Thinking, Fast and Slow - Daniel Kahneman

“‘reasonable’ volume”: Robyn Le Boeuf and Eldar Shafir, “The Long and Short of It:
Physical Anchoring Effects,” Journal of Behavioral Decision Making 19 (2006): 393–406.
nod their head: Nicholas Epley and Thomas Gilovich, “Putting Adjustment Back in the
Anchoring and Adjustment Heuristic: Differential Processing of Self-Generated and
Experimenter-Provided Anchors,” Psychological Science 12 (2001): 391–96.
stay closer to the anchor: Epley and Gilovich, “The Anchoring-and-Adjustment Heuristic.”
associative coherence: Thomas Mussweiler, “The Use of Category and Exemplar Knowledge
in the Solution of Anchoring Tasks,” Journal of Personality and Social Psychology 78 (2000):
1038–52.
San Francisco Exploratorium: Karen E. Jacowitz and Daniel Kahneman, “Measures of
Anchoring in Estimation Tasks,” Person {pantion ality and Social Psychology Bulletin 21
(1995): 1161–66.
substantially lower: Gregory B. Northcraft and Margaret A. Neale, “Experts, Amateurs, and
Real Estate: An Anchoring-and-Adjustment Perspective on Property Pricing Decisions,”
Organizational Behavior and Human Decision Processes 39 (1987): 84–97. The high anchor
was 12% above the listed price, the low anchor was 12% below that price.
rolled a pair of dice: Birte Englich, Thomas Mussweiler, and Fritz Strack, “Playing Dice with
Criminal Sentences: The Influence of Irrelevant Anchors on Experts’ Judicial Decision
Making,” Personality and Social Psychology Bulletin 32 (2006): 188–200.
NO LIMIT PER PERSON: Brian Wansink, Robert J. Kent, and Stephen J. Hoch, “An Anchoring and
Adjustment Model of Purchase Quantity Decisions,” Journal of Marketing Research 35
(1998): 71–81.
resist the anchoring effect: Adam D. Galinsky and Thomas Mussweiler, “First Offers as
Anchors: The Role of Perspective-Taking and Negotiator Focus,” Journal of Personality and
Social Psychology 81 (2001): 657–69.
otherwise be much smaller: Greg Pogarsky and Linda Babcock, “Damage Caps, Motivated
Anchoring, and Bargaining Impasse,” Journal of Legal Studies 30 (2001): 143–59.
amount of damages: For an experimental demonstration, see Chris Guthrie, Jeffrey J.
Rachlinski, and Andrew J. Wistrich, “Judging by Heuristic-Cognitive Illusions in Judicial
Decision Making,” Judicature 86 (2002): 44–50.
12: The Science of Availability
“the ease with which”: Amos Tversky and Daniel Kahneman, “Availability: A Heuristic for
Judging Frequency and Probability,” Cognitive Psychology 5 (1973): 207–32.