IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v149y2018icp165-178.html
   My bibliography  Save this article

The (bounded) benefits of correction: The unanticipated interpersonal advantages of making and correcting mistakes

Author

Listed:
  • Kupor, Daniella
  • Reich, Taly
  • Laurin, Kristin

Abstract

Individuals and organizations often fear that making a mistake in their pursuit of a goal will lead others to judge them as less likely to achieve that goal. We find that the reverse regularly occurs under systematic conditions. In six studies, we examine how observers perceive both organizations and individuals who make a mistake and correct it, versus those who actively prevent that same mistake from occurring in the first place. We find that observers infer that others who make—and correct—a mistake while pursuing a goal are more likely to achieve that goal than others who successfully prevent that same mistake from occurring. We further find that observers make this inference because, although observers construe prevention to mean that a goal pursuer has been consistently vigilant, they believe mistake correction requires more effort than prevention (even when it does not). Moreover, the effort signaled by correction is perceived as more diagnostic of goal commitment than the vigilance signaled by prevention. Consequently, observers judge both individuals and organizations that make and then correct a mistake to be more likely to achieve the goal imperiled by the mistake than an otherwise identical entity that actively prevented the same mistake from occurring in the first place. We further find that these benefits of mistake correction occur only when a mistake is attributed to an unstable cause. As a result, these benefits of mistake correction do not emerge in all contexts—for example, observers attribute a mistake to a stable cause when it is repeated or has very large consequences, and this stable attribution prevents the benefits of correction from emerging.

Suggested Citation

  • Kupor, Daniella & Reich, Taly & Laurin, Kristin, 2018. "The (bounded) benefits of correction: The unanticipated interpersonal advantages of making and correcting mistakes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 149(C), pages 165-178.
  • Handle: RePEc:eee:jobhdp:v:149:y:2018:i:c:p:165-178
    DOI: 10.1016/j.obhdp.2018.08.002
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749597817301371
    Download Restriction: Full text for ScienceDirect subscribers only

