All Title Author
Keywords Abstract

Publish in OALib Journal
ISSN: 2333-9721
APC: Only $99


Incomplete Information Choice on Incumbents, Cognitive Ability and Personality

DOI: 10.4236/oalib.1105476, PP. 1-11

Subject Areas: Consumer Behavior, Behavioral Economics

Keywords: Choice under Incomplete Information, Prior Choices, Preference Strength, Cognitive Dissonance, Motivated Reasoning, Cognitive Reflection, HEXACO Personality Model, Behavioral Economics

Full-Text   Cite this paper   Add to My Lib


In choices under incomplete information on incumbents, consumers with stronger preferences are more likely to reinforce their prior choices with motivated reasoning. However, in situations where incomplete information is restricted only to the prior choice, consumers with stronger preferences are more likely to abandon, not reinforce, their prior choices due to cognitive dissonance. Here, we consider how cognitive ability and personality traits mediate such interplay between motivated reasoning and cognitive dissonance. We set an experiment to show that consumers with a stronger System 2 are more likely to engage in motivated reasoning to reinforce the prior choice and thus suffer less cognitive dissonance. Cognitive dissonance can, however, overcome motivated reasoning for those cognitively poor consumers who are more emotional, less humble, less extraverted and less conscientious.

Cite this paper

Silva, S. D. , Matsushita, R. and Ramos, M. (2019). Incomplete Information Choice on Incumbents, Cognitive Ability and Personality. Open Access Library Journal, 6, e5476. doi:


[1]  Kardes, F.R., Posavac, S.S., Silvera, D., Cronley, M.L., Sanbonmatsu, D.M., Schertzer, S., Miller, F., Herr, P.M. and Chandrashekaran, M. (2006) Debiasing Omission Neglect. Journal of Business Research, 59, 786-792.
[2]  Kunda, Z. (1990) The Case for Motivated Reasoning. Psychological Bulletin, 108, 480-498.
[3]  Pyszczynski, T. and Greenberg, J. (1987) Toward an Integration of Cognitive and Motivational Perspectives on Social Inference: A Biased Hypothesis Testing Model. Advances in Experimental Social Psychology, 20, 297-340.
[4]  Russo, J.E., Medvec, V.H. and Meloy, M.G. (1996) The Distortion of Information During Decisions. Organizational Behavior and Human Decision Processes, 66, 102-110.
[5]  Irmak, C., Kramer, T. and Sen, S. (2017) Choice under Incomplete Information on Incumbents: Why Consumers with Stronger Preferences Are More Likely to Abandon their Prior Choices. Journal of Consumer Psychology, 27, 264-269.
[6]  Harmon-Jones, E. and Mills, J. (1999) Cognitive Dissonance: Progress on a Pivotal Theory in Social Psychology. American Psychological Association, Washington DC.
[7]  Frederick, S. (2005) Cognitive Reflection and Decision Making. Journal of Economic Perspectives, 19, 25-42.
[8]  De Vries, R.W. (2013) The 24-Item Brief HEXACO Inventory (BHI). Journal of Research in Personality, 47, 871-880.
[9]  Evans, J.S.B.T. (2003) In Two Minds: Dual-Process Accounts of Reasoning. Trends in Cognitive Sciences, 7, 454-459.
[10]  Evans, J.S.B.T. (2008) Dual-Processing Accounts of Reasoning, Judgment, and Social Cognition. Annual Review of Psychology, 59, 255-278.
[11]  Goldberg, L.R. (1993) The Structure of Phenotypic Personality Traits. American Psychologist, 48, 26-34.
[12]  McCrae, R.R. and Costa Jr, P.T. (2004) A Contemplated Revision of the NEO Five-Factor Inventory. Personality and Individual Differences, 36, 587-596.
[13]  Ashton, M.C., Lee, K., Perugini, M., Szarota, P., De Vries, R.E., Di Blas, L., Boies, K. and De Raad, B. (2004) A Six-Factor Structure of Personality-Descriptive Adjectives: Solutions from Psycholexical Studies in Seven Languages. Journal of Personality and Social Psychology, 86, 356-366.
[14]  Toplak, M.E., West, R.F. and Stanovich, K.E. (2014) Assessing Miserly Information Processing: An Expansion of the Cognitive Reflection Test. Thinking & Reasoning, 20, 147-168.


comments powered by Disqus

Contact Us


微信:OALib Journal