Why Some Hate to Dilly-Dally and Others Do Not: The Arousal-Invoking Capacity of Decision-Making for Low- and High-Scoring Need for Closure Individuals

Arne Roets · Alain Van Hiel

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Decision-Making and Behavioral Economics Social and Intergroup Psychology Death Anxiety and Social Exclusion

Abstract

The present research investigates the arousal-inducing capacity of decision-making with individuals differing in their chronic levels of need for closure (NFC). Study 1 (N = 40) revealed increased systolic blood pressure and heart rate as well as a rise in self-reported feelings of distress among high-scoring NFC individuals. Study 2 (N = 29) indicated that as long as no conclusive solution is obtained, a progressive increase of arousal measured by galvanic skin response emerged among high-scoring NFC individuals, whereas no such effects were found for low NFC individuals. In the discussion, we argue that decision-making acts as a stressor for high NFC individuals and we elaborate on the motivational nature of NFC.

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References

1988Development and validation of brief measures of positive and negative affect: The PANAS scales.1988Development and validation of brief measures of positive and negative affect: The PANAS scales.1980A circumplex model of affect.1978Decision making: A psychological analysis of conflict, choice, and commitment 2000When choice is demotivating: Can one desire too much of a good thing?2004The Paradox of Choice: Why More Is Less 1994Individual differences in need for cognitive closure.1996Motivated closing of the mind: "Seizing" and "freezing."

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