Context-Dependence in Legal Decision Making

Kelman, Mark; Rottenstreich, Yuval; Tversky, Amos

doi:10.1086/467979

Cited by 66 publications

(18 citation statements)

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“…The attraction effect is one of the most well-known and researched choice phenomena. Over the past 30 years, it has been replicated across numerous research domains, such as consumer behavior (for a review, see Frederick, Lee, & Baskin, 2014), memory (Maylor & Roberts, 2007), law (Kelman, Rottenstreich, & Tversky, 1996), policy (Herne, 1997), personnel assessment (Slaughter, Sinar, & Highhouse, 1999), and leadership (Moran & Meyer, 2006), using various types of choice problems, in choice sets characterized by numerically indexed attributes (Frederick et al, 2014;Huber & Puto, 1983;Huber et al, 1982;Simonson, 1989) and with perceptual attributes (Trueblood, 2012;Trueblood, Brown, Heathcote, & Busemeyer, 2013;Trueblood & Pettibone, 2017), with hypothetical and real consequences, and with various subject populations. The attraction effect was originally used to demonstrate a violation of the regularity axiom (according to which the probability of choosing an option cannot be increased by adding another option to the choice set; Luce, 1977).…”

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confidence: 99%

The Attraction Effect in Experience‐based Decisions

Hadar

Danziger

Hertwig

2018

Behavioral Decision Making

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Previous demonstrations of the attraction effect were limited to explicitly described attribute values (including numerically indexed attributes, such as gambles' outcomes and their likelihoods, or perceptual attributes, such as rectangles' height and width). However, in many real‐life decisions, such as the choice of a preferred grocer, people decide based on their past experience with the options' attributes (e.g., the frequency and magnitude of product discounts over time). We examine whether the attraction effect extends from description‐based to experience‐based choice between gambles. Our results demonstrate that the attraction effect exists but is less prevalent in experience‐based than in description‐based choice. This is because the dominance relationship, necessary for the attraction effect to occur, is more difficult to recognize in experience‐based choice. Yet, when dominance is recognized, people may use it to guide difficult trade‐off choices. We discuss practical implications. Copyright © 2018 John Wiley & Sons, Ltd.

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confidence: 99%

The Attraction Effect in Experience‐based Decisions

Hadar

Danziger

Hertwig

2018

Behavioral Decision Making

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“…Frederick, Lee, and Baskin (FLB) test a few domains outside marketing, but many more exist. Kelman, Rottenstreich, and Tversky (1996) show context-dependent judgments in legal judgments, and Herne (1997) demonstrates decoy effects in policy judgments. For example, Slaughter, Sinar, and Highhouse (1999) report a study showing the asymmetric dominance effect in a personnel assessment task that involved video clips of performance.…”

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confidence: 99%

Let's be Honest about the Attraction Effect

Huber

Payne

Puto

2014

Journal of Marketing Research

135

104

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2014) argue that the conditions for obtaining the attraction effect are so restrictive that the practical validity of the attraction effect should be questioned. In this commentary, the authors first ground the attraction (asymmetric dominance) effect in its historical context as a test of an important theoretical assumption from rational choice theory. Drawing on the research reported by scholars from many fields of study, the authors argue that the finding of an asymmetric dominance effect remains robust because it holds when the conditions of the study are essentially replicated. Next, the authors identify some of the factors that mitigate (and amplify) the attraction effect and then position the effect into a larger theoretical debate involving the extent to which preferences are constructed versus merely revealed. The authors conclude by arguing that researchers who try to measure values as well as choice architects who attempt to shape values must be sensitive to the context-dependent properties of choice behavior, as illustrated by the attraction effect.

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“…For example, in an early experiment, participants rated weights as being lighter than they actually were, immediately after lifting a heavier weight (Sherif, Taub, & Hovland, ). Contrast effects have been found in areas ranging from legal decision making (Kelman, Rottenstreich, & Tversky, ) to consumer choice, where a product may appear to be less attractive than it would be when considered in isolation, when it is compared with much more attractive alternatives (Simonson & Tversky, ).…”

Section: Literature Reviewmentioning

confidence: 99%

Contrast effects in judgmental forecasting when assessing the implications of worst and best case scenarios

Goodwin

Gönül

Önkal

et al. 2019

Behavioral Decision Making

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Two experiments investigated whether individuals' forecasts of the demand for products and a stock market index assuming a best or worst case scenario depend on whether they have seen a single scenario in isolation or whether they have also seen a second scenario presenting an opposing view of the future. Normatively, scenarios should be regarded as belonging to different plausible future worlds so that the judged implications of one scenario should not be affected when other scenarios are available. However, the results provided evidence of contrast effects in that the presentation of a second “opposite” scenario led to more extreme forecasts consistent with the polarity of the original scenario. In addition, people were more confident about their forecasts based on a given scenario when two opposing scenarios were available. We examine the implications of our findings for the elicitation of point forecasts and judgmental prediction intervals and the biases that are often associated with them.

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Context-Dependence in Legal Decision Making

Cited by 66 publications

References 0 publications

The Attraction Effect in Experience‐based Decisions

The Attraction Effect in Experience‐based Decisions

Let's be Honest about the Attraction Effect

Contrast effects in judgmental forecasting when assessing the implications of worst and best case scenarios

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