IDEAS home Printed from https://ideas.repec.org/p/mpg/wpaper/2009_10.html
   My bibliography  Save this paper

How Distinct are Intuition and Deliberation? An Eye-Tracking Analysis of Instruction-Induced Decision Modes

Author

Listed:
  • Nina Horstmann

    (Max Planck Institute for Research on Collective Goods)

  • Andrea Ahlgrimm

    (Max Planck Institute for Research on Collective Goods)

  • Andreas Glöckner

    (Max Planck Institute for Research on Collective Goods)

Abstract

In recent years, numerous studies comparing intuition and deliberation have been published. However, until now relatively little is known about the cognitive processes underlying the two decision modes. Therefore, we analyzed processes of information search and integration using eye-tracking technology. We tested hypotheses derived from dual-process models which postulate that intuition and deliberation are completely distinct processes against predictions of interventionist models. The latter assume that intuitive and deliberate decisions are based on the same basic process which is supplemented by additional processes in the deliberate decision mode. We manipulated decision mode between-participants by means of instructions and participants completed simple and complex city-size tasks as well as complex legal inference tasks. Our findings indicate that the instruction to deliberate does not necessarily increase levels of processing. We found no difference in mean fixation duration and the distribution of short, medium and long fixations. Instruction-induced deliberation led to a higher number of fixations, a more complete information search and more repeated information investigations. Overall, the data support interventionist models suggesting that decisions mainly rely on automatic processes which are supplemented by additional operations in the deliberate decision mode.

Suggested Citation

  • Nina Horstmann & Andrea Ahlgrimm & Andreas Glöckner, 2009. "How Distinct are Intuition and Deliberation? An Eye-Tracking Analysis of Instruction-Induced Decision Modes," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2009_10, Max Planck Institute for Research on Collective Goods.
    • Handle: RePEc:mpg:wpaper:2009_10
    as

