Altering information to gain action control: Functional aspects of human information processing in decision making

Abstract

In recent approaches to social judgment, information distortion has been discussed primarily as a violation of individual rationality, due to unintentionally occurring biases. In contrast to this view, it is argued that frequently individuals make purposive use of selective changes in information processing in order to avoid indecisiveness. In this sense, selective changes in information processing may be considered a functional requirement of a volitional process which protects the current intention (or tentative decision) from being replaced by competing behavioral tendencies. On the basis of J. Kuhl's theory of action control (1981, Journal of Personality and Social Psychology, 40, 155–170; 1982, in W. Hacker, W. Volpert, & M. von Cranach, Eds., Cognitive and Motivational Aspects of Action, Amsterdam: North-Holland, 1984, in B. A. Maher, Progress in Experimental Personality Research, Vol. 13, New York: Academic Press) it was predicted that subjects having a high score on the action-control scale (i.e., action-oriented subjects) should show a stronger tendency to increase the attractiveness rating of a tentatively preferred decision during the process of decision making than subjects scoring low on that scale (i.e., state-oriented subjects). To test this assumption, students searching for an apartment were offered 16 apartments along with a list containing information about the alternatives. The subjects had to rate the attractiveness of each apartment twice before they were asked to indicate which apartments they would like to rent. The results confirmed the predictions. It was found that action-oriented subjects increased the divergence of their attractiveness ratings from the first to the second point of evaluation, whereas state-oriented subjects did not.