Influence Of Need For Closure Research Articles

Residential Mobility and Trust: The Moderating Role of Cognitive Need for Closure

This study examined the link between residential mobility and interpersonal trust building. Study 1 revealed a negative association between residential mobility and trust by measuring personal residential-mobility history. Study 2 demonstrated that participants who were momentarily primed with mobility showed a lower investment than participants in the control group in a trust game. The results of Study 3 showed that need for closure moderated the link between residential mobility and trust-building intention. Specifically, lower need-for-closure people had a significantly lower trust tendency in the mobility group than in the stable group. These findings illuminate the underlying influence of need for closure in the link between residential mobility and trust.

Does inconsistency always lead to negative affect? The influence of need for closure on affective reactions to cognitive inconsistency.

We present an experiment showing that need for closure (NFC)-defined as the epistemic desire for certainty-can moderate individuals' affective reactions to cognitive inconsistency. Informed by Kruglanski and colleagues' new theory, that cognitive inconsistency elicits negative affect particularly under certain circumstances, we find that NFC (i.e. the desire for certain, stable and unambiguous knowledge) influences the strength of consistency effects and resulting negative affect. More specifically, we find that individuals who are high on NFC experience more negative affect upon encountering an inconsistent (vs. consistent) cognition. However, when individuals are low on NFC, inconsistency is irrelevant, and their affect depends on whether the ultimate outcome of the cognition is positive or negative. We discuss the theoretical and practical implications of this research.

Rising up to the ‘challenge’? The role of need for closure and situational appraisals in creative performance

In two studies, we examined the influence of need for closure (NFC), and motivational states of challenge and threat on creativity. NFC is defined as a desire for quick and unambiguous answers to questions and an aversion to uncertainty. Creativity tasks usually elicit uncertainty; we predicted that high (vs. low) NFC people would decline in creativity due to the distress caused by creativity tasks. We argued that the appraisal of the creativity task as challenge would increase creative performance while appraising the same as threat would decrease creativity. We suggested, however, that high NFC individuals would show low creativity regardless of the induced state of threat or challenge, experiencing constant distress associated with creativity tasks. However, low NFC individuals would be more creative in a challenge state; however in the threat condition, they would show less creativity. In Study 1, challenge and threat were induced using mindset manipulations and in Study 2, challenge and threat states were invoked by implementing false feedback of success and failure and perceived resource gain or loss. The manipulations were followed by the Alternative Uses Brick task to measure creativity. Results confirmed the assumptions and were discussed in the context of need for closure theory.

The influence of need for closure on expectations about and outcomes of negotiations

Abstract Need for closure is a construct that describes a motivational tendency to quickly select and prioritize information in the environment. Such tendencies can affect the process of negotiations, and so the quality of their outcome. The rigidity that accompanies high need for closure can lead to less openness to proposals that benefit one’s partner, and to solutions that are less optimal. We conducted a study in which 34 pairs of individuals negotiated. Pairs were matched in terms of need for closure (high vs. low) and gender. We found that need for closure affected subjective evaluations of certain aspects of the negotiation process. Participants with low need for closure were more likely to indicate that they and their partners sought win-win solutions during the negotiation. This led to a greater sense of process fairness for the negotiation. These results can be taken into consideration when teaching negotiations, and when planning real-life negotiations.

The Influence of Need for Closure on Learning and Teaching

A primary goal of educational systems is to provide learners with the information, skills, and dispositions needed to be an effective member of a complex and information-rich society. To effectively address this goal, educators and educational psychologists need to understand both the ability and the willingness of learners to grapple effectively with information. A psychological construct that may illuminate heretofore unexplored aspects of learners' willingness or reluctance to grapple with information is the need for closure (Kruglanski, Psychol Inq 1(3):181-197, 1990; Kruglanski and Webster, Psychol Rev 103:263-283, 1996; Webster and Kruglanski, J Pers Soc Psychol 76(6):1049- 1062, 1994). The purpose of this article is to provide educational psychologists with a theoretical overview of need for cognitive closure, highlighting its applicability to instructional settings. We will also discuss what closure needs may look like within the classroom and the conditions under which they may be exhibited. We argue for the relevance of the need for closure construct for improving educators' understanding of teaching and learning processes.

