Pre- versus postdecisional deliberation and goal commitment: The positive effects of defensiveness

Journal of Experimental Social Psychology

Volumn 48, Issue 1, 2012, Pages 106-121

  Nenkov, Gergana Y ^a   Gollwitzer, Peter M ^b,c  

^a BOSTON COLLEGE   (United States)

^b NEW YORK UNIVERSITY   (United States)

^c UNIVERSITY OF KONSTANZ   (Germany)

Author keywords

Defensiveness; Deliberation; Goal commitment; Postdecision action phase; Predecision action phase

Indexed keywords

EID: 82655181831     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2011.08.002     Document Type: Article

References (60)

1. Aiken L.S., West S.G. Multiple regression: Testing and interpreting interactions 1991, Sage, Thousand Oaks, CA.
2. Armor D.A., Taylor S.E. The effects of mindsets on behavior: Self-regulation in deliberative and implemental frames of mind. Personality and Social Psychology Bulletin 2003, 29:86-95.
3. Baron R.M., Kenney D.A. The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology 1986, 51:1173-1182.
4. Beckmann J., Gollwitzer P.M. Deliberative vs. implemental states of mind: The issue of impartiality in predecisional and postdecisional information processing. Social Cognition 1987, 5:259-279.
5. Brandstätter V., Frank E. Bewuβtseinslageneffekte auf das Handeln. Paper presented at the 6th Tagung der Fachgruppe Sozialpsychologie, Konstanz, Germany 1997.
6. Brockner J. The escalation of commitment to a failing course of action. Academy of Management Review 1992, 17:39-61.
7. Brunstein J.C. Personal goals and subjective well-being: A longitudinal study. Journal of Personality and Social Psychology 1993, 65:1061-1070.
8. Cooper J., Fazio R.H. A new look at dissonance theory. Advances in experimental social psychology 1984, Vol. 17:229-266. Academic Press, New York.
9. Crowne D.P., Marlowe D. A new scale of social desirability independent of pychopathology. Journal of Consulting Psychology 1960, 24:349-354.
10. DeShon R.P., Landis R.S. The dimensionality of the Hollenbeck, Williams, and Klein (1989) measure of goal commitment on complex tasks. Organizational Behavior and Human Decision Processes 1997, 70:105-116.
11. Emmons R.A. Personal strivings: An approach to personality and subjective well-being. Journal of Personality and Social Psychology 1986, 51:1058-1068.
12. Esterling B.A., Antoni M.H., Kumar M., Schneiderman N. Defensiveness, trait anxiety, and Epstein-Barr virus capsid antigen antibody titers in healthy college students. Health Psychology 1993, 12:32-39.
13. Evans R.G. The relationship of the Marlowe-Crowne scale and its components to defensive preferences. Journal of Personality Assessment 1979, 43:406-410.
14. Fujita K., Gollwitzer P.M., Oettingen G. Mindsets and preconscious open-mindedness to incidental information. Journal of Experimental Social Psychology 2007, 43:48-61.
15. Gagne F.M., Lydon J.E. Mind-set and close relationships: When bias leads to (in)accurate predictions. Journal of Personality and Social Psychology 2001, 81:85-96.
16. Gagne F.M., Lydon J.E. Mind-set and relationship illusions: The moderating effect of domain specificity and relationship commitment. Personality and Social Psychology Bulletin 2001, 9:1144-1155.
17. Gendolla G.H.E., Richter M. Effort mobilization when the self is involved: Some lessons from the cardiovascular system. Review of General Psychology 2010, 14:212-226.
18. Gollwitzer P.M. Action phases and mind-sets. Handbook of motivation and cognition: Foundations of social behavior 1990, Vol. 2:53-92. Guilford Press, New York.
19. Gollwitzer P.M. Implementation intentions: Strong effects of simple plans. American Psychologist 1999, 54:493-503.
