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Reply to discussion of impression management with graphs: effects on choices.

Publication: Journal of Information Systems
Publication Date: 22-SEP-02 		Format: Online
Delivery: Immediate Online Access

Article Excerpt
The discussant's comments fall into two categories: (1) issues pertaining to the experimental design and (2) concerns about the research question. We answer each in turn.

1. EXPERIMENTAL DESIGN ISSUES

One issue raised by the discussant relates to our choice of dependent variable. We acknowledge that our definition of accuracy is liberal. Nevertheless, it provides an appropriate means of testing our primary hypotheses. A stricter definition of accuracy--such as the one that the discussant suggests--would have confounded subjects' choices of the distorted company with their choices of the other suboptimal company. Such an approach would have inflated the apparent effect of our experimental treatment. In contrast, our dependent variable counts as errors only those subject responses that are clearly due to the experimental treatment (i.e., graphical distortion).

Consider the following example. Even when the graph is not distorted, a subject may still pick a "lowest" or "medium" company as the "best" company in which to invest. However,...

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