Wolves in sheep's clothing: How and when hypothetical questions influence behavior

被引：10
|
作者：
Moore, Sarah G. [1 ]
Neal, David T. [2 ]
Fitzsimons, Gavan J. [3 ]
Shiv, Baba [4 ]
机构：
[1] Univ Alberta, Alberta Sch Business, Edmonton, AB T6G 2R6, Canada
[2] SGM, Los Angeles, CA 90089 USA
[3] Duke Univ, Durham, NC 27708 USA
[4] Stanford Univ, Sanwa Bank Ltd, Stanford, CA 94305 USA
来源：
ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES | 2012年 / 117卷 / 01期
关键词：
Hypothetical questions; Accessibility; Question-behavior effect; ROCK-AND-ROLL; PERSON PERCEPTION; ACCESSIBILITY; PREDICTION; ACTIVATION; PREJUDICE; CATEGORY; CHILDREN; ERRORS; DRUGS;
D O I：
10.1016/j.obhdp.2011.08.003
中图分类号：
B849 [应用心理学];
学科分类号：
040203 ;
摘要：
How and when does responding to hypothetical questions shape future judgment and behavior? We identify knowledge accessibility as an implicit process through which hypothetical questions influence individuals, and examine moderators of accessibility that determine when these effects obtain. In an initial study, we show that hypothetical questions increase the accessibility of the specific positive or negative knowledge referenced by the question. In five subsequent studies, we manipulate factors known to enhance (consistency, elaboration) and attenuate (awareness, delay) accessibility, and show that these factors moderate the influence of hypothetical questions on individuals' voting choices, legal decision-making, and consumption behavior. (C) 2011 Elsevier Inc. All rights reserved.
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页码：168 / 178
页数：11
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