Following Through on Decisions: the Costs and Benefits of Implemental Mindsets

This research explores two factors that influence the probability that individuals follow through on decisions once made. These factors are (1) whether or not individuals adopt an implemental mindset (i.e., a mindset focused on how, when, and where a decision will be implemented), and (2) the number of decisions furnished with an implemental mindset. Across laboratory and field studies, we find that an implemental mindset benefits individuals acting on a single decision, but not multiple decisions. This effect occurs because implemental mindsets actually weaken commitment when multiple decisions are to be acted on.



Citation:

Amy Dalton, John Lynch, and Stephen Spiller (2008) ,"Following Through on Decisions: the Costs and Benefits of Implemental Mindsets", in NA - Advances in Consumer Research Volume 35, eds. Angela Y. Lee and Dilip Soman, Duluth, MN : Association for Consumer Research, Pages: 101-105.

Authors

Amy Dalton, Duke University
John Lynch, Duke University
Stephen Spiller, Duke University



Volume

NA - Advances in Consumer Research Volume 35 | 2008



Share Proceeding

Featured papers

See More

Featured

Mediation as a Multi-Dimensional Process of Brand-Related Interaction

Serena Wider, Copenhagen Business School
Andrea Lucarelli, Lund University
Sylvia Wallpach, Copenhagen Business School

Read More

Featured

Safety or Luxury: The Effect of Competitiveness on Consumer Preference in Social Crowding

Lijun Zhang, Nanyang Technological University, Singapore
Yee Ling, Elaine Chan, Nanyang Technological University, Singapore

Read More

Featured

Both Good from Afar…and Far from Good? Mental Representation Changes Consumer Preference for Products from a Brand with a Reputation for Innovativeness

Jeff Larson, Brigham Young University, USA
Kelly Goldsmith, Vanderbilt University, USA
BJ Allen, University of Arkansas, USA

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.