The multiple roles of attitudes in decision making

The Routines of Decision Making

Volumn , Issue , 2014, Pages 101-116

  Sanbonmatsu, David M ^a   Prince, Kort C ^a   Vanous, Sam ^a   Posavac, Steven S ^b  

^a UNIVERSITY OF UTAH   (United States)

^b UNIVERSITY OF ROCHESTER   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84920811834     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.4324/9781410611826     Document Type: Chapter

References (74)

1. Abelson, R. P. (1982). Three modes of attitude-behavior consistency. In M. P. Zanna, E. T. Higgins, & C. P. Herman (Eds.), Consistency in social behavior: The Ontario Symposium (Vol. 2, pp. 131-146). Hillsdale, NJ: Lawrence Erlbaum Associates.
2. Ajzen, I., & Fishbein, M. (1980). Understanding attitudes and predicting social behavior. Englewood Cliffs, NJ: Prentice-Hall.
3. Anderson, N. H. (1974). Cognitive algebra. In L. Berkowitz (Ed.), Advances in experimental social psychology (pp. 1-101). New York: Academic Press.
4. Bargh, J. A., Chaiken, S., Govender, R., & Pratto, F. (1992). The generality of the automatic attitude activation effect. Journal of Personality and Social Psychology, 62, 893-912.
5. Bentler, P. M., & Speckart, G. (1979). Models of attitude-behavior relations. Psychological Review, 86, 452-464.
6. Betsch, T., Haberstroh, S., Glockner, A., Haar, T., & Fiedler, K. (2001). The effects of routine strength on adaptation and information search in recurrent decision making. Organizational Behavior and Human Decision Processes, 84, 23-53.
7. Betsch, T., Haberstroh, S., & Hohle, C. (2002). The effects of routine strength on adaptation and information search in recurrent decision making. Theory and Psychology, 12, 453-488.
8. Betsch, T., Plessner, H., Schwieren, C., & Gütig, R. (2001). I like it but I don’t know why: A value-account approach to implicit attitude formation. Personality and Social Psychology Bulletin, 27, 242-253.
9. Cacioppo, J. T., Gardner, W. L., & Berntson, G. G. (1997). Beyond bipolar conceptualizations and measures: The case of attitudes and evaluative space. Personality and Social Psychology Review, 1, 3-25.
10. Cacioppo, J. T., & Tassinary, L. G. (1989). The concept of attitudes: A psychophysiological analysis. In H. Wagner & A. Manstead (Eds.), Handbook of social psychophysiology (pp. 309-346). New York: Wiley.
11. Chaiken, S., & Baldwin, M. W. (1981). Affective-cognitive consistency and the effect of salient behavioral information on the self-perception of attitudes. Journal of Personality and Social Psychology, 41, 1-12.
12. Chaiken, S., Liberman, A., & Eagly, A. H. (1989). Heuristic and systematic processing within and beyond the persuasion context. In J. S. Uleman & J. A. Bargh (Eds.), Unintended thought (pp. 212-252). New York: Guilford.
13. Cooper, E., & Jahoda, M. (1947). The evasion of propaganda: How prejudiced people respond to anti-prejudice propaganda. Journal of Psychology, 23, 15-25.
14. Eagly, A. H. (1992). Uneven progress: Social psychology and the study of attitudes. Journal of Personality and Social Psychology, 63, 693-710.
15. Eagly, A. H., & Chaiken, S. (1993). The psychology of attitudes. Fort Worth, TX: Harcourt Brace Jovanovich.
16. Einhorn, H. J., & Hogarth, R. M. (1981). Behavioral decision theory: Processes of judgment and choice. Annual Review of Psychology, 32, 53-88.
17. Fazio, R. H. (1990). Multiple processes by which attitudes guide behavior: The MODE model as an integrative framework. In M. P. Zanna (Ed.), Advances in experimental social psychology (pp. 75-109). San Diego, CA: Academic Press.
18. Fazio, R. H., Sanbonmatsu, D. M., Powell, M., & Kardes, F. R. (1986). On the automatic activation of attitudes. Journal of Personality and Social Psychology, 50, 229-238.
19. Fazio, R. H., & Williams, C. J. (1986). Attitude accessibility as a mediator of the attitude- perception and attitude-behavior relations: An investigation of the 1984 presidential election. Journal of Personality and Social Psychology, 51, 505-514.
20. Fishbein, M. (1963). An investigation of the relationships between beliefs about an object and the attitude toward that object. Human Relations, 16, 233-240.
21. Fishburn, P. C. (1974). Lexicographic orders, utilities and decision rules: A survey. Management Science, 20, 1442-1471.
