Journal
JOURNAL OF EXPERIMENTAL SOCIAL PSYCHOLOGY
Volume 48, Issue 1, Pages 106-121Publisher
ACADEMIC PRESS INC ELSEVIER SCIENCE
DOI: 10.1016/j.jesp.2011.08.002
Keywords
Deliberation; Goal commitment; Predecision action phase; Postdecision action phase; Defensiveness
Categories
Ask authors/readers for more resources
Building on Gollwitzer's (1990) mindset theory of action phases, it is proposed that the effects of assigned balanced deliberation on subsequent goal commitment are moderated by people's pre- versus postdecisional status. A balanced deliberation and impartial assessment of pros and cons is expected to reduce goal commitment in predecisional individuals, whereas a distortion of the assigned balanced deliberation and a partial focus on the pros of goal pursuit should defend and strengthen goal commitment in postdecisional individuals. Indeed, in Study 1, assigned deliberation on the pros and cons of pursuing a focal goal promoted stronger reported goal commitment in participants who had decided to pursue this goal, but reduced goal commitment for people who had not yet made such a decision. In Study 2, the same pattern of results emerged when goal commitment was indicated by planning to act on the goal. Study 3 replicated findings using a different decision status manipulation and goal persistence as a measure of commitment. Finally, results of Study 4 suggested that the increase in commitment produced by defensive postdecisional deliberation is consequential as it was found to drive real-life behavior by promoting goal-directed action. Moreover, Studies 2, 3, and 4 explored the underlying process and provided evidence that it is the partial focus on the pros of goal pursuit, meant to defend existing goal commitment, that drives postdecisional deliberation's strengthening effects on goal commitment. Implications for mindset theory, goal commitment theory, and decision making are discussed. (C) 2011 Elsevier Inc. All rights reserved.
Authors
I am an author on this paper
Click your name to claim this paper and add it to your profile.
Reviews
Recommended
No Data Available