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… 

Attitudinal Effects on Numerical Anchoring: A Mere Exposure Approach

Recent research suggests that an attitude change perspective on anchoring offers important supplementation to existing theories of anchoring. Past data has shown that people are more influenced by

Motivated Use of Numerical Anchors for Judgments Relevant to the Self

Together, these studies suggest that anchoring has an important boundary condition: Personally threatening anchors are ignored as a result of motivated reasoning processes.

How Multiple Anchors Affect Judgment: Evidence from the Lab and eBay

The vast majority of anchoring research has found that judgments assimilate toward single anchors, but no papers have directly compared the impact of one anchor with that of multiple anchors. We

The Interval Anchoring Effect.

The anchoring effect refers to a decision bias that initial irrelevant information can influence late judgment. So far, most (if not all) studies on the anchoring effect adopted only point anchors



The limits of anchoring.

Anchoring and adjustment is a pervasive bias in which decision makers are influenced by random or uninformative numbers or starting points. As a means of understanding this effect, we explore two

A new look at anchoring effects: basic anchoring and its antecedents.

Five studies supported the hypothesis that basic anchoring effects can occur, whereby uninformative numerical anchors influence a judgment even when people are not asked to compare this number to the target value.

Reference points, anchors, norms, and mixed feelings.

Width of the latitude of acceptance as a determinant of attitude change.

In a study examining the implications of social judgment theory for predicting individual differences in attitude change, a subject received a message advocating a position on birth control either

Hypothesis-consistent testing and semantic priming in the anchoring paradigm: A selective accessibility model.

Results of four studies support the notion that anchoring effects are mediated by mechanisms of hypothesis-consistent testing and semantic priming. According to the suggested Selective Accessibility

Retrieval of attitude-relevant information from memory: Effects on susceptibility to persuasion and on intrinsic motivation.

A distinction was drawn between (a) classic views of attitudes as stable dispositions based on beliefs and prior experiences accessed from memory and (b) the self-perception analysis of attitudes as

Explaining the Enigmatic Anchoring Effect: Mechanisms of Selective Accessibility

Results of 3 studies support the notion that anchoring is a special case of semantic priming; specifically, information that is activated to solve a comparative anchoring task will subsequently be

Measures of Anchoring in Estimation Tasks

The authors describe a method for the quantitative study of anchoring effects in estimation tasks. A calibration group provides estimates of a set of uncertain quantities. Subjects in the anchored

The Elaboration Likelihood Model of Persuasion