Heuristics and Biases in Audience Decision Making 255280 See n278, Markus & Zajonc (1985).
See n8, Tversky & Kahneman (1973).
281 See n151, Nisbett & Ross (1980).
282 Critcher, C. R., & Gilovich, T. (2008). Incidental environmental anchors. Journal of Behavioral Decision
Making , 21 (3), 241–251.
Mussweiler, T., & Englich, B. (2005). Subliminal anchoring: Judgmental consequences and underlying
mechanisms. Organizational Behavior and Human Decision Processes , 98 (2), 133–143.
Thorsteinson, T. J., Breier, J., Atwell, A., Hamilton, C., & Privette, M. (2008). Anchoring effects on per-
formance judgments. Organizational Behavior and Human Decision Processes , 107 (1), 29–40.
283 Slovic, P., & Lichtenstein, S. (1971). Comparison of Bayesian and regression approaches to the study of
information processing in judgment. Organizational Behavior & Human Performance , 6 (6), 649–744.
284 Ritov, I. (1996). Anchoring in simulated competitive market negotiation. Organizational Behavior and
Human Decision Processes , 67 (1), 16–25.
285 Navarro-Martinez, D., Salisbury, L. C., Lemon, K. N., Stewart, N., Matthews, W. J., & Harris, A. J. (2011).
Minimum required payment and supplemental information disclosure effects on consumer debt repay-
ment decisions. Journal of Marketing Research , 48 (SPL), S60–S77.
Stewart, N. (2009). The cost of anchoring on credit-card minimum repayments. Psychological Science ,
20 (1), 39–41.
286 Yadav, M. S. (1994). How buyers evaluate product bundles: A model of anchoring and adjustment. Journal
of Consumer Research , 21 (2), 342–353.
287 Greenberg, J., Williams, K. D., & O’Brien, M. K. (1986). Considering the harshest verdict first: Biasing
effects on mock juror verdicts. Personality and Social Psychology Bulletin , 12 (1), 41–50.
288 Jordan, J., & Kaas, K. P. (2002). Advertising in the mutual fund business: The role of judgmental heuristics
in private investors’ evaluation of risk and return. Journal of Financial Services Marketing , 7 (2), 129–140.
289 Northcraft, G. B., & Neale, M. A. (1987). Experts, amateurs, and real estate: An anchoring-and-adjust-
ment perspective on property pricing decisions. Organizational Behavior and Human Decision , 39 (1), 84–97.
290 Joyce, E. J., & Biddle, G. C. (1981). Anchoring and adjustment in probabilistic inference in auditing.
Journal of Accounting Research , 19 , 120–145.
291 Montier, J. (2002). Behavioural finance: Insights into irrational minds and markets. Hoboken: Wiley.
292 Statman, M., & Fisher, K. (1998). The DJIA crossed 652,230 (in 1998). Working Paper, Santa Clara Uni-
versity, Santa Clara, CA.
293 See n291, Montier, J. (2002).
294 Fong, G. T., & Markus, H. (1982). Self-schemas and judgments about others. Social Cognition , 1 (3), 191–
204.
Markus, H., & Smith, J. (1981). The influence of self-schemas on the perception of others. In N. Can-
tor & J. F. Kihlstrom (Eds.), Personality, cognition, and social interaction (pp. 233–262). Hillsdale, NJ: Erlbaum.
295 Kruger, J. (1999). Lake Wobegon be gone! The “below-average effect” and the egocentric nature of
comparative ability judgments. Journal of Personality & Social Psychology , 77 (2), 221–232.
296 See n116, Anderson (1965).
Asch, S. E. (1946). Forming impressions of personality. The Journal of Abnormal and Social Psychology , 41 (3),
258–290.
297 Gilbert, D. T. (2002). Inferential correction. In T. Gilovich, D. Griffin, & D. Kahneman (Eds.), Heuristics
and biases: The psychology of intuitive judgment (pp. 167–184). New York: Cambridge University Press.
298 Chapman, G. B., & Johnson, E. J. (1999). Anchoring, activation, and the construction of values. Organi-
zational Behavior and Human Decision Processes , 79 (2), 115–153.
Jacowitz, K. E., & Kahneman, D. (1995). Measures of anchoring in estimation tasks. Personality and Social
Psychology Bulletin , 21 (11), 1161–1166.
Mussweiler, T., & Strack, F. (2000). The use of category and exemplar knowledge in the solution of
anchoring tasks. Journal of Personality and Social Psychology , 78 (6), 1038–1052.
299 Kahneman, D., & Knetsch, J. (1993). Anchoring or shallow inferences: The effect of format. Unpublished
manuscript, University of California, Berkeley.
300 Sanbonmatsu, D. M., Kardes, F. R., Posavac, S. S., & Houghton, D. C. (1997). Contextual influences on
judgment based on limited information. Organizational Behavior and Human Decision Processes , 69 (3),
251–264.
301 Bechkoff, J., Krishnan, V., Niculescu, M., Kohne, M. L., Palmatier, R. W., & Kardes, F. R. (2009). The role
of Omission Neglect in response to non-gains and non-losses in gasoline price fluctuations. Journal of
Applied Social Psychology , 39 (5), 1191–1200.