Implications of Attitude Change Theories for Numerical Anchoring: Anchor Plausibility and the Limits of Anchor Effectiveness

  title={Implications of Attitude Change Theories for Numerical Anchoring: Anchor Plausibility and the Limits of Anchor Effectiveness},
  author={Duane T. Wegener and Richard E. Petty and Brian Detweiler-Bedell and W. Blair G. Jarvis},
  journal={Journal of Experimental Social Psychology},
Abstract Effects of extreme versus moderate numerical anchors are investigated. Similar to past results in attitude change, three separate data collections show that extreme anchors can have less influence on judgments than more moderate anchors. Though difficult to account for using traditional “anchor-and-adjust” and recent “selective accessibility” views, the findings are consistent with theories of attitude change. Implications of an attitude-change view of numerical anchoring are discussed… Expand
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The Elaboration Likelihood Model of Persuasion
  • R. Petty, J. Cacioppo
  • Psychology, Computer Science
  • Advances in Experimental Social Psychology
  • 1986
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