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Asking questions can change choice behavior: does it do so automatically or effortfully?

G J Fitzsimons1, P Williams

  • 1Marketing Department, Wharton School, University of Pennsylvania, Philadelphia 19104-6371, USA. gavan@wharton.upenn.edu

Journal of Experimental Psychology. Applied
|October 3, 2000
PubMed
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Asking about behavioral intent automatically influences choices, regardless of cognitive effort. Debias strategies must target these nonconscious, automatic processes for effective behavior modification.

Area of Science:

  • Cognitive Psychology
  • Behavioral Science

Background:

  • Understanding the question-behavior link is crucial for predicting and influencing actions.
  • Distinguishing between automatic and effortful cognitive processes is key to explaining behavioral responses.

Purpose of the Study:

  • To uniquely estimate automatic and effortful processes influencing the question-behavior link.
  • To investigate how asking about behavioral intent affects subsequent choices.

Main Methods:

  • Utilized a novel technique to differentiate automatic and effortful cognitive contributions.
  • Compared behavioral choices between groups asked about intent and control groups.

Main Results:

  • Individuals asked about behavioral intent favored accessible and positively valenced options.

Related Experiment Videos

  • This effect persisted irrespective of available cognitive resources, indicating automatic processing.
  • Intent questions significantly shape behavior through nonconscious mechanisms.

    • Conclusions:

    • The influence of intent questions on behavior is predominantly driven by automatic, nonconscious processes.
    • Interventions to modify this effect must address these automatic processes.
    • Future debiasing efforts should account for the automatic impact of intention questions on behavior.