From Contemplation to Commitment: The Role of Predecision Comfort in Shifting Consumer Mindsets and Choice Outcomes
研究了决策前舒适感这一积极情绪如何帮助消费者从犹豫不决转向果断行动，通过五项实验发现它比认知评估更能促进心态转变和选择决策。
ABSTRACT This study investigates how predecision comfort, a positive emotional state experienced before making a choice, influences consumers' transition from a deliberative to an implemental mindset. While the notion that comfort facilitates decisive action may seem intuitive, consumer decision‐making theory has predominantly emphasised cognitive evaluations such as decision confidence and satisfaction. Predecision comfort uniquely represents an affective precursor distinct from cognitive evaluations. Across five experimental studies ( n = 1066), we manipulate predecision comfort to examine its impact on mindset shifts and subsequent choice behaviors, using hypothetical and incentive‐compatible behaviors. Findings demonstrate that higher predecision comfort facilitates a shift toward an implemental mindset, significantly enhancing individuals' determination to act and increasing their likelihood of making decisive choices. Unlike decision confidence, which is cognitively driven, predecision comfort operates emotionally, providing individuals with the affective ease needed to commit to action. This emotional state thus emerges as a crucial mechanism that helps consumers transition from contemplation to active implementation of decisions. The study contributes to consumer behaviour theory by highlighting predecision comfort as an emotional precursor that shapes decision processes, broadening our understanding of mindset theory. Practically, marketers can strategically foster predecision comfort through positive framing, clear communication, and tailored recommendations, thereby reducing consumer anxiety and prompting more decisive actions.