کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
888922 913584 2008 20 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Future lock-in: Future implementation increases selection of ‘should’ choices
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Future lock-in: Future implementation increases selection of ‘should’ choices
چکیده انگلیسی

People often experience tension over certain choices (e.g., they should reduce their gas consumption or increase their savings, but they do not want to). Some posit that this tension arises from the competing interests of a deliberative “should” self and an affective “want” self. We show that people are more likely to select choices that serve the should self (should-choices) when the choices will be implemented in the distant rather than the near future. This “future lock-in” is demonstrated in four experiments for should-choices involving donation, public policy, and self-improvement. Additionally, we show that future lock-in can arise without changing the structure of a should-choice, but by just changing people’s temporal focus. Finally, we provide evidence that the should self operates at a higher construal level (abstract, superordinate) than the want self, and that this difference in construal partly underlies future lock-in.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Organizational Behavior and Human Decision Processes - Volume 106, Issue 1, May 2008, Pages 1–20
نویسندگان
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