The attractiveness of enriched and impoverished options: culture, self-construal, and regulatory focus.
The authors propose that there is a systematic impact of a person's activated self-construal (interdependent vs. independent) on the evaluation of enriched and impoverished options. This hypothesis is tested using a cross-country comparison of participants from China and the United States (Study 1) and by priming self-construal (Study 2) and regulatory focus (Study 3). Results show that people with an independent self-construal and a promotion focus perceive enriched options as more attractive than impoverished options. Conversely, people with an interdependent self-construal and a prevention focus perceive enriched options as less attractive than impoverished options. Mediation analyses show that the effect of cultural orientation operates through self-construal. In turn, self-construal operates through activated regulatory focus. Analysis of cognitive responses shows that the effect of regulatory focus is mediated by positive/negative thoughts about option attributes.
Yinlong Zhang
University of Texas at San Antonio, Marketing Department, 78249, USA. yzhang@utsa. edu
Mittal
Vikas
V
D000704:Analysis of Variance; D002681:China; D002755:Choice Behavior; D003071:Cognition; D003431:Cross-Cultural Comparison; D003657:Decision Making; D006801:Humans; D007398:Interpersonal Relations; D009042:Motivation; D012044:Regression Analysis; D012309:Risk-Taking; D012649:Self Concept; D014481:United States