How Ease of Categorization Affects the Use of Discounting Cues

Abstract

We propose an ease of categorization account for when discounting cues are used to inform dispositional judgments about others. We contend that the amount of information observers have about an actor influences the ease with which observers subjectively feel they can categorize them. This categorization ease, in turn, influences the use of discounting cues in dispositional judgment. Across five studies, we demonstrate a curvilinear relationship between actor information and the use of discounting cues. When observers have full or no information, categorizing the actor feels easy and discounting cues are not used to discount dispositional judgment. It is only when observers hold partial information – when categorization feels difficult – that discounting cues are used. We conclude by discussing theoretical and practical implications, in addition to why the link between certain deviant behaviors and alcohol consumption may be perpetuated in part by observers’ tendency to rely on intoxication as a discounting cue.