Shafir E, Simonson I, Tversky A
Department of Psychology, Princeton University, NJ 08544.
Cognition. 1993 Oct-Nov;49(1-2):11-36. doi: 10.1016/0010-0277(93)90034-s.
This paper considers the role of reasons and arguments in the making of decisions. It is proposed that, when faced with the need to choose, decision makers often seek and construct reasons in order to resolve the conflict and justify their choice, to themselves and to others. Experiments that explore and manipulate the role of reasons are reviewed, and other decision studies are interpreted from this perspective. The role of reasons in decision making is considered as it relates to uncertainty, conflict, context effects, and normative decision rules.
本文探讨了理由和论据在决策过程中的作用。研究表明，当面临选择的必要性时，决策者常常寻求并构建理由，以便解决冲突并向自己和他人证明其选择的合理性。文中回顾了探索和操纵理由作用的实验，并从这一角度对其他决策研究进行了解读。理由在决策中的作用与不确定性、冲突、情境效应和规范性决策规则相关。
