Achieving Your Goals or Protecting Their Future? The Effects of Self-View on Goals and Choices

Hamilton, Rebecca; Biehal, Gabriel

doi:10.1086/432237

Cited by 118 publications

(89 citation statements)

References 15 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…For example, differences in the concern with positive or negative behavioral outcomes might be activated by describing the outcomes of a decision as either gains versus non-gains or non-losses versus losses (Lee & Aaker, 2004;Monga & Zhu, 2005). They can also be induced by (a) activating individuals' concepts of themselves as independent or interdependent (Lee, Aaker, & Gardner, 2000; see also Hamilton & Biehl, 2005), (b) stimulating thoughts about hopes and aspirations as opposed to duties and responsibilities (Liberman, Molden, Idson, & Higgins, 2001), or (c) varying individuals' awareness of themselves as members of a group (Aaker & Lee, 2001;Briley & Wyer, 2002). Although chronic individual differences in the relative emphasis placed on success and the avoidance of failure can result from differences in social learning (Miller, Wiley, Fung, & Liang, 1997), they are often not apparent unless situational factors activate the values that underlie them (Briley, Morris, & Simonson, 2000.…”

mentioning

confidence: 99%

Motivational correlates of need for cognition

Steinhart

Wyer

2008

Euro J Social Psych

View full text Add to dashboard Cite

Need for cognition is usually characterized as an intrinsic desire to engage in challenging intellectual activity. In achievement situations, however, it could be associated with more extrinsic goals such as success or the avoidance of failure. Three experiments examined this possibility. Participants in all studies were led to believe they would perform either an easy or a difficult intellectual task that they were likely to fail. After inducing this expectation, indices of extrinsic motivation were obtained. Participants with high need for cognition became more motivated to avoid negative consequences of their behavior (e.g., failure) when they expected the task they would perform to be difficult. In contrast, participants with low need for cognition were not appreciably affected by these expectancies. The anticipation of engaging in intellectual activity apparently stimulates different motives in people with high and low need for cognition, and the mindset induced by these motives influences their later behavioral decisions.

show abstract

mentioning

confidence: 99%

Motivational correlates of need for cognition

Steinhart

Wyer

2008

Euro J Social Psych

View full text Add to dashboard Cite

show abstract

“…It is interesting to note that both Mandel (2003) and Hamilton and Biehal (2005) manipulated self-construal but found opposite eff ects of self-construal on risky fi nancial decisions. Hamilton and Biehal (2005) suggest that perhaps Mandel's (2003) interdependence prime, which implied that "you depend on others," prompted a stronger promotion orientation than Hamilton and Biehal's interdependence induction, which emphasized the notion that "others depend on you." Hence, Mandel's interdependent participants were more risk-seeking.…”

Section: Culture and The Self: Making Risky Choices And Selfregulationmentioning

confidence: 94%

“…Hamilton and Biehal (2005) suggest that perhaps Mandel's (2003) interdependence prime, which implied that "you depend on others," prompted a stronger promotion orientation than Hamilton and Biehal's interdependence induction, which emphasized the notion that "others depend on you." Hence, Mandel's interdependent participants were more risk-seeking.…”

Section: Culture and The Self: Making Risky Choices And Selfregulationmentioning

confidence: 94%

“…Mandel (2003) also found that the diff erence between independent and interdependent participants' risky fi nancial choices is mediated by the size of the participants' social network. Hamilton and Biehal (2005) suggest that this social network cushioning eff ect may be moderated by people's self-regulatory goals. Th ey fi nd that those primed with an independent self-construal tend to prefer mutual funds that are more risky (i.e., more volatile) than those primed with an interdependent self-construal; and this diff erence is mediated by the strength of their regulatory goal in that risky preferences are fostered by promotion goals and discouraged by prevention goals.…”

