Scholars@Duke
Journal cover image

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

Publication ,  Journal Article
Moore, SG; Neal, DT; Fitzsimons, GJ; Shiv, B
Published in: Organizational Behavior and Human Decision Processes
January 1, 2012
Published version (DOI)

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. © 2011 Elsevier Inc.

Duke Scholars

Gavan J. Fitzsimons
Author Gavan J. Fitzsimons Fuqua School of Business
Altmetric Attention Stats
Dimensions Citation Stats

Published In

Organizational Behavior and Human Decision Processes

DOI

10.1016/j.obhdp.2011.08.003

ISSN

0749-5978

Publication Date

January 1, 2012

Volume

117

Issue

1

Start / End Page

168 / 178

Related Subject Headings

  • Social Psychology
  • 52 Psychology
  • 35 Commerce, management, tourism and services
  • 17 Psychology and Cognitive Sciences
  • 15 Commerce, Management, Tourism and Services
 

Citation

APA
Chicago
ICMJE
MLA
NLM
Moore, S. G., Neal, D. T., Fitzsimons, G. J., & Shiv, B. (2012). Wolves in sheep's clothing: How and when hypothetical questions influence behavior. Organizational Behavior and Human Decision Processes, 117(1), 168–178. https://doi.org/10.1016/j.obhdp.2011.08.003
Moore, S. G., D. T. Neal, G. J. Fitzsimons, and B. Shiv. “Wolves in sheep's clothing: How and when hypothetical questions influence behavior.” Organizational Behavior and Human Decision Processes 117, no. 1 (January 1, 2012): 168–78. https://doi.org/10.1016/j.obhdp.2011.08.003.
Moore SG, Neal DT, Fitzsimons GJ, Shiv B. Wolves in sheep's clothing: How and when hypothetical questions influence behavior. Organizational Behavior and Human Decision Processes. 2012 Jan 1;117(1):168–78.
Moore, S. G., et al. “Wolves in sheep's clothing: How and when hypothetical questions influence behavior.” Organizational Behavior and Human Decision Processes, vol. 117, no. 1, Jan. 2012, pp. 168–78. Scopus, doi:10.1016/j.obhdp.2011.08.003.
Moore SG, Neal DT, Fitzsimons GJ, Shiv B. Wolves in sheep's clothing: How and when hypothetical questions influence behavior. Organizational Behavior and Human Decision Processes. 2012 Jan 1;117(1):168–178.
Journal cover image

Published In

Organizational Behavior and Human Decision Processes

DOI

10.1016/j.obhdp.2011.08.003

ISSN

0749-5978

Publication Date

January 1, 2012

Volume

117

Issue

1

Start / End Page

168 / 178

Related Subject Headings

  • Social Psychology
  • 52 Psychology
  • 35 Commerce, management, tourism and services
  • 17 Psychology and Cognitive Sciences
  • 15 Commerce, Management, Tourism and Services