Carry-Over Effects of Self-Control on Decision-Making: a Construal Level Perspective

Echo Wen Wan, University of Hong Kong, China
Nidhi Agrawal, Northwestern University, USA
Five studies show that exerting self-control enhances preferences for feasibility, secondary feature, and proximal framing in decision-making. We find that these effects occur because depletion from self-control heightens one’s focus on resources and prompts lower-level construals that influence subsequent tasks.
[ to cite ]:
Echo Wen Wan and Nidhi Agrawal (2011) ,"Carry-Over Effects of Self-Control on Decision-Making: a Construal Level Perspective", 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.