Human beings often rely on snap judgments when making quick decisions, especially in situations where time is limited. First impressions are powerful and can heavily influence our perception of an object, person, or experience. However, a new study by Duke University has found that taking time to "sleep on it" can mitigate the effects of these quick evaluations, allowing for more rational and balanced choices.
The research, published in the Journal of Experimental Psychology: General, uncovers how delaying decisions allows for a more comprehensive assessment of available information, reducing the influence of first impressions.
First impressions, or snap judgments, are deeply embedded in human cognition. They offer a way to quickly evaluate a situation, person, or object. Often, these judgments are influenced by the sequence in which information is presented, a phenomenon known as primacy bias. This bias can lead to disproportionate weighting of the initial information over anything that comes later, even if subsequent facts are more relevant or accurate.
The Duke University research team, led by Dr. Alison Adcock and Ph.D. student Allie Sinclair, set out to explore how this bias affects decision-making, especially when financial stakes are involved.
We found that people are strongly biased by first impressions
Allie Sinclair, Ph.D. Student, Duke University
To study the effects of first impressions and delayed decisions, the researchers designed an online experiment that mimicked the experience of browsing through boxes at a garage sale. Participants were presented with a variety of items—ranging from low-value trinkets to more valuable objects—and were tasked with selecting the boxes they thought were worth the most.
Unbeknownst to the participants, all the boxes had the same total value, but the sequence of valuable and less valuable items varied. Some boxes had high-value items at the top, others had them mixed throughout, and in some, the valuable items were at the bottom. This arrangement allowed the researchers to observe how the sequence in which participants encountered items influenced their judgment.
Participants who made decisions immediately after examining the boxes demonstrated a clear preference for those that contained valuable items on top. The initial exposure to these high-value items seemed to dominate their perception, leading them to overestimate the overall value of these boxes by about 10%. Despite the fact that all the boxes had the same total worth, those who judged the boxes right away consistently chose ones that "started strong."
This behavior is an example of primacy bias, where the first piece of information we encounter exerts an undue influence on our overall assessment. In this case, participants allowed their initial impressions of the valuable items to cloud their judgment, often neglecting to consider the full content of the box or to recall the specific "treasures" they saw.
Interestingly, when participants were given more time to reflect—specifically when they were asked to make their decisions after an overnight delay—their choices became more balanced. Those who "slept on it" no longer overwhelmingly preferred the boxes that began with high-value items. Instead, they judged all boxes more equally, regardless of whether the valuable items were at the top, middle, or bottom.
This suggests that delaying decisions can reduce the influence of first impressions, allowing for more thoughtful and rational choices. The participants who took more time to decide were less swayed by the initial order in which they encountered valuable items and instead made more measured evaluations based on the total content of the boxes.
Participants who 'slept on it' no longer overwhelmingly preferred the boxes that made a good first impression
Allie Sinclair, Ph.D. Student, Duke University
While snap judgments may lead to overestimations in some situations, they aren't inherently negative. As Dr. Alison Adcock points out, quick judgments can be useful in scenarios where rapid decision-making is required, such as deciding whether to continue reading a book or watching a movie after an initial glimpse. In these cases, first impressions provide a fast and efficient way to assess whether further investment of time is warranted.
However, in situations where the stakes are higher or longer-term outcomes are involved—such as hiring decisions, dating, or significant financial investments—it is wise to resist the urge to make immediate judgments. Taking the time to reflect and consider all the available information can lead to more informed and balanced decisions.
One of the most intriguing aspects of this study is the insight it provides into how the brain processes and summarizes rewarding experiences. According to Adcock, the brain doesn't simply record experiences as they happen; it actively "knits" them together in memory, integrating all the pieces of information into a cohesive whole. This process of integration seems to occur during sleep, helping us form a more balanced and comprehensive understanding of our experiences.
When participants were asked to make decisions immediately, their brains focused disproportionately on the initial, most salient pieces of information—the valuable items at the top of the box. However, when given time to process the experience overnight, their brains were able to take a step back and consider the full picture, leading to more rational decisions.
This is an exciting first look at how our brains summarize a rewarding experience.
Dr. Alison Adcock, Professor, Duke University
The findings of this study have broad implications for decision-making in both personal and professional contexts. When faced with a decision that has long-term consequences, it may be beneficial to take time before arriving at a conclusion. The act of "sleeping on it" allows the brain to process and integrate the full range of information, reducing the impact of first impressions and leading to more thoughtful, balanced decisions.
This research also underscores the value of reflection and patience in decision-making. In a world where we are often encouraged to act quickly, the ability to delay and reflect may be a key factor in achieving more successful outcomes.
The Duke University study reveals a fascinating aspect of human cognition: while snap judgments can be useful for quick decisions, delaying them often leads to more rational and balanced choices. By "sleeping on it," we can reduce the influence of first impressions and allow our brains to process information more thoroughly, resulting in better decision-making, especially when the stakes are high.
(Input from various sources)
(Rehash/Yash Kamble/MSM)
