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 language | English |
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Pages (from-to) | 240-255 |
Number of pages | 16 |
Journal | Journal of Consumer Psychology |
Volume | 21 |
Issue number | 3 |
DOIs | |
State | Published - Jul 2011 |
Keywords
- Impulsive buying
- Involvement
- Mindset
- Resource depletion
- Self-control