Here we investigated whether, given equivalent supporting evidence, we judge self-selected hypotheses differently from those selected by an external source. On each trial of a probabilistic reasoning task requiring no retrieval from memory, participants rated the probability of a focal...

Prior research indicates that various methods for measuring attribute weights show only weak to moderate agreement in the weight assignments. However, there have been few theoretical bases explaining this divergence, and thus we have little knowledge of the conditions under which the weight...

Organizations often present data related to clinical trials, and other product efficacy information, in partitioned or aggregated formats, as successes or failures, and as frequencies or percentages. We examine how such different data presentation formats might interact to influence product...

We propose that managers adept at thinking about their cultural assumptions (cultural metacognition) are more likely than others to develop affect-based trust in their relationships with people from different cultures, enabling creative collaboration. Study 1, a multi-rater assessment of...

According to Unconscious Thought Theory, people make better decisions after unconscious than after conscious thought (Dijksterhuis, Bos, Nordgren, & van Baaren, 2006a). Unconscious Thought Theory yields four specific predictions. First, an exact replication of Dijksterhuis et al. (2006a) study...

Traditional goal-setting theory has been applied extensively in negotiation research. We examine one of the major tenets of the theory that has yet to be tested in the negotiation context, the argument that goals that are challenging yet attainable result in optimal performance. Specifically, we...

Three studies suggest that business cycle fluctuations trigger distinct motivational orientations that selectively affect economic judgment and decision making. Economic contractions induce avoidance motivation and affect negative economic sentiment, but leave approach motivation and positive...

Advancement of myopic loss aversion theory has been hamstrung by conflicting results, methodological inconsistencies, and a piecemeal approach toward understanding the key factors influencing decision problem framing. A series of controlled experiments provides a more holistic view of the...