Nonconscious and contaminative effects of hypothetical questions on subsequent decision making
Publication
, Journal Article
Fitzsimons, GJ; Shiv, B
Published in: Journal of Consumer Research
September 1, 2001
In this article we examine the impact of asking hypothetical questions on respondents' subsequent decision making. Across several experiments we find that even though such questions are purely hypothetical, respondents are unable to prevent a substantial biasing effect on their behavior. Further, we find that an increase in cognitive elaboration increases the contaminative effects of hypothetical questions and that this increase occurs primarily when the hypothetical information is relevant. In-depth poststudy interviews with a subset of the participants suggest that the effects of hypothetical questions on choice occur beyond awareness and, as a result, are quite difficult to counteract.
Duke Scholars
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Published In
Journal of Consumer Research
DOI
ISSN
0093-5301
Publication Date
September 1, 2001
Volume
28
Issue
2
Start / End Page
224 / 238
Related Subject Headings
- Marketing
- 3506 Marketing
- 1701 Psychology
- 1506 Tourism
- 1505 Marketing
Citation
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ICMJE
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Fitzsimons, G. J., & Shiv, B. (2001). Nonconscious and contaminative effects of hypothetical questions on subsequent decision making. Journal of Consumer Research, 28(2), 224–238. https://doi.org/10.1086/322899
Fitzsimons, G. J., and B. Shiv. “Nonconscious and contaminative effects of hypothetical questions on subsequent decision making.” Journal of Consumer Research 28, no. 2 (September 1, 2001): 224–38. https://doi.org/10.1086/322899.
Fitzsimons GJ, Shiv B. Nonconscious and contaminative effects of hypothetical questions on subsequent decision making. Journal of Consumer Research. 2001 Sep 1;28(2):224–38.
Fitzsimons, G. J., and B. Shiv. “Nonconscious and contaminative effects of hypothetical questions on subsequent decision making.” Journal of Consumer Research, vol. 28, no. 2, Sept. 2001, pp. 224–38. Scopus, doi:10.1086/322899.
Fitzsimons GJ, Shiv B. Nonconscious and contaminative effects of hypothetical questions on subsequent decision making. Journal of Consumer Research. 2001 Sep 1;28(2):224–238.
Published In
Journal of Consumer Research
DOI
ISSN
0093-5301
Publication Date
September 1, 2001
Volume
28
Issue
2
Start / End Page
224 / 238
Related Subject Headings
- Marketing
- 3506 Marketing
- 1701 Psychology
- 1506 Tourism
- 1505 Marketing