A Tale of Tuned Decks? Anchoring as Accessibility and Anchoring as Adjustment
Published 1 January 2004
Nicholas Epley
Citations101
Generate an AI Snapshot to get a quick, structured summary of this paper.
Study Snapshot
ObjectiveStudy objective
MethodsResearch methodology
PopulationPopulation studied
Sample sizeSample sizes
OutcomesStudy outcomes here
ResultsStudy results comes here
LimitationsResearch study limitations comes here
A concise AI-generated summary of the paper will appear here once you click Generate AI Snapshot.
Abstract
This chapter contains section titled: Introduction Anchors Aweigh Heuristics versus Biases Understanding the Paradigm: Anchoring as Accessibility Extending the Paradigm: Accessibility in Everyday Life Understanding the Heuristic: Anchoring as Adjustment Extending the Heuristic: Adjustment in Everyday Life The Future of an Illusion
Keywords
Social SciencesDecision Sciences
ScienceJudgment under Uncertainty: Heuristics and Biases
28,003 Citations1974Amos Tversky, Daniel Kahneman
Three heuristics that are employed in making judgements under uncertainty are described: representativeness, availability of instances or scenarios, which is often employed when people are asked to assess the frequency of a class or the plausibility of a particular development.
Psychological ReviewFeatures of similarity.
7,287 Citations1977Amos Tversky
The metric and dimensional assumptions that underlie the geometric representation of similarity are questioned on both theoretical and empirical grounds and a set of qualitative assumptions are shown to imply the contrast model, which expresses the similarity between objects as a linear combination of the measures of their common and distinctive features.
Journal of Experimental Social PsychologyThe “false consensus effect”: An egocentric bias in social perception and attribution processes
3,189 Citations1977Lee Ross, David Greene +1 more
Psychological ReviewConfirmation, disconfirmation, and information in hypothesis testing.
2,055 Citations1987Joshua Klayman, Young-Won Ha
Cognitive PsychologyThe weighing of evidence and the determinants of confidence
1,891 Citations1992Dale W. Griffin, Amos Tversky
Psychological BulletinThe correspondence bias.
1,818 Citations1995Daniel T. Gilbert, Patrick S. Malone
An intellectual history of the correspondence bias is sketched, 4 mechanisms (lack of awareness, unrealistic expectations, inflated categorizations, and incomplete corrections) that produce distinct forms of correspondence bias are described, and how the consequences of correspondence-biased inferences may perpetuate such inferences are discussed.
Psychological ReviewComparison processes in social judgment: Mechanisms and consequences.
1,328 Citations2003Thomas Mussweiler
It is argued that to understand the variable consequences of comparison, one has to examine what target knowledge is activated during the comparison process, which is conceptualized in a selective accessibility model that distinguishes 2 fundamental comparison processes.
Organizational Behavior and Human Decision ProcessesExperts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions
1,075 Citations1987Gregory B. Northcraft, Margaret A. Neale
ScienceA Neural Basis for General Intelligence
1,045 Citations2000John S. Duncan, Rüdiger J. Seitz +6 more
The results suggest that "general intelligence" derives from a specific frontal system important in the control of diverse forms of behavior that is associated with selective recruitment of lateral frontal cortex in one or both hemisphere.
Journal of Personality and Social PsychologyExplaining the enigmatic anchoring effect: Mechanisms of selective accessibility.
935 Citations1997Fritz Strack, Thomas Mussweiler
Journal of Personality and Social PsychologyRudimentary determinants of attitudes: II. Arm flexion and extension have differential effects on attitudes.
823 Citations1993John T. Cacioppo, Joseph R. Priester +1 more
A possible role for nondeclarative memory in attitude formation is suggested after it was found that ideographs presented during arm flexion were subsequently ranked more positively than ideographs present during arm extension when the Ss' task was to evaluate the ideographs when they were presented initially.
Psychological BulletinHow we know—and sometimes misjudge—what others know: Imputing one's own knowledge to others.
792 Citations1999Raymond S. Nickerson
Journal of Personality and Social PsychologyFirst offers as anchors: The role of perspective-taking and negotiator focus.
