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Duane Wegner

Purdue University

 

On the use of Persuasion Theories to understand Numerical Anchoring

Lazenby Hall, Room 34, at 4:00 PM

Thursday, November 18, 1999

Numerical anchoring (i.e., the influence of irrelevant, often explicitly rejected, numbers offered as a potential response to a target question) is relevant to a wide variety of literatures and phenomena. Traditional "explanations" of numerical anchoring, such as the so-called "anchor-and-adjust" heuristic have provided more of a description of judgments than an account of psychological processes underlying those judgments. Recent advances in understanding anchoring effects can be viewed as enjoying this success because of their (often unintentional) relation to traditional theories of persuasion. In this talk, I discuss the current models of numerical anchoring as well as their relations to traditional persuasion theories and paradigms, and I present some initial anchoring data that follow directly from past persuasion results, despite presenting some difficulties for some of the most prominent anchoring theories..