
    • Camerer, C.F.1
  • 9
    • 0038060580 scopus 로고    scopus 로고
    • Behavioural studies of strategic thinking in games
    • Camerer, C. F. (2003b). Behavioural studies of strategic thinking in games Trends in Cognitive Sciences, 7, 225-231
    • (2003) Trends in Cognitive Sciences , vol.7 , pp. 225-231
    • Camerer, C.F.1
  • 11
    • 0001372829 scopus 로고    scopus 로고
    • Overconfidence and excess entry: An experimental approach
    • Camerer, C., & Lovallo, D. (1999). Overconfidence and excess entry: An experimental approach. American Economic Review, 89, 306-318
    • (1999) American Economic Review , vol.89 , pp. 306-318
    • Camerer, C.1    Lovallo, D.2
  • 12
    • 34249881864 scopus 로고    scopus 로고
    • Bounded awareness: What you fail to see can hurt you
    • Chugh, D., & Bazerman, M. H. (2007). Bounded awareness: What you fail to see can hurt you. Mind and Society, 6, 1-18
    • (2007) Mind and Society , vol.6 , pp. 1-18
    • Chugh, D.1    Bazerman, M.H.2
  • 14
    • 0242467980 scopus 로고    scopus 로고
    • Cooperation psychological game theory, and limitations of rationality in social interaction
    • Colman, A. M. (2003). Cooperation, psychological game theory, and limitations of rationality in social interaction. Behavioral and Brain Sciences, 26, 139-153
    • (2003) Behavioral and Brain Sciences , vol.26 , pp. 139-153
    • Colman, A.M.1
  • 15
    • 53349097369 scopus 로고    scopus 로고
    • The power of focal points is limited: Even minute payoffasymmetry may yield large coordination failures
    • Crawford, V. P., Gneezy, U., & Rottenstreich, Y. (2008). The power of focal points is limited: Even minute payoffasymmetry may yield large coordination failures. American Economic Review, 98, 1443-1458
    • (2008) American Economic Review , vol.98 , pp. 1443-1458
    • Crawford, V.P.1    Gneezy, U.2    Rottenstreich, Y.3
  • 17
    • 0001069104 scopus 로고    scopus 로고
    • Share and share alike or winner takes all?: The influence of social value orientations upon choice and recall of negotiation heuristics
    • De Dreu, C. K. W., & Boles, T. L. (1998). Share and share alike or winner takes all?: The influence of social value orientations upon choice and recall of negotiation heuristics. Organizational Behavior and Human Decision Processes, 76, 253-276
    • (1998) Organizational Behavior and Human Decision Processes , vol.76 , pp. 253-276
    • De Dreu, C.K.W.1    Boles, T.L.2
  • 18
    • 36148948281 scopus 로고    scopus 로고
    • Motivational bases of information processing and strategy in conflict negotiation
    • De Dreu, C. K. W., & Carnevale, P. J. (2003). Motivational bases of information processing and strategy in conflict negotiation. Advances in Experimental Social Psychology, 35, 235-291
    • (2003) Advances in Experimental Social Psychology , vol.35 , pp. 235-291
    • De Dreu, C.K.W.1    Carnevale, P.J.2
  • 21
    • 39149104360 scopus 로고    scopus 로고
    • Playing the wrong game: An experimental analysis of relational complexity and strategic misrepresentation
    • Devetag, G., & Warglien, M. (2008). Playing the wrong game: An experimental analysis of relational complexity and strategic misrepresentation Games and Economic Behavior, 62, 364-382
    • (2008) Games and Economic Behavior , vol.62 , pp. 364-382
    • Devetag, G.1    Warglien, M.2
  • 22
    • 65349169434 scopus 로고    scopus 로고
    • Social exclusion and early-stage interpersonal perception: Selective attention to signs of acceptance
    • DeWall, C. N., Maner, J. K., & Rouby, D. A. (2009). Social exclusion and early-stage interpersonal perception: Selective attention to signs of acceptance Journal of Personality and Social Psychology, 96, 729-741
    • (2009) Journal of Personality and Social Psychology , vol.96 , pp. 729-741
    • DeWall, C.N.1    Maner, J.K.2    Rouby, D.A.3
