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A psychological process approach to decision making : Post-decision restructuring of value conflicts

Salo, Ilkka LU (2000)
Abstract
Recent research has shown that when decision makers in retrospect are asked to reproduce attractiveness evaluations (of aspects) of important characteristics (attributes) of a chosen and a non-chosen choice alternative, they exaggerate the attractiveness difference between the alternatives. This post-decision attractiveness differentiation (consolidation) works in favor of the chosen alternative. Consolidation processes, are predicted by Differentiation and Consolidation (Diff Con) Theory (Svenson, 1992), a theory, which constitutes the decision theoretic framework for this thesis. In four studies, the present thesis examines how so-called attractiveness value conflicts on important attributes are restructured from the pre-decision to the... (More)
Recent research has shown that when decision makers in retrospect are asked to reproduce attractiveness evaluations (of aspects) of important characteristics (attributes) of a chosen and a non-chosen choice alternative, they exaggerate the attractiveness difference between the alternatives. This post-decision attractiveness differentiation (consolidation) works in favor of the chosen alternative. Consolidation processes, are predicted by Differentiation and Consolidation (Diff Con) Theory (Svenson, 1992), a theory, which constitutes the decision theoretic framework for this thesis. In four studies, the present thesis examines how so-called attractiveness value conflicts on important attributes are restructured from the pre-decision to the post-decision phase. In addition, restructuring of attribute importance, and attractiveness restructuring of choice-alternatives without value conflicts were investigated. Compared to earlier Diff Con research that used mainly hypothetical decision problems, the present thesis used, in most parts, decision problems closer to the decision maker's individual real-life decisions, and decisions with real substantial outcomes. Study I showed (in two experiments) no consolidation on the group level. Instead, separate analyses of attributes with value conflicts gave strong attractiveness restructuring in the post-decision phase. However, the disadvantage for the chosen alternative on attributes in conflict was never changed to an advantage during the time of the experiments. This result, coupled with similar results from a simultaneously ongoing study, gave an impetus for the following studies in this dissertation. In Study II, nursing students gave evaluations on the two most attractive training programs they actually were going to apply for. The results showed attractiveness restructuring favoring the chosen alternative on attributes in conflict only. The effect was so strong that disadvantages for the chosen alternative were turned into advantages during the time of the study. For the first time, importance restructuring predicted by Diff Con theory was also found empirically. Study III used a two-stage travel lottery with real outcomes as a decision problem. The study intended to facilitate the occurrence of conflict by means of matching the probabilities to win between the two choice alternatives. Winners showed attractiveness restructuring favoring the chosen alternative on attributes in conflict (chance to win). As in study II, importance restructuring was also found. Study IV used the same two-stage lottery as was used in study III. Attractiveness restructuring of attributes in conflict found in study III was partly replicated. In addition, the study investigated different kinds of relationships between importance and attractiveness. The results showed that attractiveness was related to importance more or less strongly for different alternatives. In particular, the positive correlation between importance and attractiveness was greater for the chosen alternative than for the non-chosen alternative. Finally, some proposals for future research were suggested including studies on value conflict and the relationship between importance and attractiveness. (Less)
Abstract (Swedish)
Popular Abstract in Swedish

Senare forskning har påvisat att beslutsfattare som återger attraktivitets skattningar (aspekter) av egenskaper (attribut) av det valda och det icke valda alternativet i ett beslut som de tidigare fattat, ökar attraktivitets differensen mellan alternativen. Denna efterbesluts attraktivitets differentiering (konsolidering) verkar till fördel för det valda alternativet. Konsoliderings processer prediceras av Differentiation and Consolidation (Diff Con) Theory (Svenson, 1992), en teori som utgör den besluts teoretiska ramen för denna avhandling. I fyra studier undersöktes hur sk. värdekonflikter i attraktiviteten av viktiga attribut omstruktureras under tiden före till efter beslutet. Dessutom... (More)
Popular Abstract in Swedish

