The role of behavioral mind-sets in goal-directed activity: Conceptual underpinnings and empirical evidence

Journal of Consumer Psychology

Volumn 20, Issue 2, 2010, Pages 107-125

  Wyer Jr , Robert S ^a   Xu, Alison Jing ^b  

^a UNIVERSITY OF ILLINOIS AT URBANA CHAMPAIGN   (United States)

^b UNIVERSITY OF TORONTO   (Canada)

Author keywords

knowledge accessibility; mindsets; procedural knowledge

Indexed keywords

EID: 77951258423     PISSN: 10577408     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jcps.2010.01.003     Document Type: Article

References (118)

1. Adaval R. How good gets better and bad gets worse: Understanding the impact of affect on evaluations of known brands. Journal of Consumer Research 30 (2003) 352-367
2. Adaval R., Isbell L.M., and Wyer R.S. The impact of pictures on narrative-based impression formation: A process interference model. Journal of Experimental Social Psychology 43 (2007) 352-364
3. Adaval R., and Wyer R.S. The role of narratives in consumer information processing. Journal of Consumer Psychology 7 (1998) 207-245
4. Albarracin D., and Wyer R.S. The cognitive impact of past behavior: Influences on beliefs, attitudes, and future behavioral decisions. Journal of Personality and Social Psychology 79 (2000) 5-22
5. Anderson J.R. Acquisition of cognitive skill. Psychological Review 89 (1982) 369-406
6. Anderson J.R. The architecture of cognition. Cambridge (1983), Harvard University Press, MA
7. Anderson N.H. Integration theory and attitude change. Psychological Review 78 (1971) 171-206
8. Anderson N.H. Foundations of information integration theory (1981), Academic Press, New York
9. Andrade E.B. Behavioral consequence of affect: Combining evaluative and regulatory mechanisms. Journal of Consumer Research 32 (2005) 355-362
10. Andrade E.B., and Cohen J.B. Affect-based evaluation and regulation as mediators of behavior: The role of affect in risk taking, helping and eating patterns. In: Vohs K.D., Baumeister R.F., and Leowenstein G. (Eds). Do emotions help or hurt decision making? A hedgefoxian perspective (2007), Russell Sage, New York
11. Bargh J.A., Bond R.N., Lombardi W.J., and Tota M.E. The additive nature of chronic and temporary sources of construct accessibility. Journal of Personality and Social Psychology 50 (1986) 869-878
12. Bargh J.A., Chaiken S., Raymond P., and Hymes C. The automatic evaluation effect: Unconditional automatic attitude activation with a pronunciation task. Journal of Experimental Social Psychology 32 (1996) 185-210
13. Barone M.J., Miniard P.W., and Romero J.B. The influence of positive mood on brand extension evaluations. Journal of Consumer Research 26 (2000) 386-400
14. Bem D.J. Self-perception theory. In: Berkowitz L. (Ed). Advances in experimental social psychology 6 (1972), Academic Press, New York 1-62
15. Bless H. Mood and the use of general knowledge structures. In: Martin L.L., and Clore G.L. (Eds). Theories of mood and cognition: A user's guidebook (2001), Mahwah, NJ, Lawrence Erlbaum Associates 9-26
16. Bodenhausen G.V. Emotions, arousal, and stereotypic judgments: A heuristic model of affect and stereotyping. In: Mackie D.M., and Hamilton D.L. (Eds). Affect, cognition, and stereotyping: Interactive processes in group perception (1993), Academic Press, San Diego 13-37
17. Brendl C.M., Markman A.B., and Messner C. The devaluation effect: Activating a need devalues unrelated objects. Journal of Consumer Research 29 (2003) 463-473
18. Briers B., Pandelaere M., Dewitte S., and Warlop L. Hungry for money: The desire for caloric resources increases the desire for financial resources and vice versa. Psychological Science 17 (2006) 939-943
19. Briley D.A., Morris M., and Simonson I. Reasons as carriers of culture: Dynamic versus dispositional models of cultural influence on decision making. Journal of Consumer Research 27 (2000) 157-178
20. Briley D.A., Morris M., and Simonson I. Cultural chameleons: Biculturals, conformity motives, and decision making. Journal of Consumer Psychology 15 (2005) 351-363
21. Briley D.A., and Wyer R.S. The effect of group membership salience on the avoidance of negative outcomes: Implications for social and consumer decisions. Journal of Consumer Research 29 (2002) 400-415
