Motivated closing of the mind: “Seizing” and “freezing”
Abstract
A theoretical framework is outlined in which the key construct is the need for (nonspecific) cognitive closure. The need for closure is a desire for definite knowledge on some issue. It represents a dimension of stable individual differences as well as a situationally evocable state. The need for closure has widely ramifying consequences for social-cognitive phenomena at the intrapersonal, interpersonal, and group levels of analysis. Those consequences derive from 2 general tendencies, those of urgency and performance. The urgency tendency represents an individual's inclination to attain closure as soon as possible, and the permanence tendency represents an individual's inclination to maintain it for as long as possible. Empirical evidence for present theory attests to diverse need for closure effects on fundamental social psychological phenomena, including impression formation, stereotyping, attribution, persuasion, group decision making, and language use in intergroup contexts.
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The default mindset of most adults is a relatively inactive state where the past unduly influences the present.
“the default mindset of most adults is a relatively inactive state where the past unduly influences the present (e.g., Hart et al., 2009; Kruglanski & Webster, 1996).”
From Psychological flexibility as a fundamental aspect of health (2010) · cites this paper as Kruglanski & Webster, 1996
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“It is also possible to select managers who have high tolerance for ambiguity—i.e., they are comfortable with multiple interpretations and do not seek closure or resolution before conducting careful evaluations (Kruglanski & Webster, 1996).”
BackgroundPERSECUTORY DELUSIONS: A REVIEW AND THEORETICAL INTEGRATION
Bentall, R. P., Corcoran, R., Howard, R. J., Blackwood, N., & Kinderman, P. (2001) · Clinical Psychology Review · doi:10.1016/s0272-7358(01)00106-4 · Cited by 876 · see citing works
“In a series of studies, Kruglanski and Webster (1996) have shown that individuals vary in their tolerance for ambiguity and their emotional reactions to uncertainty, and that this disposition can be measured by questionnaire.”
BackgroundIndividual differences in rational thought.
Stanovich, K. E., & West, R. F. (1998) · Journal of Experimental Psychology General · doi:10.1037/0096-3445.127.2.161 · Cited by 875 · see citing works
Knowledge Calibration: What Consumers Know and What They Think They Know
Alba, J. W., & Hutchinson, J. W. (2000) · Journal of Consumer Research · doi:10.1086/314317 · Cited by 832 · see citing works
The Life-Course Dynamics of Goal Pursuit and Goal Adjustment: A Two-Process Framework
Brandtstädter, J., & Rothermund, K. (2002) · Developmental Review · doi:10.1006/drev.2001.0539 · Cited by 815 · see citing works
“…factors already mentioned (see section 1.3), individual differences in the tendency to persevere with one’s beliefs (‘‘need for cognitive closure’’; Kruglanski & Webster, 1996; Webster & Kruglanski, 1994) could impede the changes in information processing that undergird the shift toward…”
BackgroundInfluentialGod and the government: Testing a compensatory control mechanism for the support of external systems
Kay, A. C., Gaucher, D., Napier, J. L., Callan, M. J., & Laurin, K. (2008) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.95.1.18 · Cited by 809 · see citing works
“…sense of certainty, self-integrity, or broad-based meaning system that beliefs in order and nonrandomness themselves may feed into (Heine, Proulx, & Vohs, 2006; Kruglanski & Webster, 1996; McGregor, 2006; Solomon, Greenberg, & Pyszczynksi, 2004; van den Bos, van Ameijde, & van Gorp, 2006).”
BackgroundInfluentialElite Influence on Public Opinion in an Informed Electorate
BULLOCK, J. G. (2011) · American Political Science Review · doi:10.1017/s0003055411000165 · Cited by 777 · see citing works
A metaphor-enriched social cognition.
Landau, M. J., Meier, B. P., & Keefer, L. A. (2010) · Psychological Bulletin · doi:10.1037/a0020970 · Cited by 767 · see citing works
MOTIVATED SKEPTICISM IN THE EVALUATION OF POLITICAL BELIEFS (2006)
Taber, C. S., & Lodge, M. (2012) · Critical Review · doi:10.1080/08913811.2012.711019 · Cited by 760 · see citing works
Intuitive and deliberate judgments are based on common principles.
