ABSTRACT

Experience is currently a hot theme in decision making. For a long time, decision research was almost exclusively focused on new decisions and neglected the importance of experience. It took the field until the 1990s for a new direction in research and theorizing to become visible in the literature. There are parallel movements happening in sociology, political science, social psychology, and business.

The purpose of this edited book is to provide a balanced and representative overview of what is currently known about the dynamics of experienced-based decision making. The chapters are written by renowned experts in the field and provide the latest theoretical developments, integrative frameworks, and state-of-the-art reviews of research in the laboratory and in the field.

part I|2 pages

UNDERSTANDING AND MODELING THE ROUTINES OF DECISION MAKING

chapter 2|18 pages

Three Roles of Past Experience in Goal Setting and Goal Striving

ByRichard P. Bagozzi, Utpal M. Dholakia

chapter 3|28 pages

Preference Theory: An Affect-Based Approach to Recurrent Decision Making

ByRecurrent Decision Making Tilmann Betsch

chapter 6|16 pages

The Multiple Roles of Attitudes in Decision Making

ByDavid M. Sanbonmatsu, Kort C. Prince, Sam Vanous, Steven S. Posavac

part II|2 pages

THE ROUTINES OF DECISION MAKING: BASIC RESEARCH

chapter 8|18 pages

On the Conditions Under Which Experience and Motivation Accentuate Bias in Intuitive Judgment

ByFrank R. Kardes, A. V. Muthukrishnan, Vladimir Pashkevich

chapter 9|18 pages

Using Expertise and Experience for Giving and Taking Advice

ByHelmut Jungermann, Katrin Fischer

chapter 10|18 pages

Positive and Negative Transfer Effects in Groups

ByTorsten Reimer, Anne-Louise Bornstein, Klaus Opwis

chapter 11|18 pages

Mood and the Use of General Knowledge Structures in Judgment and Decision Making

ByHerbert Bless, Eric R. Igou

chapter 12|20 pages

The Impact of Routines on Deliberate Decisions: The Microworld-Simulation COMMERCE

BySusanne Haberstroh, Tilmann Betsch, Andreas Glöckner, Thomas Haar, Anja Stiller

chapter 13|18 pages

The Measurement of Habit

ByBas Verplanken, Vemund Myrbakk, Erik Rudi

part III|2 pages

THE ROUTINES OF DECISION MAKING: APPLIED RESEARCH

chapter 14|20 pages

Development of Expertise in a Dynamic Decision-Making Environment

ByJames Shanteau, Brian M. Friel, Rickey R. Thomas, John Raacke

chapter 16|22 pages

The Role of Experience in Consumer Decisions: The Case of Brand Loyalty

ByMichaela Wänke, Malte Friese

part IV|2 pages

EDUCATING THE ROUTINES OF DECISION MAKING

chapter 18|16 pages

From the Recognition Primed Decision Model to Training

ByTraining Karol G. Ross, James W. Lussier, and Gary Klein

chapter 19|16 pages

Knowledge, Argument, and Meta-Cognition in Routine Decision Making

ByDavid W. Glasspool, John Fox

chapter 20|18 pages

Current Research on Routine Decision Making: Advances and Prospects

ByTilmann Betsch, Susanne Haberstroh