22. Burger J.A. The foot-in-the-door compliance procedure: A multiple-process analysis and review. Personality and Social Psychology Review 3 (1999) 303-325
23. Carlston D.E. Events, inferences and impression formation. In: Hastie R., Ostrom T., Ebbesen E., Wyer R., Hamilton D., and Carlston D. (Eds). Person memory: The cognitive basis of social perception (1980), Hillsdale, NJ, Erlbaum 89-119
24. Chartrand T.L., and Bargh J.A. Automatic activation of impression formation and memorization goals: Nonconscious goal priming reproduces effects of explicit task instructions. Journal of Personality and Social Psychology 71 (1996) 464-478
25. Childers T.L., Houston M.J., and Heckler S.E. Measurement of individual differences in visual versus verbal information processing. Journal of Consumer Research 12 (1985) 125-134
26. Chua H.F., Boland J.E., and Nisbett R.E. Cultural variation in eye movements during scene perception. Proceedings of the National Academy of Sciences 102 (2005) 12629-12633
27. Cohen J.B., Phan M.T., and Andrade E.B. The nature and role of affect in consumer behavior. In: Haugtvedt C.P., Herr P.M., and Kardes F.R. (Eds). Handbook of consumer psychology (2008), Lawrence Erlbaum Associates, New York 297-348
28. Dejong W., and Funder D. Effect of payment for initial compliance: Unanswered questions about the FITD phenomenon. Personality and Social Psychology Bulletin 3 (1977) 662-665
29. Dhar R., Huber J., and Khan U. The shopping momentum effect. Journal of Marketing Research 44 (2007) 370-378
30. Dijksterhuis A., and Bargh J.A. The perception-behavior expressway: Automatic effects of social perception on social behavior. In: Zanna M.P. (Ed). Advances in experimental social psychology 33 (2001), Academic Press, San Diego 1-40
31. Dodson C.S., Johnson M.K., and Schooler J.W. The verbal overshadowing effect: Why descriptions impair face recognition. Memory & Cognition I25 (1997) 129-139
32. Dweck C.S. Mindset (2006), Random House, The new psychology of success. New York
33. Fishbein M., and Ajzen I. Belief, attitude, intention, and behavior: An introduction to theory and research (1975), Addison-Wesley, Reading, MA
34. Förster J., and Liberman N. Knowledge activation. In: Kruglanski A., and Higgins E.T. (Eds). Social psychology: Handbook of basic principles. 2nd ed. (2007), Guilford, New York 201-231
35. Freedman J.L., and Fraser S.C. Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology 4 (1966) 195-202
36. Gollwitzer P.M., and Bayer U. Deliberative versus implemental mind-sets in the control of action. In: Chaiken S., and Trope Y. (Eds). Dual-process theories in social psychology (1999), Guilford Press, New York 403-422 403-22
37. Gollwitzer P.M., Heckhausen H., and Steller B. Deliberative and implemental mind-sets: Cognitive tuning toward congruous thoughts and information. Journal of Personality and Social Psychology 59 (1990) 1119-1127
38. Gorassini D.R., and Olson J.M. Does self-perception change explain the foot-in-the-door effect?. Journal of Personality and Social Psychology 69 (1995) 91-105
39. Graesser A.C. Prose comprehension beyond the word (1981), Springer-Verlag, New York
40. Henderson M.D., de Liver Y., and Gollwitzer P.M. The effects of an implemental mind-set on attitude strength. Journal of Personality and Social Psychology 94 (2008) 396-411
41. Higgins E.T. Knowledge activation: Accessibility, applicability, and salience. In: Higgins E.T., and Kruglanski A. (Eds). Social psychology: Handbook of basic principles (1996), Guilford, New York 133-168
42. Higgins E.T. Beyond pleasure and pain. American Psychologist 55 (1997) 1217-1233
43. Higgins E.T. Promotion and prevention: Regulatory focus as a motivational principle. In: Zanna M.P. (Ed). Advances in experimental social psychology 30 (1998), Academic Press, San Diego, CA 1-46
44. Higgins E.T., Bargh J.A., and Lombardi W. The nature of priming effects on categorization. Journal of Experimental Psychology: Learning, Memory, and Cognition 11 (1985) 59-69
45. Higgins E.T., and Chaires W.M. Accessibility of interrelational constructs: Implications for stimulus encoding and creativity. Journal of Experimental Social Psychology 64 (1980) 348-361
