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The Distinct Influence of Cognitive Busyness and Need for Closure on Cultural Differences in Socially Desirable Responding

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  • Ashok K. Lalwani
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    Abstract

    Research suggests that cognitive busyness and need for closure have similar effects on a host of consumer phenomena, leading some researchers to treat the two variables as substitutes. We propose that cognitive busyness and need for closure have distinct roots and can have different effects. We examine their distinction in the context of cultural differences in the two types of socially desirable responding—impression management and self‐deceptive enhancement. Our findings indicate that high (vs. low) cognitive busyness weakens the relationship between culture and impression management, but not that between culture and self‐deceptive enhancement. In contrast, high (vs. low) need for closure strengthens both relationships. The article concludes with a discussion of the theoretical, methodological, and practical implications of these findings.

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    File URL: http://www.jstor.org/stable/pdfplus/10.1086/597214
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    File URL: http://www.jstor.org/stable/full/10.1086/597214
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    Bibliographic Info

    Article provided by University of Chicago Press in its journal Journal of Consumer Research.

    Volume (Year): 36 (2009)
    Issue (Month): 2 ()
    Pages: 305 - 316

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    Handle: RePEc:ucp:jconrs:doi:10.1086/597214

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    Web page: http://www.journals.uchicago.edu/JCR/

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    Cited by:
    1. Jacob Hornik & Aner Tal, 2010. "The effect of synchronizing consumers' diurnal preferences with time of response on data reliability," Marketing Letters, Springer, vol. 21(1), pages 1-15, March.
    2. Peterson, Robert A. & Merunka, Dwight R., 2014. "Convenience samples of college students and research reproducibility," Journal of Business Research, Elsevier, vol. 67(5), pages 1035-1041.
    3. Torelli, Carlos J. & Leslie, Lisa M. & Stoner, Jennifer L. & Puente, Raquel, 2014. "Cultural determinants of status: Implications for workplace evaluations and behaviors," Organizational Behavior and Human Decision Processes, Elsevier, vol. 123(1), pages 34-48.
    4. Jungkeun Kim & Jae-Eun Kim & Jongwon Park, 2012. "Effects of cognitive resource availability on consumer decisions involving counterfeit products: The role of perceived justification," Marketing Letters, Springer, vol. 23(3), pages 869-881, September.

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