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Susceptibility to Anchoring Effects: How Openness-to-Experience Influences Responses to Anchoring Cues

ASU Author/Contributor (non-ASU co-authors, if there are any, appear on document)
Todd McElroy Ph.D. (Creator)
Institution
Appalachian State University (ASU )
Web Site: http://www.library.appstate.edu/

Abstract: Previous research on anchoring has shown this heuristic to be a very robust psychological phenomenon ubiquitous across many domains of human judgment and decision-making. Despite the prevalence of anchoring effects, researchers have only recently begun to investigate the underlying factors responsible for how and in what ways a person is susceptible to them. This paper examines how one such factor, the Big-Five personality trait of openness-to-experience, influences the effect of previously presented anchors on participants’ judgments. Our findings indicate that participants high in openness-to-experience were significantly more influenced by anchoring cues relative to participants low in this trait. These findings were consistent across two different types of anchoring tasks providing convergent evidence for our hypothesis.

Additional Information

Publication
McElroy, T. & Dowd, K. (2007). Susceptibility to anchoring effects: How openness-to-experience influences responses to anchoring cues. Judgment and Decision Making, 2(1): 48-53. (Feb 2007) Published by the Society for Judgment and Decision Making (ISSN: 1930-2975).
Language: English
Date: 2007