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Dealing with missed opportunities: Action vs. state orientation moderates inaction inertia |
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| Authors: | Marijke Van Putten Marcel Zeelenberg |
| Institution: | a Department of Marketing, K.U. Leuven, Naamsestraat 69, 3000 Leuven, Belgium b Department of Social Psychology and TIBER, Tilburg University, Warandelaan 2, 5037 AB Tilburg, The Netherlands c Department of Social and Organizational Psychology, Leiden University, Wassenaarseweg 52, 2333 AK Leiden, The Netherlands |
| Abstract: | Inaction inertia refers to the effect that missing a more attractive opportunity decreases the likelihood to act on an attractive current opportunity in the same domain. We studied the influence of how people cope with negative decision outcomes (i.e., action vs. state orientation) on this inaction inertia effect. Experiment 1 used an experimental induction of action vs. state orientation and confirmed our prediction that state oriented people showed more inaction inertia than action oriented people. Experiment 2 replicated these results with a measure of chronic action orientation and showed a mediating effect of valuation of the current opportunity. Experiment 3 showed that temporal segregation of the current from the missed opportunity decreased inaction inertia effects for state oriented, but not for action oriented people. We discuss the implications of these results for the inaction inertia and action vs. state orientation literatures. |
| Keywords: | Inaction inertia Action vs state orientation Decision making |
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