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  4. The Role of Scarcity and Attentional Focus in Goal Conflict

The Role of Scarcity and Attentional Focus in Goal Conflict

File(s)
Wiggins_cornellgrad_0058F_10326.pdf (1.54 MB)
Permanent Link(s)
https://doi.org/10.7298/X4D798M6
https://hdl.handle.net/1813/56971
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Cornell Theses and Dissertations
Author
Wiggins, Catherine Elizabeth
Abstract

Consumers constantly face a pull between competing goals in their everyday lives. The present research examines a novel factor proposed to influence relative goal activation during a self-control conflict—scarcity. In Chapter 1, I review relevant literature to build a theoretical case for the proposition that scarcity influences attention to goal-relevant cues in an unrelated self-control conflict. Chapters 2-4 are comprised of the eleven studies that experimentally test the proposed paradigm. In Chapter 2 (comprised of Studies 1, 2A, 2B, and 2C) I demonstrate the effect of time scarcity on food choice, a proxy for the competing goals of weight control and eating enjoyment. I also identify the population subset for whom the effect occurs, those who struggle with weight regulation. The focus of Chapter 3 is a deeper examination into the process through which scarcity influences the prioritization of a given goal under conflict: diverting attention to goal-relevant cues. Studies 3 and 6 assess attention to eating enjoyment cues directly using a concurrent written protocol and a dot probe task, respectively. Studies 4 and 5 provide moderating evidence as to how the effect can be extinguished by diverting attention to cues that instead support the competing goal (weight control). The studies in Chapter 4 (Studies 7-9) broaden the scope of the current paradigm to another domain of scarcity beyond time and another form of goal conflict, impulsive spending. Chapter 5 concludes with a discussion of open questions that stand to be addressed by future research.

Date Issued
2017-08-30
Keywords
Marketing
•
Nutrition
•
Attention
•
Social psychology
•
goal conflict
•
goals
•
scarcity
•
self-control
•
food choice
Committee Chair
Russo, J. Edward
Committee Member
van Osselaer, Stijn Maurits
Ferguson, Melissa J.
Degree Discipline
Management
Degree Name
Ph. D., Management
Degree Level
Doctor of Philosophy
Type
dissertation or thesis

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