Abstract Managers confronting important strategic decisions often receive diagnostic information sequentially over time. As new information becomes available, they may need to update their understanding of the situation and possibly revise their preferences. During a decision, as a preference develops for one alternative course of action, a nonconscious goal of maintaining consistency between that preference, however tentative, and the new information can lead to an interpretation of that information so as to support the current preference. This tendency to bias or distort information to support the currently preferred option can in turn lead to even greater confidence in that leading option, despite the increase in confidence being unwarranted by the information itself. The result of such a biased decision process can be overconfidence in the chosen course of action. To show this, in the current work, experienced managers engaged in a realistic business decision task with their levels of information distortion and confidence tracked throughout the decision. Over the course of the decision, confidence in the leading action increased as a function of distortion. The results confirmed that distortion-driven confidence can develop even when decision makers have no prior preference for one of the outcomes.
Boyle et al. (Thu,) studied this question.