Kruglanski, A. W., & Gigerenzer, G. (2011) · Psychological Review · doi:10.1037/a0020762 · Cited by 748 · see citing works
Self-citationMotivated Information Processing in Group Judgment and Decision Making
De Dreu, C. K. W., Nijstad, B. A., & van Knippenberg, D. (2008) · Personality and Social Psychology Review · doi:10.1177/1088868307304092 · Cited by 754 · see citing works
“In terms of lay epistemic theory (Kruglanski, 1989; Kruglanski & Webster, 1996), epistemic motivation is nondirectional in that what is looked for is a rich and accurate understanding of the world rather than a specific type of knowledge or conclusion.”
BackgroundMethodInfluentialReasoning independently of prior belief and individual differences in actively open-minded thinking.
Stanovich, K. E., & West, R. F. (1997) · Journal of Educational Psychology · doi:10.1037/0022-0663.89.2.342 · Cited by 735 · see citing works
Political Parties, Motivated Reasoning, and Public Opinion Formation
Leeper, T. J., & Slothuus, R. (2014) · Political Psychology · doi:10.1111/pops.12164 · Cited by 722 · see citing works
“Work by Kruglanski and colleagues (e.g., Kruglanski & Webster, 1996; Dijksterhuis, van Knippenberg, & Kruglanski, 1996) suggest that accuracy motivation can also be understood as a willingness to forgo “cognitive closure,” allowing reasoning to take place over a longer period of time.”
BackgroundCollective narcissism and its social consequences.
de Zavala, A. G., Cichocka, A., Eidelson, R., & Jayawickreme, N. (2009) · Journal of Personality and Social Psychology · doi:10.1037/a0016904 · Cited by 704 · see citing works
“In the case of authoritarianism, the cohesiveness secures order and predictability in the social environment and reduces the possibility of experiencing undesirable cognitive uncertainty (e.g., Duckitt, 2006; Jost, Glaser, Kruglanski, & Sulloway, 2003; Kruglanski & Webster, 1996).”
BackgroundDunning, D., Meyerowitz, J. A., & Holzberg, A. D. (2002) · Cambridge University Press eBooks · doi:10.1017/cbo9780511808098.020 · Cited by 9 · see citing works
Tetlock, P. E. (2002) · Psychological Review · doi:10.1037/0033-295x.109.3.451 · Cited by 635 · see citing works
“Minimizing mental effort and achieving rapid closure (emphasized by later theories of social cognition, which portrayed people as lazy or cognitively miserly intuitive scientists; Kruglanski & Webster, 1996); 3.”
BackgroundItem selection and validation of a brief, 15-item version of the Need for Closure Scale
Roets, A., & Hiel, A. V. (2010) · Personality and Individual Differences · doi:10.1016/j.paid.2010.09.004 · Cited by 604 · see citing works
“The Need for Closure (NFC) concept was introduced by Kruglanski (1990; see also Kruglanski & Webster, 1996) to develop a theoretical framework for the cognitive–motivational aspects of decision making.”
MethodThought confidence as a determinant of persuasion: The self-validation hypothesis.
Petty, R. E., Briñol, P., & Tormala, Z. L. (2002) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.82.5.722 · Cited by 604 · see citing works
The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach.
Kleef, G. A. V., Dreu, C. K. W. D., & Manstead, A. S. R. (2004) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.87.4.510 · Cited by 593 · see citing works
“Although both need for cognitive closure and time pressure effectively induce variation in epistemic motivation, they may also have inadvertently introduced an urgency tendency—an inclination to attain closure as soon as possible (Kruglanski & Webster, 1996).”
