The underlying mechanism of self-regulatory focus impact on compromise choice

The current research examines the psychological process underlying the differential sensitivity to the compromise effect associated with a distinct self-regulatory focus. In particular, we test two competing hypotheses: one based on the different weights assigned to decision components, and the one...

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Bibliographic Details
Published in:Journal of business research 2014-10, Vol.67 (10), p.2056-2063
Main Authors: Ryu, Gangseog, Suk, Kwanho, Yoon, Song-Oh, Park, Jongchul
Format: Article
Language:English
Subjects:
Bias
Cognitive psychology
Compromise effect
Decision analysis
Decision making
Decision weight
Goal
Perceptions
Psychology
Risk
Self control
Self-regulatory focus
Sensitivity
Studies
Temporal distance
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Summary:The current research examines the psychological process underlying the differential sensitivity to the compromise effect associated with a distinct self-regulatory focus. In particular, we test two competing hypotheses: one based on the different weights assigned to decision components, and the one that draws on biased perception. This issue is explored via the statistical derivation of decision weights (Study 1), manipulation of the temporal frame of choice (Study 2), and altering the risks associated with decision-making (Study 3). The results of these three studies consistently support the differential weight account: Promotion-focused participants assign greater weight to the desirability (or hedonic value) of the choice outcome, whereas prevention-focused participants place greater weight on the likelihood (or risk) of achieving that outcome. However, perceptions regarding the desirability and the risk of the given choice are similar among those with a distinct self-regulatory focus.
ISSN:0148-2963
1873-7978
DOI:10.1016/j.jbusres.2014.04.013