When Size Matters: Sensitivity to Missed Opportunity Size Increases with Stronger Assessment

Mathmann, F., Higgins, T., Chylinski, M. & de Ruyter, K. (2017). When Size Matters: Sensitivity to Missed Opportunity Size Increases with Stronger Assessment. Personality and Social Psychology Bulletin, doi: 10.1177/0146167217717244

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Abstract

This research shows that the strength of assessment orientation, defined as the “aspect of self-regulation concerned with critically evaluating entities or states” (Kruglanski et al., 2000, p. 794), increases a person’s sensitivity to the size of a missed opportunity. Study 1 revealed that the experimental induction of an assessment orientation reduced the likelihood to act on a present offer after missing out on a large opportunity. Following a small missed opportunity, on the other hand, seizing the present offer was more likely. Studies 2 and 3 generalized this effect to chronic assessment orientations. In Study 4 the findings were replicated in a field study, which also demonstrated that differential value judgments explain assessors’ sensitivity to the size of a missed opportunity.

Item Type: Article
Additional Information: © 2017 SAGE.
Uncontrolled Keywords: inaction inertia, missed opportunity size, assessment, regulatory mode, decision-making
Subjects: B Philosophy. Psychology. Religion > BF Psychology
H Social Sciences > HD Industries. Land use. Labor > HD28 Management. Industrial Management
H Social Sciences > HF Commerce
Divisions: Cass Business School > Faculty of Management
URI: http://openaccess.city.ac.uk/id/eprint/17295

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