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Terry Connolly
University of Arizona
45Publications
13H-index
969Citations
Publications 45
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#1Dylan A. Cooper (UA: University of Arizona)H-Index: 1
#2Terry Connolly (UA: University of Arizona)H-Index: 13
Last.Tamar Kugler (UA: University of Arizona)H-Index: 15
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In interactive decisions, cues to what others will do are important in forming a strategy. Information about others' personalities appears to be potentially valuable for this purpose. We report a series of four studies examining how information about another actor's personality influences people's own choices in interactive decisions. The studies found widespread beliefs that others' personality characteristics are strongly predictive both of broad classes of decision behavior (competition/coope...
#1Terry ConnollyH-Index: 13
#2Jochen Reb (Singapore Management University)H-Index: 16
Last.Edgar E. Kausel (University of Chile)H-Index: 11
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Two experiments examined the impact on the decoy effect of making salient the possibility of post-decision regret, a manipulation that has been shown in several earlier studies to stimulate critical examination and improvement of decision process. Experiment 1 (N = 62) showed that making regret salient eliminated the decoy effect in a personal preference task. Experiment 2 (N = 242) replicated this finding for a different personal preference task and for a prediction task. It also replicated pre...
#1Terry Connolly (UA: University of Arizona)H-Index: 13
#2Lisa D. Ordóñez (UA: University of Arizona)H-Index: 18
Last.Steven J. Barker (UA: University of Arizona)H-Index: 22
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Judgment and decision making (JDM) is a large and growing research field spanning a wide range of psychological issues associated with human choice. It is primarily descriptive, although normative and prescriptive issues often emerge as researchers identify what they see as errors in human decision making and suggest ways in which they might be remedied. In the early section of this review we sample many of JDM's major themes: basic processes of inference (Section 2) and prediction (Section 3), ...
#1Terry Connolly (UA: University of Arizona)H-Index: 13
#2Jochen Reb (Singapore Management University)H-Index: 16
This research examines the moderating role of regret aversion in reason-based choice. Earlier research has shown that regret aversion and reason-based choice effects are linked through a common emphasis on decision justification, and that a simple manipulation of regret salience can eliminate the decoy effect, a well-known reason-based choice effect. We show here that the effect of regret salience varies in theory-relevant ways from one reason-based choice effect to another. For effects such as ...
#1Terry Connolly (UA: University of Arizona)H-Index: 13
#2Jochen Reb (Singapore Management University)H-Index: 16
Abstract Vaccination decisions, as in choosing whether or not to immunize one's small child against specific diseases, are both psychologically and computationally complex. The psychological complexities have been extensively studied, often in the context of shaping convincing or persuasive messages that will encourage parents to vaccinate their children. The computational complexity of the decision has been less noted. However, even if the parent has access to neutral, accurate, credible inform...
#1Terry Connolly (UA: University of Arizona)H-Index: 13
#2Jochen Reb (Singapore Management University)H-Index: 16
Mercier and Sperber (M&S) argue that reasoning has evolved primarily as an adjunct to persuasive communication rather than as a basis for consequential choice. Recent research on decision-related regret suggests that regret aversion and concomitant needs for justification may underpin a complementary mechanism that can, if appropriately deployed, convert M&S's facile arguer into an effective decision maker, with obvious evolutionary advantages.
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