  • 23
    • 0035515980 scopus 로고    scopus 로고
    • A cross-cultural analysis of avoidance (relative to approach) personal goals
    • Elliot, I. T., Chirkov, V. I., Kim, Y., & Sheldon, K. M. (2001). A cross-cultural analysis of avoidance (relative to approach) personal goals. Psychological Science, 12, 505-510
    • (2001) Psychological Science , vol.12 , pp. 505-510
    • Elliot, I.T.1    Chirkov, V.I.2    Kim, Y.3    Sheldon, K.M.4
  • 24
    • 0026937953 scopus 로고
    • The four elementary forms of sociality: Framework for a unified theory of social relations
    • Fiske, A. P. (1992). The four elementary forms of sociality: Framework for a unified theory of social relations. Psychological Review, 99, 689-723
    • (1992) Psychological Review , vol.99 , pp. 689-723
    • Fiske, A.P.1
  • 25
    • 0027032437 scopus 로고
    • Thinking is for doing:Portraits of social cognition from daguerreotype to laserphoto
    • Fiske, S. T. (1992). Thinking is for doing: Portraits of social cognition from daguerreotype to laserphoto. Journal of Personality and Social Psychology, 63, 877-889
    • (1992) Journal of Personality and Social Psychology , vol.63 , pp. 877-889
    • Fiske, S.T.1
  • 26
    • 0027345781 scopus 로고
    • Social cognition and social perception
    • Fiske, S. T. (1993). Social cognition and social perception. Annual Review of Psychology, 44, 155-194
    • (1993) Annual Review of Psychology , vol.44 , pp. 155-194
    • Fiske, S.T.1
  • 27
    • 0035193366 scopus 로고    scopus 로고
    • Affective influences on judgments and behavior in organizations: An information processing perspective
    • Forgas, J. P., & George, J. M. (2001). Affective influences on judgments and behavior in organizations: An information processing perspective Organizational Behavior and Human Decision Processes, 86, 3-34
    • (2001) Organizational Behavior and Human Decision Processes , vol.86 , pp. 3-34
    • Forgas, J.P.1    George, J.M.2
  • 29
    • 41849126783 scopus 로고    scopus 로고
    • Why it pays to get inside the head of your opponent: The differential effects of perspective-taking and empathy in negotiations
    • Galinsky, A. D., Maddux, W. W., Gilin, D., & White, J. B. (2008). Why it pays to get inside the head of your opponent: The differential effects of perspective-taking and empathy in negotiations. Psychological Science, 19, 378-384
    • (2008) Psychological Science , vol.19 , pp. 378-384
    • Galinsky, A.D.1    Maddux, W.W.2    Gilin, D.3    White, J.B.4
  • 30
    • 0030266119 scopus 로고    scopus 로고
    • Reasoning the fast and frugal way: Models of bounded rationality
    • Gigerenzer, G., & Goldstein, D. G. (1996). Reasoning the fast and frugal way: Models of bounded rationality. Psychological Review, 103, 650-669
    • (1996) Psychological Review , vol.103 , pp. 650-669
    • Gigerenzer, G.1    Goldstein, D.G.2
  • 31
    • 84857424729 scopus 로고    scopus 로고
    • Decisions beyond boundaries: When more information is processed faster than less
    • Glöckner, A., & Betsch, T. (2012). Decisions beyond boundaries: When more information is processed faster than less. Acta Psychologica, 139, 532-542
    • (2012) Acta Psychologica , vol.139 , pp. 532-542
    • Glöckner, A.1    Betsch, T.2
  • 32
    • 57249108025 scopus 로고    scopus 로고
    • Team negotiation: Social, epistemic, economic and psychological consequences of sub-group conflict
    • Halevy, N. (2008). Team negotiation: Social, epistemic, economic and psychological consequences of sub-group conflict. Personality and Social Psychology Bulletin, 34, 1687-1702
    • (2008) Personality and Social Psychology Bulletin , vol.34 , pp. 1687-1702
    • Halevy, N.1
  • 33
    • 84855311932 scopus 로고    scopus 로고
    • Games groups play: Mental models in intergroup conflict and negotiation