20. Gollwitzer P.M. Mindset theory of action phases. Handbook of theories of social psychology 2011, Sage Publications, London. P. Van Lange, A.W. Kruglanski, E.T. Higgins (Eds.).
21. Gollwitzer P.M., Bayer U. Deliberative versus implemental mindsets in the control of action. Dual-process theories in social psychology 1999, 403-422. Guilford Press, New York. S. Chaiken, Y. Trope (Eds.).
22. Gollwitzer P.M., Brandstätter V. Implementation intentions and effective goal pursuit. Journal of Personality and Social Psychology 1997, 73:186-199.
23. Gollwitzer P.M., Heckhausen H., Ratajczak H. From weighing to willing: Approaching a change decision through pre- or postdecisional mentation. Organizational Behavior and Human Decision Processes 1990, 45:41-65.
24. Gollwitzer P.M., Heckhausen H., Steller B. Deliberative and implemental mind-sets: Cognitive tuning toward congruous thoughts and information. Journal of Personality and Social Psychology 1990, 59:1119-1127.
25. Gollwitzer P.M., Kinney R.F. Effects of deliberative and implemental mind-sets on illusions of control. Journal of Personality and Social Psychology 1989, 56:531-542.
26. Gollwitzer P.M., Sheeran P. Implementation intentions and goal achievement: A meta-analysis of effects and processes. Advances of Experimental Social Psychology 2006, 38:69-119.
27. Harmon-Jones E., Harmon-Jones C. Testing the action-based model of cognitive dissonance: The effect of action orientation on postdecisional attitudes. Personality and Social Psychology Bulletin 2002, 28:711-723.
28. Harrigan J.A., Harrigan K.M., Sale B.A., Rosenthal R. Detecting anxiety and defensiveness form visual and auditory cues. Journal of Personality 1996, 64:675-709.
29. Heckhausen H., Gollwitzer P.M. Thought contents and cognitive functioning in motivational versus volitional states of mind. Motivation and Emotion 1987, 11:101-120.
30. Henderson M.D., de Liver Y., Gollwitzer P.M. The effects of an implemental mind-set on attitude strength. Journal of Personality and Social Psychology 2008, 94:396-411.
31. Hirt E.R., Devers E.E., McCrea S.M. I want to be creative: Exploring the role of hedonic contingency theory in the positive mood-cognitive flexibility link. Journal of Personality and Social Psychology 2008, 94:214-230.
32. Hollenbeck J.R., Klein H.J. Goal commitment and the goal-setting process: Problems, prospects, and proposals for future research. Journal of Applied Psychology 1987, 72:212-220.
33. Hollenbeck J.R., Klein H.J., O'Leary A.M., Wright P.M. Investigation of the construct validity of a self-report measure of goal commitment. Journal of Applied Psychology 1989, 74:951-956.
34. Hollenbeck J.R., Williams C.L., Klein H.J. An empirical examination of the antecedents of commitment to difficult goals. Journal of Applied Psychology 1989, 74:18-23.
35. Jacobson L.I., Ford L.H. Need for approval, defensive denial, and sensitivity to cultural stereotypes. Journal of Personality 1966, 34:596-609.
36. Judd C.M., Kenny D.A., McClelland G.H. Estimating and testing mediation and moderation in within-participant designs. Psychological Methods 2001, 6:115-134.
37. Kappes H.B., Oettingen G. Positive fantasies about idealized futures sap energy. Journal of Experimental Social Psychology 2011, 47:719-729.
38. Kappes, H. B., Oettingen, G., & Mayer, D. (in press). Positive fantasies predict low academic achievement in disadvantaged students. European Journal of Social Psychology.
39. Klein H.J., Becker T.E., Meyer J.P. Commitment in organizations: Accumulated wisdom and new directions 2009, Routledge, New York.
40. Klein H.J., Wesson M.J., Hollenbeck J.R., Alge B.J. Goal commitment and the goal-setting process: Conceptual clarification and empirical synthesis. Journal of Applied Psychology 1999, 84:885-896.
