Exploring Boundary Conditions For Anchoring By Contrasting Traditional Approaches and Dual Process Models

Sanjay Sood, University of California, Los Angeles
Yuval Rottenstreich, New York University
Christopher Trepel, Industry, USA
In this research we contrast predictions from traditional approaches for studying anchoring and adjustment with predictions from a dual process perspective. Traditional models do not distinguish the types of stimuli that may engender greater or reduced anchoring effects. Using a dual process framework, we show that stimuli that are reliably judged by System 1 are not subject to anchoring effects whereas stimuli that typically invoke System 2 are subject to anchoring effects. In addition, factors such as cognitive load that affect the use of System 2 also have a corresponding impact on the extent of anchoring.
[ to cite ]:
Sanjay Sood, Yuval Rottenstreich, and Christopher Trepel (2008) ,"Exploring Boundary Conditions For Anchoring By Contrasting Traditional Approaches and Dual Process Models", in NA - Advances in Consumer Research Volume 35, eds. Angela Y. Lee and Dilip Soman, Duluth, MN : Association for Consumer Research, Pages: 166-168.