Dealing with missed opportunities: Action vs. state orientation moderates inaction inertia

被引：34

作者：

Van Putten, Marijke ^{[1
]}

Zeelenberg, Marcel ^{[2
,3
]}

Van Dijk, Eric ^{[4
]}

机构：

[1] Katholieke Univ Leuven, Dept Mkt, B-3000 Louvain, Belgium

[2] Tilburg Univ, Dept Social Psychol, NL-5037 AB Tilburg, Netherlands

[3] Tilburg Univ, TIBER, NL-5037 AB Tilburg, Netherlands

[4] Leiden Univ, Dept Social & Org Psychol, NL-2333 AK Leiden, Netherlands

来源：

JOURNAL OF EXPERIMENTAL SOCIAL PSYCHOLOGY | 2009年 / 45卷 / 04期

关键词：

Inaction inertia; Action vs. state orientation; Decision making; REGRET; AVOIDANCE; VALUATION;

D O I：

10.1016/j.jesp.2009.05.011

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

Inaction inertia refers to the effect that missing a more attractive opportunity decreases the likelihood to act on an attractive current opportunity in the same domain. We studied the influence of how people cope with negative decision outcomes (i.e., action vs. state orientation) on this inaction inertia effect. Experiment 1 used an experimental induction of action vs. state orientation and confirmed our prediction that state oriented people showed more inaction inertia than action oriented people. Experiment 2 replicated these results with a measure of chronic action orientation and showed a mediating effect of valuation of the current opportunity. Experiment 3 showed that temporal segregation of the current from the missed opportunity decreased inaction inertia effects for state oriented, but not for action oriented people. We discuss the implications of these results for the inaction inertia and action vs. state orientation literatures. (c) 2009 Elsevier Inc. All rights reserved.

引用

页码：808 / 815

页数：8

共 26 条

[1] Inaction Inertia in International Negotiations: The Consequences of Missed Opportunities
Terris, Lesley G.
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