Subliminal anchoring: Judgmental consequences and underlying mechanisms

Mussweiler, Thomas; Englich, Birte

doi:10.1016/j.obhdp.2004.12.002

Cited by 122 publications

(121 citation statements)

References 42 publications

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“…In this respect, the anchoring effects we are proposing are similar to recent demonstrations of the impact of subliminal anchors. In one demonstration, Mussweiler and Englich (2005) subliminally flashed either high or low numbers to participants while they were thinking about how much the average German car cost. Participants' answers were drawn toward the anchor.…”

Section: Introductionmentioning

confidence: 99%

Incidental environmental anchors

Critcher

Gilovich

2007

Behavioral Decision Making

155

120

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Three studies examined whether potential anchor values that are incidentally present in the environment can affect a person's numerical estimates. In Study 1, estimates of an athlete's performance were influenced by the number on his jersey. In Study 2, estimates of the proportion of sales in the domestic market were influenced by a product's model number. In Study 3, participants' estimates of how much they would spend at a restaurant were influenced by whether the restaurant was named ''Studio 17'' or ''Studio 97.'' These effects were not qualified by participants' expertise in the relevant domain (Study 1) or by their ability to subsequently recall the anchor value (Study 3). These findings document the existence of a new form of ''basic anchoring'' and suggest that not all basic anchoring effects are as fragile as the existing anchoring literature suggests.

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Section: Introductionmentioning

confidence: 99%

Incidental environmental anchors

Critcher

Gilovich

2007

Behavioral Decision Making

155

120

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“…According to this model, knowledge is made accessible through positive or negative social comparisons and, in turn, influences individuals' self-evaluations. In a more relevant extension of the model, Mussweiler & Englich (2005) demonstrated that participants assimilate their judgments of a target toward subliminally presented stimuli (i.e. the anchor).…”

Section: Subliminal Primingmentioning

confidence: 99%

Thinking about product attributes: Investigating the role of unconscious valence processing in attribute framing

McElroy

Conrad

2009

Asian J of Social Psycho

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In the present investigation we conducted three studies to examine how unconscious valence processing influences participants' quality judgments in an attribute-framing task. In Studies 1 and 2 we observed how individuals who had depleted cognitive resources, through distraction (Study 2) and time constraint (Study 3), differed in their responses to an attribute-framing task. In Study 3 we subliminally primed participants with attribute frames and then presented them with a frameless decision task. Our results revealed that attribute framing arises from unconscious valence processing and conscious processing may only play a role when the frame is especially salient.

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“…The anchoring effect appears to be prevalent throughout human decision processes and has been shown to reliably influence judgments in a variety of domains, other than probability estimates (Plous, 1989;Tversky and Kahneman, 1974), including negotiation (i.e., Caputo, 2013;Galinsky and Mussweiler, 2001;Neale and Bazerman, 1991;Ritov, 1996), legal judgments (i.e., Chapman and Bornstein, 1996), and general knowledge (i.e., Epley and Gilovich, 2001;McElroy and Dowd, 2007;Mussweiler and Englich, 2005;Strack, 1999, 2001;Strack and Mussweiler, 1997). Furthermore, anchoring effects appear viable across most situations for both novices and experts (i.e., Northcraft and Neale, 1987).…”

Section: Theoretical Frameworkmentioning

confidence: 99%

Relevant information, personality traits and anchoring effect

Caputo

2014

IJMDM

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Abstract:Although personality has been one of the most-studied factors in management and decision-making research, this stream of research has generated inconsistent support for the relationship between personality traits and individuals' susceptibility to heuristics, and therefore biased judgment. The aim of this study is to investigate how the provision of correct information and individual difference factors influence susceptibility to anchoring effect. To test this hypothesis, individual levels of the personality traits have been measured. Then, participants were provided with an anchoring task involving the Taj Mahal either providing them correct information before the experiment or not. Providing individuals with the correct information limited susceptibility to the irrelevant anchor; even if only 33% of those exactly recalled it when providing the estimate. High values in agreeableness and openness to experience were found to be related with reduced susceptibility to the anchor.

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Subliminal anchoring: Judgmental consequences and underlying mechanisms

Cited by 122 publications

References 42 publications

Incidental environmental anchors

Incidental environmental anchors

Thinking about product attributes: Investigating the role of unconscious valence processing in attribute framing

Relevant information, personality traits and anchoring effect

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