Motivational affordance and risk preferences across decision domains

Zou, X and Scholer, A A (2016) Motivational affordance and risk preferences across decision domains. Personality and Social Psychology Bulletin, 42 (3). pp. 275-289. ISSN 0146-1672

Abstract

We propose a motivational affordance account to explain both stability and variability in risk-taking propensity in major decision domains. We draw on regulatory focus theory to differentiate two types of motivation (prevention, promotion) that play a key role in predicting risk-taking. Study 1 demonstrated that prevention motivation is negatively associated with risk-taking across six key decision domains, including health/safety, ethics, recreation, gambling, investment, and social. In contrast, promotion motivation is positively associated with risk-taking in the social and investment domains. Study 2 replicated the same pattern and provided direct evidence that promotion motivation is a strong predictor of risk-taking only in domains where there is true potential for gains. Study 3 manipulated promotion (vs. prevention) motivation experimentally to demonstrate that motivational affordance is a critical mechanism for understanding risk-taking behaviors.

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Item Type: Article
Subject Areas: Organisational Behaviour
Additional Information: © 2016 Society for Personality and Social Psychology, Inc.
Date Deposited: 02 Mar 2016 18:51
Last Modified: 21 Aug 2019 16:38
URI: http://lbsresearch.london.edu/id/eprint/130
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