11 found
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  1. Reasoning About Outcome Probabilities and Values in Preference Reversals.Marcus Selart, Ole Boe & Tommy Garling - 1999 - Thinking and Reasoning 5 (2):175 – 188.
    Research on preference reversals has demonstrated a disproportionate influence of outcome probability on choices between monetary gambles. The aim was to investigate the hypothesis that this is a prominence effect originally demonstrated for riskless choice. Another aim was to test the structure compatibility hypothesis as an explanation of the effect. The hypothesis implies that probability should be the prominent attribute when compared with value attributes both in a choice and a preference rating procedure. In Experiment 1, two groups of undergraduates (...)
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  2. Violations of Procedure Invariance in Preference Measurement: Cognitive Explanations.Marcus Selart, Henry Montgomery, Joakim Romanus & Tommy Gärling - 1994 - European Journal of Cognitive Psychology 6:417-435.
    A violation of procedure invariance in preference measurement is that the predominant or prominent attribute looms larger in choice than in a matching task. In Experiment 1, this so-called prominence effect was demonstrated for choices between pairs of options, choices to accept single options, and preference ratings of single options. That is, in all these response modes the prominent attribute loomed larger than in matching. The results were replicated in Experiment 2, in which subjects chose between or rated their preference (...)
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  3. Self-Control and Loss Aversion in Intertemporal Choice.Marcus Selart, Niklas Karlsson & Tommy Gärling - 1997 - Journal of Socio-Economics 26 (5):513-524.
    The life-cycle theory of saving behavior (Modigliani, 1988) suggests that humans strive towards an equal intertemporal distribution of wealth. However, behavioral life-cycle theory (Shefrin & Thaler, 1988) proposes that people use self-control heuristics to postpone wealth until later in life. According to this theory, people use a system of cognitive budgeting known as mental accounting. In the present study it was found that mental accounts were used differently depending on if the income change was positive or negative. This was shown (...)
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  4. Influences of the Past on Choices of the Future.Tommy Gärling, Niklas Karlsson, Joakim Romanus & Marcus Selart - 1997 - In Rob Ranyard, Ray Crozier & Ola Svenson (eds.), Decision making: Cognitive models and explanations. Routledge. pp. 167-189.
    Intertemporal choice is the study of how people make choices about what and how much to do at various points in time, when choices at one time influence the possibilities available at other points in time. These choices are influenced by the relative value people assign to two or more payoffs at different points in time. Most choices require decision-makers to trade off costs and benefits at different points in time. These decisions may be about savings, work effort, education, nutrition, (...)
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  5. The Judgment-Choice Discrepancy.Henry Montgomery, Marcus Selart, Tommy Gärling & Erik Lindberg - 1994 - Journal of Behavioral Decision Making 7 (2):145-155.
    The study examines the relative merits of a noncompatibility and a restructuring explanation of the recurrent empirical finding that a prominent attribute looms larger in choices than in judgments. Pairs of equally attractive options were presented to 72 undergraduates who were assigned to six conditions in which they performed (1) only preference judgments or choices, (2) preference judgments or choices preceded by judgments of attractiveness of attribute levels, or (3) preference judgments or choices accompanied by think-aloud reports. The results replicated (...)
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  6. Compatibility and the Use of Information Processing Strategies.Marcus Selart, Tommy Gärling & Henry Montgomery - 1998 - Journal of Behavioral Decision Making 11 (1):59-72.
    When a prominent attribute looms larger in one response procedure than in another, a violation of procedure invariance occurs. A hypothesis based on compatibility between the structure of the input information and the required output was tested as an explanation of this phenomenon. It was also compared with other existing hypotheses in the field. The study had two aims: (1) to illustrate the prominence effect in a selection of preference tasks (choice, acceptance decisions, and preference ratings); (2) to demonstrate the (...)
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  7. Preference Judgments and Choice: Is the Prominence Effect Due to Information Integration or Information Evaluation?Henry Montgomery, Tommy Gärling, Erik Lindberg & Marcus Selart - 1990 - In Katrin Borcherding, Oleg Larichev & David Messick (eds.), Contemporary issues in decision making. North-Holland.
    Several studies have shown that preference is not necessarily synonymous with choice. In particular, the most preferred object from a set of objects presented in a non—choice context is not necessarily chosen when the same objects are options in a choice situation (Lichtenstein & Slovic, 1971, 1973; Tversky, Sattah, & Slovic, 1988) . Our research on the choice—preference discrepancy replicates these findings and thus bears some resemblance to the study by Tversky, Sattah, and Slovic (1988). Two competing explanations are tested.
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  8. Effects of Mental Accounting on Intertemporal Choice.Niklas Karlsson, Tommy Gärling & Marcus Selart - 1997 - Göteborg Psychological Reports 27 (5).
    Two experiments with undergraduates as subjects were carried out with the aim of replicating and extending previous results showing that the implication of the behavioral life-cycle hypothesis (H. M. Shefrin & R. H. Thaler, 1988) that people classify assets in different mental accounts (current income, current assets, and future income) may explain how consumption choices are influenced by temporary income changes. In both experiments subjects made fictitious choices between paying for a good in cash or according to a more expensive (...)
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  9. The Role of Planning for Intention-Behavior Consistency.Robert Gillholm, Dick Ettema, Marcus Selart & Tommy Gärling - 1999 - Scandinavian Journal of Psychology 40 (4):241-250.
    Two studies investigated how planning affects intention-behavior consistency. In Study 1 an experimental group and control group which each consisted of 14 undergraduates were requested in computerized interviews to indicate which activities they intended to perform on the following day. Subjects in the experimental group were also requested in a second phase of the interviews to specify when and where they intended to perform the activities. The results showed that activities for which time and place had been specified were more (...)
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  10. The Role of Mental Accounting in Everyday Economic Decision Making.Tommy Gärling, Niklas Karlsson & Marcus Selart - 1999 - In Peter Juslin & Henry Montgomery (eds.), Judgment and decision making. Erlbaum. pp. 199-218.
    Mental accounting is a concept associated with the work of Richard Thaler. According to Thaler, people think of value in relative rather than absolute terms. They derive pleasure not just from an object’s value, but also the quality of the deal – its transaction utility (Thaler, 1985). In addition, humans often fail to fully consider opportunity costs (tradeoffs) and are susceptible to the sunk cost fallacy. Why are people willing to spend more when they pay with a credit card than (...)
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  11. Explanations of Effects of Prior Income Changes on Bying Decisions.Niklas Karlsson, Tommy Gärling & Marcus Selart - 1999 - Journal of Economic Psychology 20:449-463.
    Two experiments with undergraduates as subjects tested explanations of how a prior temporary income change influences choices between buying and deferred buying. In Experiment 1 predictions from the behavioral life-cycle theory (Shefrin & Thaler, 1988), the renewable resources model (Linville & Fischer, 1991) and the loss-sensitivity principle (Garling & Romanus, 1997) were contrasted. The results are inconsistent with the latter two explanations since the framing of buying as positive (buying a new model of a product) or negative (replacing a broken (...)
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