Carryover Effects of Self-Control on Decision Making: A Construal-Level Perspective
Six experiments examine how exerting self-control systematically influences subsequent decision making. Exerting self-control led individuals to rely on feasibility over desirability attributes, favor secondary over primary attributes, and choose products framed in a proximal rather than distal pers...
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| Veröffentlicht in: | The Journal of consumer research 2011-06, Vol.38 (1), p.199-214 |
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| container_title | The Journal of consumer research |
| container_volume | 38 |
| creator | Wan, Echo Wen Agrawal, Nidhi |
| description | Six experiments examine how exerting self-control systematically influences subsequent decision making. Exerting self-control led individuals to rely on feasibility over desirability attributes, favor secondary over primary attributes, and choose products framed in a proximal rather than distal perspective. Process measures suggest that these effects occur because depletion from self-control heightens one’s focus on resources and prompts a lower construal level that is carried over to subsequent tasks. Stimulating individuals to adopt higher level construals diminishes these effects. These findings offer insight into the psychological process by which self-control influences subsequent decisions. |
| doi_str_mv | 10.1086/658471 |
| format | Article |
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| fulltext | fulltext |
| identifier | ISSN: 0093-5301 |
| ispartof | The Journal of consumer research, 2011-06, Vol.38 (1), p.199-214 |
| issn | 0093-5301 1537-5277 |
| language | eng |
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| source | Business Source Complete; Jstor Complete Legacy; Oxford University Press Journals All Titles (1996-Current) |
| subjects | Commercial regulation Decision making Dining Fatigue Food economics Job training Judgment Literary tropes Preferences Regulatory theory Restaurants Self control Studies |
| title | Carryover Effects of Self-Control on Decision Making: A Construal-Level Perspective |
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