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|Title:||How Attribution-of-Competence and Scale-Granularity Explain the Anchor Precision Effect in Negotiations and Estimations|
Loschelder, David D.
|Year of Publication:||2020|
|Publikation type:||Journal Article|
|Abstract:||Precise numbers are more potent anchors than round ones. Two theoretical mechanisms have been suggested to account for this anchor precision effect: (1) the scale-granularity account postulates that individuals adjust away from the anchor in smaller steps on a finer-grained mental scale, and (2) the attribution-of-competence account postulates that people ascribe more competence to a precise-opening individual. Direct empirical evidence for both accounts is scarce, however, and exists mainly for the attribution-of-competence account in a negotiation context. In two experiments, we examined the two competing mechanisms simultaneously (Experiment 1) and contrasted them in a negotiation and in an estimation context (Experiment 2). Moreover, we developed and validated (Pilot Study) a direct measurement of scale-granularity. Mediation analyses showed that both attribution-of-competence and, for the first time, scale-granularity mediate the anchor-precision effect. The results refine our theoretical understanding of anchor precision. Implications for decision-making, negotiation, and estimation research are discussed.|
|DOI of the first publication:||10.1521/soco.2020.38.1.40|
|URL of the first publication:||https://guilfordjournals.com/doi/10.1521/soco.2020.38.1.40|
|Link to this record:||hdl:20.500.11880/29796|
|Date of registration:||1-Oct-2020|
|Faculty:||HW - Fakultät für Empirische Humanwissenschaften und Wirtschaftswissenschaft|
|Department:||HW - Psychologie|
|Professorship:||HW - Prof. Dr. Malte Friese|
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