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When Mental Simulation Hinders Behavior: The Effects of Process-Oriented Thinking on Decision Difficulty and Performance
16 references·16 citing·45 second hopsampled
When Mental Simulation Hinders Behavior: The Effects of Process-Oriented Thinking on Decision Difficulty and Performance (2009)When Mental Simulation Hinders Behavior: …Preference Fluency in Choice (2007)Preference Fluency in ChoiceThe influence of abstract and concrete mindsets on anticipating and guiding others' self-regulatory efforts (2004)The influence of abstract and…Temporal Construal Effects on Abstract and Concrete Thinking: Consequences for Insight and Creative Cognition. (2004)Temporal Construal Effects on…Measuring Preferences for Really New Products (2003)Measuring Preferences for Rea…Creeping dispositionism: The temporal dynamics of behavior prediction. (2003)Creeping dispositionism: The …When choice is demotivating: Can one desire too much of a good thing? (2000)When choice is demotivating: …When choice is demotivating: Can one desire too much of a good thing? (2000)When choice is demotivating: …Temporal construal and time-dependent changes in preference. (2000)Temporal construal and time-d…Consumer Response to Stockouts (2000)Consumer Response to StockoutsFrom Thought to Action: Effects of Process-Versus Outcome-Based Mental Simulations on Performance (1999)From Thought to Action: Effec…The role of feasibility and desirability considerations in near and distant future decisions: A test of temporal construal theory. (1998)The role of feasibility and d…Harnessing the imagination: Mental stimulation, self-regulation, and coping. (1998)Harnessing the imagination: M…Harnessing the imagination: Mental simulation, self-regulation, and coping. (1998)Harnessing the imagination: M…Implementation intentions and effective goal pursuit. (1997)Implementation intentions and…Consumer Preference for a No‐Choice Option (1997)Consumer Preference for a No‐…Reliability of Nominal Data Based on Qualitative Judgments (1989)Reliability of Nominal Data B…A Review of Sensory Imagery for Consumer Psychology (2021)A Review of Sensory Imagery f…Launching for success: The effects of psychological distance and mental simulation on funding decisions and crowdfunding performance (2020)Launching for success: The ef…How to easily facilitate consumers’ mental simulation through advertising: the effectiveness of self-referencing image dynamics on purchase intention (2020)How to easily facilitate cons…Complements and substitutes in online product recommendations: The differential effects on consumers’ willingness to pay (2020)Complements and substitutes i…Advertising a Desired Change: When Process Simulation Fosters (vs. Hinders) Credibility and Persuasion (2020)Advertising a Desired Change:…Loyalty Formation for Different Customer Journey Segments (2019)Loyalty Formation for Differe…Consumer imagination in marketing: a theoretical framework (2017)Consumer imagination in marke…Cake or fruit? Influencing healthy food choice through the interaction of automatic and instructed mental simulation (2016)Cake or fruit? Influencing he…Innovations—Doomed to Fail? Investigating Strategies to Overcome Passive Innovation Resistance (2015)Innovations—Doomed to Fail? I…Product Customization via Starting Solutions (2014)Product Customization via Sta…Optimal Visualization Aids and Temporal Framing for New Products (2014)Optimal Visualization Aids an…Consumer substitution decisions: an integrative framework (2014)Consumer substitution decisio…The Fewer the Better: Number of Goals and Savings Behavior (2011)The Fewer the Better: Number …Mental Simulation and Product Evaluation: The Affective and Cognitive Dimensions of Process versus Outcome Simulation (2011)Mental Simulation and Product…From Inherent Value to Incentive Value: When and Why Pointless Effort Enhances Consumer Preference (2011)From Inherent Value to Incent…Framing Goals to Influence Personal Savings: The Role of Specificity and Construal Level (2011)Framing Goals to Influence Pe…A Coefficient of Agreement for Nominal Scales (1960)The Measurement of Observer Agreement for Categorical Data (1977)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Rethinking validity and reliability in content analysis (1999)Validation Guidelines for IS Positivist Research (2004)Word of mouth communication within online communities: Conceptualizing the online social network (2007)Specious reward: A behavioral theory of impulsiveness and impulse control. 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(2003)Psychology and Economics: Evidence from the Field (2009)Uniting the Tribes of Fluency to Form a Metacognitive Nation (2009)EQS : structural equations program manual (1989)A Theory of Goal Setting and Task Performance (1991)Structural Equation Modeling: Concepts, Issues, and Applications. (1996)How to increase and sustain positive emotion: The effects of expressing gratitude and visualizing best possible selves (2006)Constructive and unconstructive repetitive thought. (2008)Mental imagery in emotion and emotional disorders (2010)The Handbook of Social Psychology (1969)The case for motivated reasoning. (1990)Temporal construal. (2003)Self-affirmation and self-control: Affirming core values counteracts ego depletion. (2009)The Social Distance Theory of Power (2013)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)Self-efficacy mechanism in human agency. (1982)From Intentions to Actions: A Theory of Planned Behavior (1985)The construction of autobiographical memories in the self-memory system. (2000)The Privacy Paradox: Personal Information Disclosure Intentions versus Behaviors (2007)Impulse and Self-Control From a Dual-Systems Perspective (2009)The effect of temporal distance on level of mental construal (2002)Regulatory Fit and Persuasion: Transfer From "Feeling Right." (2004)Construal levels and self-control. (2006)Ambiguity and Self-Evaluation: The Role of Idiosyncratic Trait Definitions in Self-Serving Assessments of Ability (2002)Maximizing versus satisficing: Happiness is a matter of choice. (2002)
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References