    • J. Overbeck, M. A. Neale, & B. A. Mannix (Eds.) Bingley United Kingdom: Emerald
    • Halevy, N., Chou, E. Y., & Murnighan, J. K. (2011). Games groups play: Mental models in intergroup conflict and negotiation. In J. Overbeck, M. A. Neale, & B. A. Mannix (Eds.), Research on managing groups and teams (Vol. 14, pp. 79-107). Bingley, United Kingdom: Emerald
    • (2011) Research on managing groups and teams , vol.14 , pp. 79-107
    • Halevy, N.1    Chou, E.Y.2    Murnighan, J.K.3
  • 38
    • 38149018800 scopus 로고    scopus 로고
    • Information acquisition in the iterated prisoner's dilemma game: An eye-tracking study
    • Proceedings of the 27th Annual Conference of the Cognitive Science Society Hillsdale, NJ: Erlbaum
    • Hristova, E., & Grinberg, M. (2005). Information acquisition in the iterated prisoner's dilemma game: An eye-tracking study. Proceedings of the 27th Annual Conference of the Cognitive Science Society (pp. 983-988) Hillsdale, NJ: Erlbaum
    • (2005) , pp. 983-988
    • Hristova, E.1    Grinberg, M.2
  • 39
    • 78751674214 scopus 로고    scopus 로고
    • Testing two explanations for the disjunction effect in Prisoner's Dilemma games: Complexity and quasimagical thinking
    • Proceedings of the 32th Annual Conference of the Cognitive Science Society. Portland, Oregon
    • Hristova, E., & Grinberg, M. (2010). Testing two explanations for the disjunction effect in Prisoner's Dilemma games: Complexity and quasimagical thinking. In Proceedings of the 32th Annual Conference of the Cognitive Science Society (pp. 332-337). Portland, Oregon
    • (2010) , pp. 332-337
    • Hristova, E.1    Grinberg, M.2
  • 40
    • 0037739162 scopus 로고    scopus 로고
    • Preferences in symmetries and symmetries in drawings drawings: Asymmetries between ages and sexes
    • Humphrey, D. (1997). Preferences in symmetries and symmetries in drawings drawings: Asymmetries between ages and sexes. Empirical Studies of the Arts, 15, 41-60
    • (1997) Empirical Studies of the Arts , vol.15 , pp. 41-60
    • Humphrey, D.1
  • 41
    • 0036272188 scopus 로고    scopus 로고
    • Detecting failures of backward induction: Monitoring information search in sequential bargaining
    • Johnson, E. J., Camerer, C., Sen, S., & Rymon, T. (2002). Detecting failures of backward induction: Monitoring information search in sequential bargaining. Journal of Economic Theory, 104, 16-47
    • (2002) Journal of Economic Theory , vol.104 , pp. 16-47
    • Johnson, E.J.1    Camerer, C.2    Sen, S.3    Rymon, T.4
  • 43
    • 0000125532 scopus 로고
    • Prospect theory: An analysis of decision under risk
    • Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47, 263-291
    • (1979) Econometrica , vol.47 , pp. 263-291
    • Kahneman, D.1    Tversky, A.2
  • 44
    • 85098046621 scopus 로고    scopus 로고
    • Conflict resolution: A cognitive perspective
    • D. Kahneman & A. Tversky (Eds.),. Cambridge, United Kingdom: Cambridge University Press
    • Kahneman, D., & Tversky, A. (2000). Conflict resolution: A cognitive perspective. In D. Kahneman & A. Tversky (Eds.), Choices, values, and frames (pp. 473-487). Cambridge, United Kingdom: Cambridge University Press
    • (2000) Choices, values, and frames , pp. 473-487
    • Kahneman, D.1    Tversky, A.2
  • 45
    • 21744446819 scopus 로고    scopus 로고
    • The "stimulus field" for interpersonal phenomena: The source of language and thought about interpersonal events
    • Kelley, H. H. (1997). The "stimulus field" for interpersonal phenomena: The source of language and thought about interpersonal events. Personality and Social Psychology Review, 1, 140-169
    • (1997) Personality and Social Psychology Review , vol.1 , pp. 140-169
    • Kelley, H.H.1
  • 49
    • 84895080748 scopus 로고
    • Kreps, D. (1990). Game theory and economic modeling. Oxford, England: Oxford University Press
