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When does the past repeat itself? The role of self-prediction and personal norms (RV of 2007/07/MKT)

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Two laboratory studies investigate how behavior prediction and personal norms interact to influence whether or not people repeat their past behavior. We find that asking people about their future behavior increases their likelihood of repeating past behaviors when personal norms are weak but reduces it when personal norms are strong. By identifying a new consequence of asking question about future behavior (behavior repetition) and a new moderator (personal norm strength), our results contribute to the debate regarding the relative importance of habits and intentions in guiding behavior and reconcile some seemingly contradictory past findings in mere-measurement and self-prophecy research.

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en

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application/pdf

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http://flora.insead.edu/fichiersti_wp/inseadwp2007/2007-48.pdf

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Copyright INSEAD. All rights reserved