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The conflicting choices of alternating selves

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  • LeBoeuf, Robyn A.
  • Shafir, Eldar
  • Bayuk, Julia Belyavsky
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    Abstract

    Participants made choices after the salience of their social identities was manipulated. Choices assimilated to the salient identity, whether that identity stemmed from a person's role (e.g., student, family member) or culture (e.g., Chinese, American). Thus, the preferences that participants expressed depended on the identity that happened to be salient at the moment of choice, with participants expressing preferences when one identity was salient that conflicted with the preferences they would express were another identity salient. These effects only arose for those who held and identified with the evoked identity. Studies further revealed that such identity-congruent choices influence post-choice satisfaction and regret: participants were less satisfied with their prior choices when the identity salient during post-choice evaluation or consumption was different from the identity salient during choice, compared to when the "choosing" and "consuming" identities were the same. Implications of the findings are discussed.

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    Bibliographic Info

    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 111 (2010)
    Issue (Month): 1 (January)
    Pages: 48-61

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    Handle: RePEc:eee:jobhdp:v:111:y:2010:i:1:p:48-61

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    Web page: http://www.elsevier.com/locate/obhdp

    Related research

    Keywords: Choice Preference reversals Behavioral decision theory Post-choice satisfaction Identity salience;

    References

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    Cited by:
    1. Hoff, Karla & Pandey, Priyanka, 2014. "Making up people—The effect of identity on performance in a modernizing society," Journal of Development Economics, Elsevier, vol. 106(C), pages 118-131.

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