22. Fiske, S. T., & Pavelchak, M. A. (1986). Category based versus piecemeal-based affective responses: Developments in schema triggered affect. In R. M. Sorrentino & E. T. Higgins (Eds.), Handbook of motivation and cognition: Foundations of social behavior (pp. 167-203). New York: Guilford.
23. Frey, D. (1986). Recent research on selective exposure to information. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 19, pp. 41-80). San Diego, CA: Academic Press.
24. Gigerenzer, G., Todd, P. M., & the ABC Research Group. (1999). Simple heuristics that make us smart. Oxford: Oxford University Press.
25. Greenspoon, J. (1955). The reinforcing effect of two spoken sounds on the frequency of two responses. American Journal of Psychology, 68, 409-416.
26. Greenwald, A. G., &Banaji, M. R. (1995). Implicit social cognition: Attitudes, self-esteem, and stereotypes. Psychological Review, 102, 4-27.
27. Hastorf, A. H., &Cantril, H. (1954). They saw a game; A case study. Journal of Abnormal and Social Psychology, 49, 129-134.
28. Hatfield, E., & Sprecher, S. (1986). Measuring passionate love in intimate relationships. Journal of Adolescence, 9, 383-410.
29. Houston, D. A., & Fazio, R. H. (1989). Biased processing as a function of attitude accessibility: Making objective judgments subjectively. Social Cognition, 7, 51-66.
30. Kahneman, D., & Miller, D. T. (1986). Norm theory: Comparing reality to its alternatives. Psychological Review, 93, 136-153.
31. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision under risk. Econometrica, 47, 263-291.
32. Katz, D. (1960). The functional approach to the study of attitudes. Public Opinion Quarterly, 24, 163-204.
33. Klein, G. (1999). Sources of power: How people make decisions. Cambridge, MA: MIT Press.
34. Kruglanski, A. W. (2001). That Avision thing@: The state of theory in social and personality psychology at the edge of the new millennium. Journal of Personality and Social Psychology, 80, 871-875.
35. Kruglanski, A. W., & Freund, T. (1983). The freezing and unfreezing of lay-inferences: Effects on impressional primacy, ethnic stereotyping, and numerical anchoring. Journal of Experimental Social Psychology, 19, 448-468.
36. Kunda, Z. (1990). The case for motivated reasoning. Psychological Bulletin, 108, 480-498.
37. Lazarus, R. S. (1966). Psychological stress and the coping process. New York: McGraw-Hill.
38. Liska, A. E. (1984). A critical examination of the causal structure of the Fishbein/Ajzen attitude- behavior model. Social Psychology Quarterly, 47, 61-74.
39. Lord, C. G., &Lepper, M. R. (1999). Attitude representation theory. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 31, pp. 265-343). San Diego, CA: Academic Press.
40. Lord, C. G., Ross, L., &Lepper, M. R. (1979). Biased assimilation and attitude polarization: The effects of prior theories on subsequently considered evidence. Journal of Personality and Social Psychology, 37, 2098-2109.
41. Lynch, J. G., Marmorstein, H., & Weigold, M. F. (1988). Choices from sets including remembered attributes and prior overall evaluations. Journal of Consumer Research, 15, 169-184.
42. McGuire, W. J. (1985). Attitudes and attitude change. In G. Lindzey & E. Aronson (Eds.), Handbook of social psychology (3rd ed., Vol. 2, pp. 233-346). New York: Random House.
43. Oskamp, S. (1977). Attitudes and opinions. Englewood Cliffs, NJ: Prentice-Hall.
44. Ouellette, J. A., & Wood, W. (1998). Habit and intention in everyday life: The multiple processes by which past behavior predicts future behavior. Psychological Bulletin, 124, 54-74.
45. Payne, J. W. (1976). Task complexity and contingent processing in decision making: An information search and protocol analysis. Organizational Behavior and Human Decision Processes, 16, 366-387.
46. Payne, J. W., Bettman, J. R., & Johnson, E. J. (1993). The adaptive decision maker. New York: Cambridge University Press.
47. Petty, R. E., & Cacioppo, J. T. (1981). Attitudes and persuasion: Classic and contemporary approaches. Dubuque, IA: William C. Brown.
48. Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 19, pp. 123-205). San Diego, CA: Academic Press.
49. Posavac, S. S., Sanbonmatsu, D. M., & Fazio, R. H. (1997). Considering the best choice: Effects of the salience and accessibility of alternatives on attitude-decision consistency. Journal of Personality and Social Psychology, 72, 253-261.