  • 2000When choice is demotivating: Can one desire too much of a good thing?2,885 cited
  • 2000When choice is demotivating: Can one desire too much of a good thing?2,564 cited
  • 1998The role of feasibility and desirability considerations in near and distant future decisions: A test of temporal construal theory.2,367 cited
  • 1989Reliability of Nominal Data Based on Qualitative Judgments1,575 cited
  • 1997Implementation intentions and effective goal pursuit.1,343 cited
  • 1997Consumer Preference for a No‐Choice Option996 cited
  • 2000Temporal construal and time-dependent changes in preference.949 cited
  • 1998Harnessing the imagination: Mental simulation, self-regulation, and coping.746 cited
  • 1999From Thought to Action: Effects of Process-Versus Outcome-Based Mental Simulations on Performance648 cited
  • 2004The influence of abstract and concrete mindsets on anticipating and guiding others' self-regulatory efforts615 cited
  • 2004Temporal Construal Effects on Abstract and Concrete Thinking: Consequences for Insight and Creative Cognition.583 cited
  • 1998Harnessing the imagination: Mental stimulation, self-regulation, and coping.566 cited
  • 2007Preference Fluency in Choice558 cited
  • 2003Measuring Preferences for Really New Products556 cited

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  • 2000Consumer Response to Stockouts514 cited
  • 2003Creeping dispositionism: The temporal dynamics of behavior prediction.323 cited
  • Cited by

    • 2015Innovations—Doomed to Fail? Investigating Strategies to Overcome Passive Innovation Resistance245 cited
    • 2019Loyalty Formation for Different Customer Journey Segments244 cited
    • 2011Mental Simulation and Product Evaluation: The Affective and Cognitive Dimensions of Process versus Outcome Simulation153 cited
    • 2011Framing Goals to Influence Personal Savings: The Role of Specificity and Construal Level149 cited
    • 2021A Review of Sensory Imagery for Consumer Psychology139 cited
    • 2014Product Customization via Starting Solutions93 cited
    • 2011The Fewer the Better: Number of Goals and Savings Behavior87 cited
    • 2011From Inherent Value to Incentive Value: When and Why Pointless Effort Enhances Consumer Preference66 cited
    • 2014Optimal Visualization Aids and Temporal Framing for New Products64 cited
    • 2020Launching for success: The effects of psychological distance and mental simulation on funding decisions and crowdfunding performance63 cited
    • 2020Advertising a Desired Change: When Process Simulation Fosters (vs. Hinders) Credibility and Persuasion61 cited
    • 2020Complements and substitutes in online product recommendations: The differential effects on consumers’ willingness to pay61 cited
    • 2020How to easily facilitate consumers’ mental simulation through advertising: the effectiveness of self-referencing image dynamics on purchase intention58 cited
    • 2016Cake or fruit? Influencing healthy food choice through the interaction of automatic and instructed mental simulation56 cited
    • 2014Consumer substitution decisions: an integrative framework48 cited
    • 2017Consumer imagination in marketing: a theoretical framework44 cited