Head Over the Heart or Heart Over the Head? Cognitive Experiential Self‐Theory and Extralegal Heuristics in Juror Decision Making1

Abstract

Cognitive experiential self‐theory (CEST), which maintains that information can be processed in both an experiential (emotional) and a rational mode. Experiential processing fosters a reliance on heuristic cues. Previous research has demonstrated that juror verdicts are influenced by a variety of extralegal heuristics, including a defendant attractiveness cue. This research examined whether experiential processing would produce a defendant‐attractiveness/leniency effect. Before awarding monetary damages in a civil trial, participants were motivated to think either rationally or experientially and were shown a photograph of either a high‐ or low‐attractiveness defendant. Experiential mode participants awarded significantly lower damages to the plaintiff when the defendant was attractive, but the attractiveness‐leniency effect was not operative for rational mode participants.

Cite this work

No public copy is stored for this record, so only the metadata is cited.

Stored only when both papers are in the corpus — 71 citations exist upstream.

Papers that cite the same references — the relational fallback while embeddings are still backfilling.