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The Bright Side of Impulse: Depletion Heightens Self-Protective Behavior in the Face of Danger

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  • Monika Lisjak
  • Angela Y. Lee

Abstract

Ample research suggests that after engaging in a self-regulatory task, people become depleted and are more likely to behave in maladaptive ways by yielding to their impulses. However, yielding to impulses may not always be maladaptive. This research suggests that when people are depleted, they feel more vulnerable when encountering potential danger and are therefore more likely to engage in self-protection. Across five studies, depleted (vs. nondepleted) participants reported being less likely to engage in risky behaviors such as having unprotected sex (study 1) and more likely to engage in risk-reduction behaviors such as getting tested for kidney diseases and chlamydia (studies 2 and 3). Depleted individuals also preferred products that emphasize safety (studies 4 and 5). Perceived vulnerability is shown to mediate the effect of depletion on self-protective behavior (studies 1 and 2). Together, these findings show that yielding to impulses may sometimes help attain beneficial and healthful goals.

Suggested Citation

  • Monika Lisjak & Angela Y. Lee, 2014. "The Bright Side of Impulse: Depletion Heightens Self-Protective Behavior in the Face of Danger," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(1), pages 55-70.
  • Handle: RePEc:oup:jconrs:doi:10.1086/674975
    DOI: 10.1086/674975
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    Cited by:

    1. Lili Wang & Maferima Touré-Tillery & Ann L. McGill, 2023. "The effect of disease anthropomorphism on compliance with health recommendations," Journal of the Academy of Marketing Science, Springer, vol. 51(2), pages 266-285, March.
    2. Chan, Elisa K., 2023. "Pandemic experience and locus of protection," Annals of Tourism Research, Elsevier, vol. 100(C).
    3. Winterich, Karen Page & Mittal, Vikas & Morales, Andrea C., 2014. "Protect thyself: How affective self-protection increases self-interested, unethical behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 151-161.
    4. Scott Motyka & Dhruv Grewal & Elizabeth Aguirre & Dominik Mahr & Ko Ruyter & Martin Wetzels, 2018. "The emotional review–reward effect: how do reviews increase impulsivity?," Journal of the Academy of Marketing Science, Springer, vol. 46(6), pages 1032-1051, November.
    5. Cony M. Ho & Szu‐Han ( Joanna) Lin & Russell E. Johnson, 2022. "Does depletion have a bright side? Self‐regulation exertion heightens creative engagement," Journal of Consumer Affairs, Wiley Blackwell, vol. 56(2), pages 666-684, June.

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