The Intentional Selection Assumption

Abstract

There exists a rich literature describing how social context influences decision making. Here, we propose a novel framing of social influences, the Intentional Selection Assumption. This framework proposes that, when a person is presented with a set of options by another social agent, people may treat the set of options as intentionally selected, reflecting the chooser's inferences about the presenter and the presenter's goals. To describe our proposal, we draw analogies to the cognition literature on sampling inferences within concept learning. This is done to highlight how the Intentional Selection Assumption accounts for both normative (e.g., comparing perceived utilities) and subjective (e.g., consideration of context relevance) principles in decision making, while also highlighting how analogous findings in the concept learning literature can aid in bridging these principles by drawing attention to the importance of potential sampling assumptions within decision making paradigms. We present the two behavioral experiments that provide support to this proposal and find that social-contextual cues influence choice behavior with respect to the induction of sampling assumptions. We then discuss a theoretical framework of the Intentional Selection Assumption alongside the possibility of its potential relationships to contemporary models of choice. Overall, our results emphasize the flexibility of decision makers with respect to social-contextual factors without sacrificing systematicity regarding the preference for specific options with a higher value or utility.