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Motivated Reasoning in Outcome-Bias Effects

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  • Nidhi Agrawal
  • Durairaj Maheswaran

Abstract

In this research, we examine the conditions under which outcomes bias judgments, and we provide insights on the processes underlying such bias effects. A series of three studies identified motivated reasoning as a major determinant of when outcomes would bias judgments. The processes underlying outcome bias effects also varied depending on the motivational goal. Accuracy goals minimized outcome bias based on objective elaboration. Defense goals enhanced outcome bias by promoting selective processing of the outcome when it was preference consistent. Finally, impression goals increased the perceived diagnosticity of outcomes and biased the subsequent systematic processing resulting in outcome-biased judgments. (c) 2005 by JOURNAL OF CONSUMER RESEARCH, Inc..

Suggested Citation

  • Nidhi Agrawal & Durairaj Maheswaran, 2005. "Motivated Reasoning in Outcome-Bias Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 31(4), pages 798-805, March.
    • Handle: RePEc:oup:jconrs:v:31:y:2005:i:4:p:798-805
    DOI: 10.1086/426614
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    Cited by:

    1. Agrawal, Nidhi & Han, DaHee & Duhachek, Adam, 2013. "Emotional agency appraisals influence responses to preference inconsistent information," Organizational Behavior and Human Decision Processes, Elsevier, vol. 120(1), pages 87-97.
    2. Gleim, Mark R. & Johnson, Catherine M. & Lawson, Stephanie J., 2019. "Sharers and sellers: A multi-group examination of gig economy workers' perceptions," Journal of Business Research, Elsevier, vol. 98(C), pages 142-152.
    3. Johnson, Devon S. & Lowe, Ben, 2015. "Emotional Support, Perceived Corporate Ownership and Skepticism toward Out-groups in Virtual Communities," Journal of Interactive Marketing, Elsevier, vol. 29(C), pages 1-10.
    4. Savani, Krishna & King, Dan, 2015. "Perceiving outcomes as determined by external forces: The role of event construal in attenuating the outcome bias," Organizational Behavior and Human Decision Processes, Elsevier, vol. 130(C), pages 136-146.
    5. Matthew Lee & Dr. Frankie Law, 2015. "The discount framing in different pricing schemes: Combined versus partitioned pricing," Journal of Business & Management (COES&RJ-JBM), , vol. 3(4), pages 439-458, October.

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