Using abstractness to confront challenges: How the abstract construal level increases people´s willingness to perform desirable but demanding actions
Entity
UAM. Departamento de Psicología Social y MetodologíaPublisher
American Psychological AssociationDate
2020-06-01Citation
10.1037/xap0000244
Journal of Experimental Psychology: Applied 26.2 (2020): 339-349
ISSN
1076-898X (print); 1939-2192 (online)DOI
10.1037/xap0000244Funded by
This study was funded by FEDER , MINECO, MUNCYT (grants: PSI 2014-53321-P and PGC2018-093821-B-I00)Project
Gobierno de España. PSI 2014-53321-P; Gobierno de España. PGC2018-093821-B-I00Editor's Version
https://doi.org/10.1037/xap0000244Subjects
abstractness; construal level; behavioral intentions; challenges; desirable-demanding behavior; PsicologíaRights
© 2020, American Psychological AssociationAbstract
Previous research has shown that while considering future behavioral intentions, desirability is more salient in making decisions in an abstract mindset than in a concrete one. Based on this premise, we test whether behavioral intentions to engage in desirable but difficult actions are more likely in an abstract mindset than a concrete mindset. We experimentally manipulated (Studies 1 through 4 using cognitive primes) and measured as a personal disposition (Study 5 using the Behavioral Identification Form) the construal level to evaluate its influence on the willingness to perform challenges. The behaviors tested focused on self-benefits (Studies 4 and 5) and benefits to others (Studies 1 through 3 and 5). Studies 1 and 2 included only demanding behaviors, whereas Studies 3 through 5 included both difficult and easy conditions. In Studies 1 and 2, the participants were more motivated to attempt a difficult task when they were in an abstract mindset. In Studies 3 through 5, the participants in the abstract (compared to concrete) mindset reported a greater willingness and commitment to attempt desirable but demanding behaviors. Finally, in Study 5, the influence of the construal level on the global behavioral plan index (three behaviors) was moderated by feasibility
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Google Scholar:Carrera Levillain, Pilar
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Fernández, Itziar
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Muñoz Cáceres, María Dolores
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Caballero González, Amparo
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