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Differentiating motivational and cognitive explanations for decision inertia

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  • Jung, Dominik
  • Erdfelder, Edgar
  • Bröder, Arndt
  • Dorner, Verena

Abstract

Under specific conditions humans tend to repeat previous choices regardless of the outcome. This phenomenon is known as ‘decision inertia’. In most studies of decision inertia, the effect has been linked to motivational factors like consistency-seeking or indecisiveness. We argue that cognitive processes may play an even larger role in explaining why and when decision inertia occurs. Following this rationale, we investigate both motivational and cognitive antecedents of decision inertia using a belief-updating task. With respect to motivational determinants, our results suggest that decision inertia is driven by action-orientation and decision autonomy but not by preference for consistency or indecisiveness. Concerning cognitive antecedents, we found that individual differences in the evidence required to change a decision (evidence threshold) as well as capabilities in Bayesian probability updating affect decision accuracy in general, but are not linked to decision inertia specifically.

Suggested Citation

  • Jung, Dominik & Erdfelder, Edgar & Bröder, Arndt & Dorner, Verena, 2019. "Differentiating motivational and cognitive explanations for decision inertia," Journal of Economic Psychology, Elsevier, vol. 72(C), pages 30-44.
    • Handle: RePEc:eee:joepsy:v:72:y:2019:i:c:p:30-44
    DOI: 10.1016/j.joep.2019.01.004
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    References listed on IDEAS

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    1. Sautua, Santiago I., 2017. "Does uncertainty cause inertia in decision making? An experimental study of the role of regret aversion and indecisiveness," Journal of Economic Behavior & Organization, Elsevier, vol. 136(C), pages 1-14.
    2. Alós-Ferrer, Carlos & Hügelschäfer, Sabine & Li, Jiahui, 2017. "Framing effects and the reinforcement heuristic," Economics Letters, Elsevier, vol. 156(C), pages 32-35.
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    6. Alós-Ferrer, Carlos & Strack, Fritz, 2014. "From dual processes to multiple selves: Implications for economic behavior," Journal of Economic Psychology, Elsevier, vol. 41(C), pages 1-11.
    7. van Putten, Marijke & Zeelenberg, Marcel & van Dijk, Eric, 2013. "How consumers deal with missed discounts: Transaction decoupling, action orientation and inaction inertia," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 104-110.
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    Cited by:

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    2. Carlos Alós-Ferrer & Georg D. Granic, 2023. "Does choice change preferences? An incentivized test of the mere choice effect," Experimental Economics, Springer;Economic Science Association, vol. 26(3), pages 499-521, July.

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