Different ways of looking at unpleasant truths: How construal levels influence information search
AbstractWhen not knowing the negative outcome of past decision, people search for more information even when it confirms their negative suspicion. What drives this information search is the hope that the unpleasant state of "not knowing" ends when one faces the truth [Shani, Y., Tykocinski, O. E., & Zeelenberg, M. (2008). When ignorance is not bliss: How distressing uncertainty drives the search of negative information. Journal of Economic Psychology, 29, 643-653; Shani, Y., & Zeelenberg, M. (2007). When and why do we want to know? How experienced regret promotes post-decision information search. Journal of Behavioral Decision Making, 20, 207-222]. Previous research suggests that adopting high- or low-level construals of a situation can increase or decrease the affective value of experiences [Metcalfe, J., & Mischel, W. (1999). A hot/cool-system analysis of delay of gratification: Dynamics of willpower. Psychological Review, 106, 3-19, Mischel, W., Ayduk, O., & Mendoza-Denton, R. (2003). Sustaining delay of gratification over time: A hot-cool systems perspective. In G. Loewenstein & D. Read (Eds.), Time and decision: Economic and psychological perspectives on intertemporal choice (pp. 175-200). New York, NY: Russell Sage Foundation; Trope, Y., Gervey, B., & Bolger, N. (2003). The role of perceived control in overcoming defensive self-evaluation. Journal of Experimental Social Psychology, 39, 407-419]. We propose that the need to know the potentially hurtful truths about one's own decision increases when people adopt a low-level construal, but it decreases when people adopt a high-level construal. In five experiments, we manipulated construal levels and assessed the effects on information search and the underlying psychological process.
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Bibliographic InfoArticle provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.
Volume (Year): 110 (2009)
Issue (Month): 1 (September)
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Uncertainty Information search Construal level Unpleasant truths;
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Loewenstein, George, 1987. "Anticipation and the Valuation of Delayed Consumption," Economic Journal, Royal Economic Society, vol. 97(387), pages 666-84, September.
- Uri Gneezy & John A List & George Wu, 2006.
"The Uncertainty Effect: When a Risky Prospect Is Valued Less Than Its Worst Possible Outcome,"
The Quarterly Journal of Economics,
MIT Press, vol. 121(4), pages 1283-1309, November.
- Uri Gneezy & John List & George Wu, 2006. "The uncertainty effect: When a risky prospect is valued less than its worst possible outcome," Framed Field Experiments 00152, The Field Experiments Website.
- Zeelenberg, M., 1999. "The use of crying over spilled milk: A note on the rationality and functionality of regret," Open Access publications from Tilburg University urn:nbn:nl:ui:12-80655, Tilburg University.
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