Decision time as information in judgment and choice

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

Research output: Contribution to journalArticleAcademicpeer-review

20 Citations (Scopus)
6 Downloads (Pure)

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.
Original languageEnglish
Pages (from-to)113-122
JournalOrganizational Behavior and Human Decision Processes
Volume125
Issue number2
DOIs
Publication statusPublished - 2014
Externally publishedYes

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