Decisions Under Distress: Stress Profiles Influence Anchoring and Adjustment

Stress responses can differ qualitatively as well as quantitatively, complicating the relationship between stress and decision-making. We used social feedback to engender qualitatively different stress responses before participants completed an anchoring-and-adjustment questionnaire. Type of stress had a significant impact on adjustment, and the relationship was mediated by physiological responses.


Karim Kassam (2011) ,"Decisions Under Distress: Stress Profiles Influence Anchoring and Adjustment", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.


Karim Kassam, Carnegie Mellon University, USA


NA - Advances in Consumer Research Volume 38 | 2011

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