title: Values as predictors of judgments and behaviors: the role of abstract and concrete mindsets.
abstract: This research makes strides toward reconciling mixed findings in the value-behavior relation by positing that values are abstract representations of ideal end states that are more likely to influence behavior when individuals think abstractly (vs. concretely) and focus on high- (vs. low-) level motivations for interpreting their actions. In 6 experiments, the authors measured the importance of values (or made them salient via a priming procedure) and simultaneously manipulated accessible mindsets (abstract vs. concrete), and assessed their effect on judgments and behaviors. An abstract (and not a concrete) mindset led participants to engage in judgments or behaviors that were consistent with a broad range of values, including power, benevolence, universalism, self-direction, individualism, and collectivism. These results support the notion that values are more likely to be expressed through value-congruent judgments and behaviors when individuals think abstractly about their actions, and not when they think concretely. Two of the experiments examined the process underlying these effects.
authors.affiliation: Marketing and Logistics Management Department, Carlson School of Management, University of Minnesota, Minneapolis, MN 55455, USA. ctorelli@umn.edu
authors.forename: Carlos J
authors.initials: CJ
authors.lastname: Torelli
authors.forename: Andrew M
authors.initials: AM
authors.lastname: Kaikati
mesh_terms: D000328:Adult; D001519:Behavior / Q000502:physiology*; D003463:Cues; D003657:Decision Making / Q000502:physiology; D005260:Female; D006040:Goals; D006801:Humans; D007398:Interpersonal Relations; D007600:Judgment / Q000502:physiology*; D008297:Male; D009042:Motivation; D011237:Predictive Value of Tests; D012945:Social Values; D013334:Students / Q000523:psychology; D055815:Young Adult