On Making the Right Choice
The Deliberation-Without-Attention Effect
Bibliographic Data
| ID | 23345261 |
|---|---|
| Authors | Ap Dijksterhuis (University of Amsterdam, corresponding author), Maarten W Bos (0000-0001-5020-4990, University of Amsterdam), Loran F Nordgren (0000-0002-3123-5908, University of Amsterdam), Rick B Van Baaren (University of Amsterdam) |
| Year | 2006 |
| Volume | 311 |
| Issue | 5763 |
| Pages | 1005-1007 |
| Publication date | 2006-02-17 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Science (JOURNAL) |
| Journal identifiers | ISSN: 0036-8075 • E-ISSN: 0193-4511 |
| Publisher | American Association for the Advancement of Science (AAAS) (PUBLISHER) |
| DOI | 10.1126/science.1121629 |
| PMID | 16484496 |
| OpenAlex | W2128348355 |
| Language | EN |
| Citations received | 155 |
| References cited | 18 |
Contrary to conventional wisdom, it is not always advantageous to engage in thorough conscious deliberation before choosing. On the basis of recent insights into the characteristics of conscious and unconscious thought, we tested the hypothesis that simple choices (such as between different towels or different sets of oven mitts) indeed produce better results after conscious thought, but that choices in complex matters (such as between different houses or different cars) should be left to unconscious thought. Named the “deliberation-without-attention” hypothesis, it was confirmed in four studies on consumer choice, both in the laboratory as well as among actual shoppers, that purchases of complex products were viewed more favorably when decisions had been made in the absence of attentive deliberation.
Cognitive psychology · Deliberation · Epistemology · Political science · Psychoanalysis · Simple (philosophy) · Unconscious mind · Decision-Making and Behavioral Economics · Economic and Environmental Valuation · Law · Philosophy · Psychology · Psychology of Moral and Emotional Judgment · Social Psychology
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| Unique citing works | 155 |
|---|---|
| Citations per year | 7,75 |
| Citation span | 2006 - 2026 (21) |
| Citation velocity | current |
| Highly cited | Yes |
| Citation types | Neutral: 134 |