791 Citations2001Adam D. Galinsky, Thomas Mussweiler
Three experiments explored the role of first offers, perspective-taking, and negotiator self-focus in determining distributive outcomes in a negotiation, finding whichever party, the buyer or seller, made the 1st offer obtained a better outcome.
Personality and Social Psychology BulletinMeasures of Anchoring in Estimation Tasks
758 Citations1995Karen E. Jacowitz, Daniel Kahneman
Psychological SciencePutting Adjustment Back in the Anchoring and Adjustment Heuristic: Differential Processing of Self-Generated and Experimenter-Provided Anchors
710 Citations2001Nicholas Epley, Thomas Gilovich
Evidence is presented that insufficient adjustment produces anchoring effects when the anchors are self-generated, and it is suggested it is time to reintroduce anchoring and adjustment as an explanation for some judgments under uncertainty.
Journal of Experimental Social PsychologyHypothesis-Consistent Testing and Semantic Priming in the Anchoring Paradigm: A Selective Accessibility Model
596 Citations1999Thomas Mussweiler, Fritz Strack
Organizational Behavior and Human Decision ProcessesAnchoring, Activation, and the Construction of Values
588 Citations1999Gretchen B. Chapman, Eric J. Johnson
This work suggests that anchors affect judgments by increasing the availability and construction of features that the anchor and target hold in common and reducing the availability of features of the target that differ from the anchor.
Personality and Social Psychology BulletinOvercoming the Inevitable Anchoring Effect: Considering the Opposite Compensates for Selective Accessibility
561 Citations2000Thomas Mussweiler, Fritz Strack +1 more
Psychological BulletinDo people know how others view them? An empirical and theoretical account.
497 Citations1993David A. Kenny, Bella M. DePaulo
It is argued that people determine how others view them not from the feedback that they receive from others but from their own self-perceptions and that people overestimate the degree of consistency in the ways that different targets view them.
Basic and Applied Social PsychologyThe Effects of Over Head Movements on Persuasion: Compatibility and Incompatibility of Responses
487 Citations1980Gary L. Wells, Richard E. Petty
Journal of Personality and Social PsychologyThe spotlight effect in social judgment: An egocentric bias in estimates of the salience of one's own actions and appearance.
473 Citations2000Thomas Gilovich, Victoria Husted Medvec +1 more
Journal of Experimental Psychology Human Perception & PerformanceOn the psychology of experimental surprises.
466 Citations1977Paul Slovic, Baruch Fischhoff
Psychological ReviewUnpacking, repacking, and anchoring: Advances in support theory.
437 Citations1997Yuval Rottenstreich, Amos Tversky
Organizational Behavior and Human Decision ProcessesThe Future Is Now: Temporal Correction in Affective Forecasting
435 Citations2002Daniel T. Gilbert, Michael J. Gill +1 more
Cambridge University Press eBooksIncorporating the Irrelevant: Anchors in Judgments of Belief and Value
413 Citations2002Gretchen B. Chapman, Eric J. Johnson
Journal of Experimental Psychology Human Perception & PerformancePerceived informativeness of facts.
389 Citations1977Baruch Fischhoff
Journal of Behavioral Decision MakingThe limits of anchoring
388 Citations1994Gretchen B. Chapman, Eric J. Johnson
Trends in Cognitive SciencesThe disunity of consciousness
338 Citations2003S Zeki
It is proposed that the quest for the NCC will remain elusive until it is acknowledged that consciousness is not a unity, and that there are instead many consciousnesses that are distributed in time and space.
Journal of Personality and Social PsychologyEgocentric empathy gaps between owners and buyers: Misperceptions of the endowment effect.
324 Citations2000Leaf Van Boven, David Dunning +1 more
In 5 studies, the authors examined people's perceptions of the endowment effect, or the tendency to value an object more once one owns it, and showed egocentric empathy gaps stem partly from people's misprediction of what their own valuation would be if they were in the other role.
Journal of Applied Social PsychologySentencing Under Uncertainty: Anchoring Effects in the Courtroom<sup>1</sup>
318 Citations2001Birte Enough, Thomas Mussweiler
Cognitive PsychologyThe Illusory Transparency of Intention: Linguistic Perspective Taking in Text
283 Citations1994Boaz Keysar
Data from four different experiments suggest that readers do use information that is perspective-irrelevant and thus pose a problem for theories of language use that assume readers only use "relevant" information.
