The Anchoring Effect: How First Impressions Influence Our Judgments
In the field of cognitive psychology, we frequently make decisions depending on the first piece of information (the “anchor”) we come across, whether we are aware of it or not. This is referred to as the Anchoring Effect.
What is the Anchoring Effect?
The Anchoring Effect happens when we depend too heavily on a single piece of information (the “anchor”) when making decisions or estimates, even if it is irrelevant or arbitrary.
This bias drives us to “anchor” our judgments on one piece of information, which frequently distorts our view.
The Barry Manilow T-Shirt Study
In the late 90s, researchers conducted a now-famous study at Cornell University. They took groups of students and situated them in a room such that they were facing the door. Another student was sent to a different room. When this individual arrived, they were told that there had been a mistake, and they were sent to the wrong room; however, before they left, they were instructed to wear a t-shirt the paper as having a “large (21 cm X 24 cm) picture of the head and neck of singer Barry Manilow (a musician who [was] not terribly popular among college students).” When the t-shirt-adorned student arrived at the room with the others, they were instructed to sit down across from the participants already in the room, but before they could get settled, the experimenter said, “On second thought, the others are too far ahead. Perhaps it would be best if the target waited outside for a moment.”
As the poor participant exited the room, another experimenter met them and asked how many people noticed the shirt. Participants remaining in the room were similarly asked if they noticed the shirt.
The shirt-wearers estimated that half of the other participants noticed their embarrassing shirt; only 25% could identify who the shirt depicted.
How Anchoring Shapes Our Self-Perception
This study demonstrates how easily we can be influenced by our initial perception of a situation. The participants’ estimates of how many others noticed their clothing were anchored to their embarrassment around wearing the shirt.
Similarly, in everyday life, we frequently use first impressions or first facts to guide our judgments, even when those anchors do not accurately reflect reality.
For example:
- First impressions: If we only hear one thing about a person (e.g., “He’s shy”), we may be stuck with that initial opinion, even if that person later demonstrates confidence in certain situations.
- Salary expectations: Our pay expectations may be based on a previous value, even if it no longer matches the market rate.
For further reading on how first impressions affect decision-making, visit this article on the science of first impressions.
Implications for Wellness and Personal Growth
Understanding the Anchoring Effect can help us navigate biases in our daily relationships, both with others and with ourselves. Awareness of this cognitive bias can help individuals working in wellness and holistic health:
- Help clients overcome negative self-judgments generated by their first encounters.
- Encourage more deliberate decision-making that is not obscured by irrelevant anchoring.
- Empower people to make more accurate judgments about their self-worth based on a larger perspective, rather than just the first piece of information they hear.
How to Counteract the Anchoring Effect
- Question the Anchor: When you receive initial information (such as feedback, first impressions, or a number), ask yourself, “Is this all I need?”
- Seek More Data: Don’t be satisfied with the first piece of information you come across. Before forming any conclusions, get more context.
- Stay Present: In social situations, remember that your early impressions might influence your perceptions, and strive to observe without passing judgment.
- Challenge Your Assumptions: If you’re impacted by an anchor, take the time to consider whether it’s still relevant or distorting your vision
Breaking Free from Bias
The Anchoring Effect demonstrates how our early experiences can impact our long-term views and decisions in ways we are unaware of. Understanding this bias can help us overcome its influence and make decisions based on more accurate, comprehensive data.
In a world full of distractions and overwhelming stimuli, being aware of cognitive biases such as the Anchoring Effect enables us to recover our judgment and make decisions that truly reflect our beliefs and aspirations.
References
- Bahník, Š., Englich, B., & Strack, F. (2017). Anchoring effect. In R. F. Pohl (Ed.), Cognitive illusions: Intriguing phenomena in thinking, judgment and memory https://psycnet.apa.org/record/2016-19747-013
- Tversky, A., & Kahneman, D. (1974). Judgment under Uncertainty: Heuristics and Biases. Science. https://pubmed.ncbi.nlm.nih.gov/17835457/
- Garcia-Marques T, Fernandes A. Perceptual anchoring effects: Evidence of response bias and a change in estimate sensitivity. https://pubmed.ncbi.nlm.nih.gov/37830783/
- Brain Behav. 2023 Nov;13(11):e3254. doi: 10.1002/brb3.3254. Epub 2023 Oct 13. PMID: 37830783; PMCID: PMC10636401.
Disclaimer:
This information is for educational purposes only and does not constitute professional medical advice. Always consult a healthcare professional before incorporating any new therapy into your practice.
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