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dc.contributor.authorChaxel, Anne-sophieen_US
dc.date.accessioned2013-02-22T14:15:47Z
dc.date.available2017-09-26T06:00:57Z
dc.date.issued2012-05-27en_US
dc.identifier.otherbibid: 8251233
dc.identifier.urihttps://hdl.handle.net/1813/31389
dc.description.abstractThe dissertation is composed of three papers, and attempts to unravel the impact of two potential drivers of biases in judgment and decision-making: cognitive consistency and associative reasoning. The first paper is a literature review of cognitive consistency theories. The seminal paradigm and the major theories it spawned are first described and integrated into a unified framework. In addition, this framework is used to propose a new set of research questions in consumer psychology. The second paper is a methodological paper, which primes cognitive consistency as a goal and tracks its influence on judgment and decision-making. Three initial studies demonstrate that the developed method successfully activates the goal of cognitive consistency. Three additional studies track the influence of cognitive consistency on three cognitive biases: the desirability bias, the influence of expectations on experience, and selective exposure. The third paper investigates associative reasoning as another driver of biases in judgment and decision-making. A method to prime associative reasoning is proposed. Then four studies observe its influence on four biases in judgment and decision-making: the availability heuristic, the representativeness heuristic, the sunk cost fallacy, and mental model fallacies.en_US
dc.language.isoen_USen_US
dc.subjectCognitive Consistencyen_US
dc.subjectAssociative Reasoningen_US
dc.subjectGoal Primingen_US
dc.titleThe Impact Of Cognitive Consistency And Associative Reasoning On Judgment And Decision-Makingen_US
dc.typedissertation or thesisen_US
thesis.degree.disciplineManagement
thesis.degree.grantorCornell Universityen_US
thesis.degree.levelDoctor of Philosophy
thesis.degree.namePh. D., Management
dc.contributor.chairRusso, J. Edwarden_US
dc.contributor.committeeMemberFerguson, Melissa J.en_US
dc.contributor.committeeMemberThomas, Manoj Ken_US


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