On making the right choice: The deliberation-without-attention effect
On making the right choice: The deliberation-without-attention effect
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DOI：
10.1126/science.1121629
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发表时间：
2006-02-17
期刊：
影响因子：
56.9
通讯作者：
van Baaren, RB
中科院分区：
文献类型：
--
作者：
Dijksterhuis, A;Bos, MW;van Baaren, RB
与传统智慧相反，在选择之前进行彻底的有意识的深思熟虑并不总是有利的。基于最近对有意识和无意识思维特征的见解，我们测试了这样的假设：简单的选择（例如在不同的毛巾或不同的烤箱手套之间）确实会在有意识的思考后产生更好的结果，但在复杂的事情上的选择（例如不同的房子或不同的汽车之间）应该留给无意识的思考。这一假说被命名为“无注意力的深思熟虑”假说，在实验室和实际购物者中进行的四项关于消费者选择的研究中都得到了证实，即在没有仔细考虑的情况下做出决定时，购买复杂产品会更受欢迎。
Contrary to conventional Wisdom, it is not always advantageous to engage in thorough conscious deliberation before choosing. On the basis of recent insights into the characteristics of conscious and unconscious thought, we tested the hypothesis that simple choices (such as between different towels or different sets of oven mitts) indeed produce better results after conscious thought, but that choices in complex matters (such as between different houses or different cars) should be left to unconscious thought. Named the "deliberation-without-attention" hypothesis, it was confirmed in four studies on consumer choice, both in the laboratory as well as among actual shoppers, that purchases of complex products were viewed more favorably when decisions had been made in the absence of attentive deliberation.