The "Sprinter effect": When self-control and involvement stand in the way of sequential performance

Danit Ein-Gar*, Yael Steinhart

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

18 Scopus citations

Abstract

This research examines the joint effect of dispositional self-control and situational involvement on performance in two successive resource-demanding tasks. We demonstrate that being highly involved and having high self-control facilitates high performance in the first task but, contrary to intuition, may jeopardize performance in a second, unexpected task. We term this the "sprinter effect" and demonstrate it in both lab and field settings. We further explore how a "marathon" mindset can debias this effect.

Original languageEnglish
Pages (from-to)240-255
Number of pages16
JournalJournal of Consumer Psychology
Volume21
Issue number3
DOIs
StatePublished - Jul 2011

Keywords

  • Impulsive buying
  • Involvement
  • Mindset
  • Resource depletion
  • Self-control

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