How Shades of Failure and Mental Simulation Affect the Likelihood of Subsequent Actions

Publication Type:
Conference Proceeding
Citation:
2012
Issue Date:
2012-07
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Literature in sequential choice categorizes focal actions and reactions as either goal consistent or inconsistent. In practice, there are shades of consistency: some actions are greater failures than are others. Based on three inter-related studies, we empirically demonstrate that the likelihood of performing subsequent actions is affected by the extent of failure of the current action; and, that this effect is moderated by a process mental simulation versus an outcome simulation prime.
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