The Pleasures and Pains of Distinct Self-Construals

Journal of Personality & Social Psychology, Vol. 78, pp. 1122-1134, June 2000

Posted: 6 Aug 2011

See all articles by Angela Y. Lee

Angela Y. Lee

Northwestern University - Kellogg School of Management

Jennifer Aaker

Stanford University - Graduate School of Business

Wendi L. Gardner

Northwestern University - Department of Psychology

Date Written: 2000

Abstract

Regulatory focus theory distinguishes between self-regulatory processes that focus on promotion and prevention strategies for goal pursuit. Five studies provide support for the hypothesis that these strategies differ for individuals with distinct self-construals. Specifically, individuals with a dominant independent self-construal were predicted to place more emphasis on promotion-focused information, and those with a dominant interdependent self-construal on prevention-focused information. Support for this hypothesis was obtained for participants who scored high versus low on the Self-Construal Scale, participants who were presented with an independent versus interdependent situation, and participants from a Western versus Easter culture. The influence of interdependence on regulatory focus was observed in both importance ratings of information and affective responses consistent with promotion or prevention focus.

Keywords: pleasure, pain, promotion, prevention. self-construals, dominant

JEL Classification: M30, M31

Suggested Citation

Lee, Angela Y. and Aaker, Jennifer Lynn and Gardner, Wendi L., The Pleasures and Pains of Distinct Self-Construals (2000). Journal of Personality & Social Psychology, Vol. 78, pp. 1122-1134, June 2000. Available at SSRN: https://ssrn.com/abstract=1905711

Angela Y. Lee

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Evanston, IL 60208
United States

Jennifer Lynn Aaker (Contact Author)

Stanford University - Graduate School of Business ( email )

655 Knight Way
Stanford, CA 94305-5015
United States

Wendi L. Gardner

Northwestern University - Department of Psychology ( email )

Evanston, IL
United States
847-491-4972 (Phone)

Register to save articles to
your library

Register

Paper statistics

Abstract Views
408
PlumX Metrics