Value seeking and prediction-decision inconsistency: Why don’t people take what they predict they’ll like the most? (original) (raw)

References

• Ainslie, G. (1975). Specious reward: A behavioral theory of impulsiveness and impulse control.Psychological Bulletin,82, 463–509.
  Article PubMed Google Scholar
• Anand-Keller, P., &McGill, A. (1994). Differences in the relative influence of product attributes under alternative processing conditions: Attribute importance versus attribute ease of imaginability.Journal of Consumer Psychology,3, 29–49.
  Article Google Scholar
• Hsee, C. K. (1995). Elastic justification in decision making: How task irrelevant but tempting considerations influence decisions.Organizational Behavior & Human Decision Process,62, 330–337.
  Article Google Scholar
• Hsee, C. K. (1996a). Elastic justification: How unjustifiable factors influence judgments.Organizational Behavior & Human Decision Processes,66, 122–129.
  Article Google Scholar
• Hsee, C. K. (1996b). The evaluability hypothesis: An explanation for preference reversals between joint and separate evaluations of alternatives.Organizational Behavior & Human Decision Processes,67, 247–257.
  Article Google Scholar
• Hsee, C. K. (1999).Rationale-seeking and prediction-decision inconsistency. Unpublished manuscript.
• Hsee, C. K. (in press). Attribute evaluability and its implications for joint-separate evaluation reversals and beyond. In D. Kahneman & A. Tversky (Eds.),Choices, values and frames. Cambridge: Cambridge University Press.
• Hsee, C. K., Loewenstein, G., Blount, S., &Bazerman, M. H. (1999). Preference reversals between joint and separate evaluations of options: A review and theoretical analysis.Psychological Bulletin,125, 576–590.
  Article Google Scholar
• Kahneman, D. (1994). New challenges to the rationality assumption.Journal of Institutional & Theoretical Economics,150, 18–36.
  Google Scholar
• Kahneman, D., &Snell, J. (1990). Predicting utility. In R. M. Hogarth (Ed.),Insights in decision making (pp. 295–311). Chicago: University of Chicago Press.
  Google Scholar
• Kahneman, D., &Snell, J. (1992). Predicting a changing taste: Do people know what they will like?Journal of Behavioral Decision Making,5, 187–200.
  Article Google Scholar
• Kunda, Z. (1990). The case for motivated reasoning.Psychological Bulletin,108, 480–498.
  Article PubMed Google Scholar
• Loewenstein, G. (1996). Out of control: Visceral influences on behavior.Organizational Behavior & Human Decision Processes,65, 272–292.
  Article Google Scholar
• Loewenstein, G., &Frederick, S. (1997). Predicting reactions to environmental change. In M. Bazerman, D. Messick, A. Tenbrunsel, & K. Wade-Benzoni (Eds.),Environment, ethics, and behavior (pp. 52–72). San Francisco: New Lexington.
  Google Scholar
• Loewenstein, G., &Schkade, D. A. (1998). Wouldn’t it be nice? Predicting future feelings. In E. Diener, N. Schwartz, & D. Kahneman (Eds.),Foundations of hedonic psychology: Scientific perspectives on enjoyment and suffering (pp. 85–105). New York: Russell Sage Foundation.
  Google Scholar
• March, J. (1978). Bounded rationality, ambiguity, and the engineering of choice.Bell Journal of Economics,9, 587–608.
  Article Google Scholar
• McGill, A., &Anand, P. (1989). The effect of vivid attributes on the evaluation of alternatives: The role of differential attention and cognitive elaboration.Journal of Consumer Research,16, 188–196.
  Article Google Scholar
• Prelec, D., &Herrnstein, R. (1991). Preferences or principles: Alternative guidelines for choice. In R. J. Zeckhauser (Ed.),Strategy and choice. Cambridge, MA: MIT Press.
  Google Scholar
• Schkade, D. A., &Kahneman, D. (1998). Does living in California make people happy? A focusing illusion in judgment of life satisfaction.Psychological Science,9, 340–346.
  Article Google Scholar
• Shafir, E., Simonson, I., &Tversky, A. (1993). Reason-based choice.Cognition,49, 11–36.
  Article PubMed Google Scholar
• Shiv, B., &Huber, J. (1999).The impact of anticipating satisfaction on consumer choice. Unpublished manuscript.
• Simonson, I. (1990). The effect of purchase quantity and timing on variety-seeking behavior.Journal of Marketing Research,27, 150–162.
  Article Google Scholar
• Tetlock, P. E., &Boettger, R. (1989). Accountability: A social magnifier of the dilution effect.Journal of Personality & Social Psychology,57, 388–398.
  Article Google Scholar
• Tetlock, P. E., &Kim, J. J. (1987). Accountability and judgment processes in the personality prediction task.Journal of Personality & Social Psychology,52, 700–709.
  Article Google Scholar
• Thaler, R. H. (1985). Mental accounting and consumer choice.Marketing Science,4, 199–214.
  Article Google Scholar
• Thaler, R. H. (in press). Mental accounting matters. In D. Kahneman & A. Tversky (Eds.),Choices, values and frames. Cambridge: Cambridge University Press.
• Tversky, A., &Griffin, D. (1991). Endowment and contrast in judgments of well-being. In F. Strack, M. Argyle, & N. Schwartz (Eds.),Subjective well-being: An interdisciplinary perspective (Vol. 21, pp. 101–118). Oxford: Pergamon.
  Google Scholar
• Tversky, A., Sattath, S., &Slovic, P. (1988). Contingent weighting in judgment and choice.Psychological Review,95, 371–384.
  Article Google Scholar

Download references