46. Higgins E.T., Rholes W.S., and Jones C.R. Category accessibility and impression formation. Journal of Experimental Social Psychology 13 (1977) 141-154
47. Hirt E.R., Kardes F.R., and Markman K.D. Activating a mental simulation mind-set through generation of alternatives; implications for debiasing in related and unrelated domains. Journal of Experimental Social Psychology 40 (2004) 374-383
48. Huber J., Payne J.W., and Puto C. Adding asymmetrically dominated alternatives: Violations of regularity and the similarity hypothesis. Journal of Consumer Research 9 (1982) 90-98
49. Jiang, Y., Steinhart, Y., & Wyer, R. S. (2009). The role of visual and semantic processing strategies in consumer information processing. Unpublished manuscript, Hong Kong University of Science and Technology.
50. Jiang Y., and Wyer R.S. The role of visual perspective in information processing. Journal of Experimental Psychology 45 (2009) 486-495
51. Ji L., Zhang Z., and Nisbett R.E. Is it culture or is it language? Examination of language effects in cross-cultural research on categorization. Journal of Personality and Social Psychology 87 (2004) 57-65
52. Keinan, A. (2007). Productivity mindset and the consumption of collectable experiences. Unpublished Doctoral Dissertation. University of Columbia.
53. Kim K., and Meyers-Levy J. Context effects in diverse-category brand environments: The influence of target product positioning and consumers' processing mind-set. Journal of Consumer Research 34 (2007) 882-896
54. Kray L.J., and Galinsky A.D. The debiasing effect of counterfactual mind-sets: Increasing the search for disconfirmatory information in group decisions. Organizational Behavior and Human Decision Processes 91 (2003) 69-81
55. Kruglanski A.W. Goals as knowledge structures. In: Gollwitzer P.M., and Bargh J.A. (Eds). The psychology of action: Linking cognition and motivation to behavior (1996), Guilford Press, New York 599-619
56. Kruglanski A.W., Shah J.Y., Fishbach A., Friedman R., Chun W.Y., and Sleeth-Keppler D. A theory of goal systems. In: Zanna M.P. (Ed). Advances in experimental social psychology 34 (2002), Academic Press, San Diego, CA 331-378
57. Kühnen U., Hannover B., and Schubert B. The semantic-procedural interface model of the self: The role of self-knowledge for context-dependent versus context independent modes of thinking. Journal of Personality and Social Psychology 80 (2001) 397-409
58. Kühnen U., and Oyserman D. Thinking about the self influences thinking in general: Cognitive consequences of salient self-concept. Journal of Experimental Social Psychology 38 (2002) 492-499
59. Lingle J.H., and Ostrom T.M. Retrieval selectivity in memory-based impression judgments. Journal of Personality and Social Psychology 37 (1979) 180-194
60. Li X. The effects of appetitive stimuli on out-of-domain consumption experiences. Journal of Consumer Research 34 (2008) 649-656
61. Markman A.B., and Brendl C.M. The influence of goals on value and choice. Psychology of Learning and Motivation 39 (2000) 97-128
62. Markus H.R., and Kitayama S. Culture and the self: Implications for cognition, emotion and motivation. Psychological Review 98 (1991) 224-253
63. Masuda T., and Nisbett R.E. Attending holistically versus analytically: Comparing the context sensitivity of Japanese and Americans. Journal of Personality and Social Psychology 81 (2001) 922-934
64. Miller G.A., Galanter E., and Pribram K.A. Plans and the structure of behavior (1960), Rhinehart, & Winston, New York: Holt
65. Miller P.J., Fung H., and Mintz J. Self-construction through narrative practices: A Chinese and American comparison of early socialization. Ethos 24 (1996) 237-280
66. Miller P.J., Wiley A.R., Fung H., and Liang C.H. Personal storytelling as a medium of socialization in Chinese and American families. Child Development 68 (1997) 557-568
67. Muthukrishnan A.V., Wathieu L., and Xu A.J. Ambiguity aversion and preference for established brands. Management Science 55 (2009) 1933-1941
68. Nisbett R.E. The geography of thought: How Asians and westerners think differently (2003), Free Press, New York
69. Norenzayan A., Choi I., and Peng K. Perception and cognition. In: Kitayama S., and Cohen D. (Eds). Handbook of cultural psychology (2007), Guilford Press, New York 569-594