    File URL: https://libkey.io/10.1016/j.obhdp.2018.08.002?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Bandura, Albert & Cervone, Daniel, 1986. "Differential engagement of self-reactive influences in cognitive motivation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(1), pages 92-113, August.
    2. Kirmani, Amna, 1990. "The Effect of Perceived Advertising Costs on Brand Perceptions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 160-171, September.
    3. Danit Ein-Gar & Baba Shiv & Zakary L. Tormala, 2012. "When Blemishing Leads to Blossoming: The Positive Effect of Negative Information," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(5), pages 846-859.
    4. Shailendra Pratap Jain & Nidhi Agrawal & Durairaj Maheswaran, 2006. "When More May Be Less: The Effects of Regulatory Focus on Responses to Different Comparative Frames," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(1), pages 91-98, June.
    5. Claire I. Tsai & Ann L. McGill, 2011. "No Pain, No Gain? How Fluency and Construal Level Affect Consumer Confidence," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(5), pages 807-821.
    6. Bagozzi, Richard P & Warshaw, Paul R, 1990. "Trying to Consume," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 127-140, September.
    7. Neeru Paharia & Anat Keinan & Jill Avery & Juliet B. Schor, 2011. "The Underdog Effect: The Marketing of Disadvantage and Determination through Brand Biography," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(5), pages 775-790.
    8. Kirmani, Amna & Wright, Peter, 1989. "Money Talks: Perceived Advertising Expense and Expected Product Quality," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(3), pages 344-353, December.
    9. Cameron, Samuel, 1989. "The unacceptability of money as a gift and its status as a medium of exchange," Journal of Economic Psychology, Elsevier, vol. 10(2), pages 253-255, June.
    10. Ryan W. Buell & Michael I. Norton, 2011. "The Labor Illusion: How Operational Transparency Increases Perceived Value," Management Science, INFORMS, vol. 57(9), pages 1564-1579, February.
    11. Hsee, Christopher K., 1996. "The Evaluability Hypothesis: An Explanation for Preference Reversals between Joint and Separate Evaluations of Alternatives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 247-257, September.
    12. Andrea C. Morales, 2005. "Giving Firms an "E" for Effort: Consumer Responses to High-Effort Firms," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 31(4), pages 806-812, March.
    13. Ritov, Ilana & Baron, Jonathan, 1999. "Protected Values and Omission Bias," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(2), pages 79-94, August.
    14. Ritov, Ilana & Baron, Jonathan, 1992. "Status-Quo and Omission Biases," Journal of Risk and Uncertainty, Springer, vol. 5(1), pages 49-61, February.
    15. Dean, Mark & Kıbrıs, Özgür & Masatlioglu, Yusufcan, 2017. "Limited attention and status quo bias," Journal of Economic Theory, Elsevier, vol. 169(C), pages 93-127.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Daniella Kupor & Kristin Laurin & Chris Janiszewski & J Jeffrey Inman, 2020. "Probable Cause: The Influence of Prior Probabilities on Forecasts and Perceptions of Magnitude [Perceived Intent Motivates People to Magnify Observed Harms]," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 46(5), pages 833-852.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Söderlund, Magnus & Sagfossen, Sofie, 2017. "The consumer experience: The impact of supplier effort and consumer effort on customer satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 39(C), pages 219-229.
    2. Mohr, Lois A. & Bitner, Mary Jo, 1995. "The role of employee effort in satisfaction with service transactions," Journal of Business Research, Elsevier, vol. 32(3), pages 239-252, March.
    3. Bhavya Mohan & Ryan W. Buell & Leslie K. John, 2020. "Lifting the Veil: The Benefits of Cost Transparency," Marketing Science, INFORMS, vol. 39(6), pages 1105-1121, November.
    4. Claudia Townsend & Darren DahlEditor & Page MoreauAssociate Editor, 2017. "The Price of Beauty: Differential Effects of Design Elements with and without Cost Implications in Nonprofit Donor Solicitations," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(4), pages 794-815.
    5. Pracejus, John W. & O'Guinn, Thomas C. & Olsen, G. Douglas, 2013. "When white space is more than “burning money”: Economic signaling meets visual commercial rhetoric," International Journal of Research in Marketing, Elsevier, vol. 30(3), pages 211-218.
    6. Laurent Cavenaile & Pau Roldan-Blanco, 2021. "Advertising, Innovation, and Economic Growth," American Economic Journal: Macroeconomics, American Economic Association, vol. 13(3), pages 251-303, July.
    7. Khaled Obaid & Kuntara Pukthuanthong, 2021. "Informativeness of mutual fund advertisements: Does advertising communicate fund quality to investors?," Financial Management, Financial Management Association International, vol. 50(1), pages 203-236, March.
    8. Huber, Joel & Viscusi, W. Kip & Bell, Jason, 2008. "Reference dependence in iterative choices," Organizational Behavior and Human Decision Processes, Elsevier, vol. 106(2), pages 143-152, July.
    9. Chen, Chiang-Ming & Lin, Lin & Chiu, Hsien-Hung, 2016. "Advertising medium effect on tourist satisfaction," Annals of Tourism Research, Elsevier, vol. 57(C), pages 268-272.
    10. Eline L. E. De Vries, 2019. "When more likes is not better: the consequences of high and low likes-to-followers ratios for perceived account credibility and social media marketing effectiveness," Marketing Letters, Springer, vol. 30(3), pages 275-291, December.
    11. Mark N. Hertzendorf & Per Baltzer Overgaard, 2001. "Price Competition and Advertising Signals: Signaling by Competing Senders," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 10(4), pages 621-662, December.
    12. Baron, Jonathan & Ritov, Ilana, 2004. "Omission bias, individual differences, and normality," Organizational Behavior and Human Decision Processes, Elsevier, vol. 94(2), pages 74-85, July.
    13. Jorge Mejia & Anandasivam Gopal & Michael Trusov, 2020. "Deal or No Deal? Online Deals, Retailer Heterogeneity, and Brand Evaluations in a Competitive Environment," Information Systems Research, INFORMS, vol. 31(4), pages 1087-1106, December.
    14. Freeman Wu & Adriana Samper & Andrea C. Morales & Gavan J. Fitzsimons, 2017. "It’s Too Pretty to Use! When and How Enhanced Product Aesthetics Discourage Usage and Lower Consumption Enjoyment," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(3), pages 651-672.
    15. Söderlund, Magnus, 2020. "Employee encouragement of self-disclosure in the service encounter and its impact on customer satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    16. Buil, Isabel & de Chernatony, Leslie & Martínez, Eva, 2013. "Examining the role of advertising and sales promotions in brand equity creation," Journal of Business Research, Elsevier, vol. 66(1), pages 115-122.
    17. Monahan, Lisa & Espinosa, Jennifer A. & Langenderfer, Jeff & Ortinau, David J., 2023. "Did you hear our brand is hated? The unexpected upside of hate-acknowledging advertising for polarizing brands," Journal of Business Research, Elsevier, vol. 154(C).
    18. Anna G. Devlin & Wedad Elmaghraby & Rebecca W. Hamilton, 2018. "Why do suppliers choose wholesale price contracts? End-of-season payments disincentivize retailer marketing effort," Journal of the Academy of Marketing Science, Springer, vol. 46(2), pages 212-233, March.
    19. Arthur S. Jago & Kristin Laurin, 2019. "Inferring Commitment from Rates of Organizational Transition," Management Science, INFORMS, vol. 67(6), pages 2842-2857, June.
    20. Ernst, Holger & Wickede, Anje, 1999. "Einflußfaktoren auf die Glaubwürdigkeit kundenorientierter Produkt-Vorankündigungen: Ein signaltheoretischer Ansatz," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 515, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:149:y:2018:i:c:p:165-178. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.