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How Distinct are Intuition and Deliberation? An Eye-Tracking Analysis of Instruction-Induced Decision Modes

Author

Listed:
  • Nina Horstmann

    (Max Planck Institute for Research on Collective Goods)

  • Andrea Ahlgrimm

    (Max Planck Institute for Research on Collective Goods)

  • Andreas Glöckner

    (Max Planck Institute for Research on Collective Goods)

Abstract

In recent years, numerous studies comparing intuition and deliberation have been published. However, until now relatively little is known about the cognitive processes underlying the two decision modes. Therefore, we analyzed processes of information search and integration using eye-tracking technology. We tested hypotheses derived from dual-process models which postulate that intuition and deliberation are completely distinct processes against predictions of interventionist models. The latter assume that intuitive and deliberate decisions are based on the same basic process which is supplemented by additional processes in the deliberate decision mode. We manipulated decision mode between-participants by means of instructions and participants completed simple and complex city-size tasks as well as complex legal inference tasks. Our findings indicate that the instruction to deliberate does not necessarily increase levels of processing. We found no difference in mean fixation duration and the distribution of short, medium and long fixations. Instruction-induced deliberation led to a higher number of fixations, a more complete information search and more repeated information investigations. Overall, the data support interventionist models suggesting that decisions mainly rely on automatic processes which are supplemented by additional operations in the deliberate decision mode.

Suggested Citation

  • Nina Horstmann & Andrea Ahlgrimm & Andreas Glöckner, 2009. "How Distinct are Intuition and Deliberation? An Eye-Tracking Analysis of Instruction-Induced Decision Modes," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2009_10, Max Planck Institute for Research on Collective Goods.
    • Handle: RePEc:mpg:wpaper:2009_10
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    References listed on IDEAS

    as
    1. Andreas Glöckner & Ann-Katrin Herbold, 2008. "Information Processing in Decisions under Risk: Evidence for Compensatory Strategies based on Automatic Processes," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_42, Max Planck Institute for Research on Collective Goods.
    2. Andreas Glöckner & Tilmann Betsch, 2008. "Modeling Option and Strategy Choices with Connectionist Networks: Towards an Integrative Model of Automatic and Deliberate Decision Making," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_02, Max Planck Institute for Research on Collective Goods.
    3. Christoph Engel & Andreas Glöckner, 2008. "Can We Trust Intuitive Jurors? An Experimental Analysis," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_36, Max Planck Institute for Research on Collective Goods.
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    5. Andreas Glöckner & Tilmann Betsch, 2008. "Multiple-Reason Decision Making Based on Automatic Processing," Discussion Paper Series of the Max Planck Institute for Research on Collective Goods 2008_12, Max Planck Institute for Research on Collective Goods.
    6. Goldstein,William M. & Hogarth,Robin M. (ed.), 1997. "Research on Judgment and Decision Making," Cambridge Books, Cambridge University Press, number 9780521483346, October.
    Full references (including those not matched with items on IDEAS)

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    Keywords

    Decision Making; Decision Mode; Intuition; Deliberation; Eye-Tracking;
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