Cited by 175Decision-Making and Behavioral EconomicsNeural and Behavioral Psychology StudiesBehavioral Health and Interventions

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Decisions Under Distress: Stress Profiles Influence Anchoring and Adjustment

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Kassam, Karim S., Koslov, Katrina, Mendes, Wendy Berry·2009·Psychological Science

DOI 10.1111/j.1467-9280.2009.02455.xPMC PMC2858778

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Abstract

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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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
DOI: 10.1111/j.1467-9280.2009.02455.x
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
Licence: journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
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

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Decisions Under Distress: Stress Profiles Influence Anchoring and Adjustment

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