1609: Time is Hunting: Investigating Time Pressure and Bottom-Line Mentality with an Eye-tracking Approach (13162)

Taking a static approach and treating bottom-line mentality (BLM) as an individual difference limits our understanding of when and why people adopt BLM thinking as an activated mental state or strategy. This research explores the dynamic antecedents of the BLM state. Based on threat rigidity theory, we propose that time pressure can drive people to adopt BLM through local processing. We also propose that temporal leadership moderates the relationship between time pressure and local processing, thus mitigating subsequent BLM. In Study 1, we conduct a laboratory experiment with an eye-tracking approach to establish causal support for the effect of time pressure on local processing. In Study 2, we perform an online experiment and then test the causal link between local processing and BLM by manipulating local processing. In Study 3, we test the proposed full theoretical model through an experience sampling methodology study for 10 workdays with data from 93 employees. Obtained results supported our hypotheses. We conclude this research by discussing the theoretical and practical implications of our findings as well as future research directions.

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