Motivated Decision Making: Effects of Activation and Self-Centrality of Values on Choices and Behavior
Six studies examined the value-behavior relation and focused on motivational properties of values, the self, and value activation. Priming environmental values enhanced attention to and the weight of information related to those values, which resulted in environmentally friendly consumer choices. Th...
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| Veröffentlicht in: | Journal of personality and social psychology 2002-03, Vol.82 (3), p.434-447 |
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| container_end_page | 447 |
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| container_title | Journal of personality and social psychology |
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| creator | Verplanken, Bas Holland, Rob W |
| description | Six studies examined the value-behavior relation and focused on motivational properties of values, the self, and value activation. Priming environmental values enhanced attention to and the weight of information related to those values, which resulted in environmentally friendly consumer choices. This only occurred if these values were central to the self-concept. Value-congruent choices were also found in response to countervalue behavior in an unrelated context. Donating behavior congruent with central altruistic values was found as a result of enhanced self-focus, thus demonstrating the importance of the self in the value-behavior relation. The external validity of the value-centrality measure and its distinction from attitudes were demonstrated in the prediction of voting. Values were thus found to give meaning to, energize, and regulate value-congruent behavior, but only if values were cognitively activated and central to the self. |
| doi_str_mv | 10.1037/0022-3514.82.3.434 |
| format | Article |
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Priming environmental values enhanced attention to and the weight of information related to those values, which resulted in environmentally friendly consumer choices. This only occurred if these values were central to the self-concept. Value-congruent choices were also found in response to countervalue behavior in an unrelated context. Donating behavior congruent with central altruistic values was found as a result of enhanced self-focus, thus demonstrating the importance of the self in the value-behavior relation. The external validity of the value-centrality measure and its distinction from attitudes were demonstrated in the prediction of voting. Values were thus found to give meaning to, energize, and regulate value-congruent behavior, but only if values were cognitively activated and central to the self.</description><subject>Affectivity. 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| subjects | Affectivity. Emotion Analysis of Variance Attention Attitudes Behavior Biological and medical sciences Choice Behavior Consumer Behavior Decision Making Ego Fundamental and applied biological sciences. Psychology Human Human behaviour Humans Motivation Netherlands Personal Values Personality. Affectivity Priming Psychology Psychology. Psychoanalysis. Psychiatry Psychology. Psychophysiology Self Self representation Self-Concept Social cognition Social psychology Social Values Values Voting Behavior |
| title | Motivated Decision Making: Effects of Activation and Self-Centrality of Values on Choices and Behavior |
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