The Construction of Preference: Introspecting About Reasons Can Reduce Post-Choice Satisfaction

By Timothy D. Wilson, Douglas J. Lisle, Jonathan W. Schooler, Sara D. Hodges, Kristen J. Klaaren, Suzanne J. LaFleur. 2006

497 citations recorded by the source corpus.

Subfields: Marketing

View Paper: https://www.semanticscholar.org/paper/1afacd89232f2bb0fe5bd5056f22a7a4ff1dec33

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Citations in the corpus

Animal Spirits: Affective and Deliberative Processes in Economic Behavior (2004, background): “One set of studies shows detrimental effects of blocking decision-makers’ affective reactions to alternatives (Wilson and Schooler 1991; Wilson et al 1993).”
Neuroeconomics: How Neuroscience Can Inform Economics (2005, unknown): “In one study (Wilson et al. 1993) college students selected their favorite poster from a set of posters.”
Emotion and Rationality: A Critical Review and Interpretation of Empirical Evidence (2007, background): “…various posters before making a choice, and presumably relied on these reasons, were subsequently less satisfied with their choice than individuals who were not asked to verbalize their reasons and presumably relied on their spontaneous affective responses to the posters (Wilson et al., 1993).”
The Devil Is in the Deliberation: Thinking Too Much Reduces Preference Consistency (2009, background): “They have found that deliberation reduces satisfaction with personal judgments (Wilson et al. 1993) and attitude-behavior consistency (Wilson et al.1984) and leads to less agreement with expert opinion about an evaluative object (Halberstadt and Levine 1999; Johnson and Raab 2003; Wilson and…”
Think different: the merits of unconscious thought in preference development and decision making. (2004, methodology): “A telling example comes from work by Wilson et al. (1993).”
Relation of job search and choice process with subsequent satisfaction (2005, background): “For instance, Wilson et al. (1993) found that decision makers who analyzed their reasons for making a particular choice experienced regret rather than satisfaction.”
A Theory of Unconscious Thought (2006, background): “Recently, we (Dijksterhuis & van Olden, in press) replicated and extended the experiment by Wilson et al. (1993).”
Demystifying Intuition: What It Is, What It Does, and How It Does It (2010, background): “In another study Wilson and his coworkers found that students who analyzed their preferences for posters before bringing one home were less satisfied with it after two weeks than those who selected a poster based on their feelings (Wilson et al., 1993).”
Risk as Analysis and Risk as Feelings: Some Thoughts about Affect, Reason, Risk, and Rationality (2004, background): “…(1977), Johnson and Tversky (1983), Kahneman et al. (1998), Kahneman and Snell (1990), Loewenstein (1996), Loewenstein et al. (2001), Mellers (2000), Mellers et al. (1997), Rottenstreich and Hsee (2001), Rozin et al. (1993), Schwarz and Clore (1988), Slovic et al. (2002), and Wilson et al. (1993).”
The Neural Basis of the Dynamic Unconscious (2011, background): “Accordingly, “gut” feelings are often better guides to action and produce more postdecisional satisfaction than reasoned thoughts, which may interfere with emotionbased judgments (Damasio, 1996; Wilson & Schooler, 1991; Wilson et al., 1993).”
Reflexive and reflective judgment processes: A social cognitive neuroscience approach. (2003, background): “A number of judgment and decision-making studies conducted by Wilson and colleagues (Wilson, Dunn, Kraft, & Lisle, 1989; Wilson et al., 1993) highlight a possible exception to this rule.”
Experience Marketing: Concepts, Frameworks and Consumer Insights (2011, unknown): “of their original choice (Wilson et al., 1993).”
The Fit of Thinking Style and Situation: New Measures of Situation-Specific Experiential and Rational Cognition (2009, background): “For example, verbalization induces rational thinking and has a negative impact on the ability to solve problems that require insightful solutions (Schooler et al. 1993), even when the respondent is an expert (Fallshore and Schooler 1995; Wilson and Schooler 1991; Wilson et al. 1993).”
Addressing discrepancies between values and behavior:the motivating effect of reasons (2001, unknown): “…that analyzing reasons for one’sattitudetoward an object (e.g., attitude toward a beverage) causes at change only when attitudes have a “strong, amorp affective component with few supporting cognitions” (W son, Dunn, Kraft, & Lisle, 1989, p. 308; Wilson, Kraft, Dunn, 1989; Wilson et al., 1993).”
In the winning mood: Affect in the Iowa gambling task (2008, unknown): “On the other hand, thinking too much can sometimes result in less optimal preferences and decisions and reduce satisfaction with decision-outcomes (Wilson et al., 1993; Wilson, 2002).”