Senare forskning har påvisat att beslutsfattare som återger attraktivitets skattningar (aspekter) av egenskaper (attribut) av det valda och det icke valda alternativet i ett beslut som de tidigare fattat, ökar attraktivitets differensen mellan alternativen. Denna efterbesluts attraktivitets differentiering (konsolidering) verkar till fördel för det valda alternativet. Konsoliderings processer prediceras av Differentiation and Consolidation (Diff Con) Theory (Svenson, 1992), en teori som utgör den besluts teoretiska ramen för denna avhandling. I fyra studier undersöktes hur sk. värdekonflikter i attraktiviteten av viktiga attribut omstruktureras under tiden före till efter beslutet. Dessutom undersöktes omstruktureringen av hur betydelsefulla egenskaperna ansågs vara för beslutet (importance) och omstrukturering av attribut utan konflikt. Jämfört med tidigare Diff Con forskning, som framför allt använde sig av hypotetiska beslutsproblem, använde man sig här istället av besluts problem som hade direkt koppling till beslutsfattarnas individuella beslut i "verkliga livet", men också av beslut med reella substantiella utfall. I två experiment kunde studie I inte påvisa konsolidering på gruppnivå. Istället, påvisade separata analyser av konfliktattribut en stark attraktivitets omstrukturering i efterbesluts fasen. Nackdelen för det valda alternativet på konfliktattributen vändes dock inte till en fördel under tidsperioden för experimenten. Detta resultat, tillsammans med resultat från en annan samtidigt pågående studie utgjorde startskottet för de följande studierna i denna avhandling. I studie II skattade sjukvårds studenter de två specialiserings program som de faktiskt skulle ansöka till. Resultaten påvisade attraktivitets omstrukturering till fördel för det valda alternativet på attribut i konflikt. Effekten var så stark att nackdelar för det valda alternativet vändes till fördelar under tidsperioden för studien. För första gången, kunde också omstrukturering av attributens betydelse, tidigare predicerat av Diff Con Teorin, påvisas empiriskt. I studie III användes ett tvåstegs reselotteri med reella utfall som beslutsproblem. Studien avsåg att underlätta uppkomsten av konfliker genom att sannolikheterna för vinst mellan de två valalternativen hade matchats. Vinnare uppvisade attraktivitets omstrukturering till fördel för det valda alternativet på konflikt attribut (chansen att vinna). Liksom i studie II, påvisades också omstrukturering av hur betydelsefulla attributen var. I studie IV användes samma tvåstegs lotteri som i studie III. Attraktivitets omstruktureringen av konflikt attribut i studie III replikerades delvis. Dessutom undersöktes hur olika samband mellan hur betydelsefulla och hur attraktiva attributen skattades till att vara. Resultaten påvisade att attraktivitet var mer eller mindre starkt relaterat till betydelsefullhet för olika alternativ. En starkare positiv korrelation mellan betydelsefullhet och attraktivitet för det valda alternativet jämfört med det icke valda alternativet kunde påvisas. Slutligen angavs vissa förslag för framtida studier om värdekonflikt och sambandet mellan betydelsefullhet och attraktivitet. (Less)
Please use this url to cite or link to this publication:
author
supervisor
opponent
  • Lindberg, Erik
organization
publishing date
type
Thesis
publication status
published
subject
keywords
Psychology, value conflict, attractiveness, Decision, post-decision processes, Psykologi
pages
176 pages
publisher
Department of Psychology, Lund University
defense location
Kulturens auditorium, Lund
defense date
2000-09-29 10:15:00
external identifiers
  • other:ISRN: LUSADG/SAPS--00/1087--SE
ISBN
91-628-4317-6
language
English
LU publication?
yes
id
c4077fa7-045f-4356-93f6-a142b7761683 (old id 40820)
date added to LUP
2016-04-04 12:04:54
date last changed
2021-11-17 11:08:11
@phdthesis{c4077fa7-045f-4356-93f6-a142b7761683,
  abstract     = {{Recent research has shown that when decision makers in retrospect are asked to reproduce attractiveness evaluations (of aspects) of important characteristics (attributes) of a chosen and a non-chosen choice alternative, they exaggerate the attractiveness difference between the alternatives. This post-decision attractiveness differentiation (consolidation) works in favor of the chosen alternative. Consolidation processes, are predicted by Differentiation and Consolidation (Diff Con) Theory (Svenson, 1992), a theory, which constitutes the decision theoretic framework for this thesis. In four studies, the present thesis examines how so-called attractiveness value conflicts on important attributes are restructured from the pre-decision to the post-decision phase. In addition, restructuring of attribute importance, and attractiveness restructuring of choice-alternatives without value conflicts were investigated. Compared to earlier Diff Con research that used mainly hypothetical decision problems, the present thesis used, in most parts, decision problems closer to the decision maker's individual real-life decisions, and decisions with real substantial outcomes. Study I showed (in two experiments) no consolidation on the group level. Instead, separate analyses of attributes with value conflicts gave strong attractiveness restructuring in the post-decision phase. However, the disadvantage for the chosen alternative on attributes in conflict was never changed to an advantage during the time of the experiments. This result, coupled with similar results from a simultaneously ongoing study, gave an impetus for the following studies in this dissertation. In Study II, nursing students gave evaluations on the two most attractive training programs they actually were going to apply for. The results showed attractiveness restructuring favoring the chosen alternative on attributes in conflict only. The effect was so strong that disadvantages for the chosen alternative were turned into advantages during the time of the study. For the first time, importance restructuring predicted by Diff Con theory was also found empirically. Study III used a two-stage travel lottery with real outcomes as a decision problem. The study intended to facilitate the occurrence of conflict by means of matching the probabilities to win between the two choice alternatives. Winners showed attractiveness restructuring favoring the chosen alternative on attributes in conflict (chance to win). As in study II, importance restructuring was also found. Study IV used the same two-stage lottery as was used in study III. Attractiveness restructuring of attributes in conflict found in study III was partly replicated. In addition, the study investigated different kinds of relationships between importance and attractiveness. The results showed that attractiveness was related to importance more or less strongly for different alternatives. In particular, the positive correlation between importance and attractiveness was greater for the chosen alternative than for the non-chosen alternative. Finally, some proposals for future research were suggested including studies on value conflict and the relationship between importance and attractiveness.}},
  author       = {{Salo, Ilkka}},
  isbn         = {{91-628-4317-6}},
  keywords     = {{Psychology; value conflict; attractiveness; Decision; post-decision processes; Psykologi}},
  language     = {{eng}},
  publisher    = {{Department of Psychology, Lund University}},
  school       = {{Lund University}},
  title        = {{A psychological process approach to decision making : Post-decision restructuring of value conflicts}},
  year         = {{2000}},
}