{"id":2084,"slug":"anchoring-effect-tversky-kahneman","title":"Anchoring is automatic and operates on knowledgeable people — Tversky & Kahneman 1974","kind":"reference","scope":"business","status":"current","audiences":["kevin","candid-team"],"topics":["precision-credibility-tradeoff"],"reference_body":"**Claim:** Tversky & Kahneman (1974) and a large subsequent literature show the first number presented disproportionately shapes subsequent estimates, largely outside conscious control (the selective-accessibility mechanism). It is \"not a sign of carelessness or low ability.\"\n\n**Source:** Tversky & Kahneman 1974. Foundational.\n\n**Confidence:** Verified.\n\n**Why this matters for Candid:** The tool's output WILL anchor the user's subsequent budget/effort expectations whether intended or not. Because the widget deliberately withholds a dollar figure (sister brief [[research-brief-smb-widget-spend-benchmarks-june-2026]]), the TIER LABEL, any examples, and the visual scale position become the anchor. Anchoring too low → complacency; too high → sticker shock and discouragement. Use the user's own inputs first (self-generated anchors reduce bias).","rationale_body":null,"metadata":null,"links":{"outgoing":[],"incoming":[{"slug":"research-brief-smb-widget-presenting-tiers-june-2026","title":"Research brief: SMB widget presentation layer — tiered results without overclaiming (June 2026)","kind":"reference","scope":"business","link_type":"relates-to"},{"slug":"self-generated-anchors-debias-anchoring","title":"Self-generated anchors + \"consider the opposite\" — debiasing techniques","kind":"reference","scope":"business","link_type":"depends-on"}]},"created_at":"2026-06-23T19:16:03.474Z","updated_at":"2026-06-23T19:16:03.474Z"}