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Related Experiment Videos

Tradeoffs and theory: the double-mediation model.

Marc Scholten1, Steven J Sherman

  • 1Instituto Superior de Psicologia Aplicada, Lisbon, Portugal. scholten@ispa.pt

Journal of Experimental Psychology. General
|May 25, 2006
PubMed
Summary

Decision conflict initially rises then falls as tradeoff size increases, explained by sacrifice and argumentation. The double-mediation model unifies these effects, predicting an inverse U-shaped relationship.

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Area of Science:

  • Cognitive Psychology
  • Decision Science
  • Behavioral Economics

Background:

  • Traditional decision-making theories link increasing tradeoffs to greater conflict due to perceived sacrifice.
  • An alternative perspective suggests larger tradeoffs may reduce conflict by strengthening decision arguments.

Purpose of the Study:

  • To propose and test a unified double-mediation model of decision conflict.
  • To investigate the relationship between tradeoff size, sacrifice, argumentation, and decision conflict.

Main Methods:

  • Development of a double-mediation model incorporating both sacrifice and argumentation pathways.
  • Empirical testing of the model's predictions regarding the relationship between tradeoff size and conflict.
  • Examination of how situational factors modulate the relative influence of sacrifice versus argumentation.

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Main Results:

  • The study found general support for an inverse U-shaped relationship between tradeoff size and decision conflict.
  • Results confirmed that situational factors can shift the balance between sacrifice and argumentation, altering the conflict-tradeoff relationship.
  • Increased emphasis on sacrifice led to an upward-sloping conflict-tradeoff relation, while increased argumentation led to a downward slope.

Conclusions:

  • The double-mediation model provides a comprehensive framework for understanding decision conflict.
  • Decision conflict is not solely determined by tradeoff size but is mediated by the interplay of perceived sacrifice and argumentation strength.
  • Future research should explore situational moderators influencing these mediating processes in complex decision-making scenarios.