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Carryover Effects of Self-Control on Decision Making: A Construal-Level Perspective

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  • Echo Wen Wan
  • Nidhi Agrawal

Abstract

Six experiments examine how exerting self-control systematically influences subsequent decision making. Exerting self-control led individuals to rely on feasibility over desirability attributes, favor secondary over primary attributes, and choose products framed in a proximal rather than distal perspective. Process measures suggest that these effects occur because depletion from self-control heightens one's focus on resources and prompts a lower construal level that is carried over to subsequent tasks. Stimulating individuals to adopt higher level construals diminishes these effects. These findings offer insight into the psychological process by which self-control influences subsequent decisions.

Suggested Citation

  • Echo Wen Wan & Nidhi Agrawal, 2011. "Carryover Effects of Self-Control on Decision Making: A Construal-Level Perspective," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 38(1), pages 199-214.
    • Handle: RePEc:oup:jconrs:doi:10.1086/658471
    DOI: 10.1086/658471
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    Cited by:

    1. Wang, Haizhong & Shen, Manqiong & (Amy) Song, Yiping & Phau, Ian, 2020. "Do up-displayed eco-friendly products always perform better? The moderating role of psychological distance," Journal of Business Research, Elsevier, vol. 114(C), pages 198-212.
    2. Zhang, Ye & Cole, Shu & Hirt, Edward & Bilgihan, Anil, 2017. "Self-determined travel facilitation with mental construal priming," Tourism Management, Elsevier, vol. 61(C), pages 472-483.
    3. Ying Ding & Hean Tat Keh, 2017. "Consumer reliance on intangible versus tangible attributes in service evaluation: the role of construal level," Journal of the Academy of Marketing Science, Springer, vol. 45(6), pages 848-865, November.
    4. Calder, Bobby J. & He, Sharlene & Sternthal, Brian, 2023. "Using theoretical frameworks in behavioral research," Journal of Business Research, Elsevier, vol. 161(C).
    5. Deng, Hong & Coyle-Shapiro, Jacqueline A-M. & Yang, Qian, 2016. "The role of resource depletion in explaining consequences of psychological contract violation," LSE Research Online Documents on Economics 67969, London School of Economics and Political Science, LSE Library.

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