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| Author: | West, P. M. |
| Title: | Predicting preferences: An examination of agent learning |
| Journal: | Journal of Consumer Research
1996 : JUN, VOL. 23:1, p. 68-80 |
| Index terms: | PURCHASING DECISION MAKING PSYCHOLOGY |
| Language: | eng |
| Abstract: | Agent decision making occurs when an individual acts as a purchasing agent for another. Effective agent decision making requires that the agent learn to predict the target's preferences. Two experimental studies demonstrate the impact of providing agents veridical feedback. The results further our understanding of interpersonal prediction and learning from experience. Agents who are given the opportunity to learn from their own successes and failures do not exhibit the false consensus effect, or projection, that has been demonstrated in previous research. |
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