50. Pratkanis, A. R., & Greenwald, A. G. (1989). A sociocognitive model of attitude structure and function. Advances in Experimental Social Psychology, 22, 245-285.
51. Russo, J. E., & Dosher, B. A. (1983). Strategies for multiattribute binary choice. Journal of Experiment Psychology: Learning, Memory, and Cognition, 9, 676-696.
52. Sanbonmatsu, D. M., & Fazio, R. H. (1990). The role of attitudes in memory-based decision making. Journal of Personality and Social Psychology, 59, 614-622.
53. Sanbonmatsu, D. M., Kardes, F. R., & Gibson, B. D. (1991). The role of attribute knowledge and overall evaluations in comparative judgment. Organizational Behavior and Human Decision Processes, 48, 131-146.
54. Sanbonmatsu, D. M., Kardes, F. R., & Sansone, C. (1991). Remembering less and inferring more: The effects of the timing of judgment on inferences about unknown attributes. Journal of Personality and Social Psychology, 61, 546-554.
55. Sanbonmatsu, D. M., Posavac, S. S., Kardes, F. R., & Mantel, S. (1998). Selective hypothesis testing. Psychonomic Bulletin and Review, 5, 197-220.
56. Savage, L. J. (1954). The foundations of statistics. New York: Wiley.
57. Shavitt, S. (1990). The role of attitude objects in attitude functions. Journal of Experimental Social Psychology, 26, 124-148.
58. Shiffrin, R. M., & Schneider, W. (1977). Controlled and automatic human information processing: II. Perceptual learning, automatic attending, and general theory. Psychology Review, 84, 127-190.
59. Skinner, B. F. (1938). The behavior of organisms: An experimental analysis. New York: Appleton- Century-Crofts.
60. Slovic, P., Lichtenstein, S., & Fischhoff, B. (1985). Decision making. In R. C. Atkinson, R. J. Hernstein, G. D. Lindsey, & R. D. Luce (Eds.), Handbook of experimental psychology (Vol. 2, pp. 673-738). New York: Wiley.
61. Smith, E. R., Branscombe, N. R., & Bormann, C. (1988). Generality of the effects of practice on social judgment tasks. Journal of Personality and Social Psychology, 54, 385-395.
62. Smith, E. R., Fazio, R. H., & Cejka, M. A. (1996). Accessible attitudes influence categorization of multiply categorizable objects. Journal of Personality and Social Psychology, 71, 888-898.
63. Tesser, A. (1978). Self-generated attitude change. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 11, pp. 289-338). San Diego, CA: Academic Press.
64. Thompson, M. M., Zanna, M. P., & Griffin, D. W. (1995). Let’s not be indifferent about (attitudinal) ambivalence. In R. E. Petty & J. A. Krosnick (Eds.), Attitudinal strength: Antecedents and consequences (pp. 361-386). Hillsdale, NJ: Lawrence Erlbaum Associates.
65. Triandis, H. C. (1980). Values, attitudes, and interpersonal behavior. In H. E. Howe, Jr., & M. M. Page (Eds.), Nebraska Symposium on Motivation (Vol. 27, pp. 195-259). Lincoln: University of Nebraska Press.
66. Tversky, A. (1972). Elimination by aspects: A theory of choice. Psychological Review, 79, 281-299.
67. Tversky, A., Sattath, S., & Slovic, P. (1988). Contingent weighting in judgment and choice. Psychological Review, 95, 371-384.
68. Verplanken, B., Aarts, H., van Knippenberg, A., & van Knippenberg, C. (1994). Attitude vs general habit: Antecedents of travel mode choice. Journal of Applied Social Psychology, 24, 285-300.
69. Von Neumann, J., & Morgenstern, O. (1947). Theory of games and economic behavior. Princeton, NJ: Princeton University Press.
70. Wilson, T. D., Dunn, D. S., Kraft, D., & Lisle, D. J. (1989). Introspection, attitude change, and atti- tude-behavior consistency: The disruptive effects of explaining why we feel the way we do. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 22, pp. 287-338). San Diego, CA: Academic Press.
71. Wilson, T. D., Lindsey, S., & Schooler, T. Y. (2000). A model of dual attitudes. Psychological Review, 107, 101-126.
72. Wood, W. (1982). Retrieval of attitude relevant information from memory: Effects on susceptibility to persuasion and on intrinsic motivation. Journal of Personality and Social Psychology, 42, 798-810.
73. Zajonc, R. B. (1980). Feeling and thinking: Preferences need no inferences. American Psychologist, 35, 151-175.
74. Zanna, M. P., &Rempel, J. K. (1988). Attitudes: A new look at an old concept. In D. Bar Tal & A. W. Kruglanski (Eds.), The social psychology of knowledge (pp. 315-334). Cambridge, England: Cambridge University Press.