当前位置: X-MOL 学术Experimental Psychology › 论文详情
Our official English website, www.x-mol.net, welcomes your feedback! (Note: you will need to create a separate account there.)
How and Why Different Forms of Expertise Moderate Anchor Precision in Price Decisions.
Experimental Psychology ( IF 1.1 ) Pub Date : 2019-03-01 , DOI: 10.1027/1618-3169/a000441
Marie-Lena Frech 1 , David D Loschelder 1 , Malte Friese 2
Affiliation  

Increasing price precision leads to linearly stronger anchoring effects for amateurs, but highly precise anchors can backfire for experts. Previous research focused on experts bargaining about an object within their expertise domain (e.g., real-estate agents negotiated about a house listed at &OV0556;978,781.63). This leaves unknown whether too much precision backfires for experts because of their (a) general negotiation expertise, (b) domain-specific pricing knowledge, or (c) the combination of general expertise and price-knowledge. Our pre-registered report seeks to replicate the too-much-precision effect and to experimentally separate general negotiation expertise from domain-specific price-knowledge. Seasoned experts (real-estate agents) negotiate about an object either within (house) or outside (motor yacht) their domain of expertise. We measure experts’ willingness to pay (WTP), counteroffer, self-ascribed versus other-ascribed competence, and their self-ascribed versus other-ascribed price-knowledge. Based on responses of 400 professional real-estate agents, we replicate the advantageous anchor precision effect and illustrate that too much precision backfires regardless of whether agents negotiate within (house) or outside (yacht) their domain of expertise. Mediation analysis suggests that, consistent with previous research, the impact of precise anchors is due to the competence attributed to the negotiation opponent. Our results offer insights into the psychological mechanisms and theoretical understanding of anchor precision.

中文翻译:

价格决策中不同形式的专业知识如何以及为何适度提高锚定精度。

价格精度的提高会给业余爱好者带来更强的锚定效果,但高精度的锚定会适得其反。先前的研究着重于专家就其专业领域内的对象进行讨价还价(例如,房地产经纪人就在&OV0556; 978,781.63上列出的房屋进行谈判)。由于专家(a)通用谈判专业知识,(b)特定领域的定价知识或(c)通用专业知识和价格知识的结合,这是否会给专家带来太多精确的适得其反的结果。我们的预注册报告旨在复制过于精确的效果,并通过实验将一般谈判专业知识与特定于域的价格知识区分开来。经验丰富的专家(房地产经纪人)在其专业领域内(房屋)或外部(游艇)就某个物体进行谈判。我们测量专家的支付意愿(WTP),还价,自给与他人赋予的能力,以及他们自给与他人赋予的价格知识。根据400位专业房地产经纪人的回答,我们复制了有利的锚点精度效果,并说明了无论经纪人是在其专业领域内(房屋)还是外部(游艇)进行谈判,都产生了太多的精确适得其反。调解分析表明,与先前的研究一致,精确锚点的影响是由于谈判对手具有胜任力。我们的结果提供了对锚定精度的心理机制和理论理解的见解。以及他们自定义的价格知识与其他价格的知识。根据400位专业房地产经纪人的回答,我们复制了有利的锚点精度效果,并说明了无论经纪人是在其专业领域内(房屋)还是外部(游艇)进行谈判,都产生了太多的精确适得其反。调解分析表明,与先前的研究一致,精确锚点的影响是由于谈判对手具有胜任力。我们的结果提供了对锚定精度的心理机制和理论理解的见解。以及他们自定义的价格知识与其他价格的知识。根据400位专业房地产经纪人的回答,我们复制了有利的锚点精度效果,并说明了无论经纪人是在其专业领域内(房屋)还是外部(游艇)进行谈判,都产生了太多的精确适得其反。调解分析表明,与先前的研究一致,精确锚点的影响是由于谈判对手具有胜任力。我们的结果提供了对锚定精度的心理机制和理论理解的见解。我们将复制有利的锚点精度效果,并说明无论代理人是在自己的专业领域内(房屋)还是外部(游艇)进行谈判,都会产生过多的精度回弹。调解分析表明,与先前的研究一致,精确锚点的影响是由于谈判对手具有胜任力。我们的结果提供了对锚定精度的心理机制和理论理解的见解。我们将复制有利的锚点精度效果,并说明无论代理人是在自己的专业领域内(房屋)还是外部(游艇)进行谈判,都会产生过多的精度回弹。调解分析表明,与先前的研究一致,精确锚点的影响是由于谈判对手具有胜任力。我们的结果提供了对锚定精度的心理机制和理论理解的见解。
更新日期:2019-03-01
down
wechat
bug