Can Implicit Theory Influence Construal Level?

Bullard, Olya; Penner, S. Brian; Main, Kelley

doi:10.1002/jcpy.1101

Cited by 29 publications

(27 citation statements)

References 39 publications

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“…On the other hand, study 1b shows that the preference for luxury hotels among growth mindsets increases when situational factors (e.g., trying to impress someone) require them to convey positive qualities about themselves. These findings are consistent with recent studies, which show that activating a growth mindset increases cognitive flexibility in decision making (Bullard, Penner, and Main 2019), and suggest that depending on other situational factors (e.g., traveling alone vs. family vs. romantic partner, etc. ), growth mindsets are more likely to deviate from their chronic tendencies in order to maximize their situational goals.…”

Section: Discussionsupporting

confidence: 92%

It Is All in the Mind(set)! Matching Mindsets and Luxury Tourism

Seo

Kim

2019

Journal of Travel Research

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Informed by the psychological theory of mindsets, we establish how “fixed” and “growth” mindsets divergently influence luxury travel behaviors. Across three experiments, we found that the relative preference for luxury travel is higher when consumers adopt a fixed rather than growth mindset (studies 1a and 1b). The effect of mindsets is also evident within consumer evaluations of luxury hotel advertisements. Specifically, providing detailed information about the luxury hotel’s facilities via advertising improves evaluations when travelers adopt a growth mindset, but such information has no effect when they adopt a fixed mindset (study 2). Moreover, while fixed mindsets show more positive evaluations of luxury hotels when an advertisement employs affective language, employing cognitive language results in more positive evaluations among growth mindsets (study 3). Taken together, these results illustrate that fixed mindsets value luxury travel for self-enhancement benefits, while growth mindsets – for superior quality.

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Section: Discussionsupporting

confidence: 92%

It Is All in the Mind(set)! Matching Mindsets and Luxury Tourism

Seo

Kim

2019

Journal of Travel Research

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“…The results indicate that RS can be more effective for shoppers with a fixed mind-set. The hypotheses also expound the notion recently advanced by Bullard et al (2019). These authors suggest that consumers with a growth (vs. fixed) mind-set use an abstract level of information processing and that their cognitive flexibility is higher.…”

Section: Discussionmentioning

confidence: 82%

“…Hong et al's (1997) prediction-holding a fixed mind-set drives an individual to have a performance goal rather than a learning goal-applies predominantly to low involvement contexts. Similarly, Bullard et al's (2019) prediction-holding a fixed mind-set drives an individual to think less abstractly and be less flexible cognitively-might not apply to high involvement contexts.…”

Section: Implications For Theorymentioning

confidence: 99%

The Effect of Consumer-Activated Mind-Set and Product Involvement on the Compliance With Recommender System Advice

Aljukhadar

Sénécal

2021

Sage Open

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Whereas the research gauging the effectiveness of e-commerce recommender systems (RS) has depended on their design factors, recent work proposes a key role for consumer’s psychological factors. Involvement should reduce the compliance with RS advice because a consumer highly involved with the product perceives high choice risk and assigns low value to the advice. However, a consumer’s activated mind-set captured by implicit theory (fixed vs. growth mind-set) should also shape compliance. It is hypothesized that the two factors interact to jointly mitigate advice taking. Specifically, consumers whose fixed mind-set is primed comply with the RS advice less often when involvement is high. This and other anticipated effects (i.e., consumer’s importance of social approval, positive affect, and need for cognition) on advice compliance are tested in an experiment on 251 Canadian adults. In the experiment, compliance occurred when the participant follows the RS advice, and product involvement was initially measured. The results show that priming a fixed mind-set, which orients shoppers toward a performance goal, motivates them to comply with the RS advice when involvement is low. Priming a growth mind-set, which orients shoppers toward a learning goal, nullifies such effect. Positive affect and the importance of social approval had no significant impact on advice taking. Therefore, the effect of involvement on RS effectiveness is contingent on the shopper’s accessible mind-set.

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“…To test the relationship between restrictions and construal level, all participants completed the 24-item Behavior Identification Form (BIF; Vallacher & Wegner, 1987), which is a questionnaire to measure the level of construal. Previous research in consumer psychology uses the BIF to provide preliminary evidence of construal level (Bullard et al, 2019). Each item on the scale presented a target behavior (e.g., "locking a door").…”

Section: Methodsmentioning

confidence: 99%

Living with restrictions: The duration of restrictions influences construal levels

Sarıal-Abi

Ulqinaku

Mokarram-Dorri

2021

Psychology and Marketing

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Many people live with restrictions in their daily lives. Overlooked in past research is how individuals who experience restrictions construe information. We propose that individuals with temporary (permanent) restrictions adopt a more concrete (abstract) level of construal. Theoretically, perceptions of loss of control explain the construal level of consumers with temporary (vs. permanent) restrictions. We tested our hypotheses in a series of four quasi-experiment studies both in the field and online, including samples of individuals with diabetes and celiac disease. The results show that individuals who experience temporary (permanent) restrictions adopt more concrete (abstract) levels of construal, which results in their preference for products that communicate brand (category) attributes and shelves that contain only restriction-related (mixture of restriction-and no restriction-related) products. These findings extend developments in the literature on restrictions and construal level theory by showing the effects of duration of restrictions on individuals' mindset and generate actionable implications for marketers and policymakers.

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Can Implicit Theory Influence Construal Level?

Cited by 29 publications

References 39 publications

It Is All in the Mind(set)! Matching Mindsets and Luxury Tourism

It Is All in the Mind(set)! Matching Mindsets and Luxury Tourism

The Effect of Consumer-Activated Mind-Set and Product Involvement on the Compliance With Recommender System Advice

Living with restrictions: The duration of restrictions influences construal levels

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