The Illusion of the Illusion of Control

Prior research has found that people confuse skill and chance situations and, as a result, show the illusion of control: they exaggerate probabilities of success by overestimating personal control (Langer, 1975). We question whether this effect is due to bias, and instead suggest that people understandably overestimate how much control they have when actual control is low. By focusing on situations with low control, prior research has created the illusion that people generally overestimate their control. We show that prior effects do not replicate under conditions of high control: when people have high control, they underestimate their control.



Citation:

Francesca Gino, Zachariah Sharek, and Don Moore (2009) ,"The Illusion of the Illusion of Control", in NA - Advances in Consumer Research Volume 36, eds. Ann L. McGill and Sharon Shavitt, Duluth, MN : Association for Consumer Research, Pages: 595-595.

Authors

Francesca Gino, Carnegie Mellon University, USA
Zachariah Sharek, Carnegie Mellon University, USA
Don Moore, Carnegie Mellon University, USA



Volume

NA - Advances in Consumer Research Volume 36 | 2009



Share Proceeding

Featured papers

See More

Featured

A2. A Window to the Brand's Soul: How Models' Eyes Affect Consumers' Attitudes

Maria Giulia Trupia, IESE Business School
Martina Cossu, Bocconi University, Italy
Zachary Estes, Bocconi University, Italy

Read More

Featured

I3. Hormonal Effects on Materialism and the Moderating Role of Intrasexual Competition

Marcelo Vinhal Nepomuceno, HEC Montreal, Canada
Cristina Maria de Aguiar Pastore, Pontifical Catholic University of Paraná - PUCPR
Eric Stenstrom, Miami University, Ohio

Read More

Featured

Search Predicts and Changes Patience in Intertemporal Choice

Crystal Reeck, Temple University, USA
Lee Byung, Columbia University, USA
Eric J Johnson, Columbia 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.