    • (1990)
    • Kreps, D.1
  • 50
    • 0030118667 scopus 로고    scopus 로고
    • Motivated closing of the mind: "Seizing" and "freezing"
    • Kruglanski, A. W., & Webster, D. M. (1996). Motivated closing of the mind: "Seizing" and "freezing". Psychological Review, 103, 263-283
    • (1996) Psychological Review , vol.103 , pp. 263-283
    • Kruglanski, A.W.1    Webster, D.M.2
  • 51
    • 0034199404 scopus 로고    scopus 로고
    • The pleasures and pains of distinct self-construals: The role of interdependence in regulatory focus
    • Lee, A. Y., Aaker, J. L., & Gardner, W. L. (2000). The pleasures and pains of distinct self-construals: The role of interdependence in regulatory focus. Journal of Personality and Social Psychology, 78, 1122-1134
    • (2000) Journal of Personality and Social Psychology , vol.78 , pp. 1122-1134
    • Lee, A.Y.1    Aaker, J.L.2    Gardner, W.L.3
  • 52
    • 0033089176 scopus 로고    scopus 로고
    • Accounting for the effects of accountability
    • Lerner, J. S., & Tetlock, P. E. (1999). Accounting for the effects of accountability. Psychological Bulletin, 125, 255-275
    • (1999) Psychological Bulletin , vol.125 , pp. 255-275
    • Lerner, J.S.1    Tetlock, P.E.2
  • 54
    • 84935677951 scopus 로고
    • Anticipation and the valuation of delayed consumption
    • Loewenstein, G. (1987). Anticipation and the valuation of delayed consumption Economic Journal, 97, 666-684
    • (1987) Economic Journal , vol.97 , pp. 666-684
    • Loewenstein, G.1
  • 56
    • 84880357525 scopus 로고    scopus 로고
    • Attention and choice: A review on eye movements in decision making
    • Orquin, J. L., & Mueller Loose, S. M. (2013). Attention and choice: A review on eye movements in decision making. Acta Psychologica, 144, 190-206
    • (2013) Acta Psychologica , vol.144 , pp. 190-206
    • Orquin, J.L.1    Mueller Loose, S.M.2
  • 57
    • 84970348588 scopus 로고
    • Perceptual illusions and military realities: The nuclear arms race
    • Plous, S. (1985). Perceptual illusions and military realities: The nuclear arms race. Journal of Conflict Resolution, 29, 363-389
    • (1985) Journal of Conflict Resolution , vol.29 , pp. 363-389
    • Plous, S.1
  • 58
    • 0000832255 scopus 로고
    • Incorporating fairness into game theory and economics
    • Rabin, M. (1993). Incorporating fairness into game theory and economics American Economic Review, 83, 1281-1302
    • (1993) American Economic Review , vol.83 , pp. 1281-1302
    • Rabin, M.1
  • 59
    • 84866503922 scopus 로고    scopus 로고
    • Spontaneous giving and calculated greed
    • Rand, D. G., Greene, J. D., & Nowak, M. A. (2012). Spontaneous giving and calculated greed. Nature, 489, 427-430
    • (2012) Nature , vol.489 , pp. 427-430
    • Rand, D.G.1    Greene, J.D.2    Nowak, M.A.3
  • 60
    • 0014064342 scopus 로고
    • Exploiter, leader, hero, and martyr: The four archetypes of the 2 X 2 game
    • Rapoport, A. (1967). Exploiter, leader, hero, and martyr: The four archetypes of the 2 X 2 game. Behavioral Science, 12, 81-84
    • (1967) Behavioral Science , vol.12 , pp. 81-84
    • Rapoport, A.1
  • 61
    • 0000043598 scopus 로고
    • A taxonomy of 2X2 games
    • Rapoport, A., & Guyer, M. (1966). A taxonomy of 2X2 games. General Systems, 11, 203-214
    • (1966) General Systems , vol.11 , pp. 203-214
    • Rapoport, A.1    Guyer, M.2
  • 62
    • 0038350600 scopus 로고    scopus 로고
    • Reasons for the preference for symmetry
    • Reber, R. (2002). Reasons for the preference for symmetry. Behavioral and Brain Sciences, 25, 415-416
    • (2002) Behavioral and Brain Sciences , vol.25 , pp. 415-416
    • Reber, R.1
  • 63
    • 10844219729 scopus 로고    scopus 로고
    • Processing fluency and aesthetic pleasure: Is beauty in the perceiver's processing experience?
