Non-Conscious and Contaminative Effects of Hypothetical Questions on Subsequent Decision Making

@inproceedings{Fitzsimons2001NonConsciousAC,
  title={Non-Conscious and Contaminative Effects of Hypothetical Questions on Subsequent Decision Making},
  author={Gavan J. Fitzsimons and Baba Shiv},
  year={2001}
}
In this article we examine the impact of asking hypothetical questions on respondents’ subsequent decision making. Across several experiments we find that even though such questions are purely hypothetical, respondents are unable to prevent a substantial biasing effect on their behavior. Further, we find that an increase in cognitive elaboration increases the contaminative effects of hypothetical questions and that this increase occurs primarily when the hypothetical information is relevant. In… CONTINUE READING

From This Paper

Figures, tables, and topics from this paper.
14 Citations
27 References
Similar Papers

Citations

Publications citing this paper.
Showing 1-10 of 14 extracted citations

References

Publications referenced by this paper.
Showing 1-10 of 27 references

Product Category Familiarity and Preference Construction,

  • Coupey, Eloise, Julie R. Irwin, John W. Payne
  • Journal of Consumer Research,
  • 1998

Attribute-Task Compatibility as a Determinant of Consumer Preference Reversals,

  • Nowlis, M Stephen, Itamar Simonson
  • Journal of Marketing Research,
  • 1997

Factors Affecting the Impact

  • Fransisco, CA Jossey-Bass Publishers. Shiv, Baba, Julie A. Edell, John W. Payne
  • 1997

Similar Papers

Loading similar papers…