Table Of ContentREFLECTIVE AND IMPULSIVE
DETERMINANTS OF HUMAN
BEHAVIOR
Conflicts between the “head” and the “heart” are very common in everyday life. Over
the past decade, research on such self-regulatory conflicts has been strongly shaped by
Strack and Deutsch’s 2004 Reflective–Impulsive Model (RIM). The award-winning
theory integrates cognitive, affective, and motivational influences on overt behavior, offering
a domain-independent framework that is applicable to wide range of social and non-social
phenomena. This book provides a state-of-the-art overview of research under the
framework of the RIM. Its 15 chapters provide an overview of basic principles of behavior
determination, showcase the RIM’s integrative and predictive power in many cross-cutting
areas of inquiry, and illustrate the value of the theory for understanding the fundamental
role of reflective and impulsive processes in various applied domains.
Expanding on an introduction that discusses the significance of the RIM from a historical
view, the book is divided into three major sections. The first section covers basic
psychological principles within the RIM, including selective accessibility, embodiment,
associative and propositional operations, and implementation intentions. The second
section reviews the integrative and predictive power of the RIM in many cross-cutting
areas of inquiry, including intuition, attitudes, self-control, and personality. Finally, the
third section showcases the generative power of the RIM in various applied areas,
including research on health behavior, addiction, anxiety, economic behavior, sexual
behavior, and aggression. In its entirety, this volume provides an indispensable resource
for any scholar interested in the psychological underpinnings of reflective and impulsive
behavior in various areas of inquiry.
Roland Deutsch, PhD, is Professor of Social Psychology at the University of Würzburg.
His research is focused on the mechanisms and measurement of spontaneous evaluations
and approach/avoidance motivation.
Bertram Gawronski, PhD, is Professor of Psychology and David Wechsler Regents Chair
at the University of Texas at Austin. His research investigates the mental underpinnings
and behavioral consequences of spontaneous and deliberate evaluations of objects,
individuals, groups, and social issues.
Wilhelm Hofmann, PhD, is Professor of Social and Economic Cognition at the University
of Cologne, Germany. His research is concerned with desire, self-control, and moral
behavior, particularly the emergence of impulses and desires, the role of executive
functioning in self-control and health behavior, and the connection between self-control,
morality, and happiness.
REFLECTIVE AND
IMPULSIVE
DETERMINANTS OF
HUMAN BEHAVIOR
Edited by
Roland Deutsch, Bertram Gawronski,
and Wilhelm Hofmann
First published 2017
by Routledge
711 Third Avenue, New York, NY 10017
and by Routledge
2 Park Square, Milton Park, Abingdon, Oxon, OX14 4RN
Routledge is an imprint of the Taylor & Francis Group, an informa business
© 2017 Taylor & Francis
The right of the editors to be identified as the authors of the editorial material,
and of the authors for their individual chapters, has been asserted in accordance
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All rights reserved. No part of this book may be reprinted or
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Library of Congress Cataloging in Publication Data
Names: Deutsch, Roland, editor. | Gawronski, Bertram, editor. |
Hofmann, Wilhelm, 1976- editor.
Title: Reflective and impulsive determinants of human behavior /
edited by Roland Deutsch, Bertram Gawronski, Wilhelm Hofmann.
Description: New York, NY : Routledge, 2016. |
Includes bibliographical references and index.
Identifiers: LCCN 2016009853| ISBN 9781138696877 (hb : alk. paper) |
ISBN 9781138696884 (pb : alk. paper) | ISBN 9781315523095 (ebk)
Subjects: LCSH: Impulse. | Critical thinking. | Human behavior.