70. Park D.C., Nisbett R.E., and Hedden T. Culture, cognition, and aging. Journal of Gerontology 54B (1999) 75-84
71. Park J.W., and Kim J.K. The effects of decoys on preference shifts: The role of attractiveness and providing justification. Journal of Consumer Psychology 15 (2005) 94-107
72. Park J.W., Yoon S.O., Kim K.H., and Wyer R.S. Effects of priming a bipolar attribute concept on dimension versus concept-specific accessibility of semantic memory. Journal of Personality and Social Psychology 81 (2001) 405-420
73. Ratcliff R. A theory of memory retrieval. Psychological Review 85 (1978) 59-108
74. Schank R.C., and Abelson R.P. Scripts, plans, goals and understanding (1977), Erlbaum, Hillsdale, NJ
75. Schneider W., and Shiffrin R.M. Controlled and automatic human information processing: I. Detection, search, and attention,. Psychological Review 84 (1977) 1-66
76. Schooler J.W., and Engstler-Schooler T.Y. Verbal overshadowing of visual memories: Some things are better left unsaid. Cognitive Psychology 22 (1990) 36-71
77. Schwarz N. Feelings as information: Informational and motivational functions of affective states. In: Higgins E.T., and Sorrentino R.M. (Eds). Handbook of motivation and cognition: Foundations of social behavior 2 (1990), Guilford, New York 527-561
78. Schwarz N. Accessible content and accessibility experiences: The interplay of declarative and experiential information in judgment. Personality and Social Psychology Review 2 (1998) 87-99
79. Schwarz N. Metacognitive experiences in consumer judgment and decision making. Journal of Consumer Psychology 14 (2004) 332-348
80. Schwarz N., and Clore G.L. Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. Journal of Personality and Social Psychology 45 (1983) 513-523
81. Schwarz N., and Clore G.L. Feelings and phenomenal experiences. In: Higgins E.T., and Kruglanski A.W. (Eds). Social psychology: A handbook of basic principles (1996), Guilford, New York 433-465
82. Schwarz N., and Clore G.L. Feelings and phenomenal experiences. In: Kruglanski A.W., and Higgins E.T. (Eds). Social psychology: Handbook of basic principles. 2nd ed. (2007), Guilford, New York 385-407
83. Schwarz N., and Wyer R.S. Effects of rank ordering stimuli on magnitude ratings of these and other stimuli. Journal of Experimental Social Psychology 21 (1985) 30-46
84. Semin G.R., and Fiedler K. The cognitive functions of linguistic categories in describing persons: Social cognition and language. Journal of Personality and Social Psychology 54 (1988) 558-568
85. Shafir E. Choosing vs. rejecting: Why some options are both better and worse than others. Memory and Cognition 21 (1993) 546-556
86. Shen H., and Wyer R.S. The impact of negative affect on responses to affect-regulating experiences. Journal of Consumer Psychology 18 (2008) 39-48
87. Shen H., and Wyer R.S. Procedural priming and consumer judgments: Effects on the impact of positively and negatively valenced information. Journal of Consumer Research 34 (2008) 727-737
88. Shen H., and Wyer R.S. Cognitive and motivational influences of past behavior on variety seeking. Journal of Consumer Psychology 20 (2010) 33-42
89. Simonson I. Choice based on reasons: The case of attraction and compromise effects. Journal of Consumer Research 16 (1989) 158-174
90. Smith E.R. Model of social inference processes. Psychological Review 91 (1984) 392-413
91. Smith E.R. Content and process specificity in the effects of prior experiences. In: Srull T.K., and Wyer R.S. (Eds). Advances in Social Cognition 3 (1990), Lawrence Erlbaum Associates, Hillsdale, NJ 1-59
92. Smith E.R. Procedural knowledge and processing strategies in social cognition. In: Wyer R.S., and Srull T.K. (Eds). Handbook of Social Cognition. 2nd edition 1 (1994), Erlbaum, Hillsdale, NJ 101-151
93. Srull T.K., and Wyer R.S. The role of category accessibility in the interpretation of information about persons: Some determinants and implications. Journal of Personality and Social Psychology 37 (1979) 1660-1672
94. Srull T.K., and Wyer R.S. Category accessibility and social perception: Some implications for the study of person memory and interpersonal judgments. Journal of Personality and Social Psychology 38 (1980) 841-856
