Initiating Salary Discussions With an Extreme Request: Anchoring Effects on Initial Salary Offers1

Todd J. Thorsteinson

19 citations0/0 files storedJournal of Applied Social Psychology

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Decision-Making and Behavioral Economics Experimental Behavioral Economics Studies Psychology of Social Influence

Abstract

Two studies were conducted to examine the effects of implausible anchors on initial salary offers. Participants provided a salary offer to a candidate after receiving a relevant anchor and an implausible anchor. The results of Study 1 indicated that a high implausible anchor influenced salary offers, even in the presence of the relevant anchor. Study 2 examined whether a more extreme implausible anchor would also affect salary offers. The results indicated that both the high anchor and the extremely high anchor led to higher salary offers than did the control condition.

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References

1974Judgment under Uncertainty: Heuristics and Biases 1986Judgment in Managerial Decision Making 1984The effects of involvement on responses to argument quantity and quality: Central and peripheral routes to persuasion.2003"Coherent Arbitrariness": Stable Demand Curves Without Stable Preferences 1983In defense of external invalidity.1987Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions 1997Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility.2006Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask

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2015Resisting anchoring effects: The roles of metric and mapping knowledge 2019Are Big Five Traits and Facets Associated With Anchoring Susceptibility?2022Hanging the Anchor Off a New Ship: A Meta-Analysis of Anchoring Effects 2024Information simplification and default choices improve financial decisions: A credit card statement experiment.2024Measurements of Susceptibility to Anchoring are Unreliable

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