On Intertemporal Selfishness: How the Perceived Instability of Identity Underlies Impatient Consumption
AbstractHow does the anticipated connectedness between one’s current and future identity help explain impatience in intertemporal preferences? The less consumers are closely connected psychologically to their future selves, the less willing they will be to forgo immediate benefits in order to ensure larger deferred benefits to be received by that future self. When consumers’ measured or manipulated sense of continuity with their future selves is lower, they accept smaller-sooner rewards, wait less in order to save money on a purchase, require a larger premium to delay receiving a gift card, and have lower long-term discount rates.
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Bibliographic InfoArticle provided by University of Chicago Press in its journal Journal of Consumer Research.
Volume (Year): 38 (2011)
Issue (Month): 1 ()
Pages: 182 - 198
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Web page: http://www.journals.uchicago.edu/JCR/
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- Hershfield, Hal E. & Cohen, Taya R. & Thompson, Leigh, 2012. "Short horizons and tempting situations: Lack of continuity to our future selves leads to unethical decision making and behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 117(2), pages 298-310.
- Reed, Americus & Forehand, Mark & Puntoni, Stefano & Warlop, Luk, 2012. "Identity-based consumer behavior," Open Access publications from Katholieke Universiteit Leuven urn:hdl:123456789/357429, Katholieke Universiteit Leuven.
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