The Presenter's Paradox Revisited: An Evaluation Mode Account

Krüger, Tobias; Mata, André; Ihmels, Max

doi:10.1086/678393

Cited by 15 publications

(11 citation statements)

References 15 publications

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“…When selecting gifts, givers try to infer receivers’ preferences as well as their perceptions of what the gift conveys about the giver’s thoughtfulness (Belk, 1976; McGrath, Sherry, & Levy, 1993). This seemingly simple process is complicated by people’s struggle to take others’ perspectives (e.g., Gilovich, Medvec, & Savitsky, 2000; Krüger, Mata, & Ihmels, 2014; Weaver, Garcia, & Schwarz, 2012)—and gift givers are no exception. We find that givers believe that giving a partial gift is a greater norm violation than do receivers, which in turn leads givers to incorrectly appraise the amount of value and thoughtfulness that receivers infer—and the amount of appreciation that receivers then experience—from receiving a more desirable but partial gift.…”

Section: Discussionmentioning

confidence: 99%

Half a Gift Is Not Half-Hearted: A Giver–Receiver Asymmetry in the Thoughtfulness of Partial Gifts

Kupor

Flynn

Norton³

2017

Pers Soc Psychol Bull

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Four studies document an asymmetry in givers' and receivers' evaluations of gifts: Givers underestimate the extent to which receivers perceive partial (but more desirable) gifts to be thoughtful, valuable, and worthy of appreciation. Study 1 documents this asymmetry and suggests that givers underestimate the extent to which partial gifts signal thoughtfulness to receivers. Study 2 replicates this asymmetry in the context of a real gift exchange among friends. Study 3 shows that this asymmetry arises because givers believe that purchasing partial gifts is a greater violation of gift-giving norms than do receivers, leading givers to expect that partial gifts will damage receivers' perceptions of a gift's value. Study 4 offers an intervention that induces givers to select the (partial) gifts that receivers prefer more than givers expect: framing a gift's separate components as complete units.

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Section: Discussionmentioning

confidence: 99%

Half a Gift Is Not Half-Hearted: A Giver–Receiver Asymmetry in the Thoughtfulness of Partial Gifts

Kupor

Flynn

Norton³

2017

Pers Soc Psychol Bull

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“…In fact, this seems to occur only when one is able to assess and directly compare different states of the attribute. In other words, some features might only become visible and acquire weight in decisions when people are confronted with multiple options where those features are present versus absent (e.g., Krüger, Mata, & Ihmels, 2014). Research on fluency (Hansen, Dechêne, & Wänke, 2008; Wänke & Hansen, 2015) also shows the importance of contrasting stimuli: Absolute fluency has low informative value because there is no contrasting stimulus on which individuals can ground their appraisals, whereas relative fluency is highly informative because it relies on contrasts between two different stimuli, which give the perceiver a reference.…”

Section: Discussionmentioning

confidence: 99%

Observing Synchrony in Dyads

Marques-Quinteiro

Mata

Simão³

et al. 2019

Social Psychology

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Abstract. This research tested whether observing members of a dyad behave in synchrony influences observers’ expectations and intentions about that dyad. In four studies, participants observed a dyad move in synchrony and were asked to make inferences about them. Results suggest that interpersonal synchrony serves as a social cue, such that observers expect the members of the dyad to work well together. Moreover, synchrony makes observers more likely to want to affiliate with the dyad. These findings shed light on how the social function of synchrony extends beyond the people who experience it to those who observe it.

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“…These studies involve the context effect, frame effects, Weaver, Garcia and Schwarz's presenter's paradox, multi-attribute evaluation, etc. [34,35].…”

Section: Evaluation Modementioning

confidence: 99%

The Influence of Commodity Presentation Mode on Online Shopping Decision Preference Induced by the Serial Position Effect

et al. 2021

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The information cluster that supports the final decision in a decision task is usually presented as a series of information. According to the serial position effect, the decision result is easily affected by the presentation order of the information. In this study, we seek to investigate how the presentation mode of commodities and the informativeness on a shopping website will influence online shopping decisions. To this end, we constructed two experiments via a virtual online shopping environment. The first experiment suggests that the serial position effect can induce human computer interaction decision-making bias, and user decision-making results in separate evaluation mode are more prone to the recency effect, whereas user decision-making results in joint evaluation mode are more prone to the primacy effect. The second experiment confirms the influence of explicit and implicit details of information on the decision bias of the human computer interaction caused by the serial position effect. The results of the research will be better applied to the design and development of shopping websites or further applied to the interactive design of complex information systems to alleviate user decision-making biases and induce users to make more rational decisions.

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The Presenter's Paradox Revisited: An Evaluation Mode Account

Cited by 15 publications

References 15 publications

Half a Gift Is Not Half-Hearted: A Giver–Receiver Asymmetry in the Thoughtfulness of Partial Gifts

Half a Gift Is Not Half-Hearted: A Giver–Receiver Asymmetry in the Thoughtfulness of Partial Gifts

Observing Synchrony in Dyads

The Influence of Commodity Presentation Mode on Online Shopping Decision Preference Induced by the Serial Position Effect

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