Repeating the past: : prevention focus motivates repetition, even for unethical decisions

• Autores: Shu Zhang, James F. M. Cornwell, E. Tory Higgins
• Localización: Psychological Science, ISSN-e 1467-9280, Vol. 25, Nº. 1, 2014, págs. 179-187
• Idioma: inglés
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• Resumen

  • Prevention-focused individuals are motivated to maintain the status quo. Given this, we predicted that individuals with a strong prevention focus, either as a chronic predisposition or situationally induced, would treat their initial decision on how to behave on a first task as the status quo and would thus be motivated to repeat that decision on a subsequent task�even for decisions that were ethically questionable. Results from five studies supported this prediction in multiple ethical domains: whether or not to overstate performance (Studies 1, 2a, and 2b), whether or not to disclose disadvantageous facts (Study 3), and whether or not to pledge a donation (Study 4). The prevention-repetition effect was observed both when the initial and subsequent decisions were in the same domain (Studies 1�3) and when they were in different domains (Study 4). Alternative accounts for this effect, such as justification for the initial decision and preference for consistency, were ruled out (Study 2b).