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- Publisher
- SAGE
- Copyright
- Copyright © by SAGE Publications
- ISSN
- 0146-1672
- eISSN
- 1552-7433
- DOI
- 10.1177/01461672002611010
- Publisher site
- See Article on Publisher Site
Abstract
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.
Journal
Personality and Social Psychology Bulletin – SAGE
Published: Nov 1, 2000