Details

Autor(en) / Beteiligte

• Yinlong Zhang
• Mittal, Vikas

Titel

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

Ist Teil von

• Personality & social psychology bulletin, 2007-04, Vol.33 (4), p.588-598

Ort / Verlag

Los Angeles, CA: SAGE Publications

Erscheinungsjahr

2007

Quelle

Applied Social Sciences Index & Abstracts (ASSIA)

Beschreibungen/Notizen

• 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.