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Reason-based choice

Reason-based choice,10.1016/0010-0277(93)90034-S,Cognition,Eldar Shafir,Itamar Simonson,Amos Tversky

Reason-based choice   (Citations: 412)
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This paper considers the role of reasons and arguments in the making of decisions. It is proposed that, when faced with the need to choose, decision makers often seek and construct reasons in order to resolve the conflict and fustify their choice, to themselves and to others. Experiments that explore and manipulate the role of reasons are reviewed, and other decision studies are interpreted from this perspec- tive. The role of reasons in decision making is considered as it relates to uncertainty, conflict, context effects, and normative decision rules.
Journal: Cognition , vol. 49, no. 1-2, pp. 11-36, 1993
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    • ...In line with the reason-based choice concept (Shafir et al. 1993), this basic theory may allow novices to construct reasons to justify their decision...

    Frank Goedertieret al. Increasing choice satisfaction through goal-based labeling

    • ...Research on decision making suggests that people dislike uncertainty and will pay to reduce it, even when this has no effect on their ultimate decisions (Shafir, Simonson, & Tversky, 1993)...

    Gregory L. Murphyet al. Reasoning with uncertain categories

    • ...Because it is grounded in consumer theory that has been influenced by models of rational choice, information processing, and reason (Bettman, Luce, & Payne, 1998; Shafir, Simonson, & Tversky, 1993), conjoint analysis is based on the premise that realism precipitates better and more useful data (Orme, 2006)...

    John Lubkeret al. Athletes' Preferred Characteristics and Qualifications of Sport Psycho...

    • ...(1993) on reason-based choice (which was referred to above)...

    Aloys Wijngaardset al. Meaning of Life: Exploring the Relation between Economics and Religion

    • ...Research has documented a number of these “reason-based choice effects” (RBCEs), and in many of them the desire for easy justification leads to violations of various basic principles of rational choice (Shafir et al. 1993; Mercier & Sperber, in press)...
    • ...However, the effect violates the fundamental normative principle of procedural invariance (Shafir 1993; Shafir et al. 1993)...
    • ...This desire for decision justifiability can lead to violations of fundamental principles of rational decision making, such as procedural invariance, and regularity, and, thus, to biased choices, as illustrated by the reason-based choice effects literature (Shafir et al. 1993;Simonson 1989)...

    Terry Connollyet al. Regret aversion in reason-based choice

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