In:
Personality and Social Psychology Bulletin, SAGE Publications, Vol. 26, No. 9 ( 2000-11), p. 1142-1150
Abstract:
Anchoring effects—the assimilation of a numeric estimate to a previously considered standard—have proved to be remarkably robust. Results of two studies, however, demonstrate that anchoring can be reduced by applying a consider-the-opposite strategy. Based on the Selective Accessibility Model, which assumes that anchoring is mediated by the selectively increased accessibility of anchor-consistent knowledge, the authors hypothesized that increasing the accessibility of anchor-inconsistent knowledge mitigates the effect. Considering the opposite (i.e., generating reasons why an anchor is inappropriate) fulfills this objective and consequently proves to be a successful corrective strategy. In a real-world setting using experts as participants, Study 1 dem-onstrated that listing arguments that speak against a provided anchor value reduces the effect. Study 2 further revealed that the effects of anchoring and considering the opposite are additive.
Type of Medium:
Online Resource
ISSN:
0146-1672
,
1552-7433
DOI:
10.1177/01461672002611010
Language:
English
Publisher:
SAGE Publications
Publication Date:
2000
detail.hit.zdb_id:
2047603-6
SSG:
5,2
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