BackgroundMethodInfluential(2006) · Choice Reviews Online · doi:10.5860/choice.43-3680 · Cited by 587 · see citing works
Varieties of Uncertainty in Health Care
Han, P. K. J., Klein, W. M. P., & Arora, N. K. (2011) · Medical Decision Making · doi:10.1177/0272989x11393976 · Cited by 950 · see citing works
“This capacity is likely moderated by individual personality differences and other factors that remain to be elucidated.(55,56,65,66) The ultimate challenge for clinical practice and research is to understand more precisely what coping with uncertainty entails and how it can be promoted.”
Groups as epistemic providers: Need for closure and the unfolding of group-centrism.
Kruglanski, A. W., Pierro, A., Mannetti, L., & Grada, E. D. (2006) · Psychological Review · doi:10.1037/0033-295x.113.1.84 · Cited by 555 · see citing works
“This experiment manipulated the need for closure via time pressure (Kruglanski & Freund, 1983: Kruglanski & Webster, 1996).”
BackgroundMethodResultInfluentialSelf-citationKunda, Z., & Spencer, S. J. (2003) · Psychological Bulletin · doi:10.1037/0033-2909.129.4.522 · Cited by 553 · see citing works
“…a self-affirming experience (Fein & Spencer, 1997; Steele, 1988), comprehension goals can be intensified by surprise and weakened by time pressure (Kruglanski & Webster, 1996; Wong & Weiner, 1981), and the motivation to avoid prejudice can be intensified by a challenge to one’s impartiality and…”
BackgroundTolerance of uncertainty: Conceptual analysis, integrative model, and implications for healthcare
Hillen, M. A., Gutheil, C. M., Strout, T. D., Smets, E. M. A., & Han, P. K. J. (2017) · Social Science & Medicine · doi:10.1016/j.socscimed.2017.03.024 · Cited by 541 · see citing works
“NFC refers to an individual's “desire for a firm answer to a question and an aversion toward ambiguity,” (Kruglanski and Webster, 1996, p. 264) manifest by a tendency to seek structure, to simplify complex information, and avoid ambiguity (Kruglanski, 1990, 1996; Kruglanski et al., 2009; Webster…”
BackgroundCognitive and Interpersonal Features of Intellectual Humility
Leary, M. R., Diebels, K. J., Davisson, E. K., Jongman-Sereno, K. P., Isherwood, J. C., Raimi, K. T., Deffler, S. A., & Hoyle, R. H. (2017) · Personality and Social Psychology Bulletin · doi:10.1177/0146167217697695 · Cited by 539 · see citing works
Fonagy, P., Luyten, P., & Allison, E. (2015) · Journal of Personality Disorders · doi:10.1521/pedi.2015.29.5.575 · Cited by 540 · see citing works
“Kruglanski (1989; Kruglanski & Webster, 1996; Pierro & Kruglanski, 2008) proposed the concept of ―epistemic freezing‖, characterized by a tendency to defend existing knowledge structures even when they are incorrect or misleading (see also Fiske & Taylor, 1991).”
BackgroundConsumer Inference: A Review of Processes, Bases, and Judgment Contexts
Kardes, F. R., Posavac, S. S., & Cronley, M. L. (2004) · Journal of Consumer Psychology · doi:10.1207/s15327663jcp1403_6 · Cited by 531 · see citing works
“The need for cognitive closure refers to a preference or a desire for an answer to a question or problem, any answer, as opposed to confusion and ambiguity (Kruglanski & Webster 1996).”
BackgroundExpanding the Dimensions of Epistemic Cognition: Arguments From Philosophy and Psychology
CHINN, C. A., BUCKLAND, L. A., & SAMARAPUNGAVAN, A. (2011) · Educational Psychologist · doi:10.1080/00461520.2011.587722 · Cited by 524 · see citing works
“Kruglanski and colleagues (eg, Kruglanski & Webster, 1996 ) have extensively investigated the need for closure, a disposition that is akin to an epistemic vice (see DeBacker & Crowson, 2009 ).”
BackgroundInfluentialCompensatory conviction in the face of personal uncertainty: Going to extremes and being oneself.
