The DOI matches its Crossref record; 5 of the 5 references it cites were found in a registry or an index.
Putting Adjustment Back in the Anchoring and Adjustment Heuristic: Differential Processing of Self-Generated and Experimenter-Provided Anchors
Abstract
People's estimates of uncertain quantities are commonly influenced by irrelevant values. These anchoring effects were originally explained as insufficient adjustment away from an initial anchor value. The existing literature provides little support for the postulated process of adjustment, however, and a consensus that none takes place seems to be emerging. We argue that this conclusion is premature, and we present evidence that insufficient adjustment produces anchoring effects when the anchors are self-generated. In Study 1, participants' verbal reports made reference to adjustment only from self-generated anchors. In Studies 2 and 3, participants induced to accept values by nodding their heads gave answers that were closer to an anchor (i.e., they adjusted less) than participants induced to deny values by shaking their heads—again, only when the anchor was self-generated. These results suggest it is time to reintroduce anchoring and adjustment as an explanation for some judgments under uncertainty.
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Tversky, A., & Kahneman, D. (1974) · Science · doi:10.1126/science.185.4157.1124 · Cited by 28,810
Judgment under Uncertainty: Heuristics and Biases
Tversky, A., & Kahneman, D. (1975) · Utility, Probability, and Human Decision Making · doi:10.1007/978-94-010-1834-0_8 · Cited by 22,650
Telling more than we can know: Verbal reports on mental processes.
Nisbett, R. E., & Wilson, T. D. (1977) · Psychological Review · doi:10.1037/0033-295x.84.3.231 · Cited by 11,317 · cited 1×
“One might be concerned, however, about relying on participants’ self-reports given the widespread doubts about whether people can accurately report on their own mental processes (Nisbett & Wilson, 1977).”
BackgroundCacioppo, J. T., Priester, J. R., & Berntson, G. G. (1993) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.65.1.5 · Cited by 871
The influence of motor processes on attitudes toward novel versus familiar semantic stimuli
Priester, J. R., Cacioppo, J. T., & Petty, R. E. (1996) · Personality and Social Psychology Bulletin · doi:10.1177/0146167296225002 · Cited by 144
Cited by
Representativeness revisited: Attribute substitution in intuitive judgment.
Kahneman, D., & Frederick, S. (2002) · Heuristics and Biases · doi:10.1017/cbo9780511808098.004 · Cited by 3,476
Slovic, P., Finucane, M., Peters, E., & MacGregor, D. G. (2002) · Heuristics and Biases · doi:10.1017/cbo9780511808098.025 · Cited by 2,349
Perspective Taking as Egocentric Anchoring and Adjustment.
Epley, N., Keysar, B., Van Boven, L., & Gilovich, T. (2004) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.87.3.327 · Cited by 1,315
Self-citationA literature review of the anchoring effect
Furnham, A., & Boo, H. C. (2011) · The Journal of Socio-Economics · doi:10.1016/j.socec.2010.10.008 · Cited by 1,179
The Anchoring-and-Adjustment Heuristic: Why the Adjustments Are Insufficient
Epley, N., & Gilovich, T. (2006) · Psychological Science · doi:10.1111/j.1467-9280.2006.01704.x · Cited by 920
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Metadata
- Authors
- Epley, N., & Gilovich, T.
- Venue
- Psychological Science
- Publisher
- SAGE Publications
- Published
- 2001-09
- Volume
- 12
- Issue
- 5
- Pages
- 391-396
- ISSN
- 0956-7976 (ISSN-L)
- 1467-9280
- OpenAlex
- W2146161689
- Cited by
- 705
- References
- 5
- FWCI
- 18.27
- Type
- journal article
- Language
- en
- Open access
- closed
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