The Effect of Counterfactual Potency on Behavioral Intentions

Abstract

This research examines how counterfactual potency (CP), the multiplicative effect of the likelihoods of the "if" and "then" clauses of counterfactuals, determines the effects of counterfactuals on behavioral intentions. In Study 1, we found that participants who read highly (vs. minimally) mutable vignettes perceived the counterfactuals as more likely and endorsed relevant intentions more. However, CP did not mediate the effect of mutability on intentions. In Studies 2 and 3, we found that CP directly affected intentions and also mediated the effects of mutability on intentions when mutability was specifically manipulated via controllability (Study 2) or norm violation (Study 3). Finally, Study 4 used archival reaction time data to show that more concrete counterfactuals were perceived as more likely and subsequently facilitated intentions. Taken together, the current research provides evidence that more likely counterfactuals facilitate behavioral intentions.

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