Applied Cognitive PsychologyThe More You Ask For, the More You Get: Anchoring in Personal Injury Verdicts
281 Citations1996Gretchen B. Chapman, Brian H. Bornstein
Journal of Applied Social PsychologyThinking the Unthinkable: The Effects of Anchoring on Likelihood Estimates of Nuclear War<sup>1</sup>
248 Citations1989Scott Plous
Journal of Experimental Social PsychologyNumeric Judgments under Uncertainty: The Role of Knowledge in Anchoring
232 Citations2000Thomas Mussweiler, Fritz Strack
An apparatus which is capable of being used in the field is adapted to polish fiber end faces each terminated by a plurality of cylindrically shaped ferrule type connector plugs, causing relative motion between the plurality of plugs and the polishing surface to exist.
Organizational Behavior and Human Decision ProcessesOverconfidence in estimation: Testing the anchoring-and-adjustment hypothesis
208 Citations1991Richard A. Block, David R. Harper
Journal of Marketing ResearchAn Anchoring and Adjustment Model of Purchase Quantity Decisions
208 Citations1998Brian Wansink, Robert J. Kent +1 more
Personality and Social Psychology BulletinAre Adjustments Insufficient?
207 Citations2004Nicholas Epley, Thomas Gilovich
Evidence is provided of adjustment-based Anchoring effects similar to the accessibility-based anchoring effects observed in the traditional anchoring paradigm, supporting theories of social judgment that rely on mechanisms of insufficient adjustment.
Journal of Personality and Social PsychologyPerspective Taking as Egocentric Anchoring and Adjustment.
193 Citations2004Nicholas Epley, Boaz Keysar +2 more
The authors propose that people adopt others' perspectives by serially adjusting from their own, and estimates of others' perceptions were consistent with one's own but differed in a manner consistent with serial adjustment.
Organizational Behavior and Human Decision ProcessesThe Semantics of Anchoring
188 Citations2001Thomas Mussweiler, Fritz Strack
Organizational Behavior and Human Decision ProcessesJudgment processes in motivation: Anchoring and adjustment effects on judgment and behavior
175 Citations1991Fred S. Switzer, Janet A. Sniezek
Journal of Experimental Social PsychologyImplications of Attitude Change Theories for Numerical Anchoring: Anchor Plausibility and the Limits of Anchor Effectiveness
154 Citations2001Duane T. Wegener, Richard E. Petty +2 more
Journal of Experimental Psychology Learning Memory and CognitionHypothesis generation and confidence in judgment.
153 Citations1994Derek J. Koehler
Organizational Behavior and Human Decision ProcessesIs 7300 m Equal to 7.3 km? Same Semantics but Different Anchoring Effects
140 Citations2000Kin Fai Ellick Wong, Jessica Yuk Yee Kwong
The three experiments provided converging support for the hypothesis that an anchor is superficially represented as absolute value plus affix in short-term memory.
Social CognitionConsidering The Impossible: Explaining The Effects of Implausible Anchors
119 Citations2001Thomas Mussweiler, Fritz Strack
Journal of Personality and Social PsychologyProcessing alternative explanations of behavior: Correction or integration?
113 Citations2000Yaacov Trope, Ruth Gaunt
The results showed that cognitive load eliminated discounting when situational information was low in salience, accessibility, or specificity, however, when situational Information was more salient, accessible, or specific, it produced strong discounting effects even when perceivers were under cognitive load.
Journal of Behavioral Decision MakingThe fragile basic anchoring effect
110 Citations2002Noel T. Brewer, Gretchen B. Chapman
Psychological ScienceThe Momentary Realist
85 Citations2000Daniel T. Gilbert, Michael J. Gill
Two studies demonstrate that people initially take their subjective experience of an object as an accurate reflection of the object's properties, and only subsequently, occasionally, and effortfully consider the possibility that their experience was influenced by extraneous factors even when these factors are the person's own dispositions.
Cambridge University Press eBooksSelf-Anchoring in Conversation: Why Language Users Do Not Do What They “Should”
63 Citations2002Boaz Keysar, Dale J. Barr
