Do Higher Stakes Lead to Better Choices?

Highly involved decision-makers often rely on anecdotal evidence instead of statistical information, because visceral information is favored in vivid decision contexts. We demonstrate that, under high vulnerability, this anecdotal bias is: (1) enhanced by high involvement; (2) mediated by emotional engagement; and, (3) stronger among holistic versus analytic thinkers.



Citation:

Freling Traci, Saini Ritesh, and Yang Zhiyong (2012) ,"Do Higher Stakes Lead to Better Choices?", in NA - Advances in Consumer Research Volume 40, eds. Zeynep Gürhan-Canli, Cele Otnes, and Rui (Juliet) Zhu, Duluth, MN : Association for Consumer Research, Pages: 926-927.

Authors

Freling Traci, University of Texas - Arlington, USA
Saini Ritesh, University of Texas - Arlington, USA
Yang Zhiyong, University of Texas - Arlington, USA



Volume

NA - Advances in Consumer Research Volume 40 | 2012



Share Proceeding

Featured papers

See More

Featured

The Preference for Simultaneity: When Different Events Happen to Different People at the Same Time

Franklin Shaddy, University of Chicago, USA
Yanping Tu, University of Florida, USA
Ayelet Fishbach, University of Chicago, USA

Read More

Featured

Using multi-methods in behavioral pricing research

Haipeng Chen, University of Kentucky, USA
David Hardesty, University of Kentucky, USA
Akshay Rao, University of Minnesota, USA
Lisa Bolton, Pennsylvania State University, USA

Read More

Featured

L12. Should I Stay or Should I Go: When Our Companies Have Eyes for Other Consumers

Na Ri Yoon, Indiana University, USA
Jenny Olson, Indiana University, USA
Adam Duhachek, Indiana University, USA

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.