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

  title={Non-Conscious and Contaminative Effects of Hypothetical Questions on Subsequent Decision Making},
  author={Gavan J. Fitzsimons and Baba Shiv},
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

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