The Attractiveness of Enriched and Impoverished Options : Culture, Self-Construal, and Regulatory Focus  

Oleh:

Yinlong, Zhang ; Mittal, Vikas

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 33 no. 04 (2007), page 588-598.
Topik: OPTIONS; cultural orientation; self - construal; regulatory focus; option attractiveness
Fulltext: 588.pdf (132.94KB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.30 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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The authors propose that there is a systematic impact of a person's activated self-construal (interdependent vs. independent) on the evaluation of enriched and impoverished options. This hypothesis is tested using a cross - country comparison of participants from China and the United States (Study 1) and by priming self - construal (Study 2) and regulatory focus (Study 3). Results show that people with an independent self - construal and a promotion focus perceive enriched options as more attractive than impoverished options. Conversely, people with an interdependent self - construal and a prevention focus perceive enriched options as less attractive than impoverished options. Mediation analyses show that the effect of cultural orientation operates through self - construal. In turn, self - construal operates through activated regulatory focus. Analysis of cognitive responses shows that the effect of regulatory focus is mediated by positive / negative thoughts about option attributes.

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