    • Reber, R., Schwartz, N., & Winkielman, P. (2004). Processing fluency and aesthetic pleasure: Is beauty in the perceiver's processing experience? Personality and Social Psychology Review, 8, 364-382
    • (2004) Personality and Social Psychology Review , vol.8 , pp. 364-382
    • Reber, R.1    Schwartz, N.2    Winkielman, P.3
  • 64
    • 54249102172 scopus 로고    scopus 로고
    • Reinvigorating the concept of situation in social psychology
    • Reis, H. (2008). Reinvigorating the concept of situation in social psychology Personality and Social Psychology Review, 12, 311-329
    • (2008) Personality and Social Psychology Review , vol.12 , pp. 311-329
    • Reis, H.1
  • 65
    • 70350136634 scopus 로고    scopus 로고
    • Identifying decision strategies in a consumer choice situation
    • Reisen, N., Hoffrage, U., & Mast, F. W. (2008). Identifying decision strategies in a consumer choice situation. Judgment and Decision Making, 3, 641-658
    • (2008) Judgment and Decision Making , vol.3 , pp. 641-658
    • Reisen, N.1    Hoffrage, U.2    Mast, F.W.3
  • 68
    • 0000989514 scopus 로고
    • Comments on the interpretation of game theory
    • Rubinstein, A. (1991). Comments on the interpretation of game theory Econometrica, 59, 909-924
    • (1991) Econometrica , vol.59 , pp. 909-924
    • Rubinstein, A.1
  • 73
    • 84895146442 scopus 로고    scopus 로고
    • Testing social preferences through differential attention to own and partner's payoffin a Prisoner's Dilemma game
    • Tanida, S., & Yamagishi, T. (2010). Testing social preferences through differential attention to own and partner's payoffin a Prisoner's Dilemma game. Letters on Evolutionary Behavioral Science, 1, 31-34
    • (2010) Letters on Evolutionary Behavioral Science , vol.1 , pp. 31-34
    • Tanida, S.1    Yamagishi, T.2
  • 74
    • 84895099485 scopus 로고    scopus 로고
    • Tobii Studio (Version, 3., 2) [Computer, software]., Stockholm, Sweden: Tobii, Technology
    • Tobii Studio (Version 3.2) [Computer software]. Stockholm, Sweden: Tobii Technology
  • 75
    • 0033407657 scopus 로고    scopus 로고
    • The pursuit of joint outcomes and equality in outcomes: An integrative model of social value orientations
    • Van Lange, P. A. M. (1999). The pursuit of joint outcomes and equality in outcomes: An integrative model of social value orientations. Journal of Personality and Social Psychology, 77, 337-349
    • (1999) Journal of Personality and Social Psychology , vol.77 , pp. 337-349
    • Van Lange, P.A.M.1
  • 77
    • 0002192287 scopus 로고
    • Consumer information processing for different information structures and formats
    • Van Raaij, F. W. (1977). Consumer information processing for different information structures and formats. Advances in Consumer Research, 4, 176-184
    • (1977) Advances in Consumer Research , vol.4 , pp. 176-184
    • Van Raaij, F.W.1
  • 79
    • 0041702224 scopus 로고    scopus 로고
    • Cultural conflict and merger failure: An experimental approach
    • Weber, R. A., & Camerer, C. F. (2003). Cultural conflict and merger failure: An experimental approach. Management Science, 49, 400-415
    • (2003) Management Science , vol.49 , pp. 400-415
    • Weber, R.A.1    Camerer, C.F.2
  • 80
    • 79251493440 scopus 로고    scopus 로고
    • Too much information: The perils of nondiagnostic information in negotiation
    • Wiltermuth, S. S., & Neale, M. A. (2011). Too much information: The perils of nondiagnostic information in negotiation. Journal of Applied Psychology, 96, 192-201
    • (2011) Journal of Applied Psychology , vol.96 , pp. 192-201
    • Wiltermuth, S.S.1    Neale, M.A.2
  • 81
    • 39749157722 scopus 로고    scopus 로고
    • Interindividual-intergroup discontinuity in the domain of correspondent outcomes: The roles of relativistic concern, perceived categorization, and the doctrine of mutual assured destruction
    • Wolf, S. T., Insko, C. A., Kirchner, J. L., & Wildschut, T. (2008) Interindividual-intergroup discontinuity in the domain of correspondent outcomes: The roles of relativistic concern, perceived categorization, and the doctrine of mutual assured destruction. Journal of Personality and Social Psychology, 94, 479-494
    • (2008) Journal of Personality and Social Psychology , vol.94 , pp. 479-494
    • Wolf, S.T.1    Insko, C.A.2    Kirchner, J.L.3    Wildschut, T.4


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.