Is Making Plans Good For You? the Differential Impact of Planning on Behavior

Claudia Townsend, University of Miami, USA
Wendy Liu, U.C. San Diego, USA
In four field studies we find that planning does not benefit everyone equally. Although making plans improves subsequent behavior when individuals consider their position positive in the relevant area, ironically making plans has a deleterious effect on actual behavior when decision-makers feel in poor standing in the relevant domain.
[ to cite ]:
Claudia Townsend and Wendy Liu (2011) ,"Is Making Plans Good For You? the Differential Impact of Planning on Behavior", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.