Positive consequences of conflict on decision making: When a conflict mindset facilitates choice

Jennifer Savary*, Tali Kleiman, Ran R. Hassin, Ravi Dhar

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

35 Scopus citations

Abstract

Much research has shown that conflict is aversive and leads to increased choice deferral. In contrast, we have proposed that conflict can be beneficial. Specifically, exposure to nonconscious goal conflict can activate a mindset (a set of cognitive procedures) that facilitates the systematic processing of information without triggering the associated costs, such as negative affect and stress. In a conflict mindset, people should be better able to make tradeoffs and resolve choice conflict. We tested this proposition in 4 experiments, and demonstrated that priming conflicting goals before a decision increases choice in domains unrelated to the primed conflict. We further demonstrated that increased choice occurs because people in a conflict mindset process choice information more systematically, and we rule out several alternative explanations for the results.

Original languageAmerican English
Pages (from-to)1-6
Number of pages6
JournalJournal of Experimental Psychology: General
Volume144
Issue number1
DOIs
StatePublished - 2015

Bibliographical note

Publisher Copyright:
© 2014 American Psychological Association.

Keywords

  • Choice
  • Conflict
  • Deferral
  • Goals
  • Mindsets

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