Please use this identifier to cite or link to this item: doi:10.22028/D291-32423
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Title: How Attribution-of-Competence and Scale-Granularity Explain the Anchor Precision Effect in Negotiations and Estimations
Author(s): Frech, Marie-Lena
Loschelder, David D.
Friese, Malte
Language: English
Title: Social cognition
Volume: 38
Issue: 1
Startpage: 40
Endpage: 61
Publisher/Platform: Guilford
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
http://dx.doi.org/10.22028/D291-32423
ISSN: 0278-016X
Date of registration: 1-Oct-2020
Faculty: HW - Fakultät für Empirische Humanwissenschaften und Wirtschaftswissenschaft
Department: HW - Psychologie
Professorship: HW - Prof. Dr. Malte Friese
Collections:Die Universitätsbibliographie

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