Section: Culture and The Self: Making Risky Choices And Selfregulationmentioning

confidence: 98%

See 1 more Smart Citation

Cross-Cultural Consumer Psychology

Shavitt¹,

Lee²,

Johnson³

Handbook of Consumer Psychology

View full text Add to dashboard Cite

OVERVIEWEvery year, multinational companies spend billions of dollars in marketing their products around the world. Some of this money is wasted or, worse, actually damages the marketer's reputation through cultural or linguistic faux pas (e.g., Ricks, 1983). As new global markets emerge, and existing markets become increasingly segmented along ethnic or subcultural lines, the need to market eff ectively to consumers who have diff erent cultural values has never been more acute. Th us, it is no surprise that in the last ten to 15 to 20 years, culture has rapidly emerged as a central focus of research in consumer psychology. What is Culture?Culture is a crucial concept for the understanding of consumer behavior because it is the lens through which people view marketing messages and products. Culture consists of shared elements that provide the standards for perceiving, believing, evaluating, communicating, and acting among those who share a language, a historical period, and a geographic location. As a psychological construct, culture can be studied in multiple ways-across nations, across ethnic groups within nations, across individuals within nations (focusing on cultural orientation), and even within individuals through the priming of cultural values. As will be discussed presently, regardless of how culture is studied, cultural distinctions have been demonstrated to have important implications for advertising content, persuasiveness of appeals, consumer motivation, consumer judgment processes, and consumer response styles. Chapter Organization and ScopeIn this chapter, numerous studies on these topics are reviewed and discussed. Because reviewing the rapidly growing area of cross-cultural psychology could fi ll several handbook chapters, we are by necessity selective in our coverage. We focus more heavily on fi ndings specifi c to the consumer domain rather than a more general review of cultural diff erences. Th e content is organized around both the theoretical and the methodological implications of cultural diff erences in consumer judgments. Th e individualism/collectivism cultural construct and independent/interdependent selfconstrual construct are given special attention because extensive research has demonstrated the implications of these variables for outcomes relevant to consumer behavior. Because the study of culture requires the cross-cultural equivalence of measurement, the second half of this chapter addresses in detail specifi c measurement issues and culturally based response biases likely to be of interest to consumer psychologists. We close with a review of issues and methods for addressing measurement equivalence and cultural variability in response styles. CULTURAL VARIATION: STRUCTURAL ISSUES What Are the Key Cultural Constructs or Dimensions?Th e constructs of individualism and collectivism represent the most broadly used dimensions of cultural variability for cross-cultural comparison (Gudykunst & Ting-Toomey, 1988). In individualistic (IND) cultures, people tend to prefer independent rel...

show abstract

“…In contrast to economic studies of the family [Aaker and Lee 2001;Commuri and Gentry 2005;Cotte and Wood 2004;Hamilton and Biehal 2005;Moore, Wilkie and Lutz 2002;Tian and Belk 2005], which put emphasis on families as economic units, or in contrast to traditional class analyses [see Atkinson 2014], which predominantly question the influence of economic conditions on family life, we study the role of language and discourse: how families do economy with words.…”

Section: Introductionmentioning

confidence: 99%

The Domestication of Financial Objects: Narrativisation, Appropriation and Affectivation

Čada¹,

Ptáčková²

2017

Czech Sociological Review

View full text Add to dashboard Cite

Abstract:The article explores the general question of how family members articulate the rational and moral dimensions of the economy and the role in this played by language and family discourse-how families do the economy with words. It examines the resources family members employ family discourse to interpret and justify their economic behaviour, and puts forth the hypothesis that economic terms are re-articulated through everyday practices in the family world and that conversations inoculate expert terms with specific meanings. The article introduces the moral economy as a crucial principle of sense-making in family economic discourse and highlights the perception of the future as a key distinction between financial market economies and family-specific moral economies. Three mechanisms by which finance is domesticated are identified: (1) narrativisation-where financial objects are interpreted through the narratives of family history; (2) appropriation-where financial objects are embedded in the family moral economy; and (3) affectivation-where emotions change the meanings attached to financial objects. Narrativisation situates financial objects in time, appropriation sets them in the context of the family-specific moral economy, and affectivation connects them with personal identity and authentic experience.

show abstract

Achieving Your Goals or Protecting Their Future? The Effects of Self-View on Goals and Choices

Cited by 118 publications

References 15 publications

Motivational correlates of need for cognition

Motivational correlates of need for cognition

Cross-Cultural Consumer Psychology

The Domestication of Financial Objects: Narrativisation, Appropriation and Affectivation

Contact Info

Product

Resources

About