Accounting and convincing: the effect of two types of justification on the decision process

✍ Scribed by Oswald Huber; Gabriele Seiser

• Publisher: John Wiley and Sons
• Year: 2001
• Tongue: English
• Weight: 116 KB
• Volume: 14
• Category: Article
• ISSN: 0894-3257
• DOI: 10.1002/1099-0771(200101)14:1<69::aid-bdm366>3.0.co;2-t

✦ Synopsis

The e}ect of two types of justi_cation pressure on the decision process was inves! tigated[ Three groups of 04 subjects each had to choose the head of a corrective home for criminal adolescents out of six candidates\ who were described on 05 attributes[ Two groups worked under justi_cation pressure] subjects in the Accounting group were informed that they had to explain their decision afterwards\ subjects in the Convincing group that they had to convince the other members of the executive board to vote for their selected candidate[ From the third group\ no justi_cation was requested[ It was found that justi_cation pressure leads to a distinct increase in the amount of utilized information and to a more elaborate choice process\ while the global decision heuristics do not seem to change[ The two justi_cation groups did not di}er in the amount of information utilized\ but the Convincing group employed a more elaborate process[ This result shows that justi_cation pressure is one of the task characteristics a}ecting the decision process\ and proves that a latent justi_cation pressure as assumed in some decision theories does not have the same e}ect as an explicit one [ Copyright Þ 1990