Preference, projection, and packing: Support theory models of judgments of others' preferences
People frequently need to predict the preferences of others. Such intuitive predictions often show social projection, in which one's own preference for an option increases its perceived popularity among others. We use support theory to model social projection in the prediction of preferences, and in particular interactions between social projection and description-dependence. Preferred options are predicted to have consistently high salience, and therefore should be less susceptible to description variations, such as unpacking, which normally affect option salience. This preference salience premise implies an interaction between social projection and option description, with reduced unpacking effects for hypotheses including preferred options, or equivalently, with reduced social projection when less-liked alternatives are unpacked. Support theory models accommodating different preference-dependent unpacking effects are tested. These models distinguish two substantial contributors to social projection effects: (a) greater evidence recruited for preferred options and (b) greater discounting of packed less-preferred options.
If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Volume (Year): 115 (2011)
Issue (Month): 1 (May)
|Contact details of provider:|| Web page: http://www.elsevier.com/locate/obhdp|
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- West, Patricia M, 1996. " Predicting Preferences: An Examination of Agent Learning," Journal of Consumer Research, Oxford University Press, vol. 23(1), pages 68-80, June.
- Childers, Terry L & Rao, Akshay R, 1992. " The Influence of Familial and Peer-Based Reference Groups on Consumer Decisions," Journal of Consumer Research, Oxford University Press, vol. 19(2), pages 198-211, September.
- Hoch, Stephen J, 1988. " Who Do We Know: Predicting the Interests and Opinions of the American Consumer," Journal of Consumer Research, Oxford University Press, vol. 15(3), pages 315-324, December.
- Bearden, William O & Etzel, Michael J, 1982. " Reference Group Influence on Product and Brand Purchase Decisions," Journal of Consumer Research, Oxford University Press, vol. 9(2), pages 183-194, September.
- Dawes, Robyn M. & Mulford, Matthew, 1996. "The False Consensus Effect and Overconfidence: Flaws in Judgment or Flaws in How We Study Judgment?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 65(3), pages 201-211, March.
- Koehler, Derek J., 1996. "A Strength Model of Probability Judgments for Tournaments," Organizational Behavior and Human Decision Processes, Elsevier, vol. 66(1), pages 16-21, April.
- Tversky, Amos & Kahneman, Daniel, 1986. "Rational Choice and the Framing of Decisions," The Journal of Business, University of Chicago Press, vol. 59(4), pages 251-278, October.
- David Faro & Yuval Rottenstreich, 2006. "Affect, Empathy, and Regressive Mispredictions of Others' Preferences Under Risk," Management Science, INFORMS, vol. 52(4), pages 529-541, April.
When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:115:y:2011:i:1:p:121-132. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Dana Niculescu)
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.