On What Basis Should I Make a Choice?” Influencing Decision Making with a Choice Mindset

Research Seminars
Academic Areas Organisational Behaviour
Krishna Savani, Assistant Professor of Management and Organization, National University of Singapore
May 3, 2013 | 11:30 AM - 1:00 PM | Friday
AC 2 MLT (Mini Lecture Theatre), Level -2, hyderabad, Hyderabad, India
For ISB Community
We test the hypothesis that inducing people to construe minor actions as active choices would lead them to ask the question, “On what basis should I make the choice?”, thus leading people to focus on relevant criteria when making decisions. Study 1 found that inducing people to construe actions as choices leads them to look longer at relevant (compared to non-relevant) attributes in a multi-attribute decision paradigm. Study 2 similarly showed that for risky decisions, construing actions as choices focuses people’s attention on the expected value and variance of the risky option’s outcomes. Study 3 found that choice-construal leads people to base intertemporal decisions on the implied rate of return, and Study 4 demonstrated that this effect is mediated by greater visual attention to rate-of-return information. Overall, the findings indicate that subtle changes in how people view their everyday actions can have profound consequences for their subsequent decisions.