Scholten Marc, Sherman Steven J
Instituto Superior de Psicologia Aplicada, Lisbon, Portugal.
J Exp Psychol Gen. 2006 May;135(2):237-61. doi: 10.1037/0096-3445.135.2.237.
Most theories of decision making suggest that, when options imply tradeoffs between their attributes, conflict increases as tradeoff size increases, because greater sacrifices are to be incurred in choosing one option instead of another. An alternative view is that conflict decreases as tradeoff size increases, because stronger arguments can be made for any decision. The authors propose a unified model, the double-mediation model, which combines the mediating effects of sacrifice and argumentation. Our model generally predicts an inverse U-shaped relation between tradeoff size and conflict. Results support this prediction. Also, when the decision situation increases the mediating effect of sacrifice relative to that of argumentation, the relation between tradeoff size and conflict changes in an upward direction; conversely, when the decision situation increases the mediating effect of argumentation relative to that of sacrifice, the relation changes in a downward direction. Results support these predictions as well. Commonalities and differences between our model and other formulations are discussed.
大多数决策理论认为，当选项意味着其属性之间的权衡时，随着权衡规模的增加，冲突会加剧，因为选择一个选项而非另一个选项会带来更大的牺牲。另一种观点是，随着权衡规模的增加，冲突会减少，因为可以为任何决策提出更有力的论据。作者提出了一个统一模型，即双重中介模型，该模型结合了牺牲和论证的中介作用。我们的模型通常预测权衡规模与冲突之间呈倒U形关系。结果支持这一预测。此外，当决策情境增加牺牲相对于论证的中介作用时，权衡规模与冲突之间的关系会向上变化；相反，当决策情境增加论证相对于牺牲的中介作用时，关系会向下变化。结果也支持这些预测。我们还讨论了我们的模型与其他公式之间的共性和差异。
