Flexible Correction Processes in Social Judgment: Implications for Persuasion

Petty, Richard E.; Wegener, Duane T.; White, Paul H.

doi:10.1521/soco.1998.16.1.93

Cited by 97 publications

(105 citation statements)

References 14 publications

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“…information is processed heuristically (Chaiken and Maheshwaran 1994, Petty et al 1998, Simpson et al 2000, Cohen 2003, Menon and Blount 2003, Chang 2004, Pornpitakpan 2004, Kang and Herr 2006. As expected, our control variables suggest that sales decrease as Amazon's price increases (Chevalier andMayzlin 2006, Ghose et al 2006).…”

Section: Effects Of Identity Disclosure On Salessupporting

confidence: 58%

“…First, theory and extensive empirical evidence in psychology and marketing suggest that source characteristics have a direct impact on product evaluation regardless of the content of the message transmitted by the source (Hass 1981, Chaiken and Maheshwaran 1994, Petty et al 1998, Simpson et al 2000, Cohen 2003, Menon and Blount 2003, Chang 2004, Pornpitakpan 2004, Kang and Kerr 2006. Generally, these findings emerge when recipients process messages in a heuristic manner (whether because they are motivated, disposed, or contextually led to do so).…”

Section: Review Valence Identity Disclosure Andmentioning

confidence: 99%

“…On a theoretical level, the information processing literature has accumulated an extensive body of research suggesting that attributes of an information source have powerful effects on the way people respond to messages (Kelman 1961;Chaiken 1980Chaiken , 1987Hass 1981;Mackie et al 1990). Indeed, the information processing literature has repeatedly demonstrated that attributes of a message source often exert direct effects on message recipients' attitudes and behaviors, independent of the message content (e.g., Chaiken and Maheshwaran 1994, Petty et al 1998, Simpson et al 2000, Cohen 2003, Menon and Blount 2003, Chang 2004, Pornpitakpan 2004, Kang and Herr 2006. In a different literature, research on computer-mediated communication and virtual social contexts demonstrates that work outcomes are improved when virtual communicators exchange information about themselves as well as task-based information (Walther and Burgoon 1992;Spears and Lea 1992;Walther 1995Walther , 1996Jarvenpaa and Leidner 1999).…”

Section: Introductionmentioning

confidence: 99%

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Examining the Relationship Between Reviews and Sales: The Role of Reviewer Identity Disclosure in Electronic Markets

Forman

Ghose

Wiesenfeld

2008

Information Systems Research

1,323

828

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C onsumer-generated product reviews have proliferated online, driven by the notion that consumers' decision to purchase or not purchase a product is based on the positive or negative information about that product they obtain from fellow consumers. Using research on information processing as a foundation, we suggest that in the context of an online community, reviewer disclosure of identity-descriptive information is used by consumers to supplement or replace product information when making purchase decisions and evaluating the helpfulness of online reviews. Using a unique data set based on both chronologically compiled ratings as well as reviewer characteristics for a given set of products and geographical location-based purchasing behavior from Amazon, we provide evidence that community norms are an antecedent to reviewer disclosure of identity-descriptive information. Online community members rate reviews containing identity-descriptive information more positively, and the prevalence of reviewer disclosure of identity information is associated with increases in subsequent online product sales. In addition, we show that shared geographical location increases the relationship between disclosure and product sales, thus highlighting the important role of geography in electronic commerce. Taken together, our results suggest that identity-relevant information about reviewers shapes community members' judgment of products and reviews. Implications for research on the relationship between online word-of-mouth (WOM) and sales, peer recognition and reputation systems, and conformity to online community norms are discussed.