Classification: LCC BF575.I46 R44 2016 | DDC 153.8—dc23
LC record available at https://lccn.loc.gov/2016009853
ISBN: 978-1-138-69687-7 (hbk)
ISBN: 978-1-138-69688-4 (pbk)
ISBN: 978-1-315-52309-5 (ebk)
Typeset in Bembo and Stone Sans
by Florence Production Ltd, Stoodleigh, Devon, UK
CONTENTS
About the Editors vii
List of Contributors ix
Preface xi
1 Reflection and Impulse: A Framework for Basic Research
and Applied Science 1
Roland Deutsch, Bertram Gawronski, and Wilhelm Hofmann
Part I: Basic Principles 17
2 Reflections on Comparison: The Selective Accessibility
Mechanism 19
Thomas Mussweiler, Corinna Michels, and Alexa Weiss
3 Manual and Facial Approach and Avoidance Behavior:
Flexible and Inflexible Links to Affect 35
Roland Neumann and Julia Kozlik
4 Associative and Propositional Processes from the
Perspective of the Reflective–Impulsive Model 51
Roland Deutsch
5 From Thought to Automatic Action: Strategic and
Spontaneous Action Control by If-Then Planning 69
Torsten Martiny-Huenger, Maik Bieleke, Gabriele Oettingen,
and Peter M. Gollwitzer
vi Contents
Part II: Cross-Cutting Perspectives 85
6 Flotsam on the Shore of Ignorance: Towards a Definition
of Intuition 87
Sascha Topolinski
7 The Associative-Propositional Duality in the Representation,
Formation, and Expression of Attitudes 103
Bertram Gawronski, Skylar M. Brannon, and Galen V. Bodenhausen
8 Passion Versus Reason: Impulsive and Reflective Determinants
of Self-Control Success and Failure 119
Wilhelm Hofmann and Malte Friese
9 Dual-Process Approaches to Personality 137
Mitja D. Back and Steffen Nestler
Part III: Applications 155
10 Health Behavior and the Reflective–Impulsive Model 157
Martin S. Hagger
11 Reflective and Impulsive Processes in Addiction and
the Role of Motivation 173
Reinout W. Wiers and Thomas E. Gladwin
12 Integrating the Reflective–Impulsive Model with Cognitive–
Behavioral Therapy for Anxiety Disorders 189
Allison J. Ouimet
13 Economic Behavior and the Reflective–Impulsive Duality 205
Carlos Alós-Ferrer
14 Sexual Behavior 223
Michael Häfner and Kai Epstude
15 Aggression from the Perspective of the Reflective–Impulsive
Model: Testing Predictions Using Indirect Measures 239
Rainer Banse, Alexander F. Schmidt, and Roland Imhoff
Index 257
ABOUT THE EDITORS
Roland Deutsch, PhD, is Professor of Social Psychology at the University of
Würzburg. His research is focused on the mechanisms and measurement of
spontaneous evaluations and approach/avoidance motivation. Dr. Deutsch’s work
has been recognized with the Theoretical Innovation Prize from the Society for
Personality and Social Psychology and the Röntgen Prize of the University of
Würzburg. He has been a member of the executive board of the German
Psychological Society and has served as a member of the editorial board of several
journals, including Journal of Personality and Social Psychology, Cognition and Emotion,
Social Cognition, and Personality and Social Psychology Review.
Bertram Gawronski, PhD, is Professor of Psychology and David Wechsler
Regents Chair at the University of Texas at Austin. His research investigates the
mental underpinnings and behavioral consequences of spontaneous and deliberate
evaluations of objects, individuals, groups, and social issues. Dr. Gawronski’s work
has been recognized with the Theoretical Innovation Prize from the Society for
Personality and Social Psychology, the Career Trajectory Award from the Society
of Experimental Social Psychology, the Early Career Award from the International
Social Cognition Network, the Early Researcher Award from the Ministry of
Research and Innovation of Ontario, and the Charlotte and Karl Bühler Award
from the German Psychological Society. He is an elected Fellow of the Association
for Psychological Science, the Society of Experimental Social Psychology, the
Society for Personality and Social Psychology, and the Midwestern Psychological
Association, and a member of several editorial boards, including the Journal of
Personality and Social Psychology, Personality and Social Psychology Review, Perspectives
on Psychological Science, Personality and Social Psychology Bulletin, and Social Psychology
and Personality Science.
viii About the Editors
Wilhelm Hofmann, PhD, is Professor of Social and Economic Cognition at the
University of Cologne, Germany. His research is concerned with desire, self-
control, and moral behavior, particularly the emergence of impulses and desires,
the role of executive functioning in self-control and health behavior, and the
connection between self-control, morality, and happiness. Dr. Hofmann’s work
has been recognized with Early Career Awards from the International Social
Cognition Network and the International Society for Self and Identity, the SAGE
Young Scholars Award, and the Distinguished Young Scientist Award (Heinz-
Maier-Leibnitz Award) of the German Science Foundation. He is a member of
several editorial boards, including the Journal of Personality and Social Psychology,
the Journal of Experimental Psychology: General, Social Psychology and Personality Science,
and the Personality and Social Psychology Review.
CONTRIBUTORS
Carlos Alós-Ferrer, Department of Economics, University of Cologne, Germany
Mitja D. Back, University of Münster, Germany
Rainer Banse, University of Bonn, Germany
Maik Bieleke,Department of Psychology, University of Konstanz, Germany;
Graduate School of Decision Sciences, University of Konstanz, Germany
Galen V. Bodenhausen, Northwestern University, USA
Skylar M. Brannon, University of Texas at Austin, USA
Roland Deutsch, University of Würzburg, Germany
Kai Epstude, University of Groningen, the Netherlands
Malte Friese, Saarland University, Germany
Bertram Gawronski, University of Texas at Austin, USA
Thomas E. Gladwin, Addiction, Development and Psychopathology (ADAPT)
Lab, Department of Psychology, University of Amsterdam, the Netherlands;
Research Centre—Military Mental Health, Ministry of Defense, the Netherlands
Peter M. Gollwitzer, Department of Psychology, University of Konstanz,
Germany;New York University, USA
