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  • 2023
  • Working Paper
  • HBS Working Paper Series

Going Beyond the ‘Self’ in Self-Control: Interpersonal Consequences of Commitment Strategy Use

By: Ariella Kristal and Julian Zlatev
  • Format:Print
  • | Language:English
  • | Pages:50
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Abstract

Commitment strategies are effective mechanisms individuals can use to overcome self-control problems. Across seven studies (and three supplemental studies), we explore the negative interpersonal consequences of commitment strategy use. In Study 1, using an incentivized trust game, we demonstrate that individuals trust people who use a commitment strategy less than those who use willpower to achieve their goals. In Study 2, across four domains we show that people judge commitment strategy users less favorably than willpower users in pursuit of the same goals, particularly when it comes to integrity-based trust. In Studies 3a, 3b, 4a and 4b, we explore potential mechanisms underlying this effect. Finally, in Study 5, we demonstrate that people’s anticipation of these negative consequences of commitment strategy use contributes to their reticence to adopt such strategies. Thus, we establish the role of willpower as a positive signal in impression formation, as well as the negative interpersonal consequences of relying on external aides when faced with temptation.

Keywords

Self-control; Willpower; Commitment Strategies; Goals and Objectives; Behavior; Strategy; Perception

Citation

Kristal, Ariella, and Julian Zlatev. "Going Beyond the ‘Self’ in Self-Control: Interpersonal Consequences of Commitment Strategy Use." Harvard Business School Working Paper, No. 22-033, November 2021. (Revised January 2023.)
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About The Author

Julian J. Zlatev

Negotiation, Organizations & Markets
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  • Río Curicó Teaching Note: Video Short I By: Kathleen L. McGinn and Julian Zlatev
  • SIMmersion: Simulating Crucial Conversations By: Alison Wood Brooks and Julian Zlatev
  • Sending Signals: Strategic Displays of Warmth and Competence By: Bushra S. Guenoun and Julian J. Zlatev
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