TY - JOUR
AU1 - Mussweiler, Thomas
AU2 - Strack, Fritz
AU3 - Pfeiffer, Tim
AB - Anchoring effects—the assimilation of a numeric estimate to a previously considered standard—have proved to be remarkably robust. Results of two studies, however, demonstrate that anchoring can be reduced by applying a consider-the-opposite strategy. Based on the Selective Accessibility Model, which assumes that anchoring is mediated by the selectively increased accessibility of anchor-consistent knowledge, the authors hypothesized that increasing the accessibility of anchor-inconsistent knowledge mitigates the effect. Considering the opposite (i.e., generating reasons why an anchor is inappropriate) fulfills this objective and consequently proves to be a successful corrective strategy. In a real-world setting using experts as participants, Study 1 dem-onstrated that listing arguments that speak against a provided anchor value reduces the effect. Study 2 further revealed that the effects of anchoring and considering the opposite are additive.
TI - Overcoming the Inevitable Anchoring Effect: Considering the Opposite Compensates for Selective Accessibility
JF - Personality and Social Psychology Bulletin
DO - 10.1177/01461672002611010
DA - 2000-11-01
UR - https://www.deepdyve.com/lp/sage/overcoming-the-inevitable-anchoring-effect-considering-the-opposite-340QxRYvJw
SP - 1142
EP - 1150
VL - 26
IS - 9
DP - DeepDyve
ER -