Decisions Under Distress: Stress Profiles Influence Anchoring and Adjustment
Open accessAbstract
People frequently make decisions under stress. Understanding how stress affects decision making is complicated by the fact that not all stress responses are created equal. Challenge states, for example, occur when individuals appraise a stressful situation as demanding, but believe they have the personal resources to cope, and are characterized by efficient cardiovascular reactivity and approach motivation. Threat states, in contrast, occur when situational demands are perceived to outweigh resources and are characterized by less efficient cardiovascular reactivity and withdrawal motivation. We randomly assigned participants to social-feedback conditions (i.e., positive or negative feedback) designed to engender challenge or threat, or a no-stress condition. Participants then completed an anchoring-and-adjustment questionnaire. Those assigned to the challenge condition adjusted more from self-generated anchors than those assigned to the threat condition. Cardiovascular responses mediated the relationship between condition and adjustment. This study demonstrates the importance of considering profiles of cardiovascular reactivity when examining the influence of stress on decision making.
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Challenge, relative to threat, states have been associated with better decision-making, higher perceived social standing, more approach-oriented behavior, and increased positive affect.
“For example, challenge, relative to threat, states have been associated with better decision-making (Kassam et al., 2009), higher perceived social standing (Scheepers et al., 2012), more approach-oriented behavior, and increased positive affect (Mendes et al., 2008).”
From More than a feeling: A unified view of stress measurement for population science (2018) · cites this paper as Kassam et al., 2009
Men and women do not reliably show differences in patterning of physiologic responses during acute stress.
“Further, men and women do not reliably show differences in patterning of physiologic responses during acute stress, so there is little evidence that there are sex differences in general approach versus avoidant (challenge versus threat) physiologic patterns (Mendes et al., 2008; Kassam et al., 2009; Jamieson et al., 2012).”
From More than a feeling: A unified view of stress measurement for population science (2018) · cites this paper as Kassam et al., 2009
The Method section reports that the sample included 71 women and 32 men, and the Results discuss cardiovascular responses by feedback condition. Neither section reports a comparison of men's and women's physiological response patterns. Searches for sex or gender differences in challenge and threat responses found no such analysis in our copy. (LLM, conf=0.73)
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- Authors
- Kassam, K. S., Koslov, K., & Mendes, W. B.
- Affiliations
- Harvard University (US)
- Corresponding author
- Mendes, Wendy Berry
- ORCID
- Mendes, Wendy Berry
- Venue
- Psychological Science
- Publisher
- SAGE Publications
- Published
- 2009-11
- Volume
- 20
- Issue
- 11
- Pages
- 1394-1399
- ISSN
- 0956-7976 (ISSN-L)
- 1467-9280
- PMC
- PMC2858778
- OpenAlex
- W2132965657
- Semantic Scholar
- bb552f007a6e75a5b9203286813bab750d7c8570
- Cited by
- 175
- References
- 38
- Citations by year
- 2026: 5 · 2025: 5 · 2024: 9 · 2023: 7 · 2022: 13 · 2021: 11 · 2020: 8 · 2019: 6 · 2018: 13 · 2017: 15 · 2016: 13 · 2015: 12 · 2014: 17 · 2013: 14 · 2012: 11
- FWCI
- 5.26
- Type
- journal article
- Language
- en
- Open access
- green
- www.ncbi.nlm.nih.gov
- Locations
- Psychological Science (publishedVersion)
- PubMed (publishedVersion)
- PubMed Central (acceptedVersion)
- Funders
- National Heart, Lung, and Blood Institute (R01HL079383)
- Topics
- Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
- Life Sciences › Neuroscience › Cognitive Neuroscience › Neural and Behavioral Psychology Studies
- Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
- Keywords
- stress, decision-making, cardiovascular reactivity, anchoring and adjustment, social feedback, approach motivation, mediation
- MeSH terms
- Adaptation, Psychological, Adult, Arousal, Cardiac Output, Decision Making, Electrocardiography, Female, Heart Rate, Humans, Male, Motivation, Parasympathetic Nervous System, Problem Solving, Signal Processing, Computer-Assisted, Speech, Sympathetic Nervous System, Intuition, Self Efficacy, Feedback, Psychological, Young Adult
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
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