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Choosing Your Future: Temporal Distance and the Balance between Self-Control and Indulgence

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  • Juliano Laran

Abstract

This article investigates how temporal distance influences consumers' self-control. We demonstrate that self-control is dependent on the content of currently active information in decisions for the future. When indulgence information is currently active, decisions for the future tend to be oriented toward self-control. When self-control information is currently active, decisions for the future tend to be oriented toward indulgence. In four experiments investigating two self-control domains (healthy eating and saving money), we find evidence for an information activation/inhibition account of the influence of temporal distance on self-control decisions. (c) 2009 by JOURNAL OF CONSUMER RESEARCH, Inc..

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  • Juliano Laran, 2010. "Choosing Your Future: Temporal Distance and the Balance between Self-Control and Indulgence," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(6), pages 1002-1015, April.
    • Handle: RePEc:oup:jconrs:v:36:y:2010:i:6:p:1002-1015
    DOI: 10.1086/648380
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    Cited by:

    1. Nenkov, Gergana Y. & Morrin, Maureen & Maille, Virginie & Rank-Christman, Tracy & Lwin, May O., 2019. "Sense and sensibility: The impact of visual and auditory sensory input on marketplace morality," Journal of Business Research, Elsevier, vol. 95(C), pages 428-441.
    2. Berg, Nathan & Kim, Jeong-Yoo, 2010. "Demand for Self Control: A model of Consumer Response to Programs and Products that Moderate Consumption," MPRA Paper 26593, University Library of Munich, Germany.
    3. Mai, Robert & Symmank, Claudia & Seeberg-Elverfeldt, Berenike, 2016. "Light and Pale Colors in Food Packaging: When Does This Package Cue Signal Superior Healthiness or Inferior Tastiness?," Journal of Retailing, Elsevier, vol. 92(4), pages 426-444.
    4. Jianjia He & Shengmin Liu & Tingting Li & Thi Hoai Thuong Mai, 2021. "The Positive Effects of Unneeded Consumption Behaviour on Consumers during the COVID-19 Pandemic," IJERPH, MDPI, vol. 18(12), pages 1-17, June.
    5. Jeremy van Dijk & Mehdi Farsi & Sylvain Weber, 2020. "Travel mode choices in a greening market: the impact of electric vehicles and prior investments," IRENE Working Papers 20-04, IRENE Institute of Economic Research.
    6. Kim, Jungkeun, 2020. "Impact of the perceived threat of COVID-19 on variety-seeking," Australasian marketing journal, Elsevier, vol. 28(3), pages 108-116.
    7. Bélyácz, Iván & Kovács, Kármen, 2021. "Az egyén kognitív korlátaitól viselkedésének előrejelezhetőségéig [From the cognitive boundaries of individuals to the predictability of their behaviour]," Közgazdasági Szemle (Economic Review - monthly of the Hungarian Academy of Sciences), Közgazdasági Szemle Alapítvány (Economic Review Foundation), vol. 0(2), pages 132-149.
    8. Aspara, Jaakko & Chakravarti, Amitav & Hoffmann, Arvid O. I., 2015. "Focal versus background goals in consumer financial decision-making: trading off financial returns for self-expression?," LSE Research Online Documents on Economics 64129, London School of Economics and Political Science, LSE Library.
    9. Carlson, Kurt A. & Tanner, Robin J. & Meloy, Margaret G. & Russo, J. Edward, 2014. "Catching nonconscious goals in the act of decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 123(1), pages 65-76.
    10. Didi Alaoui, Mohamed & Valette-Florence, Pierre & Cova, Véronique, 2022. "How psychological distance shapes hedonic consumption: The moderating role of the need to justify," Journal of Business Research, Elsevier, vol. 146(C), pages 57-69.
    11. Li, Meng & Patel, Pankaj C. & Wolfe, Marcus T., 2019. "A penny saved is a penny earned? Differences in male and female savings and consumption tradeoffs on online retail platforms," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 79-86.
    12. Besharat, Ali & Nardini, Gia, 2018. "When indulgence gets the best of you: Unexpected consequences of prepayment," Journal of Business Research, Elsevier, vol. 92(C), pages 321-328.
    13. Stacie F. Waites & Adam Farmer & Carol L. Esmark Jones, 2021. "Building toward a solid foundation: The effect of thinking concretely about the future," Journal of Consumer Affairs, Wiley Blackwell, vol. 55(1), pages 254-273, March.
    14. Sérgio Silva Demoliner & Cláudio Damacena, 2019. "The Effect of Prior Commitment on Consumer Choice," SAGE Open, , vol. 9(2), pages 21582440198, May.

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