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.
Original language | English (US) |
---|---|
Pages (from-to) | 231-247 |
Number of pages | 17 |
Journal | Journal of personality and social psychology |
Volume | 96 |
Issue number | 1 |
DOIs | |
State | Published - Jan 2009 |
Externally published | Yes |
Keywords
- behavior
- mindsets
- values
ASJC Scopus subject areas
- Social Psychology
- Sociology and Political Science