Article1997

Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility.

981 citations0/0 files storedJournal of Personality and Social Psychology

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Decision-Making and Behavioral Economics Social and Intergroup Psychology Psychology of Social Influence

Abstract

Results of 3 studies support the notion that anchoring is a special case of semantic priming; specifically, information that is activated to solve a comparative anchoring task will subsequently be more accessible when participants make absolute judgments. By using the logic of priming research, in Study 1 the authors showed that the strength of the anchor effect depends on the applicability of activated information. Study 2 revealed a contrast effect when the activated information was not representative for the absolute judgment and the targets of the 2 judgment tasks were sufficiently different. Study 3 demonstrated that generating absolute judgments requires more time when comparative judgments include an implausible anchor and can therefore be made without relevant target information that would otherwise be accessible.

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References

1975Judgment under Uncertainty: Heuristics and Biases 1983Extensional versus intuitive reasoning: The conjunction fallacy in probability judgment.1987Confirmation, disconfirmation, and information in hypothesis testing.1994The psychology of judgment and decision making 1987Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions 1983The freezing and unfreezing of lay-inferences: Effects on impressional primacy, ethnic stereotyping, and numerical anchoring

Cited by

2004Reflective and Impulsive Determinants of Social Behavior 2003"Coherent Arbitrariness": Stable Demand Curves Without Stable Preferences 2003Comparison processes in social judgment: Mechanisms and consequences.2010A literature review of the anchoring effect 1996CURRENT RESEARCH IN SOCIAL PSYCHOLOGY 2006The Anchoring-and-Adjustment Heuristic 2003MAPS OF BOUNDED RATIONALITY: A PERSPECTIVE ON INTUITIVE JUDGMENT AND CHOICE 2001First offers as anchors: The role of perspective-taking and negotiator focus.

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