    Download full text from publisher

    File URL: http://www.coll.mpg.de/pdf_dat/2009_10online.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Andreas Glöckner & Ann-Katrin Herbold, 2008. "Information Processing in Decisions under Risk: Evidence for Compensatory Strategies based on Automatic Processes," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_42, Max Planck Institute for Research on Collective Goods.
    2. Christoph Engel & Andreas Glöckner, 2008. "Can We Trust Intuitive Jurors? An Experimental Analysis," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_36, Max Planck Institute for Research on Collective Goods.
    3. repec:cup:judgdm:v:3:y:2008:i::p:292-303 is not listed on IDEAS
    4. Andreas Glöckner & Tilmann Betsch, 2008. "Modeling Option and Strategy Choices with Connectionist Networks: Towards an Integrative Model of Automatic and Deliberate Decision Making," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_02, Max Planck Institute for Research on Collective Goods.
    5. Andreas Glöckner & Tilmann Betsch, 2008. "Multiple-Reason Decision Making Based on Automatic Processing," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_12, Max Planck Institute for Research on Collective Goods.
    6. Goldstein,William M. & Hogarth,Robin M. (ed.), 1997. "Research on Judgment and Decision Making," Cambridge Books, Cambridge University Press, number 9780521483346.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. repec:cup:judgdm:v:4:y:2009:i:5:p:335-354 is not listed on IDEAS
    2. Nina Horstmann & Andrea Ahlgrimm & Andreas Glöckner, 2009. "How distinct are intuition and deliberation? An eye-tracking analysis of instruction-induced decision modes," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 4(5), pages 335-354, August.
    3. Andreas Glöckner, 2009. "Investigating intuitive and deliberate processes statistically: The multiple-measure maximum likelihood strategy classification method," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 4(3), pages 186-199, April.
    4. repec:cup:judgdm:v:4:y:2009:i:3:p:186-199 is not listed on IDEAS
    5. Marc Jekel & Susann Fiedler & Andreas Glockner, 2011. "Diagnostic task selection for strategy classification in judgment and decision making," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 6(8), pages 782-799, December.
    6. Andreas Glöckner & Stephan Dickert, 2008. "Base-rate Respect by Intuition: Approximating Rational Choices in Base-rate Tasks with Multiple Cues," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_49, Max Planck Institute for Research on Collective Goods.
    7. Christoph Engel & Andreas Glöckner, 2008. "Can We Trust Intuitive Jurors? An Experimental Analysis," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_36, Max Planck Institute for Research on Collective Goods.
    8. Ben Newell & Arndt Bröder, 2008. "Cognitive processes, models and metaphors in decision research," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 3, pages 195-204, March.
    9. repec:cup:judgdm:v:4:y:2009:i:7:p:587-600 is not listed on IDEAS
    10. repec:cup:judgdm:v:13:y:2018:i:1:p:1-22 is not listed on IDEAS
    11. repec:cup:judgdm:v:3:y:2008:i::p:195-204 is not listed on IDEAS
    12. Andreas Gloeckner & Steffen Moritz, 2009. "A fine-grained analysis of the jumping-to-conclusions bias in schizophrenia: Data-gathering, response confidence, and information integration}," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 4(7), pages 587-600, December.
    13. repec:cup:judgdm:v:6:y:2011:i:8:p:711-721 is not listed on IDEAS
    14. Andreas Glöckner & Christoph Engel, 2010. "Role Induced Bias in Court: An Experimental Analysis," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2010_37, Max Planck Institute for Research on Collective Goods, revised Jan 2012.
    15. repec:cup:judgdm:v:5:y:2010:i:1:p:54-63 is not listed on IDEAS
    16. repec:cup:judgdm:v:6:y:2011:i:8:p:782-799 is not listed on IDEAS
    17. Mandeep K. Dhami & Jeryl L. Mumpower, 2018. "Kenneth R. Hammond’s contributions to the study of judgment and decision making," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 13(1), pages 1-22, January.
    18. Andreas Glockner & Tilmann Betsch, 2011. "The Empirical content of theories in judgment and decision making: Shortcomings and remedies," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 6(8), pages 711-721, December.
    19. Britta Herbig & Andreas Glöckner, 2009. "Experts and Decision Making: First Steps Towards a Unifying Theory of Decision Making in Novices, Intermediates and Experts," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2009_02, Max Planck Institute for Research on Collective Goods.
    20. Andreas Glöckner & Ann-Katrin Herbold, 2008. "Information Processing in Decisions under Risk: Evidence for Compensatory Strategies based on Automatic Processes," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_42, Max Planck Institute for Research on Collective Goods.
    21. Marc Jekel & Andreas Nicklisch & Andreas Gloeckner, 2010. "Implementation of the Multiple-Measure Maximum Likelihood strategy classification method in R: Addendum to Gloeckner (2009) and practical guide for application," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 5(1), pages 54-63, February.
    22. Mischkowski, Dorothee & Glöckner, Andreas & Lewisch, Peter, 2018. "From spontaneous cooperation to spontaneous punishment – Distinguishing the underlying motives driving spontaneous behavior in first and second order public good games," Organizational Behavior and Human Decision Processes, Elsevier, vol. 149(C), pages 59-72.
    23. Traxler, Christian, 2012. "Majority voting and the welfare implications of tax avoidance," Journal of Public Economics, Elsevier, vol. 96(1), pages 1-9.
    24. Christoph Engel, 2008. "Preponderance of the Evidence versus Intime Conviction. A Behavioural Perspective on a Conflict between American and Continental European Law," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_33, Max Planck Institute for Research on Collective Goods.
    25. Meißner, Martin & Oppewal, Harmen & Huber, Joel, 2020. "Surprising adaptivity to set size changes in multi-attribute repeated choice tasks," Journal of Business Research, Elsevier, vol. 111(C), pages 163-175.
    26. António Madureira & Nico Baken & Harry Bouwman, 2011. "Value of digital information networks: a holonic framework," Netnomics, Springer, vol. 12(1), pages 1-30, April.
    27. Charles Cunningham & Ken Deal & Yvonne Chen, 2010. "Adaptive Choice-Based Conjoint Analysis," The Patient: Patient-Centered Outcomes Research, Springer;International Academy of Health Preference Research, vol. 3(4), pages 257-273, December.
    28. Moshe Glickman & Orian Sharoni & Dino J Levy & Ernst Niebur & Veit Stuphorn & Marius Usher, 2019. "The formation of preference in risky choice," PLOS Computational Biology, Public Library of Science, vol. 15(8), pages 1-25, August.

    More about this item

    Keywords

    Decision Making; Decision Mode; Intuition; Deliberation; Eye-Tracking;
    All these keywords.

    NEP fields

    This paper has been announced in the following NEP Reports:

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:mpg:wpaper:2009_10. See general information about how to correct material in RePEc.

    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 CitEc recognized a bibliographic reference but did not link an item in RePEc 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 RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Marc Martin (email available below). General contact details of provider: https://edirc.repec.org/data/mppggde.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.