McGregor, I., Zanna, M. P., Holmes, J. G., & Spencer, S. J. (2001) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.80.3.472 · Cited by 523 · see citing works
Persuasion by a Single Route: A View From the Unimodel
Kruglanski, A. W., & Thompson, E. P. (1999) · Psychological Inquiry · doi:10.1207/s15327965pl100201 · Cited by 509 · see citing works
“The greater the proportional weight assigned to confidence or assurance as such, the stronger the individual's motivation for nonspecific cognitive closure (Kruglanski & Webster, 1996).”
BackgroundSelf-citationStereotypes and Prejudice in Conflict
Bar‐Tal, D., & Teichman, Y. (2005) · Cambridge University Press eBooks · doi:10.1017/cbo9780511499814 · Cited by 506 · see citing works
Uncertainty, entitativity, and group identification
Hogg, M. A., Sherman, D. K., Dierselhuis, J., Maitner, A. T., & Moffitt, G. (2006) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2005.12.008 · Cited by 506 · see citing works
Dreu, C. K. W. D. (2007) · Journal of Applied Psychology · doi:10.1037/0021-9010.92.3.628 · Cited by 501 · see citing works
“Whether group members engage in information-driven interaction and concomitant deep processing of information depends on individual differences such as need for cognitive closure or need for cognition ( Kruglanski & Webster, 1996; Petty & Cacioppo, 1986).”
BackgroundExplaining Away: A Model of Affective Adaptation
Wilson, T. D., & Gilbert, D. T. (2008) · Perspectives on Psychological Science · doi:10.1111/j.1745-6924.2008.00085.x · Cited by 500 · see citing works
An Interpersonal Approach to Emotion in Social Decision Making
Kleef, G. A. V., Dreu, C. K. W. D., & Manstead, A. S. R. (2010) · Advances in experimental social psychology · doi:10.1016/s0065-2601(10)42002-x · Cited by 493 · see citing works
Compensatory control and the appeal of a structured world.
Landau, M. J., Kay, A. C., & Whitson, J. A. (2015) · Psychological Bulletin · doi:10.1037/a0038703 · Cited by 479 · see citing works
“In one supporting study (Landau et al., 2012), men led to feel incompetent to influence women at a subjective level responded by perceiving women in general more in terms of isolated aspects of their physical appearance. A follow-up study focused on objectification in a hypothetical workplace scenario. Men and women l…”
BackgroundWho Toes the Party Line? Cues, Values, and Individual Differences
Kam, C. D. (2005) · Political Behavior · doi:10.1007/s11109-005-1764-y · Cited by 471 · see citing works
Getting Liberals and Conservatives to Go Green: Political Ideology and Congruent Appeals
Kidwell, B., Farmer, A., & Hardesty, D. M. (2013) · Journal of Consumer Research · doi:10.1086/670610 · Cited by 473 · see citing works
The emergence of social cognitive neuroscience.
Ochsner, K. N., & Lieberman, M. D. (2001) · American Psychologist · doi:10.1037/0003-066x.56.9.717 · Cited by 536 · see citing works
Þórisdóttir, H., Jost, J. T., Liviatan, I., & Shrout, P. E. (2007) · Public Opinion Quarterly · doi:10.1093/poq/nfm008 · Cited by 455 · see citing works
Birrell, J., Meares, K., Wilkinson, A., & Freeston, M. (2011) · Clinical Psychology Review · doi:10.1016/j.cpr.2011.07.009 · Cited by 459 · see citing works
Hogg, M. A., van Knippenberg, D., & Rast, D. E. (2012) · European Review of Social Psychology · doi:10.1080/10463283.2012.741134 · Cited by 465 · see citing works
Roese, N. J., & Vohs, K. D. (2012) · Perspectives on Psychological Science · doi:10.1177/1745691612454303 · Cited by 457 · see citing works
“…& Thomas, 1998; Walster, 1967), such that people who possess dispositionally greater needs for control or closure show greater hindsight bias (Campbell & Tesser, 1983; Musch, 2003; Tykocinski, 2001; see also Hirt, Kardes, & Markman, 2004; Kruglanski & Webster, 1996; Musch & Wagner, 2007).”
