How Distinct are Intuition and Deliberation? An Eye-Tracking Analysis of Instruction-Induced Decision Modes

28 Pages Posted: 23 Apr 2009

See all articles by Nina Horstmann

Nina Horstmann

Max Planck Society for the Advancement of the Sciences - Max Planck Institute for Research on Collective Goods

Andrea Ahlgrimm

Max Planck Society for the Advancement of the Sciences - Max Planck Institute for Research on Collective Goods

Andreas Glöckner

Max Planck Institute for Research on Collective Goods; University of Cologne

Date Written: April 1, 2009

Abstract

In recent years, numerous studies comparing intuition and deliberation have been published. However, until now relatively little is known about the cognitive processes underlying the two decision modes. Therefore, we analyzed processes of information search and integration using eye-tracking technology. We tested hypotheses derived from dual-process models which postulate that intuition and deliberation are completely distinct processes against predictions of interventionist models. The latter assume that intuitive and deliberate decisions are based on the same basic process which is supplemented by additional processes in the deliberate decision mode. We manipulated decision mode between-participants by means of instructions and participants completed simple and complex city-size tasks as well as complex legal inference tasks. Our findings indicate that the instruction to deliberate does not necessarily increase levels of processing. We found no difference in mean fixation duration and the distribution of short, medium and long fixations. Instruction-induced deliberation led to a higher number of fixations, a more complete information search and more repeated information investigations. Overall, the data support interventionist models suggesting that decisions mainly rely on automatic processes which are supplemented by additional operations in the deliberate decision mode.

Keywords: Decision Making, Decision Mode, Intuition, Deliberation, Eye-Tracking

Suggested Citation

Horstmann, Nina and Ahlgrimm, Andrea and Glöckner, Andreas, How Distinct are Intuition and Deliberation? An Eye-Tracking Analysis of Instruction-Induced Decision Modes (April 1, 2009). MPI Collective Goods Preprint, No. 2009/10. Available at SSRN: https://ssrn.com/abstract=1393729 or http://dx.doi.org/10.2139/ssrn.1393729

Nina Horstmann

Max Planck Society for the Advancement of the Sciences - Max Planck Institute for Research on Collective Goods ( email )

Kurt-Schumacher-Str. 10
D-53113 Bonn, 53113
Germany

Andrea Ahlgrimm

Max Planck Society for the Advancement of the Sciences - Max Planck Institute for Research on Collective Goods ( email )

Kurt-Schumacher-Str. 10
D-53113 Bonn, 53113
Germany

Andreas Glöckner (Contact Author)

Max Planck Institute for Research on Collective Goods ( email )

Kurt-Schumacher-Str. 10
D-53113 Bonn, 53113
Germany

HOME PAGE: http://www.coll.mpg.de/team/page/andreas_gloeckner

University of Cologne ( email )

Richard-Strauss-Str. 2
Köln, 50931
Germany

HOME PAGE: http://soccco.uni-koeln.de/andreas-gloeckner.html

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