Abstract
The decoy effect occurs when manipulation of an inferior option influences preferences between two superior options. Although this phenomenon has been demonstrated for choices among job finalists, it has not been tested in situations in which candidates enter the final stage of selection on uneven ground. The results of the present investigation suggest that information from the first stage of selection interacts with manipulation of the decoy's characteristics to influence choice. Specifically, the frequency with which the targeted option was chosen for a job depended on whether the target was also the highest ranked candidate entering the final stage of selection. Results also suggest significant effects of nondominated decoys on choice. Practical implications and suggestions for future research are discussed.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 76-90 |
| Number of pages | 15 |
| Journal | Journal of Applied Social Psychology |
| Volume | 37 |
| Issue number | 1 |
| DOIs | |
| State | Published - Jan 2007 |
ASJC Scopus subject areas
- Social Psychology