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Catching nonconscious goals in the act of decision making

Author

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  • Carlson, Kurt A.
  • Tanner, Robin J.
  • Meloy, Margaret G.
  • Russo, J. Edward

Abstract

Research has consistently found that goals triggered by environmental cues can influence decision making processes outside of conscious awareness. This lack of awareness led naturally to the presumption that decision makers could not report the activation level of nonconsciously primed goals. This paper shows that goal activation levels can be reported, so long as the report is made during the decision process on a continuous goal activation scale. These results indicate that default lack of awareness is less a limitation of the cognitive system and more a function of the method used to recover goals during a decision process.

Suggested Citation

  • Carlson, Kurt A. & Tanner, Robin J. & Meloy, Margaret G. & Russo, J. Edward, 2014. "Catching nonconscious goals in the act of decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 123(1), pages 65-76.
    • Handle: RePEc:eee:jobhdp:v:123:y:2014:i:1:p:65-76
    DOI: 10.1016/j.obhdp.2013.11.003
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    References listed on IDEAS

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    1. Aner Sela & Baba Shiv, 2009. "Unraveling Priming: When Does the Same Prime Activate a Goal versus a Trait?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(3), pages 418-433.
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    6. Edward J. Russo & Kurt A. Carlson & Margaret G. Meloy & Kevyn Yong, 2008. "The goal of consistency as a cause of information distortion," Post-Print hal-00481326, HAL.
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    Cited by:

    1. Chaxel, Anne-Sophie & Wiggins, Catherine & Xie, Jieru, 2018. "The impact of a limited time perspective on information distortion," Organizational Behavior and Human Decision Processes, Elsevier, vol. 149(C), pages 35-46.

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