SPESIFIKASI MODEL PENGUKURAN FORMATIF UNTUK MENGUJI PENGARUH NEED FOR CLOSURE KONSUMEN ONLINE PADA LEVEL

Need for closure is a new construct in consumer behavior and marketing management research.This construct is considerably robust to measure consumer’s epistemic motivation.Epistemic motivation is a desire based action to obtain relevant knowledge to make judgmentor buying decision. Previous study measures need for closure construct with reflective measurementmodel specification. Conceptual analysis shows that need for closure construct isa formative model due to the equality of its dimensions. This study shows strong evidencethat formative measurement model specification is more robust than reflective model to testthe model of influence of need for closure of online consumer and flow level in the internetenvironmentKeywords : Need For Closure, Flow, Formative, Reflective, Online Consumer

The impact of need for closure on conservative beliefs and racism: differential mediation by authoritarian submission and authoritarian dominance.

The present study explores the influence of need for closure as well as authoritarian submission (Right-Wing Authoritarianism [RWA]) and authoritarian dominance (Social Dominance Orientation [SDO]) on the genesis of conservative beliefs and racism. For this purpose, two structural equation models were compared. In Model 1, RWA and SDO were entered as independent variables and the need for closure facets Decisiveness and Need for Simple Structure acted as mediator variables. In Model 2, the need for closure facets served as independent variables and RWA and SDO acted as mediators. In two student samples (Sample 1, N = 399, Sample 2, N = 330) and one adult sample (Sample 3, N = 379), Model 2 showed superior fit to the data. These results corroborate the hypothesis that authoritarianism should be interpreted in terms of generalized beliefs rather than in terms of personality characteristics. In addition, analyses show that the effects of Need for Simple Structure on conservative beliefs and racism are fully mediated by RWA but only partly by SDO. These results suggest a differential genesis of RWA and SDO.

The influence of need for closure and perceived time pressure on search effort for price and promotional information in a grocery shopping context

Need for closure (NFC) is introduced as a variable of individual difference that shows promise to help the understanding of a consumers' effort to search for price and promotional information in the context of retail grocery shopping. Results showed that NFC and perceived time pressure (PTP) are important determinants of search effort for price and promotional information (e.g., searching for coupons, looking for in-store promotions, switching stores to find lowest prices, and comparing unit prices). Moreover, an interaction effect was found between NFC and PTP. Future research and theoretical and practical implications are discussed. © 2005 Wiley Periodicals, Inc.

The influence of need for closure on consumer’s choice behaviour

Consumers select a decision strategy in a purchase situation that best meets their goals for that situation. One of those possible goals is to obtain closure. The dimension need for closure (NFC) (vs. avoidance) reflects the desire for clear, definite, or unambiguous knowledge that will guide perception and action, as opposed to the undesirable alternative of ambiguity and confusion. The purpose of this study is to identify the influence of NFC on choice behaviour in a low involvement purchase situation. Both high ( N=71) and low ( N=71) NFC participants participated in a shopping experiment. In a simulated environment, participants were asked to choose repetitively between different brands within two low involvement product categories. We found significant differences between high and low NFC participants with regard to the amount of information sought, the amount of information used, the use of decision rules and the level of confidence in their decisions made. Marketing implications, limitations and directions for future research are also provided.

The relationship between need for cognitive closure and political orientation: the mediating role of authoritarianism

As regards the relationship between cognitive style, authoritarianism and politics, no secure conclusion can be drawn and the debate is still alive. This contribution explores the relationship between need for closure, authoritarianism and political orientation. One hundred and seventy-eight Italian participants were administered the Italian version of the Need for Cognitive Closure scale, an Italian version of the authoritarianism scale and a measure of political orientation. Results show that both need for closure and authoritarianism are associated with a right wing political orientation, and that this relationship is linear. Moreover, authoritarianism seems to mediate the influence of need for closure on political orientation.