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Motivating Discounts: Price Motivated Reasoning

SSRN Electronic Journal, 2007
The behavioral implications of large discounts have been viewed from two opposing perspectives. From an attribution perspective, a large discount signals low quality and decreases the overall appeal of the product, but from a motivational account, a large discount seems attractive and increases the overall appeal of the product.
On Amir, Erica Dawson
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Motivated Reasoning

2023
AbstractIs human reasoning bound to be biased by our values? Split-brain patients are prone to make up explanations to justify peculiar behavior, but so do neurotypical individuals, including neuroscientists. Confabulation, rationalization, and other forms of motivated reasoning can make anyone biased in their collection or assessment of evidence.
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Motivated About Motivated Reasoning

SSRN Electronic Journal, 2010
Eileen Braman’s Law, Politics & Perception: How Policy Preferences Influence Legal Reasoning invokes the cognitive psychology theory of “motivated reasoning” to explain not only how judges might sincerely believe that their rulings are based on legal authorities even as they choose outcomes consistent with their attitudinal preferences but also how ...
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Conditional Motivated Reasoning

Political Research Quarterly, 2016
Using motivated reasoning, voters rely on partisanship as a heuristic for evaluating the economy in belief-preserving ways. Yet recent findings show that these motivations may be restricted by a range of contextual factors. We argue that partisan motivations in economic perceptions are moderated by the local economic context.
Bradley T. Dickerson   +1 more
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Motivating Reasons and Normative Reasons

2018
Reasons for action are traditionally divided into “motivating reasons,” which explain why someone did something, and “normative reasons,” which concern why she should (or should not) have done it. We explore various positions concerning both types of reason, and the relations between them.
David McNaughton, Piers Rawling
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Motivated Reasoning and Public Opinion

Journal of Health Politics, Policy and Law, 2011
Citizens, especially those who are knowledgeable and care the most about politics, are motivated to defend their beliefs and attitudes in the face of discrepant information. These motivated biases strongly influence the way people think about health care policies and the politicians and parties that propose or attack these contentious policies.
April A, Strickland   +2 more
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