Representativeness, Relevance, and the Use of Feelings in Decision Making
It has been suggested that evaluations may be based on a "How-do-I-feel-about-it?" heuristic, which involves holding a representation of the target in mind and inspecting feelings that this representation may elicit. Previous studies have shown that reliance on such feelings depends on whether or not they are believed to be representative of the target. This article argues that reliance on feelings also depends on whether feelings toward the target are regarded as relevant. Consistent with this thesis, findings from three experiments indicate that reliance on the "How-do-I-feel-about-it?" heuristic is more likely when the decision maker has consummatory as opposed to instrumental motives. Results also suggest that subtle feelings toward the target are indeed instantiated in the process, and that the process may be more likely among individuals with a propensity to process information in a visual and sensory manner. Copyright 1998 by the University of Chicago.
Volume (Year): 25 (1998)
Issue (Month): 2 (September)
|Contact details of provider:|| |
When requesting a correction, please mention this item's handle: RePEc:ucp:jconrs:v:25:y:1998:i:2:p:144-59. 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: (Oxford University Press)
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.