The Relative Weighting of Position and Velocity in Satisfaction

Satisfaction N~ith n desired outcome depends both on it .s position li .e ., the actual value of the outcomel and on it .s velocity li .e ., the change in the slue) . In u yrre .stionncrire .study, sve investi,~>ated _/iuuors that in/lnetrce Nre relative x~eikhtiny ofposition crud relocitr In satisfawtion and found that the relative weight of relocity loomed larker x~hen the outcome was lu) framed in terms of change Iratl:er than in terms of overall position), Ibl related to corr .snntmutory (rather than instrumental) behaviors, or Ic) internally (rather than externally) controlled . Tlre findings .srrkkest that the relative importance of position and velocity in satisfaction varies, dependink on the condition and nature of the outcome . An important topic in social psychology and decision research is the relation between desired outcomes and satisfaction, for example, between a student's grades and her satisfaction with the grades, or between a worker's salary and his satisfaction with the salary .' An obvious relation is that satisfaction depends on the actual level, which we shall call position, of the outcome . For example, a worker will be happier if he earns $30,000 per year than if he earns $20,000 per year . However, satisfaction also depends on the change, which we call velocity, of an outcome . Regardless of the actual level of his salary, for example, a worker will be happier if his salary increases (i .e ., velocity is positive) than if it decreases (i .e ., velocity is negative) . There has been abundant evidence for this noCorrespondence and reprint requests should be addressed to Christopher K . Hsee, Department of Psychology, Yale University, Box IIA Yale Station, New Haven . CT