Folk conceptions of fairness and unfairness
Lupfer, M. B., Weeks, K. P., Doan, K. A., & Houston, D. A. (2000) · European Journal of Social Psychology · doi:10.1002/(sici)1099-0992(200005/06)30:3 · Cited by 76 · see citing works
Jonas, E., McGregor, I., Klackl, J., Agroskin, D., Fritsche, I., Holbrook, C., Nash, K., Proulx, T., & Quirin, M. (2014) · Advances in Experimental Social Psychology · doi:10.1016/b978-0-12-800052-6.00004-4 · Cited by 447 · see citing works
“Lay epistemic theory (Kruglanski & Webster, 1996), self-verification theory (Swann & Read, 1981), and theories of uncertainty management (Van den Bos, Poortvliet, Maas, Miedema, & Van den Ham, 2005), compensatory conviction (McGregor, Zanna, Holmes, & Spencer, 2001), and uncertainty reduction…”
BackgroundReligion in the Face of Uncertainty: An Uncertainty-Identity Theory Account of Religiousness
Hogg, M. A., Adelman, J. R., & Blagg, R. D. (2009) · Personality and Social Psychology Review · doi:10.1177/1088868309349692 · Cited by 448 · see citing works
“…a variety of situations some people feel more uncertain than others and have a greater need to reduce or avoid uncertainty (e.g., Cacioppo & Petty, 1982; J. D. Campbell et al., 1996; Kruglanski, 2004; Kruglanski & Webster, 1996; Rokeach, 1960; Sorrentino & Roney, 1999; Webster & Kruglanski, 1994).”
BackgroundKleef, G. A. V., Dreu, C. K. W. D., Pietroni, D., & Manstead, A. S. R. (2006) · European Journal of Social Psychology · doi:10.1002/ejsp.320 · Cited by 441 · see citing works
“The higher an individual’s epistemic motivation, the greater the tendency to engage in deep and systematic information processing (for similar notions, see Chaiken & Trope, 1999; Kruglanski & Webster, 1996; Petty & Cacioppo, 1986).”
BackgroundMulticultural Experience, Idea Receptiveness, and Creativity
Leung, A. K. ‐., & Chiu, C. (2010) · Journal of Cross-Cultural Psychology · doi:10.1177/0022022110361707 · Cited by 436 · see citing works
“When placed under time pressure, individuals desire firm answers and dislike ambiguities (Kruglanski & Webster, 1996).”
Unpacking, repacking, and anchoring: advances in support theory.
Rottenstreich, Y., & Tversky, A. (1997) · Psychology Review · doi:10.1037/0033-295x.104.2.406 · Cited by 437 · see citing works
Social values and social conflict in creative problem solving and categorization.
Carnevale, P. J. D., & Probst, T. M. (1998) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.74.5.1300 · Cited by 427 · see citing works
What's in a name: Implicit self-esteem and the automatic self.
Koole, S. L., Dijksterhuis, A., & van Knippenberg, A. (2001) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.80.4.669 · Cited by 424 · see citing works
“Another ambiguity is that quick positive responders may have been less motivated to engage in deliberative self-evaluation rather than or in addition to being less able to engage in deliberative processing ( Kruglanski & Webster, 1996 ).”
BackgroundBIASES IN THE INTERPRETATION AND USE OF RESEARCH RESULTS
MacCoun, R. J. (1998) · Annual Review of Psychology · doi:10.1146/annurev.psych.49.1.259 · Cited by 419 · see citing works
Incorporating the Irrelevant: Anchors in Judgments of Belief and Value
Chapman, G. B., & Johnson, E. J. (2002) · Cambridge University Press eBooks · doi:10.1017/cbo9780511808098.008 · Cited by 447 · see citing works
Sloman, S. (2002) · Cambridge University Press eBooks · doi:10.1017/cbo9780511808098.024 · Cited by 440 · see citing works
Climategate, Public Opinion, and the Loss of Trust
Leiserowitz, A., Maibach, E. W., Roser‐Renouf, C., Smith, N., & Dawson, E. C. (2012) · American Behavioral Scientist · doi:10.1177/0002764212458272 · Cited by 409 · see citing works
“They give greater scrutiny to and look for reasons to reject the validity of contradictory claims (35-37).”
