Anchoring and adjustment during social inferences.

Tamir, Diana; Mitchell, James

doi:10.1037/a0028232

Cited by 118 publications

(186 citation statements)

References 37 publications

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“…Moreover, researchers have observed Anchoring and Adjustment Theory in many natural contexts and consider this theory as 'extremely robust' (Plous, 1993). In psychology, for example, Tamir and Mitchell (2013) found that people like to use themselves as a relevant starting point for social inference.…”

Section: Anchoring and Adjustment Theorymentioning

confidence: 98%

How anchoring and self-confidence level influence perceived saving on tensile price claim framing

Qiu

Cranage²,

Mattila

2016

J Revenue Pricing Manag

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Sales promotion is one of the most commonly used sales techniques by marketers, and promotion framing is critical because the presentation of sales information influences consumers' perceived savings. This article focuses on one specific type of promotion framing -tensile price claim. It compares customers' perceived savings on two pairs of tensile price claim framings: minimum framing (save 15 per cent or more) versus maximum framing (save up to 35 per cent), and range framing (save 15-35 per cent) versus average framing (save an average of 25 per cent). On the basis of the literature review, researchers propose a conceptual framework and two hypotheses. A pilot study and a main study were conducted to test the hypotheses. The findings suggest that Anchoring and Adjustment Theory may explain the savings perception process and consumer self-confidence levels moderate perceived savings during this process. Authors also discussed both theoretical and managerial implications of this research.

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Section: Anchoring and Adjustment Theorymentioning

confidence: 98%

How anchoring and self-confidence level influence perceived saving on tensile price claim framing

Qiu

Cranage²,

Mattila

2016

J Revenue Pricing Manag

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“…Although people's mental models were highly accurate, they were also somewhat egocentric (SI Text). People often draw on their privileged access to their own mental states when making inferences about others (23)(24)(25). This strategy should work particularly well when a person's emotion transitions mirror those found in the population.…”

Section: Discussionmentioning

confidence: 99%

Mental models accurately predict emotion transitions

Thornton

Tamir

2017

Proc. Natl. Acad. Sci. U.S.A.

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110

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Successful social interactions depend on people's ability to predict others' future actions and emotions. People possess many mechanisms for perceiving others' current emotional states, but how might they use this information to predict others' future states? We hypothesized that people might capitalize on an overlooked aspect of affective experience: current emotions predict future emotions. By attending to regularities in emotion transitions, perceivers might develop accurate mental models of others' emotional dynamics. People could then use these mental models of emotion transitions to predict others' future emotions from currently observable emotions. To test this hypothesis, studies 1-3 used data from three extant experience-sampling datasets to establish the actual rates of emotional transitions. We then collected three parallel datasets in which participants rated the transition likelihoods between the same set of emotions. Participants' ratings of emotion transitions predicted others' experienced transitional likelihoods with high accuracy. Study 4 demonstrated that four conceptual dimensions of mental state representation-valence, social impact, rationality, and human mind-inform participants' mental models. Study 5 used 2 million emotion reports on the Experience Project to replicate both of these findings: again people reported accurate models of emotion transitions, and these models were informed by the same four conceptual dimensions. Importantly, neither these conceptual dimensions nor holistic similarity could fully explain participants' accuracy, suggesting that their mental models contain accurate information about emotion dynamics above and beyond what might be predicted by static emotion knowledge alone.emotion | experience-sampling | social cognition | theory of mind H umans must navigate a wide variety of stimuli in everyday life, ranging from apples and oranges to automobiles and computer operating systems. However, other humans are perhaps the most consequential stimuli of all, potentially driving the very evolution of the human brain (1). Despite the dazzling array of actions and internal states of which humans are capable, people are remarkably good at understanding each other (2-4). Indeed, the social mind appears particularly attuned to the problem of predicting other people (5). Perceivers make use of a wide variety of perceptible cues-including social context, facial expression, and tone of voiceto infer what emotions others' are feeling (6-8), likely because emotions predict behavior (9, 10). However, these perceptual mechanisms only get us so far: we cannot see what expression our friend will wear next week, nor hear tomorrow's tone of voice. How might we make social predictions beyond the immediate future? Such foresight could convey significant strategic advantages: in the social domain, as in the game of chess (11), success may depend on the depth and breadth of a player's search through others' possible future moves. Here we propose that people use a powerful mechanism for gain...

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“…The similarity between concepts of God's extraordinary mind and concepts of ordinary human minds suggests that, to understand God's mind, people may represent human minds and then adjust up (e.g., God knows more than humans) or down (e.g., God is less capable of feeling hungry than humans). The literature on anchoring and adjustment in reasoning shows that people often make estimates of unknown quantities by “anchoring” on salient information and then adjust insufficiently, leading to final estimates that remain close to the original anchor (e.g., Ariely, Loewenstein, & Prelec, 2006; Epley & Gilovich, 2004, 2005; Tamir & Mitchell, 2013; Tversky & Kahneman, 1974). If people anchor on human minds in general or on their own minds in particular (e.g., Epley et al, 2009; Ross et al, 2012) and then adjust to represent God's mind, their final representation of God's mind may still largely resemble that of human minds.…”

Section: Why Adults Anthropomorphize Godmentioning

confidence: 99%

How Children and Adults Represent God's Mind

et al. 2015

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For centuries, humans have contemplated the minds of gods. Research on religious cognition is spread across sub-disciplines, making it difficult to gain a complete understanding of how people reason about gods' minds. We integrate approaches from cognitive, developmental, and social psychology and neuroscience to illuminate the origins of religious cognition. First, we show that although adults explicitly discriminate supernatural minds from human minds, their implicit responses reveal far less discrimination. Next, we demonstrate that children's religious cognition often matches adults' implicit responses, revealing anthropomorphic notions of God's mind. Together, data from children and adults suggest the intuitive nature of perceiving God's mind as human-like. We then propose three complementary explanations for why anthropomorphism persists in adulthood, suggesting that anthropomorphism may be: 1) an instance of the anchoring and adjustment heuristic; 2) a reflection of early testimony; and/or 3) an evolutionary byproduct.

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Anchoring and adjustment during social inferences.

Cited by 118 publications

References 37 publications

How anchoring and self-confidence level influence perceived saving on tensile price claim framing

How anchoring and self-confidence level influence perceived saving on tensile price claim framing

Mental models accurately predict emotion transitions

How Children and Adults Represent God's Mind

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