Going Beyond the 'Self' in Self-control: Interpersonal Consequences of Commitment Strategies

Commitment strategies are effective mechanisms individuals can use to overcome self-control problems. Across seven studies (and two supplemental studies), we explore the negative interpersonal consequences of commitment strategy choice and use. In Study 1, using an incentivized trust game, we demonstrate that individuals trust people who choose to use a commitment strategy less than those who choose to use willpower to achieve their goals. Study 2 shows this relationship holds across four domains and for integrity-based trust in particular. Study 3 provides evidence that it is the choice to use the strategy rather than strategy use itself that incurs this integrity penalty. In Studies 4–5b, we demonstrate that this effect is driven, at least in part, by the fact that people infer past performance from strategy choice. Finally, Study 6 provides evidence that people select commitment strategies more in private than in public, which is consistent with the notion that people anticipate the negative consequences of commitment strategy choice. Thus, we establish the role of willpower as a positive signal in impression formation as well as the negative interpersonal consequences of choosing to rely on external aides when faced with temptation.