BackgroundFörster, J., Liberman, N., & Friedman, R. (2007) · Personality and Social Psychology Review · doi:10.1177/1088868307303029 · Cited by 408 · see citing works
“In a second condition, participants were given accuracy instructions to reduce their need for closure (see Kruglanski & Webster, 1996).”
BackgroundPosting versus Lurking: Communicating in a Multiple Audience Context
Schlosser, A. E. (2005) · Journal of Consumer Research · doi:10.1086/432235 · Cited by 398 · see citing works
“This is contrary to prior theorizing that speakers think about prototypical, supporting information (Kruglanski and Webster 1996).”
ResultMussweiler, T., & Strack, F. (1999) · Journal of Experimental Social Psychology · doi:10.1006/jesp.1998.1364 · Cited by 585 · see citing works
“Time pressure heightens need for closure (Kruglanski & Webster, 1996) which in turn decreases the amount of knowledge that people consider before forming a judgment (cf. Mayseless & Kruglanski, 1987; see also Strack, Erber, & Wicklund, 1982).”
The Specificity Principle in Acculturation Science
Bornstein, M. H. (2017) · Perspectives on Psychological Science · doi:10.1177/1745691616655997 · Cited by 394 · see citing works
“Likewise, high levels of aggravation undermine the immigrant experience (Yu & Singh, 2012), and aversion to ambiguity in immigrants is associated with greater stress, expressed emotional disorder, and psychosomatic symptoms (Kosic, 2002; Kurglanski & Webster, 1996).”
BackgroundSinatra, G. M., Kienhues, D., & Hofer, B. K. (2014) · Educational Psychologist · doi:10.1080/00461520.2014.916216 · Cited by 393 · see citing works
“This can result in relative closed-mindedness on an issue (Kruglanski & Webster, 1996).”
BackgroundChiu, C., Morris, M. W., Hong, Y., & Menon, T. (2000) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.78.2.247 · Cited by 379 · see citing works
McCrae, R. R., & Greenberg, D. M. (2014) · doi:10.1002/9781118367377.ch12 · Cited by 374 · see citing works
“On the other side, Kruglanski and Webster (1996) pointed out that closedness can also be motivating.”
BackgroundTetlock, P. E. (2000) · Administrative Science Quarterly · doi:10.2307/2667073 · Cited by 373 · see citing works
“Drawing again on survey work in public opinion ( McClosky & Brill, 1983), as well as on the cognitive style literature (Kruglanski & Webster, 1996), it was expected that ideological conservatives, especially those with strong preferences for closure, would most deeply doubt the cognitive and…”
BackgroundMethodWhen Less Is More: Counterfactual Thinking and Satisfaction Among Olympic Medalists
Medvec, V., Madey, S. F., & Gilovich, T. (1995) · Journal of Personality and Social Psychology · doi:10.1037//0022-3514.69.4.603 · Cited by 2 · see citing works
Meglino, B. M., & Korsgaard, M. A. (2004) · Journal of Applied Psychology · doi:10.1037/0021-9010.89.6.946 · Cited by 366 · see citing works
Time pressure and closing of the mind in negotiation
Dreu, C. K. W. D. (2003) · Organizational Behavior and Human Decision Processes · doi:10.1016/s0749-5978(03)00022-0 · Cited by 370 · see citing works
Kuhn, D. (2001) · Psychological Science · doi:10.1111/1467-9280.00302 · Cited by 370 · see citing works
“…decontextualize, willingness to consider alternatives, actively open-minded thinking (Baron, 1988), need for cognition (Cacioppo, Petty, Feinstein, & Jarvis, 1996), and need for closure (Kruglanski & Webster, 1996), and reported modest correlations among scales designed to measure such constructs.”
