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"I Don't" versus "I Can't": When Empowered Refusal Motivates Goal-Directed Behavior

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  • Vanessa M. Patrick
  • Henrik Hagtvedt

Abstract

This research is based on the insight that the language we use to describe our choices serves as a feedback mechanism that either enhances or impedes our goal-directed behavior. Specifically, we investigate the influence of a linguistic element of self-talk, in which a refusal may be framed as "I don't" (vs. "I can't"), on resisting temptation and motivating goal-directed behavior. We present a set of four studies to demonstrate the efficacy of the "don't" (vs. "can't") framing (studies 1-3) when the source of the goal is internal (vs. external; studies 2A and 2B), as well as the mediating role of psychological empowerment (studies 1, 2A, and 2B). We demonstrate this novel and effective refusal strategy with actual choice (study 1) and with behavioral intent (studies 2A and 2B) and also illustrate its applicability in the real world in a longitudinal intervention-based field study (study 3).

Suggested Citation

  • Vanessa M. Patrick & Henrik Hagtvedt, 2012. ""I Don't" versus "I Can't": When Empowered Refusal Motivates Goal-Directed Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(2), pages 371-381.
    • Handle: RePEc:oup:jconrs:doi:10.1086/663212
    DOI: 10.1086/663212
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    Cited by:

    1. Patrick, Vanessa M. & Hagtvedt, Henrik, 2012. "How to say “no”: Conviction and identity attributions in persuasive refusal," International Journal of Research in Marketing, Elsevier, vol. 29(4), pages 390-394.
    2. Carnevale, Marina & Luna, David & Lerman, Dawn, 2017. "Brand linguistics: A theory-driven framework for the study of language in branding," International Journal of Research in Marketing, Elsevier, vol. 34(2), pages 572-591.

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