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Section: Effects Of Identity Disclosure On Salessupporting

confidence: 58%

Section: Review Valence Identity Disclosure Andmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 1 more Smart Citation

Examining the Relationship Between Reviews and Sales: The Role of Reviewer Identity Disclosure in Electronic Markets

Forman

Ghose

Wiesenfeld

2008

Information Systems Research

1,323

828

View full text Add to dashboard Cite

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“…For example, when people know they will be judged on accuracy, they are more accurate in evaluating their own abilities (Armor & Taylor, 2002). However, Petty, Wegener, & White (1998) caution that motivation for accuracy may not be enough to attenuate bias, but that bias can also occur in the correction process. Nevertheless, Kruglanski & Mayseless (1987) report that a high need for accuracy (what they call a heightened fear of invalidity) motivates people to seek comparison with those who disagree with them.…”

Section: §322 Accuracy and Accountabilitymentioning

confidence: 99%

When cognition turns vicious: Heuristics and biases in light of virtue epistemology

Samuelson¹,

Church

2014

Philosophical Psychology

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In this paper we explore the literature on cognitive heuristics and biases in light of virtue epistemology, specifically highlighting the two major positions-agent-reliabilism and agentresponsibilism (or neo-Aristotelianism)-as they apply to dual systems theories of cognition and the role of motivation in biases. We investigate under which conditions heuristics and biases might be characterized as vicious and conclude that a certain kind of intellectual arrogance can be attributed to an inappropriate reliance on Type 1, or the improper function of Type 2 cognitive processes. By the same token, the proper intervention of Type 2 processes results in the virtuous functioning of our cognitive systems (agent-reliabilism). Moreover, the role of motivation in attenuating cognitive biases and the cultivation of certain epistemic habits (a search for accuracy, being accountable for one's judgments, the use of rules of analysis, and exposure to differing perspectives) points to the tenets of agent-responsibilism in epistemic virtue. We identify the proper use of Type 2 cognitive processes and the habits of mind that attenuate biases as demonstrations of the virtue of intellectual humility. We briefly explore the nature of these habits and the contribution of personality traits, situational pressures, and training in their cultivation. §1. IntroductionAny account of knowing has, as its starting point, the capacity and desire to know the "truth," through whatever normative criteria the "truth" can be established. Yet, human beings are notoriously (and apparently naturally) disposed to over-estimate their capacity to know the truth and under-estimate their weaknesses (Chaiken, Wood, & Eagly, 1996;Dunning, Leuenberger, & Sherman, 1995;Evans, 2007; Gilovich, Griffin, & Kahneman, 2002;Kunda, 1990;Pronin, Berger, & Molouki, 2007;Stanovich & West, 1997;Wegener & Petty, 1997). Indeed, the evidence is clear that there is a strong tendency even to under-estimate our liability to such biases (Pronin & Kugler, 2007)! Furthermore, we are susceptible to all sorts of biases that make knowing difficult. For example, we tend to favor evidence or data received early in our inquiries (Kruglanski, Dechesne, Orehek, & Pierro, 2009) and we tend to discount the weight of evidence that counts against hypotheses we endorse (Nickerson, 1998). Second, evolutionary psychologists have offered some intriguing arguments that these dispositions are embedded within our cognitive architecture in ways that can systematically lead us to biased thinking, in some cases for adaptive reasons (Mercier & Sperber, 2011). Our intention here is to apply some principles and distinctions from virtue epistemology to the literature on cognitive heuristics and biases to gain a better understanding of the promise and perils of our cognitive systems. We will examine questions of how and under what circumstances these heuristics and biases can be characterized as epistemic vices and how the specific epistemic virtue of intellectual humility may help mitigate these vi...

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“…Research on correction finds that consumers correct when they a) are motivated and able to correct, b) perceive a biasing influence, and c) hold beliefs about the direction of influence (Petty et al,1998;Wegener & Petty, 1995;. When consumers are motivated to correct their judgments, they evaluate the situation and correct for salient sources of influence such as the credibility of the recommender (Wegener & Petty, 1995).…”

Section: Moderation By Source Credibilitymentioning

confidence: 99%

Confidence via Correction: The Effect of Judgment Correction on Consumer Confidence

Petersen

Hamilton

2013

SSRN Journal

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Flexible Correction Processes in Social Judgment: Implications for Persuasion

Cited by 97 publications

References 14 publications

Examining the Relationship Between Reviews and Sales: The Role of Reviewer Identity Disclosure in Electronic Markets

Examining the Relationship Between Reviews and Sales: The Role of Reviewer Identity Disclosure in Electronic Markets

When cognition turns vicious: Heuristics and biases in light of virtue epistemology

Confidence via Correction: The Effect of Judgment Correction on Consumer Confidence

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