 Choosing for others and its relation to information searchYi Liu, Evan Polman, Yongfang Liu and Jiangli Jiao Organizational Behavior and Human Decision Processes, 2018, vol. 147, issue C, 65-75 Abstract: When people make choices, they both identify their options and research the unique details that comprise their options. Respectively, these two search behaviors are called alternative- and attribute-search. The literature treats these separate information search behaviors as a trade-off: Choosing to examine extant alternatives (alternative-search) means suffering the costs of not analyzing the details of alternatives (attribute-search), and vice versa. Here, we found that in choices people make for others, they search for more alternatives and more attributes than in choices people make for themselves. Moreover, we found that when people face a trade-off between searching for alternatives and attributes, people choosing for others will favor alternatives, whereas people choosing for themselves will favor attributes. Thus, we found that the pursuit of information is different when people choose for others (vs. themselves), suggesting a novel pivot to a range of areas in decision making where the alternative-attribute trade-off is ubiquitous. Keywords: Self-other decision making; Information search; Regulatory focus; Social distance (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:jobhdp:v:147:y:2018:i:c:p:65-75 DOI: 10.1016/j.obhdp.2018.05.005 Access Statistics for this article Organizational Behavior and Human Decision Processes is currently edited by John M. Schaubroeck More articles in Organizational Behavior and Human Decision Processes from Elsevier |
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