Decision time as information in judgment and choice

P.P.F.M. van de Calseyde, G.B. Keren, M. Zeelenberg

Research output: Contribution to journalArticleScientificpeer-review

Abstract

People often observe others’ decisions and the corresponding time it took them to reach the decision. Following a signaling perspective, we demonstrate that people derive information from the time that others needed in reaching a decision. Specifically, the findings of multiple experiments and a field study using data from the television show The Voice reveal that decision times are perceived as indicative of the degree of doubt that the decision maker experienced. In turn, these inferences of doubt reliably affected people’s preferences such as with whom to collaborate and negotiate, even when the collaboration would yield a normatively inferior outcome. These results are incompatible with the idea that an alternative will be chosen only on the basis of its outcomes. We portray a model that incorporates others’ decision times as a component of the choice process. Implications for how choices are affected by both outcomes and signals are discussed.
Keywords: Decision time, Choice preferences, Signals, Doubt, Decision conflict
Original languageEnglish
Pages (from-to)113-122
JournalOrganizational Behavior and Human Decision Processes
Volume125
Issue number2
DOIs
Publication statusPublished - 2014

Fingerprint

Conflict (Psychology)
Decision maker
Key words
Field study
Experiment
Inference
Choice process

Cite this

@article{1ac1a90676b34199880a53a2f85da56f,
title = "Decision time as information in judgment and choice",
abstract = "People often observe others’ decisions and the corresponding time it took them to reach the decision. Following a signaling perspective, we demonstrate that people derive information from the time that others needed in reaching a decision. Specifically, the findings of multiple experiments and a field study using data from the television show The Voice reveal that decision times are perceived as indicative of the degree of doubt that the decision maker experienced. In turn, these inferences of doubt reliably affected people’s preferences such as with whom to collaborate and negotiate, even when the collaboration would yield a normatively inferior outcome. These results are incompatible with the idea that an alternative will be chosen only on the basis of its outcomes. We portray a model that incorporates others’ decision times as a component of the choice process. Implications for how choices are affected by both outcomes and signals are discussed.Keywords: Decision time, Choice preferences, Signals, Doubt, Decision conflict",
author = "{van de Calseyde}, P.P.F.M. and G.B. Keren and M. Zeelenberg",
year = "2014",
doi = "10.1016/j.obhdp.2014.07.001",
language = "English",
volume = "125",
pages = "113--122",
journal = "Organizational Behavior and Human Decision Processes",
issn = "0749-5978",
publisher = "Academic Press Inc.",
number = "2",

}

Decision time as information in judgment and choice. / van de Calseyde, P.P.F.M.; Keren, G.B.; Zeelenberg, M.

In: Organizational Behavior and Human Decision Processes, Vol. 125, No. 2, 2014, p. 113-122.

Research output: Contribution to journalArticleScientificpeer-review

TY - JOUR

T1 - Decision time as information in judgment and choice

AU - van de Calseyde, P.P.F.M.

AU - Keren, G.B.

AU - Zeelenberg, M.

PY - 2014

Y1 - 2014

N2 - People often observe others’ decisions and the corresponding time it took them to reach the decision. Following a signaling perspective, we demonstrate that people derive information from the time that others needed in reaching a decision. Specifically, the findings of multiple experiments and a field study using data from the television show The Voice reveal that decision times are perceived as indicative of the degree of doubt that the decision maker experienced. In turn, these inferences of doubt reliably affected people’s preferences such as with whom to collaborate and negotiate, even when the collaboration would yield a normatively inferior outcome. These results are incompatible with the idea that an alternative will be chosen only on the basis of its outcomes. We portray a model that incorporates others’ decision times as a component of the choice process. Implications for how choices are affected by both outcomes and signals are discussed.Keywords: Decision time, Choice preferences, Signals, Doubt, Decision conflict

AB - People often observe others’ decisions and the corresponding time it took them to reach the decision. Following a signaling perspective, we demonstrate that people derive information from the time that others needed in reaching a decision. Specifically, the findings of multiple experiments and a field study using data from the television show The Voice reveal that decision times are perceived as indicative of the degree of doubt that the decision maker experienced. In turn, these inferences of doubt reliably affected people’s preferences such as with whom to collaborate and negotiate, even when the collaboration would yield a normatively inferior outcome. These results are incompatible with the idea that an alternative will be chosen only on the basis of its outcomes. We portray a model that incorporates others’ decision times as a component of the choice process. Implications for how choices are affected by both outcomes and signals are discussed.Keywords: Decision time, Choice preferences, Signals, Doubt, Decision conflict

U2 - 10.1016/j.obhdp.2014.07.001

DO - 10.1016/j.obhdp.2014.07.001

M3 - Article

VL - 125

SP - 113

EP - 122

JO - Organizational Behavior and Human Decision Processes

JF - Organizational Behavior and Human Decision Processes

SN - 0749-5978

IS - 2

ER -