Englich, Mussweiler & Strack (2006) — anchoring replicates with JUDGES: sentences track dice rolls, despite judges' confidence they don't
Created 2026-06-20
Summary
Claim: Englich, Mussweiler & Strack (2006) showed anchoring with judges: experimentally-induced sentencing demands (in some studies via dice rolls) shifted judges' sentences, even when judges were confident the influence had not affected them.
Source: Englich, Mussweiler & Strack (2006).
Confidence: Verified.
Why this matters for Candid: Companion to Northcraft & Neale (1987) — anchoring replicates with REAL-ESTATE EXPERTS: agents' valuations track arbitrary listing prices, despite experts' confidence they don't — even judges, professionally trained to set numbers based on evidence, anchor on arbitrary numbers. Reinforces R7 — Treat every public number on a client site as an anchor; design accordingly from the calculator brief.
Related entries
Referenced by (2)
- reference Research brief: why interactive tools deepen a business's relationship with its audience — a mechanism-level research package (June 2026) relates-to
- rule R8 — The tool's number IS the buyer's anchor; sales must be ready to MEET OR EXPLAIN it — bait-and-switch destroys the trust the mechanism case earns depends-on