Trope Y, Fishbach A
Department of Psychology, New York University, New York 10003, USA.
J Pers Soc Psychol. 2000 Oct;79(4):493-506.
How do anticipated short-term costs affect the likelihood of engaging in an activity that has long-term benefits. Five studies investigated the factors that determine (a) how anticipated short-term costs elicit self-control efforts and (b) how self-control efforts eventually diminish the influence of short-term costs on behavior. The studies manipulated short-term costs (e.g., painful medical procedures) and assessed a variety of self-control strategies (e.g., self-imposed penalties for failure to undergo a test). The results show that short-term costs elicit self-control strategies for self rather than others, before rather than after behavior. when long-term benefits are important rather than unimportant and when the costs are moderate rather than extremely small or large. The results also show that the self-control efforts help people act according to their long-term interests.
预期的短期成本如何影响参与具有长期益处的活动的可能性？五项研究调查了决定以下两点的因素：（a）预期的短期成本如何引发自我控制努力；（b）自我控制努力最终如何减少短期成本对行为的影响。这些研究对短期成本（如痛苦的医疗程序）进行了操控，并评估了多种自我控制策略（如因未接受测试而自我施加惩罚）。结果表明，在行为之前而非之后，当长期益处重要而非不重要且成本适中而非极小或极大时，短期成本会引发针对自身而非他人的自我控制策略。结果还表明，自我控制努力有助于人们根据自身的长期利益行事。