41. Kruglanski A.W., Shah J.Y., Fishbach A., Friedman R., Chun W.Y., Sleeth-Keppler D. A theory of goal-systems. Advances in experimental social psychology 2002, Vol. 34:331-376. Academic Press, New York.
42. Locke E.A., Latham G.P., Erez M. The determinants of goal commitment. Academy of Management Review 1988, 13:23-39.
43. McCabe B.W. Ego defensiveness and its relationship to attitudes of registered nurses towards older people. Research in Nursing and Health 1989, 12:85-91.
44. Mogg K., Bradley B.P., Dixon C., Fisher S., Twelftree H., McWilliams A. Trait anxiety, defensiveness and selective processing of threat: An investigation using two measures of attentional bias. Personality and Individual Differences 2000, 28:1063-1077.
45. Nenkov G.Y., Inman J.J., Hulland J. Considering the future: The conceptualization and measurement of elaboration on potential outcomes. Journal of Consumer Research 2008, 35:126-141.
46. Nenkov G.Y., Inman J.J., Hulland J., Morrin M. The impact of outcome elaboration on susceptibility to contextual and presentation biases. Journal of Marketing Research 2009, 46:764-776.
47. Oettingen G., Gollwitzer P.M. Goal setting and goal striving. The Blackwell Handbook of Social Psychology 2001, 329-347. Blackwell, Oxford. A. Tesser, N. Schwarz (Eds.).
48. Oettingen G., Mayer D. The motivating function of thinking about the future: Expectations versus fantasies. Journal of Personality and Social Psychology 2002, 83:1198-1212.
49. Oettingen G., Mayer D., Sevincer A.T., Stephens E.J., Pak H., Hagenah M. Mental contrasting and goal commitment: The mediating role of energization. Personality and Social Psychology Bulletin 2009, 35:608-622.
50. Oettingen G., Pak H., Schnetter K. Self-regulation of goal-setting: Turning free fantasies about the future into binding goals. Journal of Personality and Social Psychology 2001, 80:736-753.
51. Oettingen G., Thorpe J. Fantasy realization and the bridging of time. Judgments over time: The interplay of thoughts, feelings, and behaviors 2006, 120-144. Oxford University Press, New York. L.J. Sanna, E.C. Chang (Eds.).
52. Pösl, I. (1994). Wiederaufnahme unterbrochener Handlungen: Effekte der Bewuβtseinslagen des Abwägens und Planens [Mindset effects on the resumption of disrupted activities]. Unpublished master's thesis, LMU München, München, Germany.
53. Reynolds W.M. Development of reliable and valid short forms of the Marlowe-Crowne social desirability scale. Journal of Clinical Psychology 1982, 38:119-125.
54. Shah J.Y., Kruglanski A.W., Friedman R. Goal systems theory: Integrating the cognitive and motivational aspects of self-regulation. The Ontario Symposium on Personality and Social Psychology 2003, 247-275. Erlbaum, Hillsdale, NJ. J. Olson, M. Zanna (Eds.).
55. Sternberg R.J. Handbook of Creativity 1999, Cambridge University Press, Cambridge, UK.
56. Taylor S.E., Gollwitzer P.M. Effects of mind-set on positive illusions. Journal of Personality and Social Psychology 1995, 69:213-226.
57. Tesser A., Conlee M.C. Some effects of time and thought on attitude polarization. Journal of Personality and Social Psychology 1975, 31:262-270.
58. Webb T.L., Sheeran P. Mechanisms of implementation intention effects: The role of intention, self-efficacy, and accessibility of plan components. British Journal of Social Psychology 2008, 48:507-523.
59. Wright R.A. Refining the prediction of effort: Brehm's distinction between potential motivation and motivation intensity. Social and Personality Psychology Compass 2008, 2:682-701.
60. Zimbardo P., Boyd J. The time paradox: The new psychology of time that will change your life 2008, Free Press, New York.