Publications
Publications
- 2021
- HBS Working Paper Series
Going Beyond the ‘Self’ in Self-Control: Interpersonal Consequences of Commitment Strategy Use
By: Ariella Kristal and Julian Zlatev
Abstract
Commitment strategies are effective mechanisms individuals can use to overcome self-control problems. In this paper we explore the negative interpersonal consequences of commitment strategy use. In an incentivized trust game (Study 1), we demonstrate that individuals are less likely to trust people who use a commitment strategy 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 Study 3, we rule out the alternative explanation that these findings are driven by differences in anticipated future success. In Study 4, we provide evidence that perceived effort underlies 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.
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