BackgroundZou, X., Tam, K.-P., Morris, M. W., Lee, S.-L., Lau, I. Y.-M., & Chiu, C.-Y. (2009) · Journal of Personality and Social Psychology · doi:10.1037/a0016399 · Cited by 369 · see citing works
“The motivation of need for cognitive closure (Kruglanski & Weber, 1996) drives individuals to seek answers validated by consensus with the salient ingroup.”
Van Kleef, G. A., Homan, A. C., Beersma, B., Van Knippenberg, D., Van Knippenberg, B., & Damen, F. (2009) · Academy of Management Journal · doi:10.5465/amj.2009.41331253 · Cited by 360 · see citing works
“Personality variables that tap into epistemic motivation include need for cognition (Cacioppo & Petty, 1982), need for cognitive closure (Kruglanski & Webster, 1996), fear of invalidity (Thompson, Naccarato, Parker, & Moskowitz, 2001), and personal need for structure (Neuberg & Newsom, 1993;…”
The Five “A”s of Meaning Maintenance: Finding Meaning in the Theories of Sense-Making
Proulx, T., & Inzlicht, M. (2012) · Psychological Inquiry · doi:10.1080/1047840x.2012.702372 · Cited by 356 · see citing works
“Where Camus posited a “nostalgia for unity,” we have posited a unity principle (Epstein, 1981), need for coherence (Antonovsky, 1979), need for cognitive closure (Kruglanski & Webster, 1996) or need for structure (Neuberg & Newsom, 1993).”
BackgroundThe Impact of Anticipating Satisfaction on Consumer Choice
Shiv, B., & Huber, J. C. (2000) · Journal of Consumer Research · doi:10.1086/314320 · Cited by 344 · see citing works
A functional model of hierarchy
Halevy, N., Chou, E. Y., & Galinsky, A. D. (2011) · Organizational Psychology Review · doi:10.1177/2041386610380991 · Cited by 337 · see citing works
“These include, among other things, the needs for power and achievement (McClelland, 1975; Schwartz, 1992) and the needs for certainty, predictability, and structure (Fromm, 1941; Kruglanski & Webster, 1996; Whitson & Galinsky, 2008).”
BackgroundAcculturation Strategies and Integrative Complexity
Tadmor, C. T., Tetlock, P. E., & Peng, K. (2008) · Journal of Cross-Cultural Psychology · doi:10.1177/0022022108326279 · Cited by 338 · see citing works
“Kosic et al. (2004) focused on “need for cognitive closure” (NCC), or desire for definite answers and aversion to ambiguity (Kruglanski & Webster, 1996), which has been shown to negatively correlate with integrative complexity (e.g., Tetlock, 1998).”
BackgroundMethod
- Authors
- Kruglanski, A. W., & Webster, D. M.
- Affiliations
- University of Maryland, College Park (US)
- ORCID
- Kruglanski, Arie W.
- Venue
- Psychological Review
- Published
- 1996-04
- Volume
- 103
- Issue
- 2
- Pages
- 263-283
- ISSN
- 0033-295X (ISSN-L)
- 1939-1471
- OpenAlex
- W1994106556
- Cited by
- 2,379
- References
- 87
- Citations by year
- 2026: 105 · 2025: 104 · 2024: 75 · 2023: 78 · 2022: 110 · 2021: 130 · 2020: 150 · 2019: 96 · 2018: 135 · 2017: 107 · 2016: 98 · 2015: 92 · 2014: 107 · 2013: 88 · 2012: 108
- FWCI
- 80.97
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Psychological Review (publishedVersion)
- PubMed (publishedVersion)
- Funders
- National Institutes of Health (5r01mh052578-05, 5k05mh001213-03)
- National Institute of Mental Health (1R01 MH 52578, KO5/MH01213)
- Topics
- Social Sciences › Sociology and Political Science › Social and Intergroup Psychology
- Social Sciences › Psychology › Social Psychology › Death Anxiety and Social Exclusion
- Social Sciences › Sociology and Political Science › Psychology of Social Influence
- Keywords
- need for closure, cognitive closure, impression formation, stereotyping, attribution, persuasion, group decision making, individual differences, social cognition
- MeSH terms
- Cognition, Decision Making, Humans, Intelligence, Language, Personality
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