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Issue 5(1), October 2010 -- Paper Abstracts
Girard  (p. 9-22)
Cooper (p. 23-32)
Kunz-Osborne (p. 33-41)
Coulmas-Law (p.42-46)
Stasio (p. 47-56)
Albert-Valette-Florence (p.57-63)
Zhang-Rauch (p. 64-70)
Alam-Yasin (p. 71-78)
Mattare-Monahan-Shah (p. 79-94)
Nonis-Hudson-Hunt (p. 95-106) 



AMERICAN JOURNAL OF MANAGEMENT


The Arbitrary Coherence Effect and Decision Making


Author(s): Michael D. Mattei, Stephen J. Hellebusch

Citation: Michael D. Mattei, Stephen J. Hellebusch, (2020) "The Arbitrary Coherence Effect and Decision Making," American Journal of Management, Vol. 20, Iss. 1, pp. 100-125

Article Type: Research paper

Publisher: North American Business Press

Abstract:

In Behavioral Economics, “arbitrary coherence” is when an arbitrary, randomly chosen number, influences the amount purchasers are willing to pay for a product. Arbitrary coherence is similar to anchoring which marketers sometimes use to help set optimal prices. This paper examines how the arbitrary coherence effect influences individual decision making.