The Anchoring Effects in Differential Sources of Anchors Information: How Experimenter Provided Anchors and Self-generated Anchors Affect Dual-Processing Model Selective Accessibility Model

Abstract

Abstract:

This study investigated the relationship between the anchoring and adjustment heuristic and selective accessibility model of anchoring effects by 64 college students participated in the laboratory experiment. The results showed that: (1) only without self-generated anchors, there is a significant difference in participants’ estimated between who were exposed to the high anchor and those who were exposed to the low anchor. (2) Only with self-generated anchors, there is a significant difference in participants’ estimated response latencies between who were exposed to the high anchor and those who were exposed to the low anchor. The results of our current study suggest that the anchoring and adjustment heuristic is more dominant than selective accessibility model when they are showed up at the same time. The consistency of anchor information would affect different processing mechanisms’ activation, anchor-consistent information would activate selective accessibility model, anchor-inconsistent information would activate anchoring and adjustment heuristic, which is making participants’ estimated reaction time longer than the former.

摘要：

通过2（外在锚类型：高锚VS低锚）×2（内在锚类型：有VS无）被试间设计，考察不同锚定信息来源：由外部世界提供的外在锚与个体自身内部产生的内在锚信息对锚定效应及其加工机制的影响。结果发现：（1）当内在锚不存在时，外在高低锚组的估计值有显著差异，当内在锚存在时此种差异变得不显著；（2）当内在锚存在时，外在高低锚组被试的答题反应时有显著差异，内在锚与外在锚一致时反应时比不一致时更快，当内在锚不存在时，此种差异变得不显著。实验结果表明，当锚定调整机制与选择通达机制同时存在时，前者更占优势；锚定信息一致性会影响不同加工机制的启动，一致的信息会激活选择通达机制，不一致的信息则会激活锚定调整机制。

李斌徐富明张军伟刘腾飞蒋多邓子鹃. 内在锚与外在锚对锚定效应及其双加工机制的影响[J]. 心理科学, 2012, 35(1): 171-176.

References

曲琛, 周立明, 罗跃嘉. (2008). 锚定判断中的心理刻度效应：来自ERP的证据. 心理学报, 40，681–692. 曲琛, 罗跃嘉. (2008). 难以觉察的虚假信息锚定效应. 自然科学进展, 18, 388–398. 李斌, 徐富明, 王伟, 邓子鹃, 张军伟. (2010). 锚定效应的种类、影响因素及干预措施. 心理科学进展, 18, 34–45. 李斌, 徐富明, 王伟, 龚梦园. (2008). 锚定效应的研究范式、理论模型及应用启示. 应用心理学, 14, 269–275. 孙彦, 李纾, 殷晓莉. (2007). 决策与推理的双系统——启发式系统与分析系统. 心理科学进展, 15, 721–845. 张志杰, 彭春花, 黄希庭. (2008). 时距估计中的锚定效应. 心理学报，40，160–165. Brewer, N. T., Chapman, G. B., Schwartz, J.A., & Bergus, G. R. (2007). The influence of irrelevant anchors on the judgments and choices of doctors and patients. Medical Decision Making, 27, 203–211. Chandrashekaran, R., & Grewal, D. (2006). Anchoring effects of advertised reference price and sale price: The moderating role of saving presentation format. Journal of Business Research, 59(10 &11), 1063–1071. Dixon, L. A., & Colton, J. S. (2000). A process management strategy for re-design: An anchoring. Journal of Engineering Design, 11(2), 159–173. Englich, B., Mussweiler, T., & Strack, F. (2006). Playing dice with criminal sentences: The influence of irrelevant anchors on experts judicial decision making. Personality and Social Psychology Bulletin, 32 (2), 188–200. Epley, N., & Gilovich, T. (2006). The anchoring-and-adjustment heuristic: Why the adjustments are insufficient. Psychological Science, 19, 311–320. Epley, N., & Gilovich, T. (2005). When effortful thinking influences judgmental anchoring: Differential effects of forewarning and incentives on self-generated and externally-provided anchors. Journal of Behavioral Decision Making, 18, 199–212. Epley, N., & Gilovich T. (2004). Are adjustments insufficient? Personality and Social Psychology Bulletin, 30, 447–460. Epley, N., & Gilovich, T. (2001). Putting adjustment back in the anchoring and adjustment heuristic: Differential processing of self-generated and experimenter-provided anchors. Psychological Science, 12, 391–396. Epley, N., Keysar, B., & Gilovich, T. (2004). Perspective taking as egocentric anchoring and adjustment. Journal of Personality and Social Psychology, 87, 327–339. Galinsky, A. D., Mussweiler, T., & Medvec, V. H. (2002). Disconnecting outcomes and evaluations: The role of negotiator focus. Journal of Personality and Social Psychology, 83, 1131–1140. Jacowitz K E, Kahneman D. (1995). Measures of anchoring in estimation tasks. Personality and Social Psychology Bulletin, 21, 1161–1166. Jiang, Y., Coulter, R., & Ratneshwar, S. (2005). Consumption decisions involving goal tradeoffs: The impact of one choice on another. Advances in Consumer Research, 32, 206–211. Kataoka, H. C., Latham, G. P., & Whyte, G. (1997). The relative resistance of the situational patterned behavior and conventional structured interviews to anchoring effects. Human Performance, 10(1), 47–63. Mussweiler, T. (2002). The malleability of anchoring effects. Experimental Psychology, 49, 67–72. Mussweiler, T. (2001). The durability of anchoring effects. European Journal of Social Psychology, 31, 431–442. Mussweiler, T. & Neumann, R. (2000). Sources of mental contamination: Comparing the effects of self-generated versus externally-provided primes. Journal of Experimental Social Psychology, 36, 194–206. Mussweiler, T., & Strack, F. (2001). The semantics of anchoring. Organizational Behavior and Human Decision Process, 86, 2, 234–255. Mussweiler, T., & Strack, F. (2000a). The use of category and exemplar knowledge in the solution of anchoring tasks. Journal of Personality and Social Psychology, 78, 1038–1052. Mussweiler, T., & Strack, F. (2000b). Numeric judgments under uncertainty: The role of knowledge in anchoring. Journal of Experimental Social Psychology, 36, 495-518. Mussweiler, T., & Strack, F. (1999). Hypothesis-consistent testing and semantic priming in the anchoring paradigm: A selective accessibility model. Journal of Experimental Social Psychology, 35, 136–164. Nelson, L. D., & Simmons, J. P. (2005). Favored favorites: Inequalitities in equivalent outcomes. In L. D. Nelson. Special session summary advance in the investigation and application of the anchoring and adjustment heuristic (pp127–128). Advances in Consumer Research, 32(1). Simonson, I., & Drolet, A. (2004). Anchoring effects on consumers’ willingness-to-pay and willingness-to-accept. Journal of Consumer Research, 13, 681–690. Stanovich, K. E., & West, R. F. (2000). Individual differences in reasoning: Implications for the rationality debate. Behavioral and Brain Sciences, 23, 645–665. Strack, F., & Mussweiler, T. (1997). Explaining the enigmatic anchoring effect: Mechanisms of selective accessibility. Journal of Personality and Social Psychology, 73, 437–446. Thomas, K. E., & Handley, S. J. (2008). Anchoring in time estimation. Acta Psychologica, 127, 24–29. Thorsteinson, T. J., Breier, J., Atwell, A., Catherine, H., & Monica, P. (2008). Anchoring effects on performance judgments. Organizational Behavior and Human Decision Processes, 107(1), 29–40. Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185, 1124–1131.