How formulating implementation plans and remembering past actions facilitate the enactment of effortful decisions

Dados Bibliográficos

ID12166320
AutoresUtpal M Dholakia (0000-0002-0301-5625, Rice University, autor correspondente), Richard P Bagozzi (0000-0002-8807-8210, University of Michigan), Mahesh Gopinath (Old Dominion University)
Ano2007
Volume20
Fascículo4
Páginas343-364
Data de publicação2007-02-12
Peer ReviewedSim
Open AccessSim
TipoARTICLE
PeriódicoJournal of Behavioral Decision Making (JOURNAL)
Identificadores do periódicoISSN: 0894-3257 • E-ISSN: 1099-0771
EditoraWiley (PUBLISHER • GB)
DOI10.1002/bdm.562
OpenAlexW1971134338
IdiomaEN
Citações recebidas11
Referências citadas52

Building on prior research studying effortful decision making and enactment processes (Bagozzi, Dholakia, & Basuroy, 2003; BDB), we identify and provide an in‐depth understanding of two specific self‐regulatory strategies: (1) formulating an implementation plan, and (2) remembering past actions, that decision makers can use in facilitating enactment of effortful decisions. The results of three experiments, in which the decision maker's goal and self‐regulatory strategy were manipulated, showed that for goals that decision makers chose volitionally, the motivational effects of both these strategies lay in increasing levels of proximal implementation‐related variables (implementation intentions, plan completeness, plan enactment, and goal realization) significantly. In contrast, for goals that were assigned to participants, these strategies' motivational effects additionally extended to significantly increasing distal goal‐related variables (goal desire, goal intentions, perceived self‐efficacy, and implementation desires). The theoretical implications of our findings are discussed, and future research opportunities are explored. Copyright © 2007 John Wiley & Sons, Ltd

Decision maker · Economics · Goal pursuit · Management science · Plan (archaeology · Applied Psychology · Behavioral Health and Interventions · Decision-Making and Behavioral Economics · Environmental Education and Sustainability · Psychology · Social Psychology