The role of behavioral mind-sets in goal-directed activity: Conceptual underpinnings and empirical evidence

Robert S. Wyer, Alison Jing Xu

Research output: Contribution to journalArticlepeer-review

86 Scopus citations

Abstract

The cognitive and motor behavior that people perform in the course of pursuing a goal can induce a mind-set that persists to influence the strategy they use to attain very different goals in unrelated situations. Although the strategies governed by a mind-set are typically applied consciously and deliberately, they are performed without awareness of the reasons for their selection. Research in both social psychology and consumer behavior exemplifies the impact of mind-sets on comprehension, judgments, and decision making, thus providing evidence of the scope and diversity of their effects.

Original languageEnglish (US)
Pages (from-to)107-125
Number of pages19
JournalJournal of Consumer Psychology
Volume20
Issue number2
DOIs
StatePublished - Apr 1 2010

Keywords

  • knowledge accessibility
  • mindsets
  • procedural knowledge

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