Overcoming The Inevitable Anchoring Effect : Considering The Opposite Compensates for Selective Accessibility  

Oleh:

Strack, Fritz ; Pfeiffer, Tim ; Mussweiler, Thomas

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 26 no. 9 (2000), page 1142-1150.
Topik: selective attention; selective accessibility; opposite compensates; inevitable; anchoring effect
Fulltext: 1142PSPB269.pdf (71.31KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.8 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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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 demonstrated 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.

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