95. Srull T.K., and Wyer R.S. The role of chronic and temporary goals in social information processing. In: Sorrentino R.M., Higgins E.T., and Sorrentino R. (Eds). Handbook of motivation and cognition (1986), Guilford Press, New York 503-549
96. Stapel D.A., and Semin G.R. The magic spell of language: Linguistic categories and their perceptual consequences. Journal of Personality and Social Psychology 93 (2007) 23-33
97. Strack F., and Deutsch R. Reflective and impulsive determinants of social behavior. Personality and Social Psychology Review 8 (2004) 220-247
98. Taylor S.E., and Gollwitzer P.M. Effects of mind-set on positive illusions. Journal of Personality and Social Psychology 69 (1995) 213-226
99. Triandis H.C. The self and social behavior in differing cultural contexts. Psychological Review 96 (1989) 506-520
100. Trope Y., and Liberman N. Temporal construal. Psychological Review 110 (2003) 403-421
101. Wadhwa M., Shiv B., and Nowlis S.M. A bite to whet the reward appetite: The influence of sampling on reward-seeking behaviors. Journal of Marketing Research 45 (2008) 403-413
102. Wakslak C.J., Trope Y., Liberman N., and Aloni R. Seeing the forest when entry is unlikely: Probability and the mental representation of events. Journal of Experimental Psychology: General 135 (2006) 641-653
103. Winkielman P., and Cacioppo J.T. Mind at ease puts a smile on the face: Psychophysiological evidence that processing facilitation elicits positive affect. Journal of Personality and Social Psychology 81 (2001) 989-1000
104. Winkielman P., Schwarz N., Fazendeiro T.A., and Reber R. The hedonic marking of processing fluency: Implications for evaluative judgment. In: Musch J., and Klauer K.C. (Eds). The psychology of evaluation: Affective processes in cognition and emotion (2003), Erlbaum, Mahwah, NJ 189-217
105. Wood W., and Neal D.T. A newlook at habits and the habit-goal interface. Psychological Review 114 (2007) 843-863
106. Wyer R.S. Social comprehension and judgment: The role of situation models, narratives, and implicit theories (2004), Lawrence Erlbaum Associates, Mahwah, NJ
107. Wyer R.S. The role of knowledge accessibility in cognition and behavior: Implications for consumer information processing. In: Haugtvedt C., Herr P., and Kardes F. (Eds). Handbook of consumer psychology (2008), Erlbaum, Mahwah, NJ 31-76
108. Wyer R.S., Adaval R., and Colcombe S.J. Narrative-based representations of social knowledge: Their construction and use in comprehension, memory and judgment. In: Zanna M.P. (Ed). Advances in experimental social psychology 34 (2002), Academic Press, San Diego, CA 131-197
109. Wyer R.S., and Carlston D.E. Social cognition, inference and attribution (1979), Erlbaum, Hillsdale, NJ
110. Wyer R.S., Clore G.L., and Isbell L.M. Affect and information processing. In: Zanna M.P. (Ed). Advances in experimental social psychology 31 (1999), Academic Press, San Diego 1-77
111. Wyer R.S., Hung I.W., and Jiang Y. Visual and verbal processing strategies in comprehension and judgment. Journal of Consumer Psychology 18 (2008) 244-257
112. Wyer R.S., and Radvansky G.A. The comprehension and validation of social information. Psychological Review 106 (1999) 89-118
113. Wyer, R. S., Shen, H., & Xu, A. J. (in press). The role of procedural knowledge in the generalizeability of social behavior. In D. Carlston (Ed.) Handbook of social cognition (3rd ed.). New York: Oxford University Press.
114. Wyer R.S., and Srull T.K. Memory and cognition in Its social context (1989), Erlbaum, Hillsdale, NJ
115. Xu, A. J. (2010). Mind the mind-sets: The influence of procedure accessibility on consumer decision making, acquisition intentions and effectiveness of persuasion. Unpublished Ph.D. dissertation, University of Illinois at Urbana-Champaign.
116. Xu A.J., and Wyer R.S. The effect of mind-sets on consumer decision strategies. Journal of Consumer Research 34 (2007) 556-566
117. Xu A.J., and Wyer R.S. The comparative mind-set: From animal comparisons to increased purchase intentions. Psychological Science 19 (2008) 859-864
118. Yeung C.W.M., and Wyer R.S. Does loving a brand mean loving its products? The role of brand-elicited affect in brand extension evaluations. Journal of Marketing Research 42 (2005) 495-506