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How attribution-of-competence and scale-granularity explain the anchor precision effect in negotiations and estimations.

Research output: Journal contributions › Journal articles › Research › peer-review

Standard

How attribution-of-competence and scale-granularity explain the anchor precision effect in negotiations and estimations. / Frech, Marie-Lena; Loschelder, David D.; Friese, Malte.
In: Social Cognition, Vol. 38, No. 1, 2020, p. 40-61.

Research output: Journal contributions › Journal articles › Research › peer-review

Harvard

Frech, M-L, Loschelder, DD & Friese, M 2020, 'How attribution-of-competence and scale-granularity explain the anchor precision effect in negotiations and estimations.', Social Cognition, vol. 38, no. 1, pp. 40-61. https://doi.org/10.1521/soco.2020.38.1.40

APA

Frech, M.-L., Loschelder, D. D., & Friese, M. (2020). How attribution-of-competence and scale-granularity explain the anchor precision effect in negotiations and estimations. Social Cognition, 38(1), 40-61. https://doi.org/10.1521/soco.2020.38.1.40

Vancouver

Frech ML, Loschelder DD, Friese M. How attribution-of-competence and scale-granularity explain the anchor precision effect in negotiations and estimations. Social Cognition. 2020;38(1):40-61. doi: 10.1521/soco.2020.38.1.40

Bibtex

@article{5785ce7f40624cb09df6438ada15302c,
title = "How attribution-of-competence and scale-granularity explain the anchor precision effect in negotiations and estimations.",
abstract = "Precise numbers are more potent anchors than round ones. Two theoretical mechanisms have been suggested to account for this anchor precision effect: (1) the scale-granularity account postulates that individuals adjust away from the anchor in smaller steps on a finer-grained mental scale, and (2) the attribution-of-competence account postulates that people ascribe more competence to a precise-opening individual. Direct empirical evidence for both accounts is scarce, however, and exists mainly for the attribution-of-competence account in a negotiation context. In two experiments, we examined the two competing mechanisms simultaneously (Experiment 1) and contrasted them in a negotiation and in an estimation context (Experiment 2). Moreover, we developed and validated (Pilot Study) a direct measurement of scale-granularity. Mediation analyses showed that both attribution-of-competence and, for the first time, scale-granularity mediate the anchor-precision effect. The results refine our theoretical understanding of anchor precision. Implications for decision-making, negotiation, and estimation research are discussed.Read More: https://guilfordjournals.com/doi/abs/10.1521/soco.2020.38.1.40",
keywords = "Business psychology, Anchoring, Anchor precision, scale-granularity, attribution-of-competence, Negotiations, estimations, First offers",
author = "Marie-Lena Frech and Loschelder, {David D.} and Malte Friese",
year = "2020",
doi = "10.1521/soco.2020.38.1.40",
language = "English",
volume = "38",
pages = "40--61",
journal = "Social Cognition",
issn = "0278-016X",
publisher = "Guilford Publications Inc.",
number = "1",

}

RIS

TY - JOUR

T1 - How attribution-of-competence and scale-granularity explain the anchor precision effect in negotiations and estimations.

AU - Frech, Marie-Lena

AU - Loschelder, David D.

AU - Friese, Malte

PY - 2020

Y1 - 2020

N2 - Precise numbers are more potent anchors than round ones. Two theoretical mechanisms have been suggested to account for this anchor precision effect: (1) the scale-granularity account postulates that individuals adjust away from the anchor in smaller steps on a finer-grained mental scale, and (2) the attribution-of-competence account postulates that people ascribe more competence to a precise-opening individual. Direct empirical evidence for both accounts is scarce, however, and exists mainly for the attribution-of-competence account in a negotiation context. In two experiments, we examined the two competing mechanisms simultaneously (Experiment 1) and contrasted them in a negotiation and in an estimation context (Experiment 2). Moreover, we developed and validated (Pilot Study) a direct measurement of scale-granularity. Mediation analyses showed that both attribution-of-competence and, for the first time, scale-granularity mediate the anchor-precision effect. The results refine our theoretical understanding of anchor precision. Implications for decision-making, negotiation, and estimation research are discussed.Read More: https://guilfordjournals.com/doi/abs/10.1521/soco.2020.38.1.40

AB - Precise numbers are more potent anchors than round ones. Two theoretical mechanisms have been suggested to account for this anchor precision effect: (1) the scale-granularity account postulates that individuals adjust away from the anchor in smaller steps on a finer-grained mental scale, and (2) the attribution-of-competence account postulates that people ascribe more competence to a precise-opening individual. Direct empirical evidence for both accounts is scarce, however, and exists mainly for the attribution-of-competence account in a negotiation context. In two experiments, we examined the two competing mechanisms simultaneously (Experiment 1) and contrasted them in a negotiation and in an estimation context (Experiment 2). Moreover, we developed and validated (Pilot Study) a direct measurement of scale-granularity. Mediation analyses showed that both attribution-of-competence and, for the first time, scale-granularity mediate the anchor-precision effect. The results refine our theoretical understanding of anchor precision. Implications for decision-making, negotiation, and estimation research are discussed.Read More: https://guilfordjournals.com/doi/abs/10.1521/soco.2020.38.1.40

KW - Business psychology

KW - Anchoring

KW - Anchor precision

KW - scale-granularity

KW - attribution-of-competence

KW - Negotiations

KW - estimations

KW - First offers

UR - http://www.scopus.com/inward/record.url?scp=85091430532&partnerID=8YFLogxK

U2 - 10.1521/soco.2020.38.1.40

DO - 10.1521/soco.2020.38.1.40

M3 - Journal articles

VL - 38

SP - 40

EP - 61

JO - Social Cognition

JF - Social Cognition

